Real Geeks Blog - Internet Marketing


60 to 120 Deals in 2015 with Tom Nickley & Greg Harrelson

Written by The Professor

Our fourth episode in 2015 of Keeping it Real is "How Tom Nickley Will Go From 60 to 120 Deals in 2015" with special guest Greg Harrelson.

Orlando real estate agent Tom Nickley sold 62 properties in 2014 his first year in the business. Tom shares what he is implementing to sell 150 properties in 2015, his second year in the business. Greg Harrelson, Myrtle Beach real estate broker, joined as well to share some insight and business ideas on how Tom can continue to grow his real estate business.

Below is a full on-demand replay of the live Google Hangout On Air event.

Here's what we covered with timestamps, so you can jump to the section that most interests you:

(3:45) How Tom Nickley converted 4.6% of his leads into sales using the Real Geeks platform.
(10:00) The strategies is Tom implementing to improve his listing lead generation.
(15:58) How many pending and closed sales does Tom have year-to-date?
(20:16) Strategies for prospecting. How generating listings helps the buyer side of the business.
(23:25) How to find business with a limited database. The key to setting more appointments.
(28:33) The value of working expireds, and how to expand your reach by using strategic mailers.
(32:42) How to develop your prospectors who transfer leads to listing agents.
(39:00) How do new agents get listings? How Greg Harrelson motivates his prospectors.
(41:59) What are Tom's biggest challenges right now?
(50:56) What does Tom pay his buyer's agents?
(52:10) What are Tom's other business expenses?
(52:26) How many letters does he send to get a listing appointment?
(54:10) What do you say on follow-up calls after you've already called an expired five or more times?
(56:56) Do most of Greg's agents focus on buyers and sellers alike, or are they more specialized?

We'd like to thank Tom Nickley for joining us on this episode and sharing what he is doing to double his transactions this year. I also want to thank Greg Harrelson for being on the hangout to provide some one-on-one coaching to Tom. 

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


10X ROI - Virtual Assistant Seller Lead Generation

Written by The Professor

Our third episode in 2015 of Keeping it Real, "10X ROI - Virtual Assistant Seller Lead Generation" features Austin Realtor, Mark Martin.

Mark shares:

- How to get 10 times return with Virtual Assistant Prospectors
- How to increase productivity by 10 times

The first couple months of 2015 he spent approx. $12,000 on prospecting assistants and generated $150,000 in pipeline GCI.

Below is a full on-demand replay of the live Google Hangout On Air event.

Here's what we covered with timestamps so you can jump to the section that most interests you:

(2:15) Mark Martin details the rise, fall, and recovery of his real estate career
(8:57) Why Mark initially decided to hire a calling assistant
(14:20) How the book "Predictable Revenue" sparked an idea in Mark's mind to help him grow his business
(17:55) How Mark plans to get a 10X return on the money he invests
(21:57) Getting into the details of the ROI on Mark's assistants and marketing services
(31:35) Mark shares some of the scripts he has his Virtual Assistants use
(35:20) The follow-up systems Mark has in place for buyers and sellers who aren't quite ready
(38:45)  How Mark uses surveys to get around any legal discrepancies regarding his virtual assistants
(42:45) What qualities your calling assistant should have and when you should hire them
(47:23) How you can get your lenders to pay for your prospectors
(52:48) The advantages of contacting buyer leads through your virtual assistant
(56:15) Why Mark thinks home valuation site leads aren't worth his assistants' time
(58:17) Why virtual assistants simply won't work in some markets

We'd like to thank Mark Martin for joining us on this episode, and sharing some of his secrets and tips on using a virtual assistant for seller lead generation.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Oahu real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


Team Building Skills: From 80 to 425 Deals in 3 Years

Written by The Professor

Our 2015 season premiere of Keeping it Real, "Team Building Skills: From 80 to 425 Deals in 3 Years" features Omaha Nebraska real estate broker, Jeff Cohn.

Jeff shares:

- Where he finds agents for his team and his value proposition to them.
- The weekly meetings he holds, what is covered, and how he builds team culture.
- What accountability systems he has in place to make sure goals are achieved.
- Team members compensation plans.
- The organizational models of his team and how leads are generated.
- So much more!!

Here's what we covered with timestamps so you can jump to the section that most interests you:

(3:08) Why did Jeff Cohn Decide to build a team? Where did he start?

(5:40) How did Jeff work his database in the early days?

(8:40) Step-by-step team building. The CLAPS acronym to build a successful team.

(26:10) What is Jeff netting as a percentage of GCI?

(28:20) How is his team organized?

(32:27) Jeff's thoughts on hiring a transaction coordinator.

(34:15) How did he learn the strategies he employs today?

(39:42) The details of the lead process in Jeff's office.

(45:32) How can calling assistants help you reach your database?

(49:38) The importance of your sphere.

(51:13) Audience questions...

(57:57) What role do showing assistants play in Jeff's business?

Here are a few show notes...

Connect with Jeff Cohn on Facebook with questions and to ask him about shadowing: https://www.facebook.com/jeff.cohn.395

He gets his outbound calling assistants / prospectors through  “1000 Calls a Day” (Frank has an ownership interest in this in full disclosure, his old ISA from Vyral is the CEO) - they provide the sales management and get the VA's through MyOutDesk for you.

Make sure to read the book Frank recommends on building scaleable lead generation at www.predictablerevenue.com

Here's the link to the NAR documents on marketing agreements "RESPA Do’s and Don’ts for MSAs".

Jeff is happy to give you access to his Google Drive of all his systems and documents. It also includes time shadowing him in his Omaha office with dinner afterward, for $2,000 - just message him on Facebook.

We'd like to thank Jeff Cohn for sharing his team building skills and systems.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii homes broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


Convert More Home Valuation Leads into Listings

Written by The Professor

In our 13th episode, of Keeping it Real, North Carolina real estate agent, Buddy Blake shares: "How to Convert More Home Valuation Leads into Listings”.

Buddy has been a successful real estate agent for 19 years. He owns 5 Re/Max offices with 73 agents. He also runs and manages his own personal team that is on track to sell 320 homes in 2014. He is the owner of Guaranteed Sale and Free House Values. He has helped hundreds of agents convert more home valuation leads into listings.

Here's what we covered with timestamps so you can jump to the section that most interests you:

(5:25) How Home Valuation Leads are captured
(7:35) The best ways to drive traffic to a home valuation tool an agent might have
(12:46) Free resources on how to run a Facebook ad.
(15:30) Mistake agents make when trying to drive traffic to their home valuation tool site
(20:15) Scripts for calling leads
(25:19) Using AdWords and the data every agent should know
(30:43) Automated lead generation services
(34:55) The ROI of the lead generation process
(42:12) Does this stuff work in the luxury market?
(47:20) How does Buddy segment his leads?
(50:40) Advice for agents who want to generate more leads on a tight business
(55:50) Radio scripts to help drive people to a lead generation site

The items Buddy mentioned that you can download are on the page below on the lower right side. Under Resource Links: http://www.freehousevalues.com/help

We'd like to thank Buddy Blake for joining us on this episode, and sharing his great insight on home valuation leads and the scripts that he uses to contact them.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii real estate broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


How to Set More Appointments & Take More Listings

Written by The Professor

In our 12th episode, of Keeping it Real, Las Vegas real estate agent & Tom Ferry coach, Bill Jenkins shares: "How to Set More Appointments & Take More Listings”.

Learn how Bill sets 3 appointments out of every 10 people he contacts. Bill explains how methods of communication are just as important as what you actually say. He is on track to sell 80 homes this year and also coaches clients how to build their business, as well.

Here's what we covered with timestamps so you can jump to the section that most interests you:

4:20 - The most important reasons to follow a script
6:40 - Should you follow scripts word for word
8:08 - Tips to internalize a script
10:03 - Why tonality and rate of speech are so important
16:14 - Why you should have a role-play partner
21:21 - Best prospecting schools to attend
24:04 - Scripts for expired listings
37:35 - How to use a level shift to get around objection
39:41 - Bill's answers to common objections
49:10 - How to handle out of town sellers

We'd like to thank Bill Jenkins for joining us and sharing his expertise.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii real estate broker and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next Live On Air Google Hangout is scheduled for Thursday, December 11th at 4pm PDT / 7pm EDT. “Convert More Home Valuation Leads Into Listings” w/ Buddy Blake.

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com

 


How to Train Your Mind to Get More Deals

Written by The Professor

In our 11th episode, of Keeping it Real, Real Estate Trainer, Matthew Ferry shares: “How to Train Your Mind to Get More Deals”.

Matthew is a sales Jedi master, mindset trainer and real estate coach. He specializes in helping agents have major break-thru’s in their business and their life challenges. He has trained over 8000 agents in 1 on 1 coaching & groups how to increase their production while still having balance in their lives.

Here's what we covered with timestamps so you can jump to the section that most interests you:

5:00 - How Matthew Ferry got motivated to improve the way he was coaching
9:20 - Matthew explains what a top agent lifestyle is, and how that figures into the top agent mindset
12:30 - Why your mind is not your friend when it comes to prospecting
17:09 - The Game Changer process and correcting your mindset to become flexible
23:13 - The right mindset to have when dealing with expired listings
26:30 - Matthew's opinion on affirmations, and why they are like cotton candy
30:37 - How to sift through all the information out there in order to get real results in real estate
35:55 - How to determine if you are a pleasure seeker or a pain avoider
42:00 - Situations where an agent gets stuck in frustration, and how to correct them
45:07 - The difficulty of building self-awareness and powerful tools to improve it
49:23 - How to get over complacency with a commitment
53:49 - How Matthew defines happiness and how it can be productive
53:49 - How Matthew defines happiness and how it can be productive

We'd like to thank Matthew Ferry for joining us and sharing his insights.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii real estate broker and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next Live On Air Google Hangout is scheduled for Thursday, November 20th at 4pm PDT / 7pm EDT. “How to Set More Appointment & Take More Listings” w/ Returning Guest Bill Jenkins.

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


How to Convert More Zillow & Trulia Leads Into Sales

Written by The Professor

ON-DEMAND REPLAY: Live Google Hangout “Keeping it Real”.

In our 10th episode, Austin Realtor, Mark Martin shares: “How to Convert More Zillow & Trulia Leads Into Sales”.

Mark earns over $22,000 a month from them which represents over 600% (ROI) return on investment. He converts 24% of the Zillow leads into sales.

Here's what we covered with timestamps so you can jump to the section that most interests you:

4:53 - Where is Mark's business coming from? What lead sources is he working?
8:15 - How does Mark keep expenses so low while generating high profits?
11:07 - What is $3,500 a month going to get you on Zillow and Trulia?
16:50 - How many leads a month does Mark get from Zillow and Trulia?
19:30 - How to communicate with leads from the beginning - figuring out a process and identifying priorities.
27:00 - How  does lead follow up work for Mark? What's his system for touching leads?
32:20 - How buyer's agents use back end triggers to find and communicate with leads.
35:00 - How do you handle prospects who only want to see the house?
36:45 - Where to find and learn scripts.
43:26 - Where can you find good touch scripts?
49:05 - Suggestions for what to do when you can't make a connection with someone.
52:35 - The difference between Zillow and Reel Geeks.
56:19 - How Zillow and Trulia leads differ.
1:01:30 - Closing comments.

Here is a link to get Mark's Text, Phone and Video Email Scripts.

Mark and his partner generated over $900,000 in gross commissions in 2013 and are on track to close more this year. They run a very profitable business and keep 84% of what they earn after all business expenses.

We'd like to thank Mark Martin for joining us and sharing his insights.

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Oahu Hawaii Realtor and founder of Real Geeks, in partnership with Frank Klesitz, CEO of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next Live On Air Google Hangout is scheduled for Thursday, October 6th at 4pm PDT / 7pm EDT. We're excited to be joined by Matthew Ferry - We are going to go over the mindset needed to produce at a high level!

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


How to Create a Top Producing Agent from Scratch

Written by The Professor

ON-DEMAND REPLAY: Live Google Hangout “Keeping it Real”.

In our 9th episode, Myrtle Beach Real Estate Broker, Greg Harrelson shares: “How to Create a Top Producing Agent from Scratch”.

Greg Harrelson has a real estate team/company in Myrtle Beach on track to sell over 1,600 homes this year. He will personally sell over 190 homes this year himself.

You’ll learn how he is training his agents to be top producers.

Get ready to take notes!

Here's what we covered with timestamps so you can jump to the section that most interests you:

3:00 - Introducing Greg Harrelson
7:20 - Why does someone get into real estate?
9:00 - Setting expectations up front for potential hires.
12:45 - What's the first meeting like?
14:00 - Setting up the right mindset for your new hire.
16:07 - How does Greg find agents to recruit? Why do they come to him?
20:30 - What happens after the first meeting?
24:00 - How long does the training period last?
26:30 - What do you do if you want to be a top producer and are now script certified?
30:40 - Is there any marketing going on yet for the new agent?
34:45 - What do agents need to master to take it to the next level?
40:20 - Does Greg have scripts he can share?
41:10 - Why have your agents prospect?
45:25 - Where does a new agent start if they want to build a database?
46:00 - Audience questions.

We'd like to thank Greg Harrelson for joining us again and look forward to him joining us in the 2015!

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii Real Estate Broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next Live On Air Google Hangout is scheduled for October 23rd at 4pm PDT / 7pm EDT. We're excited to be joined by Austin, TX Realtor Mark Martin - How to covert a higher percentage of Zillow & Trulia leads into sales!

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


How to Double Your Online Lead Conversion Rates into More Sales

Written by The Professor

ON-DEMAND REPLAY: Live Google Hangout “Keeping it Real”.

In our 8th episode, Dirk Zeller real estate trainer & coach shares: “How to Double Your Online Lead Conversion Rates into Sales”.

He goes over how he coaches and trains some of the top elite teams in the nation to increase their online leads from website registrations & portals like Zillow and Trulia into more sales. In some cases from 1% to over 5% using his 4 Core program.

Here's what we covered with timestamps so you can jump to the section that most interests you:

3:15 - Dirk's background and his transition into coaching and training

5:43 - The truth about internet leads: "Whoever gets them face-to-face first wins the game"

10:09 - How to correctly communicate your value from the very first conversation

11:46 - The "Core 4": The systems, the skills, the scripts, and the sales strategy

17:08 - The ONE thing all the highest-converting salespeople are able to do

20:20 - The average agent responds to an internet lead after 15.3 hours. How quickly should you respond?

25:12 - The Pyramid of Persuasion and how it can help you TRULY connect with prospects

29:53 - The right way and the wrong way to leave a voicemail

31:03 - The worst question a real estate salesperson can ask (and almost everyone does it)

40:19 - How the book The Art of War by Sun Tzu is a microcosm of securing internet leads

45:11 - Why you need to stop being ashamed of being a salesperson

48:32 - What most real estate scripts and dialogues are lacking

51:56 - Guidelines to an Elongated Call. Stick this on your wall if you want more appointments

54:31 - Prequalification: Does it actually raise sales resistance?

57:50 - 15 minutes of Q&A

Everyone is asking for Dirk's FREE online conversion workbook! You can be downloaded here. It's packed with a ton of value... scripts, dialogues, charts and more!

Dirk has been in real estate for over 25 years and transitioned into training/coaching 15 years ago. Previously, he was selling 150 homes a year, only working 4 days a week. He currently trains 67 of the top 250 teams on the Wall Street Journal List. He has also written 10 Top Selling Books.

A BIG THANKS to Dirk for sharing his incredible insights and taking time to join us on the hang-out!!

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Oahu Real Estate Broker of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ or Real Geeks Facebook page to get notified immediately when we announce new events:

Our next episode is on Thursday, October 9th at 4pm PDT / 7pm EDT featuring Myrtle Beach real estate broker Greg Harrelson. “How to increase agent production”

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com


How Jeff Quintin Sells 200+ Homes a Year & Carries 90 Listings

Written by The Professor

ON-DEMAND REPLAY: Live Google Hangout “Keeping it Real”.

In our 6th episode, Ocean City (Jersey Shore) real estate agent Jeff Quintin shares: “How He Sells 200+ Homes a Year & Carries 90 Listings”.

He shares how he generates seller leads and how they follow up on them to convert them into listings. He also covers how they manage all those transactions (Listings & Escrows) with only 2 admin.

Here are the main points we covered with timestamps:

4:40 - How Jeff generates seller leads.
7:17 - How Jeff's team is structured.
9:30 - A typical morning of lead generating.
12:24 - How are commissions split on Jeff's team?
13:35 - Where does he get his phone numbers?
15:58 - Guidelines for unlicensed ISAs.
17:23 - What's the procedure for future follow up?
20:00 - How do you stay persistent without getting discouraged?
27:05 - How is Jeff layering his marketing? How does his system work?
32:00 - Buyer lead generation.
34:55 - Where to get content for drip campaigns.
37:08 - How to prospect from a marketing standpoint.
39:30 - How do you communicate with 90 listings with such a small team?
45:10 - Structuring email sequences.
45:45 - Payment structure and how to build a team.
47:58 - What percentage of Jeff's 90 listings won't sell?
50:02 - What software or system does he use to manage his transactions once they go into escrow.
53:50 - Do you call on Zillow's "Make Me Move" leads?
55:10 - How does Jeff develop his unique content?

Jeff also goes over how he is able to maintain the mindset and discipline to prospect daily to to build his real estate business. This enables him to have a schedule that allows him to only work 5 days a week and still take time to take and pick up his kids from school.

If you are interested in taking more listings, working only 5 days a week, and making a great profit… You really need to watch this. There are too many take aways to list.

A HUGE thanks to Jeff for taking an hour on his day off to share with all of us!!

These live on-air Google Hangouts are presented and hosted by our very own Jeff Manson, Hawaii Realtor of American Dream Realty and founder of Real Geeks, in partnership with Frank Klesitz of Vyral Marketing.

You can visit our Real Geeks YouTube Channel to watch all past recordings.

Follow us on our Real Geeks Google+ page to get notified immediately when we announce new events:

Our next episode is on Thursday September 11th at 4pm PDT / 7pm EDT featuring Charlotte, NC real estate agent Lars Hedenborg. His team generates around 3 million a year in gross commissions.

You can watch all past episodes of Keeping it Real and OPT In to get get invited to upcoming episodes here: http://www.keepingitreal.com