The Real Estate Sales Podcast (Jimmy Burgess)

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.

Counting from 7 to 1 – they are the following:

7. Seven conversations with seven homeowners each and every day.
8. Speak with six prospective buyers. Share information about properties, get them in touch with a lender.
9. Check-in with five of your past clients or people that are in your sphere of influence.
10. Send four hand-written notes to agents in potential feeder markets.
11. Either show or preview three different homes each and every day.
12. Send a text, email or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.
13. Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.

By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The biggest question right now is if right now is a good time to buy a house. Seeing the rise in interest rates and prices, many people have questions. 

The decision to buy a home is a very personal decision for everyone. There are two things everyone should ask themselves. What do you believe about interest rates and what do you believe about prices? 

Interest Rates

Since the first week of this year, interest rates have shot up. It has been the fastest rise in interest rates in 50 years. This has added, on average, $1,000 to mortgage payments across the country. 

In the short term, experts are forecasting rates to go higher - because of inflation - and this is driving us toward a recession. Historically, recessions have meant a fall in interest rates. 

Pricing

A rise in interest rates is causing demand to pull back which is reducing the downward pressure on prices. There are not many reputable sources calling for a crash in the market. 

David believes that next year will be relatively even. 

Long-term benefits of home ownership

In the last few years, we have gotten too used to appreciation in price. That is not a normal market. 

For many individuals owning a home is a major life event and ultimately it is about the American dream. 

David's advice to agents

In David’s office, they have a large wall that reads “Every family should feel confident in buying a home”. 

Check out Keeping Current Matters and learn how to create credibility in your market. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There’s a reason why positive affirmations suddenly became popular. If you’re not taking the time to say them daily, you’re keeping yourself from becoming a successful real estate agent.

In this episode of “The Real Estate Sales Podcast,” host Jimmy Burgess discusses the importance of positivity and effective communication in the real estate industry. Successful realtors understand the power of words and how they can shape their mindset and relationships with clients. 

Realtors can create a more fulfilling and prosperous career by adopting specific phrases and mindset shifts. Let's delve into the seven daily phrases that happy and prosperous realtors say.

"Today I Get To"

• Happy and successful realtors approach each day with gratitude and excitement. 
• By shifting from "I have to" to "I get to," they acknowledge the opportunities to serve and positively impact their clients' lives. 
• Whether it's showing houses, marketing properties, or spreading joy, this mindset shift brings a renewed sense of purpose and enjoyment to their work.

 "Can I Help You With Anything?"

• A key aspect of being a successful realtor is serving clients genuinely.
• By consistently asking how they can assist, realtors go beyond words and demonstrate their commitment to providing exceptional service. 
• Realtors create stronger relationships with their clients by genuinely seeking opportunities to help.

"I Saw This and Thought of You"

• Building relationships is crucial in real estate. 
• Happy realtors recognize the importance of staying top-of-mind with their clients. 
• They demonstrate thoughtfulness and consideration by looking for things that resonate with their client's interests or needs. This simple phrase shows that clients are a priority, fostering stronger connections and client loyalty.

"Tell Me More About That"

• Successful realtors actively engage in meaningful conversations to deepen relationships. 
• By asking clients to expand on a topic, they show genuine interest and a willingness to understand their clients' motivations and desires. This approach allows realtors to tailor their services more effectively and provide personalized solutions.

"Thank You"

• Gratitude is a powerful tool in building relationships and cultivating a positive mindset.
• Happy and successful realtors embrace the magic words of "thank you." 
• Expressing gratitude not only sets the tone for appreciation but also helps create a culture of reciprocity. 
• These realtors proactively find reasons to thank their clients and colleagues, allowing for a more harmonious and mutually beneficial working dynamic.

"I Love"

• Passion is contagious, and successful realtors know how to harness it. 
• These realtors create an irresistible magnetism by openly expressing their love for their work, properties, and assisting clients. 
• They convey enthusiasm and dedication through their words, attracting clients who appreciate their genuine passion and zest for the business.

"Today I'm Going To Even Though I Don't Want To"

• Growth often lies just outside our comfort zones. 
• Happy and successful realtors recognize that embracing discomfort is necessary for progress. 
• They confront tasks or activities they may not enjoy, such as making phone calls, hosting open houses, or door-knocking. 
• Acknowledging their resistance and taking action, they push their boundaries and experience personal and professional growth.

In the real estate industry, words can shape attitudes, build relationships, and drive success. Realtors can create a more fulfilling and prosperous career by adopting the phrases and mindset shifts discussed in this session. 

Happy and successful realtors understand the importance of gratitude, genuine service, and embracing discomfort to achieve their goals. Realtors can unlock their full potential and find joy and success in their profession by consciously choosing their words and working on their mindset.

“Life isn't just all about selling more real estate. It's about enjoying what you do. It's about having joy with the things that we get to do daily.” - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wonder what to do for your business in this current market? In today’s episode of The Real Estate Podcast, Jimmy meets with Gino Blefari to discuss ways to survive and thrive in the current real estate market.

1. Have a strong mindset

• A strong mindset is ALWAYS important, even more so in the current market. We don’t know how long the current market will last or how deep it will go, but we do know it will pass.
• You have to remain mentally strong in this market to thrive in the upcoming market.

2.  Follow your schedule

• Don’t make a commitment without first checking your schedule. If it can’t fit, then don’t make the commitment.
• By creating and following a schedule, you can prioritize what’s important and dedicate your time and energy to it.

3.  Focus on your MEDS

• Meds stand for meditation, exercise, diet, and sleep. When you take care of yourself and your mental health, you’ll feel good and perform better. Again, think about strengthening your mindset.
• Blefari says these are small cornerstones that lead to winning habits. Focus on the small, daily things that will lead to big changes.

4.  Focus on strategy

• Blefari would farm realtors who were leaving the real estate business. Whatever you do, create a strategy and follow it. Whatever worked for you in the past, focus on that.
• Contact all of your clients, add value, and focus on lead generation. Whatever strategy you choose, follow it and tweak it as necessary.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Out with the old social media strategies, and in with the new! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess talks about the latest social media news, trends, and tips to help you reach more people and increase engagement.

Instagram and TikTok are extending the description box.

• The apps will now use descriptions to judge whether your content is relevant to search terms, so make sure you’re spending time on those descriptions and not just hashtagging!

Use ChatGPT to optimize your social media posts for each different platform.

• Each platform has its own specialized algorithm, and ChatGPT can help you create SEO-optimized content for each one without you having to go through the trouble of learning how each algorithm works.

Instagram is going back to its foundation.

• If you’ve been missing the old days of sharing still lifestyle and aesthetic pictures on Instagram, you’re in luck. Try sharing personal and lifestyle content again – you will see it gain more traction than in recent years.

Screenshot Twitter posts and post them as an image on Instagram.

• This allows you to use the content you have created for Twitter to connect with another audience. These types of posts have been gaining popularity.

Use your Location Tags on Instagram and TikTok.

• If your post is most relevant to people in your area, adding your location tag will increase their chances of seeing it.

Use green screen backdrops to show headlines behind you.

• Jimmy demonstrates how you can use Instagram Reels to create a green screen effect and display an article that you want to talk about behind you.

Organic traffic is increasing on Facebook.

• Facebook Reels are gaining popularity, so if you already create Instagram Reels, you can upload them to Facebook at the same time. Creating them without Instagram is also a very easy process and Jimmy walks us through it.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Right now is the ideal time to build a personal brand in real estate! But how can you do it?

Discover these seven easy tips for building your brand with your host, Jimmy Burgess.

1. Who is your ideal client?

Take the time to think about who is the ideal client you want to work with. You should also consider how you can add the most value to them.

If you need help with this, consider what type of homeowner excites you the most. Is it a first-time homeowner? Is it a family looking for a bigger home? Whichever option makes you excited, then that's your ideal client.

2. Develop your unique selling proposition

Figure out how you can stand out to help you attract your ideal client. You may want to look into your own life to see if there's anything about yourself that'll help you attract clients. Jimmy provides excellent examples of how you can find your unique selling proposition.

3. Crafting your brand story

People like to do business with people. This means you must connect with others on an emotional level. You can do this by sharing something personal about yourself.

What about YOU that will help create a brand story so clients will feel a connection with you? Remember to think outside of the box!

4. Identify where your ideal client is spending their time

Not every single client will spend time on the same social media platforms. For example, newlyweds may spend most of their time on Instagram or TikTok.

In contrast, older adults may spend most of their time on FaceBook. Figure out what social media platform is your ideal client using the most.

5. Build a consistent visual identity

When people see your content on social media, you want them to know that’s it you. This helps builds trust with your audience and know that you’re the real deal. Consider creating branding colors, fonts, or a logo to help your visual identity stay consistent on all platforms.

6. Create valuable content

This is how you start building your brand on questions your ideal client may have. What do first-time home buyers need to know? Or what type of questions do retired people may have?

Once you figure this out, you can create engaging and entertaining content. This helps clients recognize your brand as an expert in a particular subject.

 7. Grow, engage, and nurture your social media audience

You always need new people coming in, so consider how to grow your audience. Once you can do this, be sure to engage with your audience.

This means replying to those who comment on your posts. Over time, nurture your long-term relationships, as you never know if they may need you when buying a house.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

A lot of the time, EVERYTHING we need for success is right in front of us. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 CRUCIAL things most realtors miss about setting their business up for success.

1. It’s not about the houses, it’s about the people.

• Oftentimes, when someone is wanting to get into real estate, they think the business is about houses. Real estate is about PEOPLE, it’s NOT about houses.

• When you focus on houses instead of people, you push YOUR thoughts onto clients instead of letting them think about what THEY want. Instead of adding value, this subtracts it.

2. It’s not about the number of leads, it’s about the quality of the conversations.

• Leads are vital in real estate, yes, but if you only have names and emails, it amounts to NOTHING. Quality is more important than quantity.

• You have to identify people who are genuinely interested in doing business with you, then DEVELOP deep relationships with them. Otherwise, you won’t generate leads or turn any profits.

3. It’s not about how impressive you are, it’s about the value you bring.

• The market only rewards people who bring value to it. If you want to get more income, you HAVE to add more value to the market.

• Instead of focusing on being impressive, focus on things like becoming the go-to knowledge source in your area and adding value to clients. This will ultimately reward you and your business more than just being impressive.

4. It’s not about your split, it’s about how much you make.

• Instead of focusing on maximizing your split, focus on generating as much value and income as possible.

• If you have 1 deal and get a 100% split, that’s 100% of the profit, sure, but only a single deal. Compare that to 10 deals with a 50% split. It’s less money per individual deal, but more income overall. Prioritize getting more and more deals over maximizing the profit of each individual deal.

5. It’s not about how much you make, it’s about how much you keep.

• This isn’t specific to real estate, this is relevant to LIFE. Income is important, yes, but you’ll only grow your business and your personal wealth through SAVING that income.

• If you bring in a million dollars but spend it all, you have nothing. However, if you save 75% of it, you’ll still have something. Save your money and put it to work.

6. It’s not about the closing, it’s about the follow-up.

• Adding value to clients is one of the fundamentals of real estate, and people often neglect it. However, it's fundamental for a reason, following up and adding value is KEY for business growth and success.

• Every deal you close presents an opportunity for future business. Don’t neglect to follow up, otherwise, you’re neglecting the possibility of future leads.

7.  It’s not about you, it’s about them.

• This one should go without saying. The core of ANY business, whether real estate or not, is focusing on your CLIENT, not yourself.

• If you want to continually grow, you HAVE to add value and focus on the needs of your customers. Otherwise, your business will fail. It’s not a matter of if, it’s a matter of when.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In life, you’re either growing or dying. In today’s episode of The Real Estate Sales Podcast, Jimmy explains five comforts that kill realtors in their efforts to find success.

The comfort of a good market.

• A thriving market made many agents stagnant in their work because deals would just come to them.
• If you don't time block your schedule or spend time reaching out to new prospects, you must develop those good habits now.

The comfort of past success.

• Never let your ego impede the habits that generate success. 
• The most challenging thing to overcome is the notion that your past successes will not single-handedly lead to future results.

The comfort of a large database.

• Just because you have an extensive database doesn’t mean you provide value to them.
• Databases full of clients and prospects must be nurtured, interacted with, and provided for to ensure you follow up and add value.

The comfort of one excellent lead source.

• No matter how great your lead source is, things can change.
• Time and time again, we see lead sources dying and new ones arising - have a backup plan in place.

The comfort of money.

• Every time a real estate market comes down, it’s followed by a more difficult time.
• Things change, and you should utilize that money to set yourself apart from other agents as the business adapts.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Bring value to your customers by telling them all they need to know about selling in the current market. In this episode of The Real Estate Sales podcast, your host Jimmy Burgess goes through 5 talking points you can use to help your clients understand why it might be time for a price reduction.

1. Understand Your Numbers.

·         Get fluent in the current statistics and how they compare to the stats of the past. Then communicate those stats to your sellers.

2.            Economics: Demand.

·         Speak about the number of transactions, which can help you see how many buyers are out there. Compare with numbers from previous years and months to help your clients understand the state of the market. 

3.            Economics: Supply.

·         Speak about the current competition. How many houses are on the market and how does that compare to previous years or months? When supply goes up, it can be harder to sell.

4.            Buyers have to see the perceived value of a property.

·         In a competitive market, buyers will want to see low prices, or they will be willing to wait for lower prices when they come along. 

5.            Communicate that the next sale will probably be the highest-price sale.

·         The most recent sale sets the “ceiling” for what the next sales in the area will be. If demand is lower than supply, each sale price will continue to decrease.

6.            Explain your job.

·         Your seller has probably heard that agents want to make “quick sales” and make their commission. Let them know that you just want to give them up-to-date information so they can make their own decisions about what to do.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The more you know the more your bank account will grow. In today’s episode of The Real Estate Sales Podcast, Jimmy explains 11 real estate understandings that can change your tax bracket. 

1. It’s not about you

• It’s about solving problems and meeting the needs of your clients. 
• When you shift the focus from yourself to your clients, your business will begin to grow. 

2. Relationships are greater than transactions

• If you can shift your focus and understand that you need to build deep relationships, the transactions will follow.

3. The more you know the more you grow

• Become a student of your contract.
• Become the person that understands what's happening in your city, what are the numbers for your market, what are the average days on the market, etc.
• When you know more your business will grow. 

4. You are a marketing company that happens to sell real estate

• The basics of this business are marketing. 
• The better you get at marketing, the faster your business will grow. 

5. Your vibe attracts your tribe

• Be authentic to who you are. 
• This will attract the exact right person for your business. 

6. Video is a must

• When you send a video message there is no doubt about who you are and the message you are sending. 

7. There is no such thing as a past client

• You are building clients for life. 
• The value that a client has is in a lifetime relationship. 

8. Leads are a 3-step process

• Lead generation, lead nurturing and lead conversion. 
• Understanding this three-step process will change everything. 

9. The money is in the follow-up

• If you don’t follow up, nothing is going to happen. 
• You have to be the person that will initiate the follow-up and continue to add value. 

10. Consistency is key

• Whatever it is you are doing, you need to commit to doing it consistently. 

11. Platinum is better than gold

• The platinum rule says, “Treat other people the way that they want to be treated.”
• Consistently give people what they want in the way that they want it. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

With 35 years of experience, Jimmy Burgess has sold over $500 million in real estate. That’s pretty impressive!

But what are Jimmy’s secrets to being so successful in real estate?

In The Real Estate Sales Podcast episode,  host Jimmy will share some of these secrets. Here are the eleven lessons he learned from selling $500 million in real estate.

The Client Isn’t Always Right

• Jimmy quickly discovered the client is always right isn't true. When he first became a real estate agent, he spent a lot of time trying to please everyone. However, he quickly discovers that this is impossible.
• Now Jimmy knows that if he is working with a problematic client and nothing is pleasing them, it's okay to fire them. Don't be afraid to do this; have the guts to tell them it's not going to work. You can then refer them to an agent who can assist them better.
• If your gut tells you this client isn't right for you, let them go. Working with ideal clients who will need your services again is better.

There Are No Losses

• Did you lose money due to a careless mistake? Think of it as a lesson instead of thinking you missed an opportunity.
• You find the perfect client and show them different houses for sale. However, you forgot to ask them if they were working with another agent. The next day, you called to make an offer, and the potential buyer said their agent already handled it. 
• Jimmy learned that committing with a client is best before showing homes. The loss will hurt, but it provides a better long-term game and teaches you to be wiser in your decisions.

Most People Won’t Support You Until They Need

• Just because someone likes your posts on social media doesn’t mean they will support you.
• Most people watch from the sideline to see how you run your business. Then, they’ll wait to support you when others do so.
• The lesson to learn is to earn business from people and don’t expect it to happen. How can you make those watching from the sideline start doing business with you?

Your Business Can Only Grow if You’re Growing

• Your business will only grow as far as you allow it. You may find your business stalling if you’re not trying to grow personally.
• How are you trying to grow physically and mentally? Are you attending conferences or listening to podcasts? 
• By investing in yourself, you’re investing in your business. Bush up on your skills to bring more value to your clients and business.

Jimmy always shares insightful advice for the real estate business. In this episode, he shared eleven tips from his experience working in this industry. Subscribe to The Real Estate Sales Podcast to hear the rest of his knowledge.

“This business will test you, this business will try you, but ultimately, this business is refining you in a way to makes you a better agent and gives you the business of your dreams.” - Jimmy Burgess

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Are you wondering how you can give back to your community? On today’s episode of The Real Estate Sales Podcast, Jimmy chats with Lynne Kelleher about how to grow your business by giving back to your community. 

How did Lynne get her start at giving back?

• She has always been a believer in supporting the community that supports you. 
• Lynne leads a group of women who meet four times a year and donate $100 to a charity nominated by the members of the group. At her first meeting she started with 35 women, she now has 250 women. Lynne donates $100,000 a year and spends 4 hours doing it. 

How exactly do these meetings work?

• Lynne has an email list and sends out email reminders to her members. They can attend in person or on zoom. 
• They meet in a country club and start with announcements. Then the three selected members get 5 minutes to talk about their charity and a small question and answer period. 
• The votes are then cast and tallied, and the members write a check directly to the charity organization. 

How does this help Lynne’s business?

• Lynne has expanded her center of influence by doing great things for her community. She receives lots of press and people now associate her with her group. 

Episode Resources

• For more information from Lynne you can reach out to her by email or phone at Lynne@lynnekelleher.com or 215.813.6655

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Here’s a secret foundation for building your real estate business. It’s an acronym that most real estate agents don’t know about, but it's essential to creating a successful business. 

This episode will discuss the importance of setting up, optimizing, and engaging your database or CRM (Customer Relationship Management) system to generate a steady flow of deals for your business. 

Your database is not just a tool for an organization but a valuable asset that can be sold if you decide to exit the real estate industry. Listen to this week’s episode of The Real Estate Sales podcast to learn more about it!

E - Everybody Goes in Your Database

• To ensure a comprehensive database, you must include everyone you know who could be a buyer or seller. 
• This includes renters, homeowners, and your sphere of influence. 
• Having a wide range of contacts in your CRM system allows you to reach out to them consistently and build relationships over time.

N - Notes on Every Person

• As your database grows, remembering every detail about each contact becomes challenging. 
• Therefore, taking notes on each individual is crucial, capturing vital information and personal attributes that will help you deepen your relationship with them. 
• This includes interests, future plans, and anything discussed during conversations. 
• The more information you have, the better you can serve your clients, making your database more valuable.

G - Generate Automated Property Emails

• By setting up your CRM system to send automated property emails, you can provide consistent value to your contacts. 
• For homeowners, these emails can feature updates on properties that have come on the market, gone under contract, or sold in their area, directly impacting the value of their home. 
• Potential buyers and renters can also receive property updates based on their preferred price range and preferences. 
• Prospecting becomes effortless as your CRM system generates property emails regularly.

A - Add Personalized Value

• While automated emails are valuable, adding a personal touch can make a significant difference in building relationships. 
• Identify opportunities to reach out individually to contacts. 
• For example, if you come across a property that might interest a homeowner, send them a personalized email mentioning how it could affect their home value. 
• Similarly, if you notice milestones or achievements on social media, sending a congratulatory message demonstrates your attention and care. 
• Personalized value goes beyond automated systems, transforming your CRM into a relationship-building tool.

G - Get Systematic and Social with Your CRM

• Establish a systematic approach for consistent communication to take full advantage of your CRM system. 
• Besides automated property emails, consider sending regular newsletters with community updates, featured properties, and local activities. 
• Highlighting events and happenings outside of real estate helps to engage your contacts on a more personal level. 
• Additionally, leverage social media platforms to connect with your contacts on a deeper level. 
• You can find them on social media, follow them, and engage with their posts. 
• Blending systematic and social elements makes your CRM a powerful referral machine.

E - Every Interaction Prompts the Next Conversation

• Ensure no contact falls through the cracks by promptly recording and scheduling follow-ups for every interaction. 
• Each time you engage with someone, whether through calls, messages, or social media interactions, note it in your CRM system and set reminders for future conversations or actions. 
• Set specific to-do tasks for each contact, such as sending an unsolicited CMA to a homeowner in six months or suggesting properties to a potential buyer in three weeks.
• By following a systematic plan, you can maintain consistent communication and maximize deal opportunities.

Effectively utilizing your CRM system as an ATM for your business requires an intentional and strategic approach. Following the ENGAGE framework, you can create a database that consistently drives deals for your real estate business. Stay proactive, organized, and engaged with your contacts to build a valuable asset that supports your business growth and success.

“Your database or CRM is actually the opportunity of a lifetime for you. It is where you have the foundation of your business. It keeps you organized and allows you to have a sellable asset when and if you decide to exit real estate. As long as it is set up properly, it is set up to be systemized.” - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

You got your listing, but how are you going to make that one listing turn into multiple transactions? In today’s episode of The Real Estate Podcast, Jimmy goes over 23 different ways you can generate multiple transactions from single listings.

1. Teaser videos for upcoming listings

• Don’t reveal the ENTIRE property, but go over an overview of the upcoming listing. Provide information like the address as well as how many baths and beds. Tell people to contact you if they’re interested in the property.

2. Circle prospect the neighborhood

• Go around the neighborhood and inform people of the upcoming listing. This helps you add value to that particular area and build rapport with potential future buyers and sellers.

3. Door knocking the neighbors

• Instead of calling neighbors and telling them about a new listing, go to them in person. It helps you build an even better relationship with potential buyers and sellers and is an IMMENSE way to add value.

4. Send teaser videos to your database

• After you record the teaser video on an upcoming listing, send that teaser video through your database. This gets the video out to multiple eyes and puts you and your listing at the top of several different people’s heads.

5. Call people in your database

• If you know clients within your database are going to be buying or selling within the next year, or would specifically be interested in an upcoming listing, call and let them know.

6. Make a social media post

• Once the listing is actually up, make a post on social media announcing the listing. This gets people thinking about the listing and puts you, again, at the top of their heads.

7. Send a just listed postcard

• Sending out just listed postcards does two things: Helps agents find potential buyers but more importantly it also BUILDS VALUE with those same potential buyers. Building value is, of course, key.

8. Host an open house

• Hosting an open house lets you meet with a large number of potential buyers and sellers. You can gather the information of people who come to the open house and add them to your database.

9. Door knocking

• We’ve already covered door knocking, but after a listing is up, do some more door knocking. Let them know the property is on the market and ask them to send leads your way.

10. Circle prospecting

• We also already talked about circle prospecting before listings went up, but circle prospecting after a listing is posted is another way to generate more transactions. This builds value and rapport and puts you on people’s minds.

11. Behind the scenes content at the open house

• Buyers and sellers WANT to see what’s going on with listings. By providing them with this information on what happens at open houses, you deliver content that they specifically want.

12. Short form video about listings

• Create a 15-30 second video, around the length of a TikTok, and provide a very brief overview of the listing. Make sure to tag your location as well.

13. Unboxing of the listing

• Jimmy saw a video from Brad McCallum where he “unboxed” his listing. Essentially, McCallum opened up a box, pointed the camera inside of the box, and inside of the box was his main video about the listing.

14. Post on a Facebook group

• Look for a Facebook group about listings in your local area, and post listings. This not only helps you connect with people in your local area, but it also builds up your reputation as THE real estate agent in that area.

15. Have an attention grabbing sign

• Use take one signs or have signs with a QR code that sends people to videos about listings or your latest listing.

16. Instagram story

• This is similar to using short form videos. Post a video on your Instagram story about a new listing and put a LINK into the story that directs people to information about your newest listing.

17. Short form videos about listing amenities

• Do a short video, around 15 seconds, DAILY FOR A WEEK, on different amenities that the listing has.

18. Native full form videos

• Instead of sending potential leads to another platform like YouTube, create a full form video about a listing. Post that video on a single platform and showcase different clients' houses.

19. Create a graphic saying the listing is now under contract

• After you’ve found someone to buy the property, make a post on social media, telling everyone that the house is under contract or in escrow. Congratulate the new owners, don’t brag, to help build rapport and add value to that community.

20. Host a going away party for the new owners

• After the owners have bought a new property, host a going away party for them. This builds value with those clients, but also gives you the opportunity to meet NEW leads as people come to the party.

21. Send a pending card

• After a listing has been sold, send a PENDING card. Let all of the recipients know that, although that particular listing is sold, there may be other listings that these new leads can purchase.

22. Send a just sold card

• Just sold cards are a FANTASTIC way to show your value to new leads. By sending out just sold cards, you show the recipients that you were able to provide their neighbor with EXACTLY what they wanted, and that you could do the same for them.

23. Get testimonials from the buyer

• After you’ve finally made the sale, get testimonials from that client. Use these testimonials to then show your value to future clients.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are certain times in our business where if you are going to move to the next level it is going to get uncomfortable. One of those things is spending money. On today’s episode of The Real Estate Sales Podcast, Jimmy tells you the 5 biggest investments that top producers never regret. 

1. Coaching

• It is never a bad idea to add accountability to your life. Adding a coach keeps you accountable and pushes you further. 
• Investing in a coach gives you another set of eyes to see things you might not. 
• Find a coach that has done what you want to do. 

2. An assistant 

• If you are at a place where you are having difficulty keeping up with your business, now is the time to hire an assistant. 
• Have a very specific job description before you hire an assistant. 

3. Invest in your CRM

• This is a financial investment and a time investment. Your CRM is the lifeblood of your business. 
• Do you have a CRM and is it optimized? The best CRM for you is the one that you will utilize. 

4. A videographer/content creator

• You are going to need to become a media company that happens to sell real estate.

5. Client gifts and client appreciation parties

• If you believe that this business is about relationships, start making relationships your business. The best way to do that is by saying thank you. 
• Try doing something with a local business, make a donation to a charity that they love, or have a painting done of their house. Make it personal. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Recent research shows that 90% of real estate agents don’t have a Google business profile. If you’re a part of the statistics, you might not know what it is and how it can benefit your business. 

In this episode of The Real Estate Sales Podcast, host Jimmy Burgress speaks with Karina Caraballo, a tech specialist in the real estate industry, on building a Google business profile. Learn how to optimize your Google My Business profile and different strategies to help boost your clientele.

Google My Business Profile: What Is It?

• It’s a free business profile to help business owners or real estate agents showcase their services and products.
• You already know Google is the number one search engine. This makes it even more essential for you to utilize its products to help potential customers find your business online.

Optimizing Google My Business Profiles for Real Estate Agents

• Jimmy recommends including the name of the real estate agent and the company they work for in the Google My Business profile to establish credibility and Google juice.
• Karina advises using the primary category of real estate agents and choosing relevant secondary categories to improve search visibility.
• Jimmy suggests including a website URL in the profile to provide a direct way for users to contact the agent and verify their authenticity. He emphasizes the importance of capturing leads through a clear call-to-action on the website, such as a link to a specific page or a form to fill out.
• Karina notes that 98% of consumers read online reviews for local businesses and that review quantity and quality are critical factors in search rankings.
• Jimmy suggests gathering reviews on Google by asking satisfied customers to leave reviews on the business's Google My Business profile.

Leveraging and Managing Google Reviews

• Jimmy suggests asking past clients for Google reviews by making it easy for them, such as sending a link and offering a reward. He also discusses reviews with other service providers to increase visibility and credibility.
• Next, Jimmy emphasizes the importance of responding to good and bad reviews to show engagement and build credibility. He shares an example of turning a bad review into an opportunity by asking for additional feedback and offering a solution.
• Jimmy suggests setting business hours to be readily available, such as 8 am-8 pm, to show professionalism and avoid killing potential deals.
• Karina recommends using Calendly or Google to book appointments online and including contact information on the website for those who prefer to schedule appointments offline.

Specific Tips to Help You Build Your Google Business Profile

• Karina suggests choosing the most important text for Google My Business Profile and utilizing chat GBT.
• Jimmy advises including years of business experience and business attributes, such as women-owned or veteran-owned, to improve search visibility.
• Utilize a mix of lifestyle, community, and listing photos to show consistency and add variety to your profile.
• Utilize your existing content on your Google Business Profile by adding one post per week, or even better, one post per day to keep your profile active and engaging.
• Get Google verified to present yourself professionally and increase credibility with potential clients.

Building a business profile is a challenging task, but luckily, for real estate agents, Jimmy is here to offer advice. Listen to this week’s episode of the TRES podcast to hear Jimmy and Karina’s conversation on optimizing your Google My Business profile. Tune in now to start leveraging a free Google tool to boost your real estate business.

“Google allows you to kind of connect with people in a different way. So if you want to choose if your business is women-owned veteran-owned, that kind of thing, you have the option to turn those on and not can really connect someone with your business.” - Karina Caraballo

Resources

Google My Business Profile

Karina Caraballo on LinkedIn

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Realtors should look for ways to maintain momentum to reach their goals as the market begins to slow down. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses some of the strategies and tactics he used when he sold as an agent to generate quick sales.

Shift focus and look to lots for builders.

• No emotions link to raw land the way sellers might carry feelings with properties and homes they own, meaning it is often easier to acquire.
• Builders pull back on starting construction at certain times, usually when the market slows. The next two years will signify this time when builders will accumulate land for when the market rises again.

Out-of-town owners are a great place to start:

• While a title company is likely able to provide the necessary information, you can also view an aerial map to determine where vacant lots are in your community. 
• Build a list of people who own these lots, and inquire if they’re interested in learning more about the evaluation of the lot (not a sale.)
• Or, consider asking what they plan to do with the lot to see if there’s a long-term strategy behind owning it and build a relationship based on that.

Building relationships with builders:

• Connect with builders to find people who want to construct on the acquired empty lots.
• See who in your community is building homes and see if they are interested in building other homes beyond the ones they are currently building.
• If you can’t find people in your community, go to your local building department and see who has pulled permits for new construction and who is developing on land near you.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Markets may change, but principles stay the same throughout time. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different principles you can apply to your real estate business to see EXPLOSIVE growth.

The Rule of 5

• If there’s a tree growing in your backyard and you want it gone, take an ax and hit the tree with it 5 times. Eventually, that tree WILL fall. The rule of 5 is pretty simple: It says that if you do 5 actions CONSISTENTLY, sooner or later you WILL find success in them. It may take a long time, or be quick, but doing it consistently will make it happen.
• Instead of chopping down a tree, think of 5 things YOU can do for your real estate business to see growth. The things that Jimmy personally recommends for any agent to focus on consistently are: Maintaining a consistent flow of leads, maintaining a follow-up system for past clients, ensuring a constant flow of new listings, having daily real estate conversations, and finally working with the hottest potential leads. Whether or not you focus on THESE, do 5 things consistently to see success in your business.

The Power of One More

• The power of one more is another pretty simple, but POWERFUL principle. It states that doing ONE more thing, whether that be finding one more lead or adding value to one more client, it’ll generate compound interest. Compound interest is VITAL to growing your business.
• Just like the rule of 5, find something you can put just a LITTLE BIT more effort into each day. It may be finding new listings or following up with clients, but just do one more additional thing and you’ll generate compound interest for your business. A famous saying says “Compound interest is the 8th wonder of the world”, so take advantage of that world wonder!

“If you can help just enough people get what they want, you can get whatever you want.”

• Instead of focusing on what’s in it for YOU, focus on what your clients are getting out of your deals. A common motif in the sales world is to focus on being an ADVISOR to your buyers, not a salesperson. This builds trust with your client and helps close deals. Focus on answering questions your buyer may have and offer guidance through the entire deal. If they’re first-time homeowners, give them PLENTY of information. If they’re renting, let them know if they can buy, if they’re selling then let them know the value of their property. Offer tidbits of information like that.
• With real estate, if you focus on giving your clients what THEY want, instead of what you want, you’ll start to build a relationship with them. From this relationship, you can get leads and expand your sphere of influence. This ALL translates to growth for your business.

The Compound Effect

• The compound effect is basically a combination of the power of one more and the rule of 5. What does it say? The compound effect says that the more effort we put into something, and the more consistent we are with it, the more success we’ll see. You HAVE to do something consistently that will bring you success.
• They say practice makes perfect. So practice! Make SURE you’re being consistent in your efforts. It could be ensuring you make calls often, follow up with clients, or generate new leads. Regardless of what it is, do it often and do it consistently. Your success will compound over time, meaning INSANE growth for you and your business.

Your Past Doesn’t Define You, It Prepares You

• Markets change, as do careers. This is ESPECIALLY true in the real estate world. Think about the 2008 recession and how it changed the market. Think about how 2020 changed the market. What worked in the past won’t NECESSARILY work in the future.
• As a real estate agent, you have to remember that everything in your past has PREPARED you for your present, and future. Take whatever lessons you’ve learned in your past experiences and utilize them. However, be willing to learn new things as well. Constantly learn from your experiences to maintain business growth. You will face setbacks, but view them as a learning opportunity.

“The harder I work, the luckier I seem to get.”

• No one becomes a successful real estate agent by being lazy and not working. All of the growth and success that Jimmy has seen during his real estate career came from times that he was working HARD and CONSISTENTLY, as is the case with every other real estate agent.
• You HAVE to be willing to get your hands dirty and focus on building your real estate business. The harder you work and expand your sphere of influence, the MORE OPPORTUNITIES you will get. As the saying says, you’ll get luckier.

“The path to success is to take massive action.”

• This quote from Tony Robbins is just as POWERFUL as it is TRUE. If you want to see massive growth in your real estate business, you have to take massive action.
• If you take massive, bold actions and work hard and consistently, you’ll see the growth you’re wanting for your real estate business. Be willing to take big deals or find huge amounts of leads. Whatever action you take, make sure it’s a big action to see growth.

As the new year begins and we work through the volatile real estate market, keep these principles in mind. Times and markets change, but principles remain true throughout time. Use all of these and you will ABSOLUTELY see your real estate business grow.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

True success comes from surrounding yourself with the best people possible. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over 11 different people that all realtors should surround themselves with to reach true success.

1. A coach or mentor

Having a coach or mentor lets you get an outside perspective on your business. Perhaps they notice something that you miss or have some valuable insight. Either way, invest in a good teacher.

2. Someone you’re pouring into

It may seem counterintuitive to help out other agents or invest resources into someone, but investing in another agent or person provides insight. It can also lead to a future return on that investment.

3. Support Staff

Every realtor that builds a genuine business has people involved. By hiring others to take care of tasks, you can spend more time focusing on things like growth or adding value to clients.

4. A trusted lender

Having a go-to lender allows you to know your client is in good hands. It also allows you to provide the level of service you want to your clients.

5. A trusted inspector

Just like a trusted lender, having a trusted inspector allows you to know your clients are being properly cared for. It also lets you provide a consistently high-quality service.

6.  A dependable handyman

When a buyer gets a new home, they may need repair work done or something done to properly settle in. By having a reliable handyman, you can provide whatever your client needs.

7. An accountability partner

Having someone to hold you accountable is a huge boost for your business. Whoever your partner is can make sure you’re following through on your words and actions to help boost your business.

8. A professional accountant

If you have an accountant who you fully trust, you can focus on growing your business instead of things like taxes. Just like support staff, if you’re able to delegate tasks to someone else, do it.

9. A trusted title company/closing attorney

Transactions are the most volatile during closing. By having a trusted attorney or title company, you can prevent issues and ensure the closing process goes smoothly.

10. A friend to share with

Having someone you can share your success stories with is hugely important. It’s also important to be able to have someone you can talk to when you’re struggling with your business.

11. An agent to lean on/pass things onto

When you’re on vacation or out of town, it’s important to have someone who can handle things while you’re gone. Whether it be a team member or someone you trust, have someone to pass things onto.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner to discuss the process of how to farm a luxury neighborhood. 

How did Jason choose a specific area?

• Jason’s end goal is figuring out how to get a seller to call him.
• He picks an area that makes sense, has $10 million in volume trailing 10 months, a turnover of at least 6%, that he wants to work in, and that he gets excited about. 

What does the typical monthly output look like?

• The biggest thing that Jason has committed to is the first of every month he sends out a bright yellow market report for that area. The physical component of sending mail to someone is a huge opportunity and can set you apart. 
• Jason also films a market report and posts them to his social media each month. 

What would Jason have done differently?

• He would have done half the size of what he did and made sure to send 12 postcards in the first 12 weeks. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Now that the market has changed, what can real estate agents do to maintain momentum in their business? In today’s episode of the Real Estate Sales Podcast, Jimmy is joined by Raleigh-based realtor Heidi Harris to learn how she has shifted her strategy to make more real estate connections.

The market is adjusting from the chaos of the last couple of years.

• Realtors have gotten complacent because of how easy it was. However, we need to get back to basics - make relationships and be a resource for your community.
• What’s the easiest way to make connections? Get face-to-face with people. She schedules lunches.
• Once she does lunch, she schedules another one to keep the train moving. 
• It could be people from social media, your kids’ school, or church members.

The sense of community and a need for it has never been stronger. 

• If realtors invite the people around them to participate in that community, they remember it.
• Do a quick breeze-through of their social media to learn the updates and significant events in their lives. But, more importantly, ask how you can be of service to them.
• When Heidi books a lunch, she schedules them at noon and then says she was a 1:30 appointment to ensure the lunch doesn’t drag on too long.
• Be authentic and show up for the people around you. People crave community, and realtors have the tremendous capacity to foster and build those relationships people want.

You can’t have relationships without time.

• You don’t know how many referrals might be generated from these lunches.
• When people ask Heidi about her take on the real estate market, she talks about the normalizing market. She then tells them about the client appreciation events happening soon, so they feel free to participate.
• If you don’t have events happening soon, ask these clients what they’d like to see from their realtors. So if you don’t have anything planned, just ask!

For more content from Heidi, follow her on Instagram at @homesweetheidi or send a referral email to heidi@homesweetheidi.com.  Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess is here to bring the truth. Stop leaving deals and money on the table. There are so many things agents can do right now to connect with new and past clients. No more excuses!

Optimizing Your “Google My Business” Page

• This is often the first thing a potential client sees. Make a strong first impression.
• Make sure you’re getting Google Reviews! If your testimonials are somewhere besides Google, take screenshots and upload them as photos.

Organize Your Database

• An organized database is a useful database.
• Segment your data in a way that works for you to track where you’re at with your SOI. 

Start a Weekly Newsletter for Your Database

• Create a template for your newsletter so it’s easy to plug in new content each week.
• Offer video and readable content so you reach as many people as possible.

Producing Video Content

• The agents out there who are making video content are the top producers.

Geographical Farming

• Already have a farm? Consider starting another! Become the regional expert in a new area.

Checking In With Past Clients

• Your past clients already love working with you. They might be ready to sell or know someone who is.

Adopt “Orphaned” Clients

• As the market gets more challenging, some agents are leaving the business. Take on their clients!
• Ask realtors you know might be leaving the business, or talk to your broker about current clients who may no longer have an agent.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Everyone runs into creative blocks. In this episode of The Real Estate Sales podcast, Jimmy Burgess is here to help you break through and generate amazing content ideas for your social media presence so you can build engagement, provide value, and generate leads.

1. Don’t recreate the wheel.

• Find agents in your market who are fairly similar to you. Study what makes their content great and try making similar content yourself!

2. Leverage Google.

• Look up “(your local area) + realtor” and find out what the MOST-SEARCHED terms are. Use those for inspiration!

3. Look directly at the camera.

• Connect with viewers using eye contact, OR use an editing app like Captions to adjust your eye-line.

4. Use ChatGPT to optimize your social media post.

• Boost engagement by taking your regular MLS posts and using ChatGPT to SEO-optimize new posts for different social media platforms.

5. Study and utilize your own data.

• Identify what the subjects and types of posts that got the most engagement and make more of those.

6. Check out Coffee and Contracts.

• Haley Ingram helps agents create content and generate leads.

7. Jump on trending topics.

• Stay aware of current news. Use a green screen in your videos to put a trending article behind you. Interpret and explain it to your audience or community.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

What can you do to exceed the expectations of the real estate industry? In today’s episode of the Real Estate Sales Podcast, Jimmy explains seven ways any agent can become above average in their work.

1. Know your market better than anyone else.

• How can you add value to the marketplace if you don’t know the market yourself?
• Be familiar with home-selling statistics and trends in your area so you can share them with your clients to help them make more informed decisions.

2. Have a clear understanding of your vision and goal

• Determine who you can add the most value to because they are your ideal clients.

3. Control your schedule

• Time blocking is essential for success, yet many people don’t do it.
• Chatting with coworkers, putting out fires, and scrolling on social media are easy. However, the most influential realtors are the ones who designate time to talk to prospects and engage in needle-moving activities.

4. Give above-average service.

• Set your business apart from other agents by providing service at a higher level.
• Be the realtor that adds the most value to the marketplace to get the most value back.

5. Add more value through video.

• Video conveys the nuances and passion that face-to-face interactions create.
• Making video content is more engaging and effective than written content, which will ultimately help you provide more value once implemented.

6. Find above-average clients.

• Providing great service attracts great clients. The more you devote yourself to giving value to those you serve, the more likely you attract and retain your ideal clients.

7. Work harder than anyone else.

• An above-average agent has an above-average work ethic.
• Determine what you can do to make the most change, get the best results, and become better than you were the day before.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The tools that we have can help you grow your business in an amazing way. On today’s episode of The Real Estate Sales Podcast, Jimmy gives you 7 underutilized tools that can take your real estate business to the next level. 

1. BombBomb

• Allows you to send videos and embed videos in email with good movement. If a picture is worth a thousand words, a video is worth millions. 

2. Homebot

• Allows you to take data points and send a detailed report to homeowners with your own personal branding. 

3. BoxBrownie

• A great tool to upgrade your photos and to virtually stage a home. 

4. CamScanner

• Something you can download on your phone that gives you the ability to scan all the documents that you need. 

5. Social media management tools

• Jimmy uses hootsuite, but he also recommends Buffer. 
• Helps you to schedule content and not fall behind on social media. 

6. Grammarly

• This tool corrects your grammar and helps you to be viewed as a professional. When you send professional texts you are viewed more professionally. 

7. ShowingTime

• Allows you to systematically make sure you are asking for feedback from your sellers along with scheduling showings. 

Ultimately this is a relationship business, but if you utilize these tools you can help take your business to the next level. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Systems lead to business success. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different systems he’s seen INCREDIBLY successful real estate business owners use to expand their business. If you implement these systems, you too can see the same consistent and systematic growth.

What are the 7 different systems for long-term business growth?

• The first thing that drives business growth is consistent business leads. Every day, you need to have a good amount of potential leads. Jimmy personally recommends aiming for between 3 and 5 different leads per day.
• The second driver is having personalized conversations with leads as they’re coming in. This lets you see EXACTLY what the lead is looking for and puts you in a better position to begin, and close, a profitable sale. It’s easier to close a sale if you know the exact thing a buyer is looking for.
• The third driver is following up with leads and keeping on top of sales with any promising buyers. Things like automation really help here, as it lets you stay on top of deals while also letting you focus on new leads.
• The fourth driver is utilizing a top 10 list. This ties into the idea of visualization. Keeping a list of your top 10 most promising buyers keeps them on the top of your mind and limits any distractions and prevents deals from falling through.
• The fifth driver is maintaining and taking advantage of your sphere of influence. Keep in touch with both contact and leads to expand your sphere of influence, and continue to bring in leads and make new contacts.
• The sixth driver is keeping in contact with past clients. Just like maintaining your relationship with leads and your sphere of influence, past clients can offer you referrals, repeat business, and provide word of mouth advertising, all of which are boosts for your business.
• The last major driver of business, and perhaps the most important one, is having a persistent mindset. Even the best of sellers go through rough periods, but the ones who are able to push through are the ones who ultimately see success.

The aim of any business owner is to ultimately grow their business and increase sales. Try implementing these 7 different drivers and see just how much growth your business can receive. It will make an absolute WORLD of difference.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess gives you the 5 reasons you might be focused on the buyer side and how to take your real estate game to the next level. Jimmy always says if over half of your business is devoted to buyers, you’re a real estate salesperson. If over half of your business is focused on listings, you are running a real estate business!

1. They don’t have enough market knowledge.

• Gain confidence by getting educated on your local market. Become an expert in your area and hyperfocus on a specific location.

2. They lack a unique selling proposition.

• If you’re a new agent or you don’t know what sets you apart, use your team as a selling point. If you’re a single agent, let prospects know the personal touches you bring to the table.

3. They don’t have a marketing plan that helps listings get sold.

• Tell your clients the strategies agents typically use AND what you plan on doing to go above and beyond those things. Lay everything out clearly to give your clients confidence in you.

4. They have a lack of focus on sellers.

• Check your database: does it contain more buyers or sellers? What we focus on expands.

5. They don’t have a geographical farm area.

• If no one views you as an expert, you’re probably not an expert. Find ways to add value to your neighborhood of choice consistently.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess sits down with his team’s marketing director, Karina Caraballo. They discuss the tools they’ve been testing and having success with so that you don’t have to try to keep up with all of the changing technology. If these tools aren’t in your toolbox yet, it’s time to upgrade your marketing strategies!

1. ChatGPT

• Use ChatGPT to create SEO-optimized hashtags, captions, and bios on social media. 

2. Captions

• This app will create captions for your short-form videos. It gives you tons of options so you can be creative and even offers eye-contact adjustment!

3. BoxBrownie

• Stop people from scrolling past your posts with beautifully edited images. This app offers virtual staging and decluttering.

4. Pivo

• This device sits atop a tripod and makes videos using facial and body tracking. Use it to make professional-looking virtual walkthroughs on your own.

5. VideoAI

• If you’re doing video marketing, this tool is a must. Use this to split your long-form content into shorter-form videos. It will do the hard work for you!

6. Instagram Reels

• Do all of your editing in the app – Instagram will suggest trending music and effects you can add to your videos (don’t forget to add an optimized description)!

7. Insights and Analytics

• Pay attention to which of your posts are doing well with your target audience. Once you know what works, you can use ChatGPT to help you come up with more ideas for content.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Top producers work differently than the average agent. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses seven things top producers do that sets them over the top (and that you can do as well.) 

1. Top producers track their numbers.

• They understand how many conversations they need to generate a transaction, the ROI of their advertising spend, and what tactics and strategies lead to the most new listings.
• By tracking your numbers, you can determine where your business comes from and how you can build your business with those tactics in mind.

2. Top producers reinvest.

• Those that see growth are the people who are disciplined with the money they put back into their business.
• Depending on your goals, know how much money you should allocate toward your real estate efforts to ensure you take the next step.

3. Top producers time block their schedules.

• Have specific times set aside to interact with past clients and make outbound calls.
• The more time you dedicate to lead-generating activities, the more successful you’ll be. 
• It takes discipline to take control of your time. Be specific and designate time for the activities that generate revenue.

4. Top producers study the market.

• Top producers know what trends affect their community and the real estate market. 
• Know your community and know how to explain trends and changes to be seen as a leader. 

5. Top producers communicate.

• To represent their clients as best as possible, top producers are transparent and honest with their clients. 
• Lean on your network to overcome challenges, and spend time studying how to apply new tactics and strategies to your work to make everyone more successful long term.

6. Top producers hire for their weaknesses.

• They understand that their job is to serve their clients in the best way possible, often by hiring people to do the jobs they aren’t as good at.

7. Top producers work harder than anyone else.

• At some point in their careers, top producers have worked harder than everyone else.
• While it might seem like every top producer operates exclusively from referrals, they didn’t start that way.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Visualization is one of the MOST POWERFUL tools you can use to help grow your business and close sales. Jimmy has personally used it to close more than $5 million dollars worth of deals. In today’s episode of The Real Estate Podcast, Jimmy discusses what visualization is, and why and how you SHOULD be using it.

What is visualization?

• Visualization is a tactic where you simply imagine something happening or repeatedly view something. Jimmy had a whiteboard with a list of his top 10 clients, referrals, and listings that he would look at every day, but it could be something as simple as imagining a sale or a new client.
• On this whiteboard, Jimmy would also have some different information in view. Things like what his client was looking for, their price range, and the type of home they were looking for, among others. He did this to keep his most valuable clients at the forefront of his mind. If a new property came up that matched a client’s requirements, he could quickly contact them because Jimmy would’ve already had them visualized.

What are the advantages?

• One other piece of information Jimmy included on his whiteboard was the last time he spoke to each client. This forced him to keep in contact with them and limited the likelihood that a promising client would end up purchasing a different piece of real estate. Not only were they at the top of Jimmy’s mind, but Jimmy was also at the top of their mind.
• Jimmy’s whiteboards were organized in a top 10 fashion, with the most promising buyer at the top and the least at the bottom. This allowed him to focus ALL of his attention on the sale that would make him the most amount of money in the least amount of time. Every day, that information was right in his face and constantly kept in mind.

The main appeal, and benefit, of visualization is how it streamlines EVERYTHING. Having a viewable list, or something similar, keeps clients on the forefront of your mind and helps limit distractions or anything else that might detract from your business. Try it out for yourself, and see just how much your business grows!

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Are you GROWING through this recession, or just GOING through it? In this episode of The Real Estate Sales podcast, your host Jimmy Burgess gives you the seven things you need to keep in mind if you want to not only survive but THRIVE during tough times.

1. There will be winners.

• Time to step up your marketing game and your education. Become the first person your community thinks of when they think of real estate.

2. Grit will be revealed.

• People who persevere despite hardship and keep some perspective will see success, while those who give up at the first sign of difficulty will weed themselves out.

3. There will be losers.

• When agents exit the real estate industry, that will make more room for you to succeed.

4. Agents will understand the value of a referral.

• Referrals from clients and other agents will bring you more business and also help you build connections.

5. Commission will be compressed.

• Some agents will act out of desperation and reduce their commissions to make a deal. Wise agents demonstrate their value so their clients understand exactly what they are paying for.

6. Agents will understand the difference between value and price.

• Make sure you’re working with the people who help you sell more, not just the ones who offer you a bigger split. Also, look at how much return you’re getting for your marketing and assess how much you should budget for it.

7. The strong will get stronger and the weak will die.

• Once you make it through a recession, you emerge on the other side stronger and more confident in your ability to persevere.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Chaos creates opportunity. In today’s episode of The Real Estate Podcast, Jimmy meets with David Chiders to talk about the greatest way to generate listings in the current real estate market.

The State of The Market

• Inventory is shifting as we start this new year due to several different factors. Demand is also decreasing.

The Best Method For Generating Listings

• In this current market, you HAVE to be a smart seller and work with smart buyers. Inform and educate not only yourself, but your clients as well.

If you want to learn more about David Chiders or the current real estate landscape, check out his website at https://www.keepingcurrentmatters.com/. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Few things are as powerful as strong momentum. So how do you create momentum in your real estate business? Find out on today’s episode of The Real Estate Sales Podcast, where Jimmy explains how to F.O.C.U.S.

F - Find someone with a need.

• Are there buyers who need help in a challenging market, or sellers with expired listings?
• Look for people in your community who have a need that you can help. The more people’s problems you solve, the more momentum you’ll experience.

O - Optimize consistent communication.

• Communicate to those people you’ve identified, and understand how they like to interact.
• The more information you can provide, the better equipped they’ll be to solve the problem at hand.

C - Create a plan of action.

• Once you’ve helped one person in need, others likely have similar problems. So what is your plan to connect with them?
• Have a system to optimize a plan that helps people as quickly as possible.

U - Update them regularly.

• Notice how the people respond to your updates. If they tend to text, text them rather than call. 
• Make sure you communicate in a way that best serves the client, not the other way around.

S - Staying engaged.

• We started by identifying a client’s need. Stay focused on what matters the most - solving the client’s challenge.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There will be winners and there will be losers in this current real estate environment. In today’s episode of The Real Estate Podcast, Jimmy goes over 7 different moves that the top agents are using right now, that you can start using.

1. Evaluating their expenses

• With the current state of the market, you HAVE to ensure that you’re getting maximal return from your investments. Top agents are going through their expenses and evaluating what they’re spending money on.
• If the investment isn’t bringing you much in return, stop spending money on it. If it IS bringing in profit, however, double down on it.

2. Evaluating where their revenue is coming from

• Top realtors are going back through their records, and figuring out where they were able to generate the most profits. Once these profitable ventures are identified, the realtors are then RETURNING to those ventures to ensure profits continually come in.

3. Building systems

• With the current market, top agents know they HAVE to adapt and prepare themselves. We don’t know how long the market is going to last or how deep it’s going to go. Top realtors are building systems and platforms that prepare them for the market’s eventual upswing.

4. Upgrading their current talent

• We hear it a lot, but we really ARE the sum of the 5 people we spend the most time with. As a result, the top agents are spending more time with coaches, with other high performing realtors, and the people who are going to teach them the most.

5. Going where the puck is

• Top realtors go where the business is going to GO, not where it currently IS. These top producers are focusing on what’s going to explode in the future and become a major part of the real estate market, and then honing in on that.

6. Having more conversations than ever before

• You can’t do any business if you don’t actually talk to people. Top realtors are talking to clients, leads, partners, ANYONE who can help them start and end transactions. With the current state of the market, they’re doing these business conversations more than ever before.

7. Getting greedy while others are nervous

• This comes from a quote from Warren Buffet. When other investors became nervous, Buffet became greedy, and vice versa. Focus on building your business and creating leads NOW while the market is down, because there’s less competition. You’ll be better off when the upswing comes.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

A clearly defined set of goals (and putting plans to paper) is the best way to ensure you accomplish what you want in both your personal and professional lives. In today’s episode of The Real Estate Sales Podcast, Jimmy walks through his goal-setting process to plan the actions and directions necessary to succeed.

Use SMART goals:

• Specific, Measurable, Achievable, Relevant, Time-bound
• Start from the amount of money you want to make, and divide your desired yearly income by a single average transaction income to get the average number of transitions you’ll need for the year.
• On average, it takes 50 real estate conversations to garner a transaction. Therefore, multiply the number of transactions by 50 to determine how many discussions you’ll need over the year to receive the desired income.
• Consistency is key. Just because you don’t have enough conversations one day doesn’t mean it should prevent you from making those conversations happen the rest of the week.
• Try to have more conversations at the beginning of each week to generate momentum. 
• Plan to make more calls in the beginning - double the calls for the first few months to start strong and make it more likely to reach your goals

What are you going to do to generate these conversations?

• Overhear people in your community, whether at the church, grocery store, or coffee shop.
• More importantly, generate leads to generate conversations.
• Have seven different sources of leads, so you have multiple streams.
• Start with past clients - they already know, like, and trust you.
• Talk with your sphere of influence and use the existing relationship to quickly determine how you can be of service to them.  
• Identify how you generated your past clients. Was it a purchased lead, or was it through open houses or other events? Whatever sources generate the most leads, increase your activity in those channels. 

Budgeting:

• Investing is a systematic approach to garnering a routine return.
• Top agents understand how much they can expect their earnings to generate for their business. Understand your figures, and reinvest at least 10% of your generated income for marketing and other assets for your business.
• Invest in events and training. There are many benefits to being around other agents and thought leaders in the real estate industry.
• Find conversations that surround yourself with other top producer real estate agents. There are opportunities to both learn and network with other top agents.
• Mastermind groups and skill-related online courses geared toward powerful real estate tactics are potent tools that will give you the knowledge and information to be a better agent.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wondering how to better communicate how things economically are in the real estate market? In today’s episode of The Real Estate Sales podcast, our host Jimmy meets with David Childers to discuss exactly that.

Understand the market

• Inflation continues to be an issue, and several banks have faced failure or the threat of failure. The federal treasury continues to raise interest rates in an effort to help combat this.
• Remain opportunistic and optimistic. Let your clients know about the potential future and how it can ultimately benefit them.

Share your opinions

• Having opinions is equally important to being educated. Buyers and sellers will want your opinion, so you have to be ready to provide it.
• Understand that the market is volatile and interest rates can either raise or lower depending on your neighborhood. For some buyers, now is a perfect time to buy, especially long-term homeowners. For others, renting might be the better option.

Think and prepare for the future

• Childers predicts that, despite the challenges buyers are currently facing regarding being able to afford the home, there are still buyers on the market.
• As we enter spring, keep this in mind. Position yourself to be the best real estate resource in your market.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Farming is one of the best strategies to ensure a steady supply of clients and contacts. In today’s episode of The Real Estate Sales Podcast, Jimmy shares an open discussion with BHHS Realtor®, Craig Duran, to learn his secret to locating and implementing high-quality farming neighborhoods that drive results.

Why did Craig choose farming?

• Farming is simply a group of people, united by geography or other demographic, to market to regularly. 
• Craig began selling real estate in 2003 but soon realized he didn’t know how to generate leads.
• He didn’t want to cold call expired listings, but he wanted to proactively acquire new business.

Communications sent to farms:

• Each month, Craig focuses on specific information to share with the target demographic of the farm.
• The more specific you can get, the more personalized the information will be to the people reading the communication.
• In your messaging, start with basic statistics explaining why you’re the right person to sell in the area or with that group of people.
• Bring other relevant information to the people that they might not know.
• Use a combination of messaging focused on information, activity, tips and practical implementation to keep people engaged and invested in the content you send out.

Farming is more than direct mail:

• In the old days, direct mail was the best (and only) way for real estate agents to interact with potential clients.
• Craig creates curated video content specialized for particular audiences to drive engagement and interaction with his materials.
• Email and social media are great tactics to garner attention to particular farms and broaden distribution to other channels.

Craig’s major takeaway for someone looking to farm? Think about it from a content creation standpoint - you can choose to buy leads, or you can put systems in place to bring leads to you. Farming, when done the right way, is a great way to do the latter. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Growing your influence is key to building your business in the long term. In this episode of The Real Estate Sales podcast, Jimmy Burgess gives you seven tips on how you can become known as a trusted resource and valued member of your community.

1. Build an Email List

• Start with a strong foundation of people who like and trust you. Add people consistently – on a weekly basis if possible! 

2. Create Searchable Content For Your Area

• What are people going to search for before they move to your area? Answer their questions in written or video form.

3. Use Location Tags and Hashtags on All Social Media Posts

• Using location tags may help you show up in the feeds of people in that area, driving new traffic to your posts. 

• Relevant, location-based hashtags make your content easy for potential clients to find.

4. Interview Local Businesses and Leaders In the Community

• Provide value to local community members by promoting small businesses, events, and leaders.

5. Geographically Farm a Local Neighborhood

• Where do you LOVE to sell? Dive in and become an expert there. Show up consistently in that area and your SOI will grow.

6. Leverage Your Testimonials

• Show prospects how much value you have provided to past clients by asking for testimonials. Don’t be afraid to ask for them!

7. Get Involved!

• Offering up your time as a volunteer can help you build relationships with folks who will see your commitment to service and supporting their community.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Videos work while you sleep! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess interviews Noah Escobar of Berkshire Hathaway HomeServices about using different types of video to become known as a regional expert and trusted resource.

1. Community Videos (Sample Community Video)

• Target communities that you work in (or want to work in)! Become known as the expert on the region to build trust and provide value to community members.

• Use SEO-optimized search terms to create a title and keep the run time short to maximize the clicks AND watch time.

2. Infrastructure Updates (Sample Infrastructure Update)

• Escobar uses drone photos and video with voiceover to show current developments in the area.

3. New Community Updates (Sample Community Update)

• Give up-to-date, timely information to clients and other community members to position yourself as a resource.

4. Listing Videos (Sample Listing Video)

• Inspired by HGTV, Escobar wants to impress his potential clients with every walkthrough.

• This type of video allows people to see you and get to know your personality. Your vibe attracts your tribe!

5. Interviews With Builders (Sample Interview)

• Help get builders connected with the correct properties and people.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

What does real estate success mean to an agent? The answer might not be what you expect. In today’s episode of the Real Estate Sales Podcast, Jimmy explains what success looks like and dismantles the misconceptions newer agents might have about real estate success.

1. It’s going to take you longer to find true success than you think.

• Success doesn’t happen overnight; it takes long periods of work and effort to achieve it.

2. You will have difficult clients.

• Every agent has at least one unbearable client interaction or story.
• However, use that as a learning experience. See the warning signs, and use that knowledge to better identify your ideal client.

3. It’s going to be harder than you think.

• Whatever effort you think you’ll put into your business, it’ll likely take more. Be willing to do whatever it takes to make success happen.

4. You will burn out.

• Every person will have a period where they want to leave the business. However, focus on the elements of real estate that you love and allow the passion to reignite.
• Consider finding an assistant or partner who can help you with the jobs you dislike or struggle with.

5. It will all be worth it.

• Every top producer who passes through their challenges and overcomes their obstacles will say it was worth it. 
• If you persevere and work hard, you’ll achieve a higher level of success than you could ever imagine.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

It's difficult to grasp some concepts when starting in a new field, no matter how many times you review them. In this episode of "The Real Estate Sales Podcast," host Jimmy Burgess shares six paradoxes in real estate. Tune in to discover what they are to help grow your real estate business.

1. Giving Paradox

• People nowadays believe that if they want something, they have to go get it.
• However, Jimmy discovered this may not always be the case. Instead of always being out there selling, figure out how you give value. 
• Jimmy shares ideas and examples within the episode.

2. Growth Paradox

• The time it takes to build your real estate business will take longer than you thought it would. However, you'll start seeing growth quickly once you put in the work.
• Think back to when you felt as though you were stuck in life, and then, out of nowhere, everything you wanted came to fruition. Apply this concept to your business, and you'll see growth within no time if you're doing the work.

3. Problem Paradox

• You may view problems or difficulties as something negative, but in reality, they’re opportunities. 
• Challenges are chances to deepen relationships, show value, and prove that you can move your business forward.
• Always trust the process and create relationships to bring positive opportunities.

4. Selling Paradox

• The less you try to sell to someone, the more they will try to buy from you.
• When you’re not pushing someone to decide, clients can determine what they feel is best for them.
• Jimmy shares how you can give information to clients to help them make their own decisions.

5. Money Paradox

• To make money, you have to spend money. You may think of holding onto the money once you start making it, but investing it into your real estate business is better. 
• For example, if video production brings you money, consider investing more in it. Eventually, it will help you grow your business and triple your income.

6. Fear Paradox

• What you fear the most is what you must do to help your business grow.
• What are you afraid to do? Is it making phone calls, making video content, or putting yourself on social media? 
• Whatever it is, push your fear aside and start doing it, as it will help you take your business to the next level. 

Jimmy Burgess always shares excellent real estate sales advice. Subscribe to the podcast to help you succeed in your real estate business.

“The more that you give, the more you will receive.” - Jimmy Burgess

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Chances are you didn’t get into the real estate game because you want to spend your time figuring out the ins and outs of every social media platform. Thanks to ChatGPT, you don’t have to! In this episode of The Real Estate Sales podcast, your host Jimmy Burgess is here to share five cutting-edge ways you can use ChatGPT-optimize your content for social media.

Generate SEO-optimized descriptions for your Facebook posts.

• Facebook descriptions are increasingly becoming sources of organic traffic. In the past, Jimmy’s company would create Facebook posts and use the same description they would use in their MLS. Using ChatGPT to create a short, optimized Facebook post led to increased views AND engagement.

Increase your engagement on Instagram.

• Instagram is going back to its roots as a photo-sharing app. The search function will also be using descriptions to get the right content in front of whoever wants to see it. This change in the algorithm is an opportunity to use ChatGPT to SEO-optimize descriptions.

Increase your engagement on LinkedIn.

• As a platform, LinkedIn is best suited for sharing blogs, articles, and other written content. When you offer this type of content and use ChatGPT to SEO optimize it, it will come up in searches and you will be seen by customers as a valuable resource for information about your area.

Increase your engagement and views on YouTube.

• YouTube uses descriptions to judge whether a given video is relevant to search terms. YouTube will also use the audio of the video to make sure it matches the description. Use an SEO-optimized description AND script to bring clarity to the algorithm and show up more readily in search results.

Compound all the content you’re making.

• Once you have created one form of content, go down the line and ask ChatGPT to create optimized content for YouTube, LinkedIn, Facebook, and Instagram. Each platform has its own unique algorithm, so optimize your content for each one specifically.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In the fast-paced world of real estate, mindset plays a crucial role in determining an agent's success or failure. A person's beliefs and attitudes shape the actions they take, which ultimately impact their outcomes. In this episode of the TRES podcast, Jimmy explores the different mindsets that can lead to success or failure in the real estate business.

 Ignorance on Fire

●      When starting in real estate, many agents experience a phase called "ignorance on fire." This refers to the excitement and passion that draws people in.

●      New agents, or even experienced ones trying something new, can quickly gain traction by leveraging their energy and enthusiasm.

●      However, it is important to remember that this phase is not sustainable in the long run. To truly succeed, one must evolve from ignorant enthusiasm to informed passion.

 Knowledge on Ice

●      The opposite of ignorance on fire is knowledge on ice. This mindset refers to agents who possess the necessary expertise and experience but fail to utilize it effectively.

●      Often, these agents become complacent and stop adding value to their clients' lives. This lack of proactive engagement can lead to burnout and hinder business growth.

●      To reignite their passion, agents must find ways to innovate, personalize their approach, and tap into activities they enjoy. Rediscovering their energy will help them provide exceptional service once again.

 Be Proactive

●      Success in real estate stems from being proactive.

●      Proactive agents take control of their schedules and prioritize activities that drive their business forward. They employ strategies like time-blocking for prospecting, staying in touch with past clients, and executing well-planned marketing campaigns.

●      Proactive agents create growth opportunities and distinguish themselves from the competition by actively shaping their businesses.

 Avoid Reactivity

●     On the other hand, being reactive is a mindset that often leads to failure.

●     Reactive agents lack control over their schedules and find themselves constantly addressing urgent, last-minute issues instead of proactively driving their business. A reactive mindset breeds inefficiency, leaving agents feeling exhausted and unproductive.

●     To break this cycle, agents must shift their mindset to become more proactive. In order to regain control and achieve better results, agents need to proactively plan their days and focus on adding value.

Embrace Persistence

●     Persistence is a vital trait for success in real estate. Challenges are inevitable, and agents must be resilient in the face of obstacles.

●      Approaching setbacks with determination and a problem-solving mindset is crucial. Successful agents view obstacles as opportunities for growth rather than reasons to give up.

●      By overcoming challenges promptly, agents can build trust with clients and position themselves as reliable professionals.

In the world of real estate, mindset is everything. Agents who possess the right attitude and beliefs have a higher chance of achieving success. 

Jimmy shares eleven mindsets that can set you up for success within the real estate industry. Listen to this week’s episode to discover the rest of his advice to help you become a successful real estate agent.

 “Remember, developing a mindset focused on growth, positivity, and proactive action is essential to thrive in the ever-evolving real estate industry.” - Jimmy Burgess

 Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Are you a real estate agent looking to revolutionize your business in today's digital world? 

With Chat GPT, the possibilities are endless. Imagine having the power to generate leads, craft compelling property descriptions, and even optimize your social media presence—all at your fingertips. 

Today, Jimmy Burgess dives into the top ten Chat GPT prompts designed to elevate your real estate game. Tune in and explore how to efficiently leverage AI to supercharge your real estate business and leave your competition in the dust.

Prompt 1: Generating Listing Leads

• “Act as an expert real estate agent business coach. I'm a real estate agent who would like to generate two monthly listings in 2024. Provide me with 20 strategies to help me generate the seller leads needed to take the two listings per month I have set as my goal.”
• Jimmy shares that providing a foundation such as roles, specific goals, and expectations allows you to receive better results from Chat GPT. So, be sure to include specific roles, goals, and expectations when writing your prompt. 

Prompt 2: Buyer Lead Generation

• “Act as an expert real estate marketer and provide me with 20 creative ways to generate real estate buyer leads in the current market environment.”
• You may receive more details on specific ones; if others need to be more detailed for you, go back and tell Chat GPT to clarify.

Prompt 3: Online Review Generation

• “Act as an expert copywriter specializing in work with real estate agents. My goal is to increase the number of reviews on my Google Business profile page. Provide me with an email to past clients thanking them for their business and asking them to click on the link provided to leave a Google Business Review. The tone for the email should be conversational and gratitude-driven, based on them doing business with me in the past. Also, provide me with three email subject line options for this email.”
• Jimmy discusses that reviews are not only for businesses. The more reviews you have, the more likely buyers will work with you because it gives them confidence that you’re the right agent for them. 
• You can use this prompt to develop an email template to request Google Business reviews from past clients. 

Prompt 4: LinkedIn Article Creation

• “Act as an expert real estate copywriter and provide me with a LinkedIn article with seven things a seller should do before listing their home for sale in your city in the spring. Number seven in the article should be to call and insert your name for free, no-obligation valuation analysis, and a list of things that can be done to the home prior to listing it to maximize the sales price. Number seven in this list should be a strong call to action.”
• Acting as a real estate copywriter allows you to craft LinkedIn articles tailored to your target audiences, such as potential sellers in specific market conditions.
• This prompt encourages the creation of engaging content with a strong call to action, enabling real estate professionals to attract potential clients.

Prompt 5: Social Media Content Creation

• “Provide me with 20 Instagram post ideas to showcase me as the local real estate expert in [insert your city]. The goal of these posts is to increase engagement with the actual post and followers to my page.”
• You can use ChatGPT to develop 20 social media ideas to position yourself as a local expert, ultimately boosting engagement and follower counts.

Prompt 6: Business Growth Strategies

• “Act as an expert real estate business coach. My goal is to increase my real estate sales business by 20% in the coming twelve months. Ask me as many questions as you need to understand my current business so you can provide me with the strategies and a plan of action that will help me achieve my goal of growing my business by 20% in the next twelve months.”
• “Feel free to ask me as many questions as you need to get an understanding of my business so that you can provide me with the best answer possible.”
• Jimmy recommends using ChatGPT to develop strategies for growing a real estate business by 20%.
• This prompt encourages agents to work with ChatGPT to understand their current business and develop customized growth strategies.

Prompt 7: Optimizing Social Media Bios

• “Act as an Instagram expert specializing in helping real estate agents grow their Instagram following. Ask me any questions you need that will help you write a compelling bio for my Instagram page that will increase my follower count.”
• Real estate professionals can increase their follower count across various platforms by requesting assistance in creating compelling social media bios and a strong online presence.

Prompt 8: Client Appreciation and Referrals

• “Give me 20 creative ways to say thank you and to show my appreciation for that and their business.”
• This ChatGPT prompt allows real estate agents to foster client satisfaction and generate valuable referrals for future business.

Prompt 9: Compelling MLS Home Descriptions

• “Act as an expert real estate copywriter specializing in writing MLS home descriptions. Provide me with three MLS descriptions: one written in a conversational tone, one in a professional tone, and one in a luxury tone. Use the previous MLS description below for details of the home, but make sure the descriptions you provide are unique. Here is the previous MLS description, and then you enter it there.”
• Real estate professionals can leverage ChatGPT to develop three unique MLS descriptions tailored to conversational, professional, and luxury tones to make listings stand out.

Prompt 10: Marketing Price-Reduced Properties

• “Act as an expert marketer specializing in real estate marketing. Give me 20 creative ways to market a home with a recent price reduction.”
• Lastly, ChatGPT can help real estate marketers develop innovative marketing strategies for properties with recent price reductions, ensuring increased visibility and potential sales.

Embracing ChatGPT's capabilities in real estate, as demonstrated by Jimmy, provides a vast array of tools and strategies to elevate a business. Using the prompts in this session, real estate professionals can create efficiencies, generate leads, enhance client appreciation, and expand their online presence, propelling their success to new heights.

"The opportunities to create efficiencies in your business, and also to generate ideas on how you can better serve your clients are right at our fingertips like never before with Chat GPT." - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There is power in words and on today’s episode of The Real Estate Podcast Jimmy shares the 11 magic words for success in real estate. 

1. Who

• Who is your ideal client? 
• When you understand who your ideal client is you will add more value. 

2. What

• What pain points do your clients have? 

3. Where

• Where is your ideal client? Are they on Facebook, Instagram, Youtube, at community activities, etc. 
• Position yourself to be in the best possible place to serve them at the highest level. 

4. When

• Now that you know who your client is, what they need, and where they are - ask when are they there? 
• When do you need to post on social media or send emails?

5. Value

• What is the value that you can add? 

6. Consistency

• Consistency is key to conversion. 

7. Growth

• If your business is not growing, you are dying. Is your business moving forward?
• Staying where you are is not an option. 

8. Feelings

• What do clients feel about you? 
• Are you showing how much you care about your clients? 

9. It’s my pleasure

• Whether you are at Chick-fil-a or the Ritz-Carlton they let you know that it is their pleasure to serve you. That’s what you want in your business. 

10. Thank you

• Thank you seems so simple, but don’t overlook it. How long has it been since you sent a thank you note? 
• When you take the time to say thank you, it sets the tone that your business is built on generosity. 

11. Wow

• That’s what you want every client to say after the transaction is over. 
• When people say “wow” they can’t help but tell other people about it. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are key signs realtors can see to understand if their business is about to explode with growth. However, there are also indicators to help us know if our business needs support and realignment. In today’s episode of the Real Estate Sales Podcast, Jimmy identifies and explains some of those factors to help us course-correct when our business is in jeopardy.

1. Your database is not growing. 

• If you’re going to get more growth, you need a steady stream of new people coming into your business.

2. You are not making outbound phone calls.

• Our business is built on the number of conversations we have. The more you prospect, the more business will come back to us.

3. You only have one source of leads.

• If you are focused on just one lead source, you’re taking a great deal of risk. Have multiple sources to diversify your lead generation efforts.

4. Living beyond your means.

• Make sure the money you have going out is always less than the amount of money coming in. 
• Change your lifestyle when the market turns south or if you have a season with low sales.

5. You believe your business is bulletproof.

• It’s easy to think your business will last forever in the current market. 
• Every single time, things change. Don’t let your ego and pride give you too much confidence. 

6. Your communication is inconsistent.

• It doesn't matter how extensive your database is if you don’t use it.
• The more you communicate with your people, the more likely they convert to sales.

7. You are not personally growing.

• If you aren’t continuing to learn and grow, you stagnate. Invest in your health, wellness, and education to better yourself and your business will follow.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Video, video, video is ALL we hear as real estate agents. In today’s episode of The Real Estate Podcast, Jimmy goes over 23 different video ideas you can use to get some high-quality content out for 2023.

Seven Things To Know Before You Move To This Area

• Whenever people are getting ready to move into a new city or new area, oftentimes they’ll go onto Google or YouTube beforehand to get an idea of both open properties as well as things to know about the area.
• If someone is thinking about moving to an area, and they see your video, they’ll be FAR more likely to click on it and watch it. It’s a fantastic way to generate some traffic for your channel and get out to people.

Five Things People Love About Living In This Area

• Just like the seven things video idea, this is another clickable and watchable video that people WILL WANT to check out.
• This video gives potential buyers an idea of WHAT an area they’re interested in is actually like. It’ll give them an idea of whether or not they’ll actually like the area, as well as an idea of some things that are popular in the area.

Five Things People Hate About Living In This Area

• Negativity is clickable. Just like things people LOVE about living in an area, people will also click on a video showcasing some things people don’t like about a particular area.
• This video will also give buyers some insight into a particular area, specifically some of its more negative aspects. It allows them to know the pros AND cons of a city before they make the commitment of moving there.

Three Most Popular Neighborhoods In This Area

• Providing people with information on the best or most popular neighborhoods is a great way to add value to them. After all, why wouldn’t a buyer WANT to live in one of these three neighborhoods?

This video also presents an opportunity to get TRAFFIC to your website. In the video description or in the comments, you can link your website and provide some listings in one of the neighborhoods.

How many homes Can You Get For This Amount of Money in This Area?

• Whether it’s real estate or some other product/service, price is a VERY important piece of information for buyers to know.
• A video like this not only gives VALUABLE insight for buyers, but it also presents an opportunity for a series of videos. Make a video about what 1 million dollars can buy, one about what 50k can buy, one about what 10k can buy, etc.

Five Facts Most People Don’t Know About This Area

• People LOVE knowing secret information or feeling like they know something exclusive. This type of video is another hyper-clickable one that will get traffic to your channel.
• Whether it be stories, places to hang out, or something else just highlight some little-known facts about a particular city. This gives information to buyers as WELL as helps build trust with them, since you’re sharing exclusive information.

Three Things To Consider When Buying/Selling In This Area

• One CRITICAL thing you should focus on when making real estate videos is: Being a resource. Present yourself as the ultimate resource for information to buyers and sellers to help build trust with them.
• Videos like this not only make you come off as a resource, but also helps to set you apart from other real estate agents. Go over some sort of information that buyers and sellers should consider before they consult you.

Seven Service Providers Everyone In This Area Should Know

• Beyond presenting yourself as a resource to buyers and sellers, another KEY concept to consider when making videos is: Make them shareable.
• One INCREDIBLE way to make your videos more shareable is by focusing on information or ideas that are local to a particular area. Go over some important service providers for your specific area to get people engaging with, and sharing your videos.

Interviews With Local School Representatives

• Something that families in particular are going to want to know before moving into an area is what the local school system is like.
• Whether you interview the principal, some teachers, or other faculty members, these types of videos are a FANTASTIC way to give potential buyers insight into what the school system is like.

Community Overview Videos

• Just like information on schools, something else people HEAVILY consider before moving into a particular city is what the community is like.
• Neighborhood videos like this are something you SHOULD utilize to help garner organic traffic and leads. Jimmy knew a real estate agent who, at the request of a buyer, made a video describing some information about a local neighborhood. Without ANY effort, a few weeks after the video went live, someone called her and asked about information about a particular house. She sold that house for 450k.

Restaurant Owner/Manager Interviews

• Videos like this give you two advantages: Not only do they allow you to come off as a resource for a particular neighborhood, but they ALSO put you in good standing with local businesses. If you help local restaurants, they’ll be likely to help you.
• Buyers moving into a particular city will look at videos like these, and others providing information about the place they’re moving to, and are likely to share them with other buyers.

Now That Your Home Is Listed

• Jimmy utilizes videos like this to keep communication with clients. The NUMBER ONE issue that buyers and sellers have with agents, according to polls, is they don’t communicate enough.
• Once a seller has listed their property, send a video like this to them. It not only ENSURES communication continues, but it also presents you as a resource to the seller.

Now That Your Home Is Under Contract, What To Expect

• Just like sending a video to sellers once their home is listed, videos like these get sent to people whose houses are now listed. Systematic videos like these are GREAT for keeping up communication while also providing information to clients.
• After someone’s house is under contract, videos like these do one thing in particular: They prevent any surprises. By telling someone EXACTLY what to expect, you’ll avoid any unforeseen issues in the future.

Now That You’re Under Contract To Buy

• Sellers and buyers will have different questions once they’re working with you. Again, the BIGGEST cause of issues between agents and clients is a lack of communication. Systematic videos like these ensure good communication.
• Go over some information that buyers need to know, specifically the next steps to take. Tell them the process to keep communication up and help establish a relationship between you and the buyer.

Client Testimonials

• People look at results. You CAN claim you’re the best real estate agent, but a video of one of your clients saying that is far more likely to be believed by other clients.
• Get some of your best clients and have them describe the process of buying and selling with you. Once people hear about how ENJOYABLE it is to work with you, they’ll be more likely to come to you for buying and selling.

About Me and Team Video

• Buyers and sellers are CONSTANTLY looking for information to help them decide which real estate agent they should work with.
• Make a video describing how you got into the real estate business and your story. Provide a basic overview of yourself as well as one of your team members. Give clients the information they’re looking for to help generate future business.

The Story of my Favorite Closing

• This video idea essentially combines the idea of an about me video as well as a client testimonial.
• Go over some challenges you had to face with closing a deal and how you overcame said challenges. Describe what made that closing SO GREAT to give viewers an idea of why you’re a great real estate agent and why they should go with you.

Virtual Open House

• One of the BEST ways to help grow your real estate business is through hosting open houses. Hosting one virtually, though, allows ANYONE to come to your open house. 
• A virtual open house allows anyone to get an idea of open listings, regardless of whether they can attend the in-person open house or not. Doing a video walkthrough of a house is the best way to generate momentum for the in-person open house.

New Listing Video Walkthroughs

• This type of video is specific to one, or a few, different clients. If there’s a new listing that is PERFECT for certain clients, then do a video walkthrough of it.
• Videos like this not only help you build a relationship with those clients, but it also presents the opportunity to set up an in-person meeting with you and the client to go over the listing. It helps generate that momentum that’ll help you start and close the deal.

Check-In Videos

• We all know as real estate agents just how IMPORTANT adding value to clients, whether current or past, is. Check-in videos are one way to add that value.
• Create a little video asking how a client is doing and thanking them for either choosing you or working with you in the past. It could be sent over text or email, but however you send it, it’s an INCREDIBLE method for adding value.

Quarterly Market Updates

• Beyond adding value, something else that’s key in being a real estate agent is coming off as a resource. Market updates show you’re watching the market AND that you’re a resource.
• You could send this video out in the form of a newsletter or some other consistent video. Go over trends in the market to provide insight to buyers and sellers and go over general information they should know.

Updates on Listings

• This is another video type that can be sent out consistently, whether it’s on a weekly or monthly basis, that will provide VALUABLE information to buyers and sellers.
• Consistency is key, in real estate and in life. Make a video describing whatever’s going on with your listings and send it out to clients. Not only does this ensure consistency, but it also ensures you keep communication up.

Video Unsolicited CMAs

• A video CMA just refers to a video going over recent selling or new listings that you send to people in your sphere of influence who’ve mentioned they might be buying or selling in the future.
• If you hear about a potential lead, send that lead a CMA. This jump-starts the process of setting up a deal with them. Provide that lead with some valuable information on the state of the market.

Video is something EVERY real estate agent should utilize. As we go into 2023, take some of these video ideas and create content using them. You’ll ABSOLUTELY see growth and profits.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

When starting in the real estate industry, you may be daydreaming about the future of your business. However, you’re unsure of the steps you need to take to make your dream become a reality.

In this episode of The Real Estate Sales Podcast, host Jimmy Burgess explores the concept of future growth and how it applies to business and personal development. He will dissect the key steps and delve into the importance of understanding where you are, reviewing past activities, and charting a path for the future. 

Understanding Where You Are

• Jimmy emphasizes the significance of starting from a place of awareness. 
• Evaluating your current position, whether in your profession or personal life, is crucial.
• By assessing your circumstances, successes, and challenges, you can gain valuable insights into the factors that have brought you to this point.
• This understanding lays the foundation for charting your path toward future growth.

Reviewing Past Activities

• To move forward successfully, you must reflect on the actions that have led you to your current situation, both positive and negative.
• By identifying the daily activities that have contributed to your achievements or setbacks, you can gain clarity on the habits and strategies that work effectively.
• This step allows you to refine your approaches and focus on replicating the actions that yield positive outcomes while tweaking or discarding those that hinder progress.

Charting a Path for the Future

• It is essential to envision and articulate where you want to be in the future, both personally and professionally.
• Jimmy advises setting short-term, medium-term, and long-term goals to establish a direction and a sense of purpose.
• Having a clear vision of your ideal future, you can strategically plan the necessary actions and activities to propel you toward those goals.

Focusing on Leading Indicators

• Leading indicators are the daily activities that serve as predictors of future success.
• These activities vary from person to person and depend on the context, such as the real estate industry or any other field.
• Jimmy recommends identifying the leading indicators that align with your goals and consistently incorporating them into your daily routines.
• Examples may include making targeted phone calls, engaging in social media marketing, or hosting open houses, all contributing to eventual achievements.

Doing Future Leading Indicator Activities Daily

• Jimmy emphasizes the importance of taking action consistently to achieve different results.
• Committing to at least one future leading indicator activity daily creates momentum and progress toward your goals.
• These actions build a solid foundation for future growth and ensure you continually progress.

Jimmy’s insights on future growth highlight the significance of intentional planning and daily action, regardless of the field or industry. Understanding where you are, reviewing past activities, and charting a clear path for the future are vital steps in developing a growth mindset. 

Focusing on leading indicators and engaging in these activities consistently will fuel your progress and help you realize your visions. These strategies can help you create a successful future that exceeds your expectations.

"Your future should always be bigger than your past." -Jimmy Burgess

Resources

The Four Disciplines of Execution 

Today Matters

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Listings are the name of the game in real estate. Today you will learn about a step-by-step system that over the next 12 months, you can build a funnel that will be chock full of opportunities for you to generate listings, no matter what the market is doing. It starts with some of the basics.

Your daily activity plan:

• Gather three email addresses of homeowners every single day, five days a week, and 50 weeks a year. That will give you 750 new email addresses each year.
• When you call a lead to share something of value with them about the market in their neighborhood, ask for permission to get their email for future updates.
• Provide your buyers with a monthly update on the valuation of their homes. This lets them know you are thinking about them.
• Release a monthly or weekly newsletter. 
• Set up a personalized conversation follow-up plan,
• • Send a text, confirm that it is okay to send a message, and ask about the frequency of the message.
  • Once a quarter, call your prospect. Record details in your CRM.
  • Video email illustrating what’s happening in the market.
• Personalized touches – once a quarter – four times a year.

As you implement the steps above every day, five days a week for 50 weeks a year, your business will look completely different than it does today.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Do you pay attention to other's mistakes? If not, you may want to start.

Learning from other agents can be the one thing that saves you from making mistakes within your real estate business. In this episode of the TRES podcast, host Jimmy Burgess delves into the critical factors that can make or break a real estate agent's business. 

Drawing from the experiences and observations of a top-producing agent, he explores the common mistakes that can potentially hinder the success of real estate professionals. The actionable insights in this episode aim to guide agents in making strategic shifts to propel their businesses toward growth and sustained success.

Avoid Waiting and Take Action

• The first crucial point highlighted is the detrimental effect of waiting on an agent's business progression. 
• Jimmy emphasizes the importance of taking proactive steps and seizing control of controllable factors, such as the number of phone calls made and overall activity levels.
• The message is clear - waiting for the perfect conditions will not yield progress; action is key to driving the business forward.

Overcoming the Trap of Making Excuses

• Jimmy addresses the tendency of agents to make excuses instead of taking responsibility for their progress. 
• Whether it's blaming external factors like interest rates or lacking the necessary skills, the speaker highlights how excuses can hold agents back. 
• He encourages agents to leverage today's abundant resources, such as online learning platforms, to acquire the knowledge and skills needed to excel in their roles. 
• By reframing their mindset, agents can transcend excuse-making and instead focus on tangible actions that drive momentum and create opportunities.

The Power of Listening and Providing Value

• Jimmy emphasizes the art of active listening and the significance of understanding clients' needs to provide genuine value. 
• It urges agents to shift from talking excessively to developing a deep understanding of client's requirements. 
• Agents should ask insightful questions and listen carefully to their clients to foster trust and long-term relationships.

Focusing on Relevant Value

• Jimmy exposes the pitfall of fixing macro-level issues beyond an agent's control.
• Instead, agents are encouraged to prioritize adding value to their immediate clients by addressing their specific needs. 
• Concentrating on controllable factors and responding actively to clients' needs allows agents to minimize distractions and direct their energy toward meaningful interactions.

Balancing Planning and Taking Action

• While planning is pivotal, the episode emphasizes the danger of becoming stuck in a perpetual state of planning without executing. 
• Agents are urged to balance setting goals and translating them into actionable steps. 
• Daily activities are the building blocks of long-term success, emphasizing the need for consistent action over excessive planning.

The Crucial Element of Keeping in Touch

• The episode underscores the significance of maintaining regular communication with clients, stressing that consistent engagement is essential for nurturing relationships and preventing missed opportunities. 
• Agents are encouraged to stay connected with active buyers and future sellers, recognizing that a lack of communication can result in opportunities slipping through the cracks.

The Influence of Surroundings

• The episode concludes by addressing the impact of the people agents surround themselves with. 
• Jimmy highlights the significance of engaging with productive individuals and seeking mentorship from top performers. 
• By spending time with active, high-achieving peers, agents can elevate their own performance and outlook, fostering a culture of growth and self-improvement.

This insightful episode uncovers the crucial elements that can spell success or failure for real estate agents. Agents can navigate away from business-killing behaviors by embracing a proactive mindset, overcoming excuse-making, delivering genuine value, and maintaining consistent client engagement. These lessons can be helpful for agents looking to chart a path toward sustainable growth and success.

"We can't control interest rates, so why are we focusing on interest rates instead of how interest rates affect those buyers or sellers we're working with? Decide not to focus on the big things that you can't control. Focus on the things you can control." -Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Your dream is to have a thriving real estate business that provides you with a luxury lifestyle. However, you have been in the industry for a year now, and everything is going differently than planned.

You grind hard daily to sell homes, but your real estate business is far from what you initially pictured. How can you design your dream business to help you live the perfect life?

Start by listening to this week’s episode of The Real Estate Sales podcast. TRES host, Jimmy Burgess, speaks with another real estate agent, Price Rainer, on tips for building a successful business. Tune in now and hear what they have to say!

Creating a Business Plan to Support the Dream Life

• Price shares how a coach he hired in 2001 inspired him to start his business.
• Price discussed his "life of dreams" with a mentor, who asked him to time block his daily activities to support his goals.
• He filled out a time blocking sheet based on their values and priorities, and the mentor provided guidance on how to tailor his business to support his lifestyle.

Tailoring Business to Fund Dream Life Through Daily Activities

• Price wanted to generate enough money to fund his dream life through real estate, but recognized the need to balance work and personal life.
• He identified three communities to target based on sales price and commissions, and developed a plan to penetrate each community.
• Price used a specific formula to determine daily activities to achieve his goals and dreams, modifying them each October as needed.
• Consistency in following this practice led to meeting or exceeding goals and dreams every year.

Prioritizing Life Goals and Avoiding Sacrifice

• Jimmy emphasizes the importance of prioritizing life goals and values over work, avoiding sacrifice for the sake of being a workaholic.

Accountability in Real Estate Business Growth

• Jimmy shares that he often struggles with managing his time and tasks, leading to a reactive and unproductive work style.
• Price emphasizes the importance of accountability in maintaining a plan and staying on track, with the help of a mentor or coach like the assistant.
• He also emphasizes the importance of accountability in achieving business goals, citing personal coaching and mastermind groups as helpful tools.
• Jimmy agrees, highlighting the value of daily practices and delegating administrative and marketing tasks to grow the business and free up time for high-priority activities.

You deserve to have it all - the thriving real estate business and the high luxury lifestyle. One of the best ways to achieve this is to be accountable for your daily actions. 

This will help you achieve the growth and results you desire. Also, subscribing and listening to the TRES podcast will help you reach your real estate goals faster.

“I had to get control of my time to really be able to operate in a measured, you know, consistent way to really grow a real estate practice in a professional, well-organized manner.” -Price Rainer.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

How can you make more money in real estate in 2024?

Subscribe to the Real Estate Sales Podcast to find out. In this week’s episode, host Jimmy Burgess shares a top 5% blueprint to build a thriving real estate business in 2024. 

He outlines seven specific skills that hold the potential to elevate one's entrepreneurial journey to unprecedented heights. Tune in to hear how personal development helps real estate agents make more money. 

1. Embracing Artificial Intelligence and Chat GPT

• Real estate agents must leverage AI technology to streamline business operations and enhance marketing strategies. 
• Jimmy emphasizes the significance of creating efficiencies in the real estate business by seeking knowledge through podcasts and online resources. 
• Taking the time to become an expert in Chat GPT will maximize your business opportunities.

2. Producing Engaging YouTube Video Content

• Remember, YouTube is the second largest search engine. Jimmy shares that agents must create searchable video content to establish a compelling personal brand.
• He encourages understanding the specific topics that potential clients search for, such as neighborhood insights and provides examples of successful agents who have harnessed this skill to generate significant listings and contracts.

3. Crafting Compelling Social Media Content

• Jimmy highlights the unparalleled potential of social media in building a personal brand and staying top of mind with clients. 
• He recommends observing successful agents in diverse markets and learning from their strategies to tailor engaging social media content.
• Learning from successful real estate agents helps emphasize the value of consistent posting to foster client relationships and generate brand recognition.

4. Sharpening Negotiation Skills

• In light of the evolving real estate market, Coach Jimmy stresses the importance of honing negotiation skills to navigate the challenges of securing and maintaining contracts. 
• He advocates for a win-win negotiation approach to add value for clients and distinguish oneself as a trusted professional in the industry.

5. Cultivating Referral Relationships

• Jimmy emphasizes the art of seeking referrals in genuine client relationships and positioning oneself as a trusted friend rather than just a salesperson. 
• Agents who build a personal brand encourage satisfied clients to become enthusiastic advocates, resulting in a steady influx of high-quality referrals.

6. Optimizing Google My Business

• Having a Google My Business page will help bring organic traffic to your real estate business. 
• Jimmy shares strategies to maximize reviews, upload compelling photos, and integrate social media content to enhance visibility and attract organic leads.

7. Enhancing Communication Skills

• One of the keys to a successful real estate business is developing effective communication skills. 
• Start by improving your public speaking, try phone communication, or email outreach.
• Jimmy shares that clear and confident communication will engage potential clients and establish professional credibility.

This week’s TRES episode shares a powerful message that will transform your restate business skills. Jimmy's top 5% blueprint will help you evolve and hone essential skills to achieve success.

"Make sure that you're following up with these folks, you're checking in, you're giving value and make sure that you're the agent they think of when they get ready to possibly list their home for sale." - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Don’t sit back and wait for business to come to you! In this episode of The Real Estate Sales podcast, our host Jimmy Burgess connects with Jay Johnson on how creativity and a willingness to try new things help him make the most of his open houses.

1. Jay committed to doing open houses EVERY DAY.

• Rather than having exhausting 5-hour open houses, Jay found he could host an open house every day for a couple of hours.

2. He started working out in the parking lot, talking to passers-by.

• When things were quiet but people were walking by outside, he found that standing out front was a great way to connect with neighbors.

3. In a traditional market, prepare for your open house.

• Add it to your local MLS and share the information with other agents.

• Social media is also an effective way to get the word out.

4. On the day of the open house, capture the neighborhood’s attention.

• Get the word out by putting up signs.

• Safety first! Door-knocking can be a great way to get in touch with neighbors.

• Maximize your opportunities by offering amenities – try a food truck!

5. After your open house, follow up!

• Try to get contact information from the people who stop by.

• Rather than putting ALL relevant information in pamphlets, offer to send it to them via e-mail.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

ChatGPT is absolutely a game-changer for real estate agents. In today’s episode of The Real Estate Podcast, our host Jimmy goes over 23 different ways that realtors can use ChatGPT to help their business.

1. Ideas for Instagram posts

• Social media is an invaluable tool for realtors, however, most of the time they don’t know what to post. Simply get some ideas for social media posts from ChatGPT!

2.  Ideas for Facebook posts

• Just like Instagram, ChatGPT can also help you produce different posts for Facebook. Simply ask for a certain number of real estate posts for your city.

3.  Ideas for TikTok content

• A unique feature that ChatGPT has is it understands the differences between content for different social media platforms. The ideas for Instagram content will be different from the Facebook posts, which will both be different from TikTok.

4. Ideas for LinkedIn posts

• Since LinkedIn is more post-heavy, after you see an idea you like, you can have ChatGPT create that post which you can then upload to LinkedIn.

5. Ideas for video content

• This is a bit broader and can cover different video formats. For example, you could get ideas for YouTube videos or ideas for Instagram reels.

6. Ideas for blog posts

• This is also broader than social media posts. Ask ChatGPT for blog post ideas in your particular city. If you like a certain idea, you can then have ChatGPT also produce a blog post.

7. Listing descriptions

•  ChatGPT can write a listing description with certain features that you want to be promoted.

8. Rewrite a listing description

• If your listing description is looking a bit stale, ask ChatGPT to rewrite it. It can be rewritten to be shorter, funnier, more professional, etc.

9.  Write a Facebook post on a listing

• After you’ve created a listing description, you can ask ChatGPT to produce a Facebook post on it. It will satisfy the Facebook algorithm and help reach a wide audience.

10.  Write an Instagram post on a listing

• Just like Facebook, ChatGPT can also create an Instagram post about a particular listing that will hit all the requirements for a good Instagram post.

11.  Write a TikTok script on a listing

• ChatGPT can write a script for a TikTok short that is designed PERFECTLY for TikTok and its audience.

12.  Write an email on a listing

• Give ChatGPT some details on your listing or a description, and it can write a great email with a call to action that will promote the listing.

13.  Write a video script on a listing

• Ask Chat GPT to create a video script on a listing and then record a video. If necessary, you can have the script rewritten to be shorter or more professional.

14.  Write creative ways to promote a listing

• After you’ve posted about a listing, ChatGPT can suggest creative ways to promote it. ChatGPT could then write the copy for those promotions.

15. Write creative ways to promote an open house

• Provide ChatGPT with some details on a particular listing and ask it to write something that gets people interested in an open house. Again, it can then be tweaked as desired.

16. Reasons why people love living in your city

• When people are looking to move into a particular area, if they see a video on some positives about the city, they’re far more likely to engage with the video.

17. Shorten a script into an Instagram reel

• After you’ve created a long script, ChatGPT can then shorten it into a form more appropriate for something like an Instagram reel.

18. Write some content on why now is a great time to buy

• ChatGPT can be used to create blog posts as well as scripts. Ask it to write something explaining why now is a good time to buy real estate.

19. Write some content on places to visit in your city

• Ask ChatGPT to create a script or blog post on something like popular restaurants in your city. This adds value to your clients and the area you service.

20.  Write some content on current interest rates

• This is especially relevant to the current real estate market. By providing information like this, you’ll be seen as a valuable real estate resource.

21.  Write some content on what homeowners should do if their listing expires

• With the current market, expired real estate listings are becoming more and more common. ChatGPT can write some content explaining why listings expire or what to do after an expiration, which adds value to the community and to those clients.

22. Ideas for showing appreciation to past clients

• ChatGPT can also create some unique and fun ways to show appreciation, and add value, to past clients.

23. Ideas for marketing myself

• ChatGPT can give you some unique and effective ways to not only add value to clients but also to help promote yourself and your real estate business.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wondering if you should start a team or stay as a single agent? In today’s episode of The Real Estate Sales podcast, our host Jimmy interviews Kyle Upton to discuss his experience building up a team.

Starting the Team

• Upton was a solo agent from 2016 to the end of 2022, when he finally decided to start his team. However, as he continued on as a solo agent, he realized he was wearing too many hats and needed a team.

• Upton started his team by hiring a few people he was already close with. As things scaled however, Upton hired people as necessary.

Growing the Team

• After hiring his first team members, Upton focused on his sphere of influence. He connected with people he already knew for both lead generation and team members.

• As Upton continually got more and more leads, he would hire more team members as necessary. If an issue arose that he couldn’t face, he would hire someone to assist him.

Lessons From Scaling

• The first thing Upton wished he knew prior to scaling his business was to have your systems in place beforehand.

• While working as a solo agent, Upton would work on over 50 deals using only an Excel spreadsheet. This obviously isn’t practical when scaling your business.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Life is all about give and take, and real estate agents are no exception. In today’s episode of the Real Estate Sales Podcast, Jimmy explains seven sacrifices every agent must make to find success in their real estate career.

1. Sacrifice Comfort

• Comfort and growth cannot coexist. Identify what you don’t want to do that you know will assist in your growth and do it.

2. Sacrifice Money

• Taking your business to the next level might mean delaying personal purchases you want to make.
• Reinvest in your business to see more success, and take a percentage of your income and automatically put that money into your business for training, support or tools.

3. Sacrifice Time

• Every top producer, at some point, had to sacrifice their time to get where they are now.
• Be willing to be the last person in the office or the first one there.

4. Sacrifice Ego

• Don’t be worried about what other people think of what they might say.
• Think about what efforts helped you build momentum in your business, and focus on those. Never think you’re “past” strategies that led to your initial success.

5. Sacrifice Passivity

• Are you waiting on the phone to ring instead of calling people directly?
• Actively interact with and look for buyers and sellers to help. 

6. Sacrifice Relationships

• We all have people around us who don’t help or even actively bring us down.
• Surround yourself with passionate, hardworking people who will encourage and help you to achieve your goals.

7. Sacrifice Limiting Beliefs

• Do you believe you can have the business of your dreams? 
• If not, find the people who’ve accomplished it and emulate what they did to move their business forward.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In this episode of The Real Estate Sales podcast, our host Jimmy Burgess gives you 40 back-to-back quick tips for generating leads. Whether you’re struggling to find prospects or you’ve already got a few tools in your toolbox, listen in to hear how you can build up your contact list even more and add to the top of your funnel.

1. “Little Help” Posts

• Post on social media to ask friends, family, and even past clients if they know of anyone who is looking to buy or sell.

2. Meet Up With Past Clients for Coffee

• You don’t have to ask them to help you out – eventually, they’ll ask you how business is going! The referrals will come your way if you focus on deepening those relationships.

3. Host an Open House

• While you may meet some buyers interested in the property, you might also meet people who are just casually interested but may be looking to buy soon.

4. Expired Listings

• Listings can expire for many reasons – the seller may just need to find the right agent!

5. 6 to 18-Months Old Expired Listings

• They may still be interested in selling, and you’ll face less competition.

6. Host a First-Time Home Buyer Seminar

• Offer them value! In our current market, many buyers are first-timers. Let them come to you.

7. Develop a Free “Buyer’s Guide for Newly Engaged Couples”

• Newlyweds and engaged couples are already thinking about settling down and planting roots. They’re likely to be interested in buying for the first time.

8. Optimize Your “Google My Business” Page

• Buyers looking for an agent are going to search on Google. SEO optimization ensures that you show up first.

9. Host a Going Away Party For Your Seller

• While you’re there, you’re the hero for helping them make their amazing life change, and they are sure to have friends who are interested.

10. Host a Housewarming Party For Your Buyer

• This gives you and your buyers an opportunity to meet people in the neighborhood and deepens your relationship with your buyer.

11. Join a Lead-Sharing Group

• The price of admission for these groups is to have someone to refer to someone else in the group.

12. Call FSBOs

• FSBO (For Sale By Owner) properties shouldn’t slip by you! Come prepared with information on how you can help sellers – they need us now more than ever.

13. Get Free Leads: Veteran’s United Realty

• This is a vendor for qualified leads. The referrals you’ll get are ready to buy and are pre-approved for their loans.

14. Get Free Leads: OpCity (If Your Broker Is a Member)

• Opcity is run by Realtor.com, where leads are nurtured until they are ready to purchase. Get access to leads at no cost to you.

15. Get Free Leads: HomeLight

• HomeLight has no upfront costs, but there are some minimum requirements to join so make sure you do your research.

16. Get Free Leads: OJO

• OJO also doesn’t have upfront costs, but it requires 3 years minimum experience before you can join.

17. Get Free Leads: Estately

• Like OJO, Estately requires 3 years of experience. They offer both listing and buyer leads.

18. Get Free Leads: RedFin Referral Network

• RedFin Referral Network allows you to take advantage of situations where RedFin has more leads than they can respond to.

19. Get Free Leads: RocketHomes

• This is an offshoot of RocketMortgage. These leads are also qualified and ready to buy.

20. Get Free Leads: UpNest

• These leads are on the listing side, so UpNest asks a little more from you. Be prepared to submit a video to leads.

21. Get Free Leads: Agent Pronto

• There are no minimum requirements for experience for agents, so if you’re newer to the game, this is a great option.

22. Get Free Leads: Fast Expert

• This is only for agents who are in the Top 5 in your local network, so if you’re bringing your A-game, you can leverage that into more leads.

23. Buy Leads: Zillow.com

• Zillow.com will help you find leads that are further down the funnel.

24. Buy Leads: Realtor.com

• You’re only going to find leads here if they’re already looking to speak to an agent. Your leads are only as strong as your follow-up!

25. Geographical Farming

• This is a foundational skill in lead-generating. If you find a region that works for you and stay educated and present there, you’ll be sure to get some leads.

26. Ask for referrals

• Talk to everyone you know and encourage them to keep you in mind if they hear of someone looking to buy or sell.

27. Post a Listing or Property in a Local Facebook Buy/Sell Group

• There are often tens of thousands of people in these groups, and people who see your listings will often tag friends and family in your comments section. Private message the people tagged to see if they’re interested in working with you.

28. Circle Prospecting With a New Listing

• Call neighbors in an area where a new listing just went on the market to see if they know anyone who is looking to move into the area.

29. Circle Prospecting With Recently Sold Homes

• Let homeowners know about a nearby sale and help them understand how this affects their home’s value. 

30. Use Buyers as Bait

• If you have a buyer that has their sights set on a particular home size and area, call homeowners in that area to see if they have a neighbor looking to sell.

31. Probate Listings

• In situations where a homeowner passes away and hasn’t named an executor, the court names one and this executor is charged with liquidating assets. Check your county clerk’s office for contact info, and offer free quotes as a service.

32. Go Live on Social Media - Virtual Open Houses

• Hosting open houses online can give curious people a chance to see what’s out there. This may generate interest in seeing the house in person and, if you have your live on social media, it will remain available for anyone who wants to see it.

33. Call Buyers From 2019

• These homeowners have accrued a lot of equity in a short period of time, and they may not even know it! 

34. Call AirBNB Owners

• These folks are usually investors. They are not sentimental about the homes they own and are oriented towards growth and change. Their contact info is often listed on AirBNB!

35. Help Agents That Have Left the Business

• Difficult economic times come and go, and so do agents. If an agent is looking to leave the business, they may have clients that still need help. Offer to pay a referral fee.

36. Targeting Folks in Feeder Markets

• Talk to agents in feeder markets to the market that you serve. When you’re willing to pay more than the typical referral fee, you’re sure to catch their attention.

37. Help Overwhelmed Agents

• Agents that are top producers often have more leads than they can handle. Show up for these folks and they will show up for you.

38. Call Renters

• Get access to lists of renters’ names and contact information in your area. Give them information about the merits of homeownership.

39. Produce Video Content

• Producing short and long-form videos about your local area position you as a resource and expert.

40. Unsolicited Video CMAs

• Record your screen to show people the value of their home, even if they haven’t asked!

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

There are certain times during the year that we separate ourselves from the competition and who we used to be. In today’s episode of The Real Estate Podcast, Jimmy gives you 7 ways to separate yourself from everyone else.

1. Focus on your health

• If you don’t have good health, everything else is irrelevant. 
• Drink enough water, get enough sleep, exercise, and think about your diet. 
• Your health is the building block for moving everything else in the right direction. 

2. Get your mind right

• Are you reading books, listening to podcasts, and broadening your mind? 
• When your mindset is right you can take your business to the next level. 

3. Show more gratitude

• Who is it that you should be saying thank you to? How long has it been since you wrote a thank you note? 
• Showing gratitude is the right thing to do and it puts the law of reciprocity into motion. 

4. Provide more value

• If you give more value into the marketplace, more value comes up. 
• This industry is based on the fact that the more value you provide the more your business grows. 
• Social media gives you the opportunity to provide value to your ideal clients. Video gives you the ability to connect in a different way. 

5. Have more conversations

• The more people you talk to the more opportunities you have to deepen relationships and have more business. 
• Focus on adding value through genuine conversation. 

6. Have more in-person meetings

• Invite people to coffee, lunch, or happy hour. 
• There is nothing more important in our human relationships than connecting with people. 
• Set on your schedule to meet someone in-person each day. 

7. Work harder

• If you want different results, you’ve got to do different things. 
• What are you doing in your business that works? Double it. 
• Don’t just do extra hours, do extra effective hours. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

If you do these seven daily activities, you will set your business on fire! Be consistent each and every day and your efforts will be compounded.

Counting from 7 to 1 – they are the following:

7. Seven conversations with seven homeowners each and every day.

6. Speak with six prospective buyers. Share information about properties, and get them in touch with a lender.

5. Check-in with five of your past clients or people that are in your sphere of influence.

4. Send four hand-written notes to agents in potential feeder markets.

3. Either show or preview three different homes each and every day.

2. Send a text, email, or video walkthrough of homes that you have previewed to two potential buyers each day. This lets your buyer know that you are working for them and going the extra mile.

1. Send an unsolicited video CMA to a homeowner each day. Provide value – illustrate that you are their real estate expert on what their home could be worth should they decide to list.

By applying these seven daily habits rigorously and consistently, you will see your business build and be profitable next year and beyond.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

You know you should be farming a geographical area or neighborhood, but you’re unsure of what to send them. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over how to effectively farm an area.

Consistency is key to geographical farming.

• Whatever you send, you have to send it on a regular basis. How often you send it will vary, but focus on remaining consistent.

Send a yearly market report.

• On a certain date every year, send out a market report to your clients. Offer valuable information that can add value to them.

Send quarterly reports.

• Just like an annual report, sending quarterly newsletters is also valuable. Information on how long listings stay on the market or the average selling price could be included.

Rotate different cards more frequently.

• Between quarterly and annual newsletters, you can also send out letters on a more frequent basis. An example is sending out letters monthly that describe upcoming events.

Utilize subtle, but direct calls to action.

• If prices in a neighborhood begin to rise or fall, send out a newsletter to that area. Offer a free market evaluation to help add value to your particular area.

Send out customer testimonials.

• Send out testimonials from clients that you’ve worked with before. However, use testimonials that are specific to the area you’re trying to farm.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Most people believe that four letters words are bad. However, this isn’t always the case!

Your host, Jimmy Burgess, will share seven four-letter words that are ideal and safe for real estate.

1. CALL

Learn how to pick up the phone to talk to people. This is how you build relationships with potential clients.

2. HOST

Being a host at an open house will help you find your ideal clients. Decide how many you plan on doing per week. Be sure to conversate with others!

3. POST

Don’t just post your own content! Take the time to look at your past connections and comment on their posts.

4. FARM

This is short for geographical farming. Are you doing anything to position yourself as an expert in your area?

5. LIST

Are you taking the time to list home for sale within the area? Remember, people who control the listings also control the market!

6. SHOW

Are you going out showing people the homes you have for sale? You can either walk them through a home or show them on video.

7. WORK

Nothing is going to happen if you’re not doing the job! Ignorance on fire is always better than knowledge on ice.

You get up every morning to turn those locks, host open houses, and make more calls. If not, then there’s no point in learning anything to help you grow as a real estate agent. You might make a mistake, but at least you're trying.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wonder if there are still any opportunities in real estate. In today’s episode of The Real Estate Podcast, Jimmy has an interview with Noah Escobar, who in his first full year of real estate, made $16 and a half MILLION dollars.

How Escobar Got Into Real Estate

• Escobar first started in real estate when he turned 19. He did video production for a church before Jimmy reached out to him for a video. From there, Escobar began to learn more about real estate.

• After two years of working with Jimmy and learning about real estate, Escobar got into the market. It started when we began generating leads and talking to people he had met from video editing.

Generating Business on His Own

• Although Escobar focused on adding value to people he already knew, the BULK of his business actually came from things like cold calls and networking. He would attend different events and introduce himself to new agents, and regularly did cold calls.

• Something unique that Escobar did, just like Jimmy, was actually call LANDOWNERS to talk about building real estate. Since Escobar started so young, he aimed to do things other realtors were NOT doing. If something was too easy, he left it to someone else.

• One of Escobar’s most memorable moments was when he called a broker. After getting sent to voicemail, he called another number. The broker picked up and begin to actually cuss Escobar out. After explaining his situation, the broker understood and helped Escobar begin developing real estate.

Escobar’s Fundamentals For Business

•  Throughout his first year, Escobar focused on the fundamentals of real estate. He was specifically, adding value to clients and focusing on lead generation. Of course, he was naturally fearful, but Escobar understood what he wanted was BEYOND that fear.

• After selling his first lot via the broker, he once again did circle prospecting, to turn that singular transaction into multiple transactions. That first deal actually turned into 4 separate deals. After each transaction, once again, Escobar would circle prospect.

• The biggest mistake that Escobar believes he made, actually, was STOPPING the circle prospecting. After he stopped making those calls, he stopped generating leads. He had the 4 deals, sure, but nothing beyond that.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Don't you hate it when someone doesn't tell you everything you need to know, especially within the real estate industry?

You want a broker who is honest with you no matter how hurtful the truth may be. However, most don't have the heart to tell the truth when the real estate market isn't going so well.

In this "The Real Estate Sales Podcast” episode, host Jimmy Burgess shares five things real estate agents need to know. Subscribe and hear what your broker is too nice to tell you.

1. The Market Is Getting Tougher

• Jimmy discusses how the real estate market is challenging, and most agents cannot handle the difficulties. 
• When things get tough, don't become soft; push through the challenges you're facing. 
• Jimmy also says it's better to face the challenges because when you wait for life to give you whatever, it will typically give you the worst.
• Start being proactive. Make those phone calls or host that open house you've been putting off. 
• Now is the time for you to take action and bring positive changes. 

2. You’re Blaming Everyone and Everything

• Take ownership instead of pouting about what someone did or a bad situation. 
• You can't change what happens or make others do something they don't want to do.
• Focus on what you can do to create a better outcome. 

3. You’re Playing Small

• Stop with the negative self-talk. It's holding you back from achieving your goals. 
• You may be afraid that someone will hang up or be angry that you called them. Even if it happens, it's not the end of the world. You can always call another prospect. 
• Those who push past their fears while others stay in them will be more likely to succeed.

4. Agents Are Reacting Incorrectly to Adversity

• Remember, adversity means opportunities. 
• How will you handle things when things don’t go your way? Are you going to freeze and throw the towel in? Are you going to figure out solutions? What about increasing your communications with clients?
• Jimmy shares that this is the perfect time to build deep relationships with brokers, sellers, and clients.

5. Do Different Things in 2024

• The things you did in 2023 may not work in 2024. Pay attention to your actions from last year and figure out how to expand on them.
• The real estate market is constantly evolving, so you must be willing to make positive changes to keep your business afloat. 
• Also, consider the things you have yet to try that you can do this year. Jimmy shares some ideas that real estate agents can do to help improve their success.

Jimmy shares these tips to help struggling agents. Now is the time to take action in your real estate business. If you want different results this year, subscribe to The Real Estate Sales Podcast. 

“Remember, four fingers are pointing back at you when you're pointing one at someone. You're in control of your situation. Take action, and things will change.” -Jimmy Burgess. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

QR codes gained popularity during the pandemic because companies sought touchless alternatives to spread their content. Those within the real estate market can use these codes in numerous ways to help boost their clientele. 

In this episode of the TRES podcast, host Jimmy Burgess explores eleven ways real estate agents can effectively use QR codes. Listen to learn how to use QR codes in your real estate business.

Lead Capture Capability

• You can use QR codes to capture leads by offering valuable content.
• Examples include providing access to slides from a presentation or offering industry-specific tips.
• Agents can collect email addresses and names by directing users to a Google form or landing page to build their email lists.

Property Signage

• Incorporating QR codes on property signage can lead potential buyers to various destinations.
• Agents can customize the QR codes to provide information about the property, direct users to their website, or display all active listings.
• QR codes on signage allow for lead capture, even from passersby who may not contact the agent.

Home Financing Calculator

• Agents can create QR codes that direct users to home financing calculators.
• This helps potential buyers determine monthly mortgage payments and highlights hot leads.
• Integrating QR codes with websites that capture user information can convert calculators into lead-generation tools.

Neighborhood Home Searches

• Agents can generate QR codes that provide access to home searches for specific neighborhoods.
• These QR codes can be shared on flyers or social media to attract potential buyers.
• Another suggestion is to purchase a domain name related to a specific neighborhood, such as "liveoaksubdivisionhomesforsale.com," which redirects to a capture page.

Downloadable Guides

• QR codes can lead users to downloadable guides, offering valuable resources and information.
• Guides can range from checklists to lifestyle planning guides, providing specific content to different market segments.
• Agents can use QR codes on flyers, in open houses, or as take-one options to engage potential leads.

Property Flyers

• Agents can maximize the back of property flyers by utilizing QR codes.
• These QR codes can link to additional listings, guides, financing calculators, or capture pages.
• By adding value to the flyers, agents increase the likelihood of capturing leads and engaging potential buyers.

Business Cards

• QR codes on business cards can direct potential clients to specific platforms or content.
• Agents can drive traffic to newsletters, social media profiles, videos, or other personalized marketing materials.
• QR codes on business cards facilitate further connection and interaction beyond the initial meeting.

Local Service Provider Guide

• Agents can use QR codes to create a guide featuring trusted local service providers.
• This resource helps newcomers or residents needing services in the area.
• Agents can collect leads by offering recommendations and building credibility.

Video Walkthroughs and Floor Plans

• QR codes can lead users to video walkthroughs or detailed floor plans of listed properties.
• This feature helps potential buyers explore properties remotely and captures their interest.
• QR codes can be used on property flyers or marketing materials.

Review Sites

• Agents can create QR codes to gather more reviews that direct users to review sites like Google Business, Realtor.com, or Zillow.
• Making it convenient for clients to leave reviews enhances the agent's online reputation and credibility.

Email Signature Line

• Agents can add QR codes to their email signature lines to direct recipients to various destinations.
• This can include websites, review sites, videos, or any other content the agent wants to promote.
• Agents can drive engagement and capture leads by effectively utilizing the email signature line.

QR codes offer various opportunities for real estate agents to enhance their marketing efforts. Implementing these eleven strategies can help agents capture more leads, provide value, and build a strong online presence. Utilize QR codes effectively and adapt them to suit your specific business goals and target audience.

"QR codes are really kind of an interesting case study on how applications of things can really become in vogue." - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Many real estate agents struggle with hosting open houses and make simple mistakes that make them lose potential buyers. In this episode of the TRES podcast, host Jimmy Burgess shares insightful tips for conducting open houses. Listen to these seven expert tips for mastering the art of open houses.

Stage the Home for the Client You Want

●     Consider the type of client you want to sell to. Is it a first-time buyer or someone near the retiring age? Take the time to stage the home to their liking.

●     Maintain the landscaping, unclutter the counters, and clean the house.

●     If the home is not looking the best, you’re not putting your best foot forward.

Let the Neighbors Know You’re Hosting an Open House

●     There are two reasons why it’s a good idea to let the neighbors know about the open house.

○     One, it increases the opportunity to let others know about the open house

○     Two, it lets other homeowners know you can help them sell their homes when ready.

Spread the Word in Every Possible Way

●     There are different ways you can let everyone know that you’re hosting an open house:

○     Social media

○     Direct mail

○     Phone calls

○     Going door to door

●     To make your open house a success, you should promote it in as many ways as possible.

Put Directional Arrows Leading to the House

●     On the day of the open house, have directions leading to the house to let others know about the event.

●     You are maximizing not only the opportunity for this home seller to sell their home, but also your own exposure as a result of placing all these signs.

Have Marketing Takeaways

●     What if potential buyers come to the event and decide the home isn’t right for them?

●     Create lifestyle guides for different life stages, such as those wanting to downsize or being first-time home buyers. The guides allow you to create conversations and build relationships with potential buyers, so they’ll have you in mind when they decide to buy.

●     Another idea is to have other properties available. They can view these properties and decide if it’s a better option for them.

Provide Valuable Feedback on the Open House to Your Listing

●     If you're hosting an open house for someone else, they will want full details on what the potential buyers thought of the home.

●     Create a detailed list of everyone who came to the event. What did the buyers like or didn't like about the house?

●     Communicate with the other agent on the event so they'll let you host another one in the future.

Make Sure to Follow Up

●     Following up with potential buyers within 24 hours of the open house event is best.

●     Send emails letting potential buyers know you have lenders that can approve them or provide programs to first-time buyers.

●     Some potential buyers view multiple open houses in a day. You can send a video to help them remind you that your listing is the right one for them.

●     Doing follow-ups also allows potential buyers to ask questions or let you know if something keeps them from taking action.

These seven actionable open housing tips will help you win over potential buyers. But be sure to take the time to listen to Jimmy Burgess on how to utilize these tips.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The market has changed, the things that we did last year are probably not going to help us get where we want to go next year, the things that we did that were easy in the past are probably going to be a little more difficult going forward. In today’s episode of The Real Estate Sales Podcast, Jimmy walks through his Listing Machine Strategy to take your business to a whole new level in the changing market today and tomorrow. 

Statistics show that in America every 11 years homeowners sell their home. National Association of Realtors statistics show that 89% of the time homebuyers reach out to the same real estate that they previously used.

Strategy: 

1. All in CRM
2. • Tags
   • Details (Birthdates, bought it – sold it)
3. Automated emails of data (consistent touches)
4. Unsolicited Updated Value – What’s the value of their home? (Via video)
5. Automated personal outreach (3, 6, 9, 12-month plan)
6. Utilize Home Bought App
7. Monthly Video Update on the market
8. Connected with your database on social media

If you implement this strategy five days a week by reaching out to four homeowners a day you will grow your database to 1,000 potential homeowners in the next 12 months who will either list, buy or refer to you.

This will build a system that will compound over time as you implement the process giving you lasting results.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Undoubtedly, artificial intelligence is changing how every industry conducts business. This includes the real estate industry.

In this episode of The Real Estate Sales Podcast, host Jimmy Burgess highlights five AI tools revolutionizing the real estate industry. These tools are game-changers, helping agents streamline their businesses and enhance their communication with clients. 

The possibilities with AI are endless, from video captioning apps to AI-powered market reports. Let's dive into the details and explore how these tools can take your real estate business to the next level.

 Captions for Talking Videos

• Jimmy introduces the concept of using captions for talking videos, an AI-powered app that adds captions to videos. 
• The app goes a step further by incorporating AI eye contact, eliminating the need for constant script reading. 
• The AI technology intelligently adjusts the video to create the illusion of eye contact, resulting in a more engaging and personal experience for viewers. 
• Additionally, the app can translate the video into different languages and even synchronize the lip movements in the translated version.

 RPR Market Reports

• RPR (Realtors Property Resource) is a valuable resource available to all National Association of Realtors members. 
• Traditionally, this tool provided detailed market reports, but recently, it has integrated AI capabilities to enhance its functionality. 
• Jimmy demonstrates how to access the AI-powered research page and create scripts for various tones, such as professional, engaging, or conversational. 
• These scripts can generate SEO-optimized social media posts, blog posts, or video scripts. 
• Agents can now present comprehensive market details tailored to their audience with minimal effort.

 AI Virtual Assistants

• Virtual assistants have become indispensable in the real estate industry. 
• Through AI technology, these virtual assistants can handle various tasks, such as scheduling appointments, answering client queries, and providing property information.
• Jimmy emphasizes the efficiency and convenience of AI-powered virtual assistants in automating repetitive tasks, allowing agents to focus on more productive activities.

AI-Powered Lead Generation

• Gone are the days of manual lead generation. AI algorithms can now analyze vast amounts of data and predict potential buyer or seller leads. 
• Jimmy discusses how AI-powered lead-generation tools help agents identify prospects, analyze their preferences, and target them with personalized marketing strategies.
• Agents can optimize their lead generation efforts through data-driven insights, ultimately increasing their conversion rates.

AI Home Staging

• Virtual and augmented reality technologies combined with AI algorithms have transformed the concept of home staging. 
• Jimmy explains how AI home staging tools can virtually stage a property, allowing potential buyers to visualize the space with different furniture and decor options. 
• This technology saves time, money, and efforts associated with physical staging, while still achieving the desired impact on potential buyers.

Artificial intelligence is reshaping the real estate industry, offering diverse tools to help agents optimize their businesses. As technology continues to advance, it is crucial for agents to adapt and embrace AI tools to stay competitive in an ever-evolving industry. By leveraging the power of AI, agents can effectively streamline their processes, generate leads, and enhance customer experiences, ultimately propelling their business to new heights.

"Artificial intelligence has absolutely changed the game in real estate." - Jimmy Burgess

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Are you ready to take your real estate business to the next level? 

Geographical farming is a proven strategy for attracting potential clients and solidifying your presence in a specific neighborhood. But how can you ensure that your content not only adds value but also captivates the attention of your target audience?

In this episode, Jimmy shares invaluable insights on how real estate professionals can effectively engage their geographical farms through strategic content pieces. These seven essential content types are designed to add value and attract potential clients to your business, ultimately maximizing your geographical farming strategy.

Content Strategy Tips

• Before diving into the seven content pieces, Jimmy emphasizes two crucial factors to consider for every piece you send out. 
• Firstly, ensuring that each content piece adds real value for the recipients is vital.
• Secondly, incorporating a clear call to action is essential to encourage engagement and interaction from the targeted audience.

1. Visual Sales Update

• The first recommended content piece is a clear visual update on sales activities within the neighborhood. 
• Jimmy provides insight into the specific information to include in this visual piece, such as the number of homes sold, average sales price, days on the market, and average price per square foot. 
• Real estate professionals can effectively capture the attention of farmers by presenting this information visually.

2. Local Vendor List

• Creating and distributing a local vendor list is the next valuable strategy discussed by Jimmy. 
• He recommends compiling a list of trusted local service providers, including landscapers, plumbers, electricians, and handymen. 
• Not only does this showcase your commitment to adding value to the community, but it also positions you as a trusted resource for essential homeowner needs.

3. Testimonial Piece

• Utilizing testimonials from satisfied clients can be a powerful tool for building trust within the geographical farm. 
• Jimmy underscores the significance of capturing client testimonials with accompanying photos when possible, as these authenticate your expertise and service quality.

4. Community Video Link

• To fully establish oneself as an expert in the neighborhood, Jimmy recommends investing in a community video showcasing the area's highlights and attractions. 
• Real estate professionals can demonstrate their deep knowledge and investment in the community by providing a link to this video through marketing materials and utilizing QR codes.

5. Just Listed Postcards

• The time-tested strategy of sending out just listed postcards remains effective for showcasing your active involvement in the neighborhood. 
• Jimmy explains how these postcards build trust and create opportunities for expanding your client base through potential referrals and buyer leads.

6. Open House Flyers

• Jimmy provides insightful tactics for leveraging open house flyers into powerful engagement opportunities within the geographical farm. 
• Real estate professionals can foster meaningful connections and drive attendance by strategically promoting exclusive viewing sessions for neighbors and conducting door-to-door visits to inform residents about upcoming open houses.

7. Just Sold Flyers

• The final recommended content piece revolves around just sold flyers, highlighting successful transactions within the neighborhood. 
• Providing proof of past success can solidify the credibility of real estate professionals and prompt homeowners to consider their services in the future.

Geographical farming remains a fundamental aspect of real estate business growth, and Jimmy's detailed guidance on maximizing this strategy through strategic content sharing is invaluable. By consistently delivering content that adds value, demonstrates expertise, and engages the local community, real estate professionals can cultivate strong relationships and ultimately secure valuable listings within their geographical farm.

"Geographical farming is fundamental to your business growth. But if you're going to do it the right way, you have to make sure that you're positioning yourself to have the trust that you get those listings when the opportunity comes." - Jimmy Burgess.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

When your business generates more on the listing side than the buyer side, you’ve gone from being a real estate agent to running a real estate business. In this episode of The Real Estate Sales Podcast, our host Jimmy Burgess identifies the most common reasons agents struggle to take on listings.

1. They don’t have enough market knowledge.

• Competence breeds confidence! You can become a regional expert if you’re willing to hit the books.

2. They don’t have a unique marketing proposition for selling.

• If you’re hoping a listing will fall into your lap, it’ll never happen. Study how successful listing agents market themselves and create a written plan of what you will do to help clients sell.

3. Their CRM is full of buyers instead of sellers.

• It’s not hard to get buyer leads – that’s why everyone does it! Focus on contacting buyers through door-knocking, cold calling, or whatever works in your region.

4. They don’t have a geographical farm (or farms).

• Become the real estate expert for an entire region. Find an area that doesn’t have a dominant agent or an area where it makes sense for you to invest your time and money (in the form of mailers, events, sponsorships, etc.)

5. What we focus on expands.

• If you aren’t focusing on listings, they’ll never grow. When you place your intent and attention on connecting with sellers, you’ll see your business start to change.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The real estate game has changed. In today’s episode of The Real Estate Podcast, Jimmy goes over 4 different ways that you can use ChatGPT to help grow your business and get transactions.

1. Social media content

• A lot of real estate agents understand the importance of posting on social media, but they don’t know WHAT to post. ChatGPT can help agents figure out what to post on social media.

• You can go into ChatGPT and give it a prompt asking about social media posts about certain things people in an area should know, or social media posts for realtors, etc.

2. Listing descriptions

• Listing descriptions have to be unique AND engaging to help generate interest for a particular listing. Writing individual descriptions by hand can become mundane, but ChatGPT can easily produce listing descriptions.

• Go into ChatGPT and give it some basic information on the listing. Things like amenities it includes, its location, the number of beds and baths, or whatever else you want to include. ChatGPT will then produce a high quality description for that listing.

3. Video content

• Just like social media content, ChatGPT can also help write content for videos, whether that be ideas for videos or full on scripts for you to follow.

• For example, you could ask ChatGPT to write a script on certain things that make your area attractive to buyers, or things that make your city unique. ChatGPT could write scripts for these ideas or help you think of ideas for scripts.

4. Blog content and newsletters

• Just like social media content, realtors also know how important it is to regularly send out newsletters and produce blog content. ChatGPT can streamline both of these processes.

• You can ask ChatGPT to produce blog posts, or create ideas for those blog posts. ChatGPT can also help take information on new listings, or other information included in newsletters, and create an informative and engaging newsletter for your clients.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Sometimes you have to SEE something before you can BE something. In today’s episode of The Real Estate Podcast, Jimmy goes over 4 different interviews he’s conducted with 4 different top real estate agents.

Heidi Harris (1:45)

• Heidi Harris is the owner of the real estate business Home Sweet Heidi, based in Raleigh, NC. Harris runs, with 5 others, a real estate business that services SEVERAL different cities in North Carolina.
• Harris’s story begins in 2012 when she began working as a solo agent. For a LONG time, she remained solo. Before working in real estate, Harris sold radio ads. However, these ads were DRAINING. One night in bed, her husband suggested getting a real estate license.
• After getting her license, Harris began work by researching the TOP producing realtors in Charlotte and sending them letters. The letters included some of her business cards and asked for referrals. Specifically, Harris wrote, “If any people are moving to the Triangle, give me a referral.”. The success this got her can’t be overstated. Even TODAY, Harris is STILL getting those referrals.
• Some of the BEST advice that Harris got while she was just starting out was from a top realtor whose office was next to hers. She came into his office CRYING and asked just HOW EXACTLY he stayed in the business. His answer? “Remember this moment.”. He reminded Harris to focus on the basics. They were painful, yes, but they were the things that were going to drive her toward success.
• The next step Harris took was to focus on building her BRAND. She started creating business pages for Home Sweet Heidi on platforms like Instagram, Facebook, and LinkedIn. By posting consistently and building her brand, a whopping 30% of ALL of her sales have come from social media.
• Throughout her entire career, Harris kept focusing on the basics. Whenever self-doubt would arise like if she ever felt video shy, she would push through it. If you’re ever feeling doubtful on camera, push through. As Harris said, “The worst thing that happens is you don’t watch the video a second time.”. Lean into your strengths and prioritize them. Utilize them!
• Harris has two children, a 5 and 3-year-old. As she focused on mothering her kids, she began to outsource some work. Specifically, as she was pregnant with her 3-year-old, she interviewed a new real estate agent. The agent asked Harris “Can I be on the team?”, and Harris said yes. 3 months after making her first hire, Harris hired the second team member. The momentum continued and now, Harris works with 5 different team members.

You can connect with Harris on Facebook at Home Sweet Heidi and on Instagram, under the same name. She’s also available on LinkedIn. Her email is heidi@homesweetheidi.com and her phone number is 919-946-3292. Harris loves paying referral fees, so send her your referrals!

Andrew Undem (39:45)

• Andrew Undem is one of the LARGEST real estate agents in the country. Most people can’t relate to that level of success, sure, but they CAN relate to his story of working up TO his current status.
• Undem started out with a simple, but POWERFUL idea: He wanted EVERYONE he personally knew to know that he was a serious real estate agent. However, he also didn’t want to come off as too pushy or salesman-like. Undem focused on getting his name out while ALSO keeping his personal touch and personality intact. Specifically, whatever his competitors were doing, he did the OPPOSITE.
• Undem started out by going onto Facebook Messenger and sending everybody who was active a message. He told everyone that he was now working as a real estate agent and he was looking forward to catching up with them or just talking. Although the messages he sent to everyone were similar, Undem made SURE that there was also some personalization between different messages. Again, don’t appear too corporate or salesman-like.
• Just like Heidi Harris did with her letters, Undem did this CONSISTENTLY. Every day he would go onto Messenger and send a message to the people who were active. How successful were these attempts? In his first year ALONE, Undem made over 30 deals! A lot of real estate agents, and people in general, forget to focus on the basics. THOSE are what build you up to Undem’s RADICAL level of success.
• Another thing that Undem focused heavily on was: Giving his buyers VALUE. In the sales world, one of the most often touted pieces of advice is to act like an ADVISOR instead of a salesperson. Undem focused on treating his leads like genuine humans and focused on HELPING them instead of simply closing deals with them. This is a GUARANTEED way to help generate leads and build up your business!
• What’s a method for adding value? Focus on being local, hyper-local even. Work within your community, network with people in your neighborhood, whatever you can do. Why is this important? It puts you at the top of people’s minds. Just like adding value to buyers, adding value to your community will also generate leads. Whenever someone in your area is looking to buy or sell a home, they’ll think of you.
• The third thing that Undem focused on to help generate success was: Being willing to study and learn the real estate game. REGARDLESS of the work you do, how can you possibly expect to be successful if you’re not willing to learn?
• One of the things that Undem did to help expand his knowledge was to work under a mentor. If you can find a REALLY good mentor, you can learn from them. What made them successful? What tips and tricks do they utilize? Undem would work under these mentors, learn as much as he possibly could, then UTILIZE those same tips and tricks to jump-start his career.

Andrew Undem didn’t utilize some magic bullet to get to where he currently is. Instead, he simply focused on the basics. There’s NO REASON to overcomplicate things. As the saying goes, keep it simple, stupid. Focus on the basics and your real estate business WILL grow.

Molly Slagle (51:00)

• Molly Slagle works with realtors WORLDWIDE through her business, Berkshire Hathaway HomeServices, based in Houston, TX.
• Slagle began her real estate career in a pretty funny way. She wanted to renovate her kitchen and knew it’d be costly. How was she going to make that money? Through real estate. However, Slagle also knew that just because she got a real estate license, she wasn’t going to automatically start getting clients.
• To help generate her leads, Slagle took a similar approach to Undem. After having some wine, she went onto Facebook Messenger and looked for people who had, in the past, reached out to her about workout supplements and equipment. Slagle messaged them, asking if they would send her ANY referrals looking to buy or sell real estate.
• It took Slagle around 40 different messages, but she got her first 3 leads out of it. After she got her first few leads, Slagle started to work on social media. However, similar to Undem, she made SURE her posts didn’t come off as too pushy or sales-y. The posts were simple and personalized. Along with posting on social media, Slagle would reach out to people and different leads. If it was someone’s birthday, Slagle reached out to them. If someone just graduated or achieved something significant, she would be there to congratulate them.
• Along with reaching out to potential leads, Slagle made SURE she gave back to her community. One example she gives is the time she bought coffee for teachers and parents. On the first day of school, Slagle loaded up a gift card for a coffee place and posted the card’s details on social media. She let everyone know that they could use the card to get some coffee, and asked them to post and tag her when they bought their coffee. Just like adding value to clients, this got her name and business out into the community.
• Beyond adding value to her community and remaining consistent, another INSANELY VALUABLE tool that Slagle uses is Community. Specifically, Slagle is part of a group called the National Rethink Council. This council can help develop ideas as well as give motivation. An all too common issue real estate agents and business owners in general run into is burnout. If you have a community or group of people to remind you of WHY you initially started, however, you can avoid this burnout and continue growing your business.

If you have any referrals, or just want to get in touch with her, you can reach Slagle at her website www.mollysoldit.com or reach her on Instagram under the handle mollysoldit, or her Facebook account. If you want to text her, you can contact Slagle at 713-471- 0527.

Brad McCallum (1:14:30)

• Brad McCallum, based in Canada, has been in the real estate game for 5 years but has only worked in the business full-time for around 3 years. Around that same time, he began to do the MAIN thing differentiating himself from his competition: Uploading videos onto YouTube.
• McCallum started his career during a RECESSION. During his beginning years, only around 38% of sellers could actually SELL their homes. More than half were unable to because of the market environment.
• Just like ALL of the other agents on these show notes, McCallum focused on the basics. He focused on being consistent with his uploads and business and providing GENUINE value to his clients. Compound interest in your personal brand is what BUILDS that brand.
• There are several different ways to build your real estate business and generate leads. The way McCallum did it, however, is GENIUS. Although his channel started out very small and with little watch time, through compound interest and consistency, McCallum began generating leads THROUGH his videos.
• Beyond just generating leads and business, building his brand had another INCREDIBLE effect: Passive income. Instead of having to constantly reach out and make cold calls, potential buyers and sellers would COME TO McCallum through his videos. Even on days when he didn’t work, he was STILL able to generate leads and build his business, simply through his compound interest.
• If you’re going to build your business through YouTube, there are a few KEY things to keep in mind: First and foremost, YouTube is an ad platform designed to show viewers ads. Making entertaining content that keeps viewers watching is key. McCallum’s content is designed to capture his viewers' attention within the first 5-10 seconds and then KEEP them watching. Evoking emotion or showing something exciting is one way McCallum goes about this.
• After getting someone to watch the first few 5-10 seconds, you have to get people watching past the 30-second mark. How do you do this? SHOW THE VIEWER THE HIGHLIGHTS UPFRONT. Too often, YouTubers will wait to showcase the most exciting part for the end, thinking it’ll keep viewers watching until then. This, however, just isn’t the case. Show them EXCITING things first, this will keep the viewer watching.
• There are a million things we all COULD be doing, but that doesn’t mean we SHOULD be doing them. Something else that McCallum focused on was providing genuine value to his clients. In regards to his channel, that meant providing entertaining, informative, and high-quality content to retain viewership. For you, this might mean being genuinely helpful and giving clients everything they need to buy or sell their properties. Other agents offer value by giving back to individual clients or their community as a whole.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Jason Gruner, a luxury home agent from Nashville, about how to generate more luxury listings through video storytelling. 

What does Jason do?

• Jason has found that every home is unique, especially luxury listings. Jason tells that home's unique story to the buyers through long-form, agent-on-camera, video. 
• He films a 10 to 15-minute walk-through of your home and tells the personal stories that make this home special. 

What is the framework of Jason’s videos?

• There has to be a great hook within the first five seconds and then something to keep them watching till the end of the video. 
• He tries to imagine he is showing the house to one of his friends. He tells the personal stories of the house and hits the emotional side of things. 

How does Jason distribute the video?

• They post long-form videos on Facebook, Youtube, and LinkedIn. They spend the majority of their budget on Youtube because of the ability to easily target active homebuyers. 
• On Facebook, they focus on people within a specific location who have recently viewed real estate websites.
• LinkedIn is more expensive than Youtube and Facebook, so Jason focuses on organic traffic. 

What do the results look like?

• Jason pays 5 to 10 cents per view. He sees it as a no-brainer because the views are so cheap and sellers are going to be expecting this for their homes. 

How does Jason pitch to sellers? 

• He has a 20-page guide of his specific “Tell Your Story” method.
• He takes 1% of the list price and spends it on marketing to sell the home. 

How does Jason film short-form videos?

• They film short-form on an iPhone in vertical format. They pick 15 spots in the house and film a video in each. 
• A 7 to 59-second video in each spot tells a story, then the CTA is directing people to the full video. 
• They post the videos on five platforms; Facebook reels, Instagram reels, Tiktok, LinkedIn, and Youtube shorts. 
• Jason recommends putting good captions on the video because lots of people watch without sound. 

Connect with Jason on Instagram, Facebook, Youtube, and his website. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Knowledge is power and when you share that knowledge you become the perceived expert in your field. In today’s episode of The Real Estate Sales Podcast, Jimmy shares seven resources that will help you stand out as the smart agent in your neck of the woods.

Position yourself that if the Wall Street Journal or Inman News wanted an interview in your local market you would be the expert they would speak with.

1. Realtor.com/Research/Data: National data that compares state and local market statistics throughout the years.
2. National Home Builders (www.NAHB.org): Housing starts, permits, and inflation trends.
3. Showing Times: Trends on showings in the national, state, and local markets. You will see historically what has happened and be able to evaluate where the trends are going.
4. Keeping Current Matters: Easy-to-understand collated cliff notes about the market that you can share in your social media accounts.
5. Zillow.com/Research: Historical data that is consumer friendly on sales of homes and rentals in the nation.
6. National Realtors Association (NAR) Home Sellers and Buyers annual report: Helps you formulate how to position yourself in your market.
7. Multiple Listing Service (MLS): Critical data that gives you school and neighborhood trends, and inventory numbers.

The person who is viewed as the local expert is always going to be the person that does the most business. What are you going to do? Are you going to utilize some of these tools to make sure that you're communicating out as much value as possible to the marketplace? When you communicate value out, value comes back.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Don't you hate it when someone doesn't tell you everything you need to know, especially within the real estate industry?

You want a broker who is honest with you no matter how hurtful the truth may be. However, most don't have the heart to tell the truth when the real estate market isn't going so well.

In this "The Real Estate Sales Podcast” episode, host Jimmy Burgess shares five things real estate agents need to know. Subscribe and hear what your broker is too nice to tell you.

1. The Market Is Getting Tougher

• Jimmy discusses how the real estate market is challenging, and most agents cannot handle the difficulties. 

• When things get tough, don't become soft; push through the challenges you're facing. 

• Jimmy also says it's better to face the challenges because when you wait for life to give you whatever, it will typically give you the worst.

• Start being proactive. Make those phone calls or host that open house you've been putting off. 

• Now is the time for you to take action and bring positive changes. 

2. You’re Blaming Everyone and Everything

• Take ownership instead of pouting about what someone did or a bad situation. 

• You can't change what happens or make others do something they don't want to do.

• Focus on what you can do to create a better outcome. 

3. You’re Playing Small

• Stop with the negative self-talk. It's holding you back from achieving your goals. 

• You may be afraid that someone will hang up or be angry that you called them. Even if it happens, it's not the end of the world. You can always call another prospect. 

• Those who push past their fears while others stay in them will be more likely to succeed.

4. Agents Are Reacting Incorrectly to Adversity

• Remember, adversity means opportunities. 

• How will you handle things when things don’t go your way? Are you going to freeze and throw the towel in? Are you going to figure out solutions? What about increasing your communications with clients?

• Jimmy shares that this is the perfect time to build deep relationships with brokers, sellers, and clients.

5. Do Different Things in 2024

• The things you did in 2023 may not work in 2024. Pay attention to your actions from last year and figure out how to expand on them.

• The real estate market is constantly evolving, so you must be willing to make positive changes to keep your business afloat. 

• Also, consider the things you have yet to try that you can do this year. Jimmy shares some ideas that real estate agents can do to help improve their success.

Jimmy shares these tips to help struggling agents. Now is the time to take action in your real estate business. If you want different results this year, subscribe to The Real Estate Sales Podcast. 

“Remember, four fingers are pointing back at you when you're pointing one at someone. You're in control of your situation. Take action, and things will change.” -Jimmy Burgess. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Lost momentum in your real estate business? In today’s episode of The Real Estate Podcast, Jimmy goes over 5 different ways to generate momentum for your business in ANY type of real estate market.

Get back to where you first had momentum

• Even if you haven’t personally had momentum, SOMEONE in your area has. Ask them where they first started seeing momentum, and get yourself to where they were.

Take inventory of all the business you’ve done in the past

• Go back a few years and look at clients you’ve done business with. How did contact first begin, and what did the process look like? Utilize all of this information to start generating momentum again.

Start doing whatever generated business for you in the past

• Instead of focusing on new avenues, go back to form. Utilizing the data you got from taking inventory, find what generated the most momentum and go back to it.

Block your time

• We waste FAR more time than we tend to realize. Instead of mindlessly wasting time, set specific blocks of time to do specific activities. Make sure you actually utilize this time to do things to generate momentum.

Pick up the phone and make phone calls

• Momentum only comes from more conversations. You HAVE to actually talk to people ABOUT real estate in the real estate market. Call contacts, make outbound calls, and UTILIZE your phone.

Momentum is key in real estate. Use these 5 tips to generate MORE momentum for you and your real estate business.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

2023 will be a year of opportunity. In today’s episode of The Real Estate podcast, Jimmy goes over 5 different predictions he has for 2023, and how YOU can take advantage of these predictions for maximum profits and business growth.

Less Transactions

• In the last half of 2022, for multiple different reasons, the market has slowed down. There’s a disconnect between prices that sellers are willing to sell at, and that buyers are willing to buy at. Jimmy predicts that for the first half of 2023, this stagnation will continue.
• Since there are going to be less transactions, whatever transactions you do have, you have to MAKE SURE they don’t fall through the cracks. Make a list of the clients who are most likely to either buy with you, sell with you, or send you leads. FOCUS on these clients.
• You also have to prioritize relationships. ADD VALUE to your clients. Transactions may be slow going into 2023, but by adding value to clients you make it more likely they’ll do business with you, whether now or in the future.

More Inventory

• All throughout 2022, there was a rise in inventory. Especially in the springtime, as homeowners are looking to move or make a change for the new year. Even though there’s more inventory however, there’s also been less demand.
• Be VERY selective on your listings. If a seller is setting an unrealistic price, then don’t take that listing. Don’t be afraid to say no! With less demand and less transactions, it’s CRUCIAL that you only take the listings most likely to sell.
• In particular, look for EXPIRED listings. Why? Expired listings put you in a position to tell the seller what they need to hear instead of what they want to hear. Listings expire for a reason, and you can tell the seller why their listing expired, and how to prevent it from expiring again.

Look For Sellers Who Have To Sell

• Over his 30+ years in the business, Jimmy has noticed that whenever a client has some major life event, they’re more likely to sell. In particular, even if it sounds morbid, death can be a trigger for a sale.
• After major life events, people are emotional. You can take advantage of this by being a helper for the client. Provide them with a list of services, whether that be moving companies or clean-up crews.
• Death isn’t the only event to look out for. Divorce, job transfers, retirement, and children are all things that can prompt someone to sell their house.

A Lot of Agents Leaving Real Estate

• When the market is good, a lot of people get into real estate because they believe it’s easy and quick money. When the market slows down, however, agents tend to leave.
• For the people looking to get out of real estate, you can help them park their real estate license. You can also offer to pay these agents a referral fee. This lets them continue to monetize all of the work they’ve done, and will make YOU seem like a better real estate agent.

Superstar Agents Will Emerge

• The real estate business has a natural rotation of agents. Just as agents are going to step away from the business, new top-tier agents will emerge. The top 5% of agents now probably won’t be in the top 5% in the next few years as they naturally rotate out.
• Don’t treat real estate as a hobby. If you want to be one of these emerging superstars, you HAVE to put in the effort and the work. Go all in NOW so you can have a solid foundation once the market picks back up.

As the market continues to slow down going into 2023, RECOGNIZE these trends. Once you’ve recognized them, you can then take advantage of them. Put in the effort and focus on what matters and you WILL keep seeing profits going into the new year.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

In some industries, AI tools are frowned upon, but those within the real estate industry proudly use them to their advantage. However, many agents don’t understand how to use online tools such as ChatGPT to help them stand out among their competitors.

If you’re a real estate agent struggling to understand why you need to start using ChatGPT or just need new strategies to win clients, you must listen to this week’s episode of The Real Estate Sales Podcast.

Your host, Jimmy Burgess, speaks with Andy Beal on how real estate agents can leverage the power of Chat GPT to enhance efficiency and elevate business. Within this episode, you’ll learn why you need to use the paid version of Chat GPT, its benefits, and different strategies to get the most use out of it. Tune in now!

Efficiency with Chat GPT

• Chat GPT sets agents apart from others in the industry by helping them complete tasks in a fraction of the usual time.
• Jimmy and Andy highlight the significance of using social props and video prompts in their strategy.
• Utilizing Chat GPT can help agents complete tasks that typically take longer in just a few clicks.
• They both discuss the unique advantages of Chat GPT, such as standing out in the marketplace and creating efficiencies in listing appointments.
• By following a comprehensive plan that includes assessments, goals, daily activities, marketing plans, and potential partnerships, agents can achieve a remarkable growth of 33% in transactions.

Creating Conversations

• The foundation of any successful real estate business lies in building relationships.
• Andy emphasizes the importance of creating content that sparks conversations.
• While embracing new technologies like Chat GPT, it is crucial to balance them with the purpose behind the effort.
• A follow-through system and a call to action are essential for desired results.

Unlocking Chat GPT's Potential

• Andy shares his experience of Chat GPT being a game changer, bringing efficiency and improved communication to their business
• Upgrading from the free version to the paid version offers more updated content and better performance.
• The custom instructions feature in the paid version saves time by tailoring Chat GPT's responses to specific needs.
• The paid version also allows plugin capabilities, enabling integration with other organizations, software, and platforms.

Enhancing Listing Presentations

• Andy discusses how to improve listing presentations, highlighting the increasing competition agents face due to market shifts. He shares a specific plan of action to make agents the preferred choice for listings.
• They introduce a comprehensive list of 25 ideas to attract buyers for a listing and narrow them down to the most impactful 10 or 15.
• The chosen ideas can be included in the listing appraisal and presented to clients during listing presentations, either in person or virtually.

Building Future Business Prospects

• Andy emphasizes the importance of setting the table for future business prospects during separation season.
• Jimmy and Andy provide an example of asking for a game plan based on previous achievements to create a plan of action, marketing strategies, and daily activities to increase transactions.
• The power of Chat GPT's custom instructions is highlighted, allowing users to provide background information tailored to their business, personality, and ideal client for more personalized interactions.

This episode of The TRES Podcast explores how agents can leverage Chat GPT to enhance efficiency and positively impact their business. By utilizing the power of Chat GPT, agents can streamline tasks, improve communication, and achieve remarkable transaction growth. The episode reflects Andy's commitment to keep exploring new ways to maximize the potential of Chat GPT and advance their real estate strategies.

"Chat GPT has been a game changer for me, bringing efficiency and improved communication to my business." - Andy Beal

Resources

Andy Beal on LinkedIn

Andy Beal on Facebook

Say for Real Estate Agents by Phil M. Jones 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The new year is here, and you have no reason to still struggle as a realtor. It’s time to boost your marketing skills to ensure your bills stay paid throughout 2024.

The best way to do this is to listen to this episode of “The Real Estate Sales Podcast.” In this episode, Jimmy Burgess emphasizes the importance of personal development in growing your real estate business. 

He shares seven crucial skills that real estate agents should focus on developing in 2024 to take their business to a whole new level. These skills involve leveraging technology, creating engaging content, mastering negotiation, and building strong client relationships.

Skill 1: Mastery of Artificial Intelligence and Chat GPT

• Coach Jimmy stresses the significance of becoming astute in artificial intelligence, specifically Chat GPT, to optimize business efficiency. 
• He encourages listeners to explore various resources, such as podcasts and online tutorials, to understand how to leverage Chat GPT in real estate. 
• Agents can maximize content creation, marketing, and promotion opportunities by becoming experts in artificial intelligence in 2024.

Skill 2: Creation of Engaging YouTube Video Content

• The episode highlights the importance of producing compelling video content for YouTube, the second-largest search engine.
• Jimmy recommends creating searchable content that aligns with potential clients' needs, such as information about specific neighborhoods and essential considerations when moving. 
• He references Noah Escobar, who generated substantial business through YouTube videos, underscoring the potential impact of mastering this skill in 2024.

Skill 3: Development of Engaging Social Media Content

• Real estate professionals must leverage social media to build their brand in 2024.
• Jimmy suggests seeking inspiration from successful agents and influencers in other markets to understand effective social media strategies. 
• Additionally, he recommends following industry leaders like Jason Pantana, Tom Ferry, and Haley Ingram to learn the best practices in social media content creation.

Skill 4: Mastering Negotiation Techniques

• Jimmy emphasizes the significance of honing negotiation skills, especially in the current real estate landscape. 
• In 2024, buyers are discerning, and sellers are demanding higher prices. 
• Jimmy references the book "Never Split the Difference" by Chris Voss, which advocates for finding win-win opportunities in negotiations. 
• Enhancing negotiation skills increases the likelihood of successful transactions and satisfied clients.

Skill 5: Effective Referral Generation

• Jimmy discusses the art of asking for referrals in a genuine and non-intrusive manner.
• He emphasizes the importance of building relationships and creating a personal brand that organically motivates clients to refer business. 
• Agents can build a network of raving fans by leveraging trust and rapport.

Skill 6: Optimization of Google My Business Page

• Jimmy discusses the importance of optimizing Google My Business page as a real estate professional. This will enhance your online visibility and attract organic leads.
• He provides practical tips, such as accumulating positive reviews, maintaining an active presence, and sharing relevant content on the platform. 
• Agents can effectively drive potential clients to their websites by leveraging Google My Business.

Skill 7: Enhancing Communication Skills

• Finally, Jimmy emphasizes the importance of effective communication in all aspects of the real estate business. This includes client interactions, marketing, and public speaking. 
• He encourages agents to improve their ability to communicate clearly and confidently through phone calls, emails, or public presentations. 
• Enhanced communication skills can elevate an agent's professional image and contribute to business growth.

Continual self-improvement and skill development can help you achieve better results within your real estate business. Adapting these seven skills will elevate your performance in 2024 and significantly impact the industry.

“The best opportunity is to create a personal brand and become searchable where business begins to chase you instead of you chasing it." - Jimmy Burgess.

Resources

Google My Business for Realtors Explained

Realtor Google Business Profile Setup/Optimization for Higher Ranking

“People By You,” by Jeb Blount

“The Millionaire Real Estate Agent,” by Gary Keller

"Never Split the Difference" by Chris Voss

Toastmaster’s Communication Program

Jason Pantana

Tom Ferry

Haley Ingram: Coffee & Contract

Noah Escobar

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Leads are the lifeblood of real estate businesses. In today’s episode of The Real Estate Podcast, Jimmy goes over 10 different leads with no upfront expenses to help your business grow.

• Opcity

Opcity is owned by Realtor.com and gathers up leads either looking to buy real estate or sell their existing properties. Once you connect with Opcity, you’ll get placed into one of two grounds: New real estate agents or experienced real estate agents. The more deals you close with Opcity, the more profitable leads you’ll be given.

• Redfin

Redfin is mostly known for being brokers, but they ALSO offer referrals to leads. Redfin prioritizes agents who close a lot of deals, typically around 6-10 per year. Positive reviews are also KEY for being eligible for Redin’s referral program. Make sure you close frequently and receive good feedback from your client if you want to utilize Redfin.

• Rocket Homes

Rocket Homes is an affiliate of Rocket Mortgage. All of RH’s leads are already qualified to receive mortgages and are ready to purchase homes. Just like Redfin, to qualify for RH’s leads, you have to have been in the business for at least 2 years and closed 8 deals in the last year. Just like Redfin, positive customer reviews are essential with RH.

• Estately

Estately requires agents to have AT LEAST 3 years worth of experience although 5 years is preferred. They also look at customer reviews, so make SURE you are receiving quality reviews from your clients. Estately is also selective; they only partner with one agent per area. In exchange though, you will receive VERY high-quality and profitable leads.

• Veterans United Realty

VUR is an affiliate of Veterans United and works specifically with veterans. If you live near a large number of veterans or a military base, VUR would be a great agency to partner with. VUR looks for agents with positive reviews as well as a history of working with military buyers.

• Home Light

Home Light utilizes an algorithm to match clients with agents. Just like the rest of these agencies, Home Light is looking for experienced and well-reviewed agents to partner with. They look into several different statistics to match clients with agents.

• Ojo

Ojo looks for agents with at least 3 years of experience in the industry and 25 transactions within the last year. Despite the high entry barrier, Ojo delivers HIGH QUALITY and profitable leads. If you’re an agent with a solid history, Ojo is definitely an agency to look into.

• UpNest

UpNest requires agents to have made at least 6 transactions within the last year and also have at least 3 years of experience. UpNest is a bit different from the others, though. Through UpNest, you have to COMPETE with other real estate agents to secure leads. A strong online presence is a necessity if you use UpNest.

• Agent Pronto

Agent Pronto doesn’t have any requirements, unlike all of the other agencies. However, AP does take your AP profile and specialties HEAVILY into consideration. If you want to utilize AP, make sure you have a strong and solid profile. AP will then match you with ideal clients, depending on your specialties.

• FastExpert

Out of all of the agencies discussed, FastExpert is the toughest one to partner with. You have to be within the TOP 5% of agents to receive leads. Your ranking depends on your performance in your specific market. Although you can create a profile as long as you’re within the top 25%, only the top 5% of agents will receive leads.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Wonder what to post on social media as a realtor? In today’s episode of The Real Estate Sales Podcast, our host Jimmy goes over 7 different pillars of successful real estate content.

1. People to highlight.

• Sometimes social media content shouldn’t be about ourselves, but instead about other people. Use your social media content to highlight others from time to time.
• Some examples of people to highlight include New homeowners, certain people or organizations in the community, or people who just sold their homes.

2. In the know.

• Are there any events happening in your community? Post about them, almost like a news reporter would.
• By promoting different events in your community, you can cement yourself as the real estate resource in your community.

3. Local listicles.

• A listicle refers to a numbered list. By posting listicles, you’ll capture people’s attention by providing them with information on certain places or businesses in your community.
• You could make a listicle about virtually anything, whether it be restaurants to check out or social gathering spots.

4. Listings.

• People want to get information on local listings to understand their local real estate market.
• You could post photos of new listings or short-form videos on new listings. You could also highlight particularly interesting listings. Mix it up.

5. All access.

• If you have an open house coming up, post some content that gives people a behind-the-scenes look at you setting everything up.
• You could show yourself setting up signs, cleaning the house, show activity during the event, etc.

6. Reviews and testimonials.

• Over 80% of people nowadays go online to look at reviews and testimonials for real estate agents that they’re working with.
• By posting different reviews and testimonials, you can show potential buyers and sellers that you’re the right real estate agent to work with.

7. Stats.

• Providing different information and stats to potential clients can help you be seen as a real estate resource, but the presentation is important. Include pictures or videos.
• Highlight valuable information like the selling prices of houses, how the market is, etc.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Success is a process. In today’s episode of The Real Estate Sales podcast, our host Jimmy goes over 7 different rules in real estate that are guaranteed to help lead to your success.

1. It’s not who YOU know, it’s who knows YOU.

Social media, communication, and following up with clients is all key in today’s real estate market. Prioritize people knowing you, instead of vice versa.

2. The more you give, the more you get.

By adding value to the market, whether that be through relationships or providing information, you are guaranteed to get things in return. Focus on adding value to receive value.

3. The more adaptable you are, the more your business will grow.

Real estate is a volatile industry that’s constantly changing. You have to be able to adapt to changes in the industry to see success.

4. The more you learn, the more you earn.

As a real estate agent, people are going to ask you questions. If you want to be able to earn their business, you have to be able to answer these questions. Continually learn about the market to become a better resource.

5. Hard work beats talent, when talent doesn’t work hard.

No matter how talented you are, if you don’t actively put in work, you’ll get nowhere as an agent. Utilize your talent, but don’t be afraid of hustling.

6. Consistency leads to contracts.

To achieve great things, you have to put in the continual effort. By being consistent, your progress will grow upon itself, and you’ll see more success.

7. Authenticity is attractional.

In real estate, you have to sell yourself, yes. But top real estate agents attract more business than they chase. By being authentic, you will attract more business, just like those top producers.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

One of the hardest things to do as a realtor is building leads. Sometimes, your methods get you five new clients a week; other times, you receive none.

But in this episode of “The Real Estate Sales Podcast,” you’ll discover 24 valuable methods to generate leads for real estate businesses. With the current market environment, having a steady flow of leads is crucial for success. Jimmy provides insightful strategies to help businesses grow and succeed in today's real estate landscape.

Using QR Codes to Attract Buyers

• QR codes have become more prevalent in the real estate industry, especially during the pandemic. 

• They can be used on listings to provide additional details, capture leads, and promote content such as untold secrets for first-time homebuyers or crucial investor knowledge.

Producing Real Estate Searchable YouTube Videos

• Utilizing YouTube, the second largest search engine, to create location-specific content can attract potential buyers and sellers. 

• Generating informative videos about neighborhoods, home selling tips, and local real estate trends can help establish credibility and attract leads.

Rocket Home Leads

• Jimmy introduces Rocket Home Leads, a lead generation tool where agents pay a referral fee at closing instead of upfront costs. 

• This platform connects agents with pre-approved buyers who are actively searching in their area, providing a potential source for new leads.

Reengaging the Database

• Reconnecting with existing leads who may have become stagnant is essential. 

• Sending personalized messages to reengage potential clients can reignite interest and lead to new opportunities.

Sending Unsolicited Video CMAs

• Personalized video CMAs can effectively showcase an agent's expertise and commitment to providing exceptional service. 

• This method helped Jimmy generate over $11 million worth of listings in just a few months, demonstrating its effectiveness in lead generation.

Hosting Open Houses

• With an increasing number of people attending open houses, hosting these events can attract potential buyers and sellers. 

• Promoting open houses to the local community and following up with attendees can lead to new leads and listing opportunities.

Reaching out to Airbnb Owners

• Engaging with Airbnb owners presents an opportunity to explore potential real estate transactions. 

• Some owners may consider selling or acquiring additional properties, making them valuable leads for real estate agents.

Utilizing the Redfin Referral Network

• The Redfin Referral Network allows agents to receive leads without upfront costs, paying a referral fee at closing instead. 

• This platform can potentially connect agents with motivated buyers and sellers, expanding their lead pool.

Geographical Farming

• Establishing expertise and consistency in a specific neighborhood can lead to a steady flow of listing opportunities. 

• Jimmy emphasizes the importance of becoming the go-to expert in a particular area for potential leads and referrals.

Utilizing Chat GPT for SEO-Optimized Property Posts

• Leveraging AI tools such as Chat GPT to create search engine-optimized social media posts for property listings can significantly enhance visibility and engagement, attracting potential leads.

These are only ten lead generation methods, but if you want to hear more, be sure to listen to this TRES podcast episode. Jimmy's comprehensive strategies provide agents with actionable steps to generate a steady flow of leads, ensuring long-term business success and prosperity in the real estate industry.

"Having those conversations with those folks or if it's something that has just recently sold. Hey, this is Jimmy Burgess with Berkshire Hathaway Home Services Beach Properties of Florida. We just sold the house four doors down from you. Not sure if you saw the details of this, but it's absolutely going to affect the value of your property. Did you get those details? This leads into conversations and allows us to find those opportunities for not only buyer leads, but also for potential listings as well." - Jimmy Burgess

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

On today’s episode of The Real Estate Sales Podcast, Jimmy talks with Heidi Harris about the seven things you can do to make sure that next year is your best year. 

1. Unsubscribe from unnecessary emails

• Unsubscribe from anything that isn’t giving you value so that you can clear your mind and start your day on the right foot. 

2. Create a master sphere of influence list

3. Use Homebot.ai

• Homebot allows you to take data points and send a detailed report to homeowners with your own personal branding.
• If you do not have a CRM, this is a great place to start. 

4. Get a coach

5. Invest in Quickbooks 

6. Take a morning walk

• Take time for yourself and calibrate yourself. Heidi uses her time to listen to audiobooks, most recently she read Traction and highly recommends it. Jimmy recommends I Love It Here by Clint Pulver.

7. Be in front of people

• If you believe this business is built on relationships, make building relationships your business. 

If you would like to hear more from Heidi, email her at heidi@homesweetheidi.com, and follow her on Instagram, Youtube, Facebook, and her website. 

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Success in real estate is not 100% Guaranteed. In today’s episode of The Real Estate Podcast, Jimmy shares nine strategies that always work when you work them.

Open Houses

• Find an agent in your company or marketplace that has a lot of listings, and propose to them a way that you can help them get more information and market their listings.
• If you have listings, this is a great way for you to show additional value to your listings.
• Open houses start with door knocking to let them know that the open houses have been happening in a coming couple of days.
• Creating opportunities to come see the house themselves, or to let friends or family members know that might be interested.

Google My Business optimization

• Make sure to have 100 photos with reviews if available.
• When uploading those photos, make sure to have specific titles that are recognizable to people in that area.
• Give information about who you are and your experience, all that which adds value.

Geographical Farming

• Top producers have a farmed area that they specifically add value to in a way that helps them get opportunities for listings. 
• If you know someone in that neighborhood that actually is an expert. This gives you an opportunity to begin to build the plan of action for geographical farming.

Email Campaigns

• A consistent flow of information going out weekly or monthly in a Newsletter, a bom bom video, and community events.
• Consistent email marketing keeps you consistently top of mind which leads to more business and more referrals. 

Online Leads

• A specific strategy and a plan of action give you the best ability to convert the leads.

Expired Listing Campaign

• Develop a plan of action and be a consistent plan of action of adding value to those expired listings.

Circle Prospecting

• An old school way where we used to have the maps, we would take a specific house that either had some activity, whether that be a new listing or a price reduction or had just recently sold and we would circle the houses on the map that were 20 to 25 houses that were closest to this house. 
• The focus is to build relationships, we were building our database.

Just Listed and Just Sold Campaigns

• 1 - 3% of mailers are sent depending on the area and these are perfect opportunities for new listings, or for potential buyers.

Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.