In this episode, Jose shares how he went from 9 sales per year to 110 sales per year. He also shares how he’s able to focus on the right people at the right time to convert more business from his COI and all his lead sources!



Podcast available on iTunes and Stitcher.

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We also cover:
-Lead sources
-Systems & processes
-Follows-up strategy & cadence
-Scripts & the importance of roleplay
-Training & real estate events he attends
-Marketing & content strategies
-And much more! 

Here are some timestamps to help you navigate to the section that will help you the most:
01:15 Introduction to Jose Luiz 
02:25 Progression of transactions - 9 homes to 110 homes a year
04:05 How Jose became a listing agent
04:30 Jose shares how real estate events and coaching influenced him
06:43 Leveraging time by hiring an assistant
07:30 Buyers vs. Sellers - 60% / 40%
07:55 Jose explains how his team is organized
08:30 What sources Jose is using to generate leads
11:18 Jose shares the script and process he uses to work his COI
12:00 How Jose uses the Real Geeks system and CRM to follow up with his COI
14:00 Jose shares his video marketing strategy
14:45 Key items that Jose’s mentor taught him 
18:30 Jose shares his journey of how to produce video content
20:40 Jose shares his main source of seller leads 
22:00 Jose shares how he gets a competitive edge over other agents
22:50 The importance of practicing your weaknesses
23:57 How Jose generates business from probates
25:20 Jose shares how often he follows up 
26:00 Jose shares the “conversation list” he uses when following up with his database
29:05 How sold searches and market reports helps Jose generate more business
29:50 How Jose leverages his CRM to set more appointments
30:55 How Jose works FSBO’s
31:10 Invest in the way you communicate with people 
32:36 The importance of role-playing - twice a day, six times a week
34:20 Working through objections
34:55 How and when Jose transitioned from a buyer to listing agent
36:05 How Jose developed the drive and mindset to improve himself and his business
37:27 Reinvesting profits and commissions into real estate
38:00 How to bring more value to your sellers with a marketing plan of action
41:45 How to invest your money back into your business and practices 
43:45 The importance of coaching and networking at events 
48:47 How Jose stays focused and keeps his momentum going
49:40 What Jose needs to do to take his business to the next level
51:00 Retargeting web traffic on Facebook 
53:45 Treat every conversation with your sellers like a presentation

We'd like to thank Ventura County, CA, real estate agent, Jose Luiz Morales, for joining us on this hangout and sharing how he is crushing it! 

Keeping It Real On Location is presented and hosted by our very own Jeff Manson, Hawaiian real estate broker of American Dream Realty and founder of Real Geeks.

You can visit our Real Geeks YouTube Channel to watch all past recordings. Follow us on our Real Geeks Google+, Twitter, or Real Geeks Facebook page to get notified immediately when we announce new events:

You can also follow Real Geeks on Instagram. You can watch all past episodes of Keeping it Real and opt-in to get invited to upcoming episodes here:

Published on Aug 6, 2018 under


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Coaching Keeping It Real

Keeping It Real: The Resources To Equip Your Real Estate Team for Success with Sascha Chatman

Keeping It Real: The Resources To Equip Your Real Estate Team for Success



In this episode of Keeping it Real, Sascha Chatman and  Frank Klesitz, CEO of Vyral Marketing, break down how you can equip your real estate team for success.

Learn more about the resources needed to manage your own team of real estate agents. Of course, a capable workforce is one thing for generating leads and obtaining success in the real estate world. However, having the right resources available is one of the critical factors needed to equip your real estate team for success.

Recruiting Presentation 

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Transforming Your Success into Their Success

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Creating a Schedule

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Buying this Year vs Next Year

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Discovery Phase

The discovery phase is meant to determine whether or not the agents being recruited are the right fit for their real estate team while providing the necessary details for the agents to know what their team is about. Sascha first discusses their team goals and strategies to ensure agents know exactly what they're walking into. He also discusses other matters, such as expectations from the agents themselves and their commissions.

The discovery phase may be one of the most important parts of knowing how to equip your real estate team for success. In order to succeed, you need to have a reliable workforce on your side that shares the same goals and is willing to cooperate with the rest of the team to move forward. Having a compatible and efficient team is one of the best resources you can have in real estate, as it can significantly affect your business' productivity.

Ad Educated Buyer is Easier to Work with!

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Agent Utility Belt


This is the highlight of the entire video. Sascha compares his utility belt of resources to Batman's belt of tools and trinkets. This belt essentially exists to store all resources and keep them within reach. Don't get the wrong idea, though. It's not an actual belt. Instead, it is usually a cloud or a compilation of all your valuable resources, such as videos, links, and other agent tools. Having a utility belt that is curated specifically for your team and your needs could help increase the productivity of your workflow because you won't have to scavenge for resources when you need them.

Not only does it make you more productive within your workplace, but it also gives off the sense that you are reliable and organized. When clients ask for something, you will easily have it within reach. 

Clients understandably have many questions before closing the deal, so one of the best ways to answer them is to grab a resource from your utility belt. For example, you're talking to a client about title insurance. Instead of answering their questions yourself, you could take an informative video from your utility belt and ask them to watch it. This makes it easier to understand and relate to.

Having a utility belt is a great way to equip your real estate team for success. It also comes in useful during business transactions. All in all, it's one of the best resources that a real estate team can have.

Having the right resources is essential in equipping your real estate team for success. Create an agent utility belt that caters to your team by signing up for the Real Geeks platform today. We provide valuable resources that you and your team can use to achieve the best possible outcome in every situation. Get started with us today!

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