Listen Now

A lot of people who get into the business part-time never make the transition into full-time. How did our guest make the transition successfully and double his volume every year since? What role did open houses play in this growth? Why is the 55+ so great? On this episode, Matt Quinlan shares his tips for building success and systems as a new real estate agent.   Focus on customer service rather than sales. - Matt Quinlan   Takeaways During open houses, don’t push too much. People want to see the house, not you. On social media, people appreciate when you put yourself out there unscripted. The sales part of the job is really just selling yourself. Customer service is about making sure you give your client the best possible experience.   At the start of the show, Matt shared on transitioning out of working in real estate part time, and what attributed to the volume increase he achieved between year 1 and year 2. We also discussed how to use social media to stay top of mind, and the importance of setting client expectations up front. We also discussed: 30-second commercials for open houses How to educate yourself on the business Matt’s average day and future goals Many agents struggle so much in their first year that they quit. With the right mindset, behaviors, and systems, you can not only stay in business, you can actually grow consistently. Year 1 is all about getting educate and getting your feet wet. Year two is about putting in more effort and doubling down on what works. Be willing to learn as much as possible and stay in front of your sphere using social media. Put customer service before sales because it’s what will draw more people to you.   Join Our Team: https://meetme.so/tomcafarella Free Education Events: https://www.meetup.com/turningagentsintoentrepreneurs/

It seems like everyone wants to build a real estate team lately. What are the first steps you need to take when you’re building a team? How should you go about staffing your teams so you can have good retention? What are some of the common mistakes people make? On this episode, we are joined by Mike McCann and Paul Chin who have worked on the same team for 18 years. They talk about going from solo agent to a team with 18 agents and 6 admin, and how their team got to 785 transactions.    You make money selling real estate. You build wealth owning real estate. - Mike McCann   Takeaways Hire admin support before agents so you have a good foundation. Put 3 months of salary aside, hire someone, and see how they work out. When your hire a buyer specialist, they have to have the same character, work ethic and integrity and enthusiasm as you.   Resources Join Our Team: https://meetme.so/tomcafarella Free Education Events: https://www.meetup.com/turningagentsintoentrepreneurs/   At the start of the show, Mike shared on how he went about building his team and why you need to have a key assistant. We also talked about why you need an admin before adding another agent to your team and how to outsource your recruiting. We also discussed: Investing in real estate How to know you’re hiring someone who will be a good fit The gift and curse of real estate   When it comes to building a team that stands the test of time, nothing is more important than having the right foundation. Having a strong admin side means that the sales side will perform at an even higher level, so make sure you find quality people. Real estate is the greatest job in the world because it gives you freedom even though you have to be “on” all the time. If you are committed and consistent, you will actually succeed and reach the level of building wealth.   Guest Bio Mike McCann “the real estate man” is the owner of The McCann Team. They were ranked #1 in the country by BHHS in units closed and GCI for 2014 and 2015. Mike is considered in the top 1/10 of 1% of all REALTORS® Nationwide each year. He has been awarded more Top Selling Awards by the Philadelphia Board of Realtors than anyone in its 100 year history. Go to https://www.mccannteam.com/ for more info

Year one in the business is the biggest challenge people face. How do you prepare yourself mentally and financially for this period? Why is it important to go into prospecting conversations with the intention of giving value? What are the key differences between rentals and sales? On this episode, Josh Brett shares the process he took to make the switch to sales. It’s about leveraging the real estate environment for the bettering of individuals. - Josh Brett Takeaways If you want to get into sales, prepare to go about 6 months without a reliable income. Rentals vs. sales: There’s more emotion involved in buying a home, which means it requires a lot more effort. Don’t join a brokerage because of their branding or where they’re located. Join because they will help you get to where you want to go. Resources Join Our Team: https://meetme.so/tomcafarella Free Education Events: https://www.meetup.com/turningagentsintoentrepreneurs/   At the start of the show, Josh shared how he got started in real estate and how he transitioned from rentals to sales. Next, we talked about the key differences between what’s required in sales and what is required in rentals. We also discussed the visionary and implementer roles in a company, and why it’s so important join a brokerage when you’re new. We also discussed: Why year one in the business is the biggest challenge people face Why agencies fail newer agents The real reason you should join a team The key to success in real estate sales is being genuinely willing to help your clients improve their lives. A lot of agents make the mistake of making every conversation about buying or selling a house, when there are so many creative ways to be of value to your clients. The job is really about strategy, overall picture, guidance and protection, and that starts with asking a question like, “How can I improve your housing life?” Guest BioJosh is the co-owner of Next Door Realty. Go to http://nextdoorrealtyteam.com/ for more information, call or text 617.543.4185 or email nextdoorrealty@unlimitedsir.com.

Only 3-5% of salespeople on the market actually have what it takes to be good salespeople, the rest of them just fell into the role. What does it take for someone to be a stellar salesperson? How can you train your agents to be better salespeople? How do you avoid keeping poor salespeople for too long? On this episode, sales trainer and investor, John Martinez shares how to find the best sales talent. Takeaways We sell the way we buy. A lot of people keep poor salespeople for far too long because they’re afraid to start over. Relieve all that by constantly recruiting for new talent. High impact sales tip: Ask follow-up questions about the person’s motivation so they can open up more. At the start of the show, we talked about the one piece most investors struggle to put in place in their businesses, and why a lot of sales processes fall apart when a business starts to scale. We also talked about why it’s dangerous to hire someone with too much real estate experience, and what sales DNA is. Towards the end, we discussed the importance of a constant recruiting process. We also discussed: Listing vs. Investing Using assessments to determine who should work in sales Why a lot of people keep poor salespeople for too long High impact sales pieces The most important thing in recognizing a talented salesperson is finding someone with the “sales DNA”. The rest can be taught. Using personality assessments can help you reduce your likelihood of hiring a poor salesperson. Don’t be slow to fire poor salespeople, because that will do more damage. Solve this problem by having an ongoing recruiting process. You’ll always have someone on the bench ready to come in and get to work. Guest Bio John Martinez is a real estate investor, sales training expert and the founder of Midwest Revenue Group. Go to midwestrev.com for more information.

Most agents struggle to build a referral-based business. How can you connect with people in a way that makes them want to refer you? How can you provide quality one-on-one individualized service to your clients? On this episode, realtor and broker owner, Maria Fabiano shares the strategies and practices that keep her successful. When people sense that you’re an honest person and that they can trust you, the sky’s the limit. -Maria Fabiano Takeaways Consistent training is important for newer agents. There’s so much to learn within a small window before they fail out of the business. Keep constant contact with everyone you’ve ever worked with.   Use your online presence to validate your expertise and experience.   At the start of the show, Maria shared how she got into real estate and transitioning out of the travel industry. Next, we talked about the importance of environment and mentorship. We also discussed how to work with buyers in a low inventory market, and Maria’s number 1 tip for success in this business. We also discussed: How to generate leads and attracting clients Whether to use buyer’s agreements or not What Maria would do differently if she got into the business today What people want is someone they can trust to walk them through the process. It’s important to bring value, be real, and always give good personal service.  Guest Bio Maria is the broker owner of Maria Fabiano Realty. Since starting her career in 2001, she has helped thousands of her clients buy and sell homes, creating the perfect situation for their comfort, safety and security. To get in touch, email maria@mariafabianorealty.com or call 617.794.4297.

The average new agent has to wear many different hats, and this can be so overwhelming that it pushes people out of the business. How are teams able to take off so much of the load for agents? How does a team provide the value that attracts people? How do teams  exponentially decrease the learning curve? On this episode, Josh Mente shares how he’s been able to grow through leverage. If you’re doing lead generation, trying to take it all for yourself, and not giving it to the people around you, you’re not being an effective and true leader. - Josh Mente Takeaways If you maximize your return on marketing, you can outspend your competition. Most agents fail out of the business in the first year because of all the different components they have to juggle. Quality of life is more important than any amount of money. At the start of the show, Josh shared his team structure and how he went from individual agent to building his team. Next he talked about transitioning, leveraging, and his lead generation mechanism. We also discussed getting into investing, the importance of taking what the market gives you, and doing what makes sense for the people and talent you have. We also discussed: Why scrubbing leads helps agents Taking advantage of opportunities you have The value proposition Josh’s team offers There’s a vast amount of resources and experience in joining a team that will drastically cut down the amount of time, effort, and energy it takes for new agents to figure things out. For a team to really be able to grow, they have to offer a strong value proposition, and allowing people to focus on sales is very powerful. Teams also allow leaders to do what they love about real estate, and then build a team around that. Ultimately, this should give you the biggest value of all: better quality of life. Guest Bio Josh Mente is a founding member and owner of The MD Home Team of Keller Williams Excellence, and is responsible for business administration and marketing for the firm. Josh’s career path began in 1998 as a loan officer for Eastern Savings Bank, where he managed national accounts. Go to https://www.themdhometeam.com/ for more information.

87% of all agents fail in their first year.  What are the 13% that not only survive but thrive in real estate doing differently?  What should your day to day be like in order to take your career to the next level?  Who should you be contacting and how do you stay in touch with them via social media and other campaigns.  On this episode, we are joined by Michelle Nadeau, who shares on the strategies that have kept her successful in her business and how she launched her career. The more you get your name out there and the more you stay in touch with people, the more response you’re going to have. -Michelle Nadeau Takeaways Don’t rely 100% on your brokerage for education. Facebook targeting allows you to stay in front of the right people. When starting a new process, try to be prepared for the things that could go wrong. At the start of the show, Michelle gave us some background on her career and how she got into the business. Next, we talked about why it’s so difficult for new agents to go from their first day to their second year. We also spoke about the importance of being in a brokerage where you’re learning about the business, and why leads and support matter. Next, we talked about how Michelle stays in touch and does follow up with her clients. Towards the end, we talked about the use of social media networking. We also discussed: How to stay positive when deals fall apart or the market changes Text messaging as a contact touch point The power of using Facebook In your first year of business, you really want to be thinking about two things: whether you’re going to get leads from your brokerage, and where you can go to actually learn about this business. You should be thinking about whether you’re positioned in the right place for you to be able to propel yourself forward. Each client represents a relationship that will be necessary to your growth. Honor them, nurture them, communicate with them, and show that you value them. Guest Bio Michelle is a Realtor licensed in Massachusetts and Rhode Island. To get in touch, email malmeida09@gmail.com or call 508-272-3194. Resources Join Our Team: https://meetme.so/tomcafarella Free Education Events: https://www.meetup.com/turningagentsintoentrepreneurs/

The traditional real estate model is archaic. What’s missing in the current conversation and practices in the industry? How can you make content marketing a solid part of your operations? What is the biggest mistake agents are making with their online content? On this episode, we are joined by Kevin Vitali who shares the content marketing strategies that really provide value. It doesn’t really matter what the price is. It’s about finding the right agent to market your home. -Kevin Vitali Takeaways Low inventory is being created by Baby Boomers who are not retiring as quickly as they used to. Spend time on the blog graphics. They are what get people interested in clicking. The internet is a long game. Be consistent over a long time for it to become effective. Real estate isn’t the product---YOU are. At the start of the show, Kevin shared how he got into real estate, and we discussed what is causing the low inventory issue in the market. Next, we talked about some of Kevin’s content marketing strategies including tagging influencers, making really good blog graphics and posting smaller posts on other sites. Towards the end, we discussed an important distinction you need to make about your job. We also discussed: A big mistake agents make with their content The importance of consistency in content marketing Why a concerted effort is more effective than individual work The real estate business is ever-changing. What worked 10 years ago won’t necessarily work now, and today content is a very important part of being successful. A big mistake agents make with their online content is putting way too much effort on their listings which won’t capture the attention of the people you’re trying to target. Ask yourself if you’re really providing people with the information they want. Give them content that is relevant to getting their home sold fast. That is what will make you stand out. Guest BioKevin is an agent based in Tewksbury, Massachusetts. His background of owning small businesses has helped him easily translate into his career in real estate. Strong customer service and marketing skills allow Kevin to help his buyer and seller clients. Go to http://activerain.com/kvitali for more information.

Many agents make the mistake of assuming their friends and family automatically know that they are in real estate. Why is it so necessary to do the work that makes you front of mind? Why is it so important to bring on people who can help you grow? How do you send out content without overwhelming people? On this episode, Jared Wilk shares how he built a steady pipeline of business while leveraging a strong sphere of influence. Having the benefit of a good sphere of influence is super important. That’s the best way to start. - James Wilk Takeaways Whatever work you did before real estate can benefit your career and the size of your sphere of influence. There’s a fine line between what is “annoying and pushy”, and what is “a friendly reminder”. With more people on your team, you can bring on more clients, transactions, volume, and eventually more income. At the top of the show, Jared shared how he got into real estate following his father and his grandfather. We discussed how skills from other jobs can benefit your real estate career. We also talked about how to hire the right people for the roles in your company, and how that impacts every part of your business in a very positive way. Towards the end of the show, we discussed the Massachusetts real estate market. We also discussed: Posting on a personal Facebook page vs. a business page The strategies that make sure people think of you Advice to people just getting into the business When it comes to building a sphere of influence, remember that it’s not your friends’ job to remember that you are in real estate. The more people see your face and hear your name, the more they will start to associate it with real estate. This plays into your hands when the need to buy and sell arises. A good sphere of influence means you’ll always have a good pipeline of business, and that you can get multiple leads from one source. Guest Bio As a 3rd generation "Real Estate Specialist", selling real estate is practically part of Jared's genetic makeup. Matching the right home to the right person and negotiating the best deal possible for his client is Jared’s main objective. Living and selling within the area he serves since 2004 has given Jared extensive knowledge and expertise. With an upbringing and background in real estate sales, development, investment and property management, when you choose Jared, you will have someone fully invested in your complete satisfaction on day one. Go to http://www.jaredwilkgroup.com/ for more information.