The Real Estate Sales Podcast podcast

TRES 134: 7 Real Estate Myths That Lead to Less Production

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Real estate agents are plagued by common myths and misunderstandings of the industry. In today’s episode of The Real Estate Sales Podcast, Jimmy debunks seven common real estate myths so you can focus on what actually contributes to your bottom line.

Myth #1: Past buyers will call you

  • Despite most buyers claiming they’d work with the same realtor again, only a small percentage do.
  • It’s easy for you to get lost in the shuffle of life. If you aren’t communicating regularly with past clients to stay top-of-mind, they will not remember you.

Myth #2: Marketing is an expense

  • If your marketing doesn’t result in a return on investment, you’re marketing wrong.
  • Determine your marketing strengths, be it social media, video, or even lead purchasing, and focus on those elements rather than trying to do everything.

Myth #3: The higher the agent split, the better

  • There is value, and then there is price. 
  • The support and coaching a brokerage offers can result in a higher bottom-line dollar, regardless of the difference in agent split.

Myth #4: You can sell anywhere

  • While you can sell anywhere, that doesn’t mean you should.
  • Focusing on a specific market (and staying within it) establishes you as the area expert, meaning you won’t have to rely on listings an hour away.

Myth #5: There is too much competition

  • If you spend time developing your marketing and outreach strategies and focus on tasks that increase your bottom line, you’ll stand out from the competition.

Myth #6: The market will be good forever

  • Prepare now for the market to shift and change. 
  • It will look different a year from now, and it will undoubtedly look different three years from now. So don’t let yourself be blindsided by that inevitable change.

Myth #7: What got me here will take me there

  • If you’re not growing, you’re dying.
  • You should constantly develop new skills or refine current skills to continue seeing results and driving your business forward. 


Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

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    TRES 134: 7 Real Estate Myths That Lead to Less Production

    7:02

    Real estate agents are plagued by common myths and misunderstandings of the industry. In today’s episode of The Real Estate Sales Podcast, Jimmy debunks seven common real estate myths so you can focus on what actually contributes to your bottom line. Myth #1: Past buyers will call you Despite most buyers claiming they’d work with the same realtor again, only a small percentage do. It’s easy for you to get lost in the shuffle of life. If you aren’t communicating regularly with past clients to stay top-of-mind, they will not remember you. Myth #2: Marketing is an expense If your marketing doesn’t result in a return on investment, you’re marketing wrong. Determine your marketing strengths, be it social media, video, or even lead purchasing, and focus on those elements rather than trying to do everything. Myth #3: The higher the agent split, the better There is value, and then there is price.  The support and coaching a brokerage offers can result in a higher bottom-line dollar, regardless of the difference in agent split. Myth #4: You can sell anywhere While you can sell anywhere, that doesn’t mean you should. Focusing on a specific market (and staying within it) establishes you as the area expert, meaning you won’t have to rely on listings an hour away. Myth #5: There is too much competition If you spend time developing your marketing and outreach strategies and focus on tasks that increase your bottom line, you’ll stand out from the competition. Myth #6: The market will be good forever Prepare now for the market to shift and change.  It will look different a year from now, and it will undoubtedly look different three years from now. So don’t let yourself be blindsided by that inevitable change. Myth #7: What got me here will take me there If you’re not growing, you’re dying. You should constantly develop new skills or refine current skills to continue seeing results and driving your business forward.  Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
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    TRES 133: 22 Real Estate Tech Tools for 2022

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    TRES 132: The 7 Fundamentals of Real Estate Farming

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    The key to every successful realtor is a farm behind it. Most realtors sell through listings, and the easiest way to build your brand as a realtor is through geographic real estate farming. In today’s episode of The Real Estate Sales Podcast, Jimmy gives the seven farming fundamentals to help you see growth.   1. Choose the right farm area   Identify the neighborhoods or even condos with enough homes to ensure your time and effort are worth spending in that area. Determine how many listings were bought and sold over the last 12 months. Is there a 10% rotation? Look for an existing dominant agent that might make it challenging to establish growth in the area.   2. Develop a budget   Determine how much you’re willing and able to spend on marketing and other farming elements. Jimmy recommends spending about $2 per household per month.  For example, if there are 100 people in the neighborhood, $2 times 100 homes is $200 per month total for general marketing. Remember, more listings mean both more opportunity and more expenses.   3. Get information about sellers   The more information you have about sellers, the better. Obtain their email address, telephone number, and physical address to communicate with them in multiple ways. Check out this past episode featuring Mario Mitchell to learn more about his farming practices.    4. Develop a communication calendar   It takes a minimum of 7-9 rounds of exposure before someone recognizes a brand. So, consistently communicating to your audience is paramount.  Jimmy’s three-month mailer strategy:  Month One Mailer: Active and pending sales of the month Month Two: Highlight value in the community like neighborhood events Month Three: Provide an overall view of the real estate market beyond that specific neighborhood. Continue this cycle each quarter, and include a call to action in each mailer piece to encourage communication back to you.   5. Plan special events   This is the time to get personal with people and stand out from others. At a minimum, consider holding an annual get-together provides an opportunity to see people and gain brand recognition.   6. Be seen in the neighborhood   If you’re farming an area, you should be present in the area.  Whether that’s your morning run, walking your dog, or going to the grocery store, perform regular day-to-day activities in the community to gain recognition.   7. Stay consistent   The book Three Feet from Gold says most people stop right before reaching their goal. Stay consistent and continually add value to the neighborhood to see lasting results. Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
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    Cisco states that 82% of all internet traffic will be video-based by 2022. And with the right tools and mindset, you can take your video content to the next level to be prepared to enter the next year with great video content. Jimmy’s tip: Don’t worry about it being perfect. Filming authentic content is far better than a pretty video that doesn’t provide a valuable message. And, in this episode, he discusses his top video tech tools for real estate agents.  Find the right camera: Apple iPhone cameras are a great resource to film. If you haven’t upgraded your phone recently, this is a great time to do so! If you’re looking for professional quality, Jimmy uses the Sony A7III with an 18-105mm lens. However, he also started with an iPhone. Nail the proper lighting: Natural lighting is the best form of lighting and should be used whenever possible. If possible, situate your camera so that you’re facing windows or other light sources. If natural light isn’t available, consider purchasing a selfie ring light to provide an even light around whatever target you want.  Capture ideal audio: Wireless mics (like a Saramonic blink 500 wireless mic set) are a great investment to ensure quality audio. And, if your video involves multiple people or interview-style content, having an extra mic is necessary. For professional-grade audio, the Sennheiser MKE 600 boom mic gives studio-quality sound and is well worth the investment to take your audio to the next level. Use the right editing tools: Fiverr is a great resource to hire a freelancer to create an attention-grabbing intro for relatively little money.  Apple iMovie is a free resource for mac users that allows you to trim, sync audio and more. Camtasia Studio is easy to use and a great tool to edit video content. Adobe Premiere is the ultimate tool and an excellent investment to get a comprehensive video editing platform. Sometimes, we overthink video. But remember, it doesn't need to be perfect! Determine what messaging your ideal client wants, and make it happen. The quality will take care of itself.  Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
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    TRES 127: Think and Grow Rich for Real Estate Agents

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    Think and Grow Rich by Napoleon Hill is regarded as one of the best professional development books anyone can purchase. In today’s episode of The Real Estate Sales Podcast, Jimmy discusses the concepts most applicable to real estate agents to give you a foundation for success and growth, focusing on the importance of mental preparation.  Own your desire The stronger your desire, the harder you’ll work to achieve a goal. If you search for extreme growth, you’ll be more likely to find it. Do you believe it is possible? Have you found someone who has done what you want to do, and can you model that path? Once you know a goal is possible, you’ll feel better able to achieve it. Organized plan of action A loose plan is never as effective as a well-organized plan of action.  Determine what steps are needed to ensure daily activities get you to your goals and accomplish them. Have faith Do you have faith that following those daily activities will get you where you need to go? Having faith that you’ll get your desired results will happen in just a matter of time. Resistance  Do you have the understanding, faith, and organized plan to get something done? If you encounter obstacles or discomfort in your work, break through it to find new levels of success. The power of the mastermind Surround yourself with people looking to grow, and model yourself after them.  Jimmy has different groups he meets monthly, weekly, and yearly to renew his spirit and keep his desire to move towards his goal. Power of your unconscious mind Our unconscious directs us and filters messaging we hear and see. It learns what to filter based on what we think about. So, if you worry about something, you’ll focus on more things to worry about. Focus on the positive elements that move your business forward, and you can expect more positive factors to come to mind. If you’ve never read Think and Grow Rich by Napoleon, you should.  It’s a great addition to any reading list that keeps you growing and maintaining momentum. Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
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    TRES 126: Instagram Insecurity? Here's what Realtors Need to Know

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    Do you have Instagram insecurity? In today’s episode of The Real Estate Sales Podcast, Jimmy explains how real estate agents can leverage the different content types within the app to curate a great Instagram feed that attracts clients (and conveys the professionalism you want.) Realtors have to be actively involved on Instagram. In October of 2010, Instagram launched. Within a year, they had over one million subscribers. Within the second year, they were bought out by Facebook for $1 billion (that’s a lot.) In 2013, when Snapchat came along, they offered $3 billion, and they said no. With over one billion active users each month, Instagram is projected to hit two billion users by 2023. Step 1: Fill out your profile Think of this as your resume. It’s the place where someone decides to follow you. Look through the “profile” section of your settings, and update it, so there are no blanks. Answer all the questions, including filling in your location and what you do. Because you can only place one link within your profile, Jimmy recommends using LinkTree to direct people to multiple locations, such as other social channels and your website. Step 2: Upload Feed Posts Feed posts are the regular post type Instagram is based around. Because this content never goes away, use the FARM acronym to ensure you post diverse content. F - Family A - Associations R - Real Estate M - Motivation Step 3: Post Stories Stories are gone within 24 hours and are more personal than regular post content. When Snapchat turned down its buyout, Instagram simply added a similar feature to its site. And that’s stories! It can be a video or static photo, and it’s an excellent opportunity to use humor, be yourself, and let loose without needing to feel overly professional. Step 4: IGTV Instagram TV is their rough equivalent to YouTube - it’s a place for long-form video content.  While it doesn't have nearly the same search engine power as YouTube, it is still a great place to house long-form content that stays on the platform. Whatever you post on YouTube, this is a great place to just re-post content to expose it to as many people as possible. Step 5: Reels Jimmy believes this is the best content type to grow and connect to your ideal client. It’s essentially Instagram’s answer to Tik Tok - short-form video content. Instagram wants to push Tik Tok users to use reels. As a result, they promote that content more widely than typical feed posts (making it an incredible resource.) Regardless of what type of post you choose to upload onto Instagram, utilizing hashtags is a great way to promote your page and expose your page to new audiences. Hashtags allow your posts to be searched by people looking for specific types of content. By creating various post types and using hashtags successfully, you’ll be sure to cultivate a growing page showcasing the great work you do. Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.
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    TRES 125: How to Create Videos Your Clients Will Love

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    It is estimated that 82% of all internet traffic in 2022 will be video-based. So, what are you doing to ensure you’re a part of that growing number? In today’s episode of The Real Estate Sales Podcast, Jimmy explains how to create videos your clients will love. Research: When thinking about topics, think of it like putting together a website. For example, on your FAQ page, what questions do clients typically have that you’d be able to answer quickly?  Use Google as a tool to research and inform yourself of video topics. Find similar agents on YouTube and look through their most popular videos. If you put your own spin on it to make it unique, odds are those same topics will do well for you.  Visit real estate websites. Realtor.com has an excellent database for trending content; look through recent articles to get ideas for your video! Quality: Authenticity trumps everything. However, higher quality material performs better on average. Make sure your lighting is good by using a ring light or properly-positioned natural lighting. People won’t watch videos with poor audio. Consider buying a microphone to ensure high-quality audio.  While smartphone cameras are a great start, there’s significant room for improvement to deliver a high-quality video people will want to see. There’s no shame in starting with your smartphone. However, investing in these resources will help push you to the next level. Distribution  YouTube is the second most-utilized search platform, second only to Google.  While YouTube should be your “home base,” including video in your emails, newsletters, and other materials will help expose them to your database.  When sharing on social media, upload videos directly to the platform (not linking through YouTube.) Instagram is one of the best places to post video content. Especially if your videos are less than 60 seconds, Instagram reels generate tremendous traffic. Using hashtags is a great way to drive new traffic from people searching for similar content you create. Do you have a video or content idea that is 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 as well. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

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