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 - - you can also see additional online real estate training and coaching videos on our webinars page.

Published on Oct 24, 2014 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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