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Real estate is a hyper-competitive industry. But the truth is, there really is enough business for all of us. And if we adopt an abundance mentality, we can collaborate and support each other in implementing the systems and processes that work. Everybody wins! Tristan Ahumada is the cofounder and CEO of Lab Coat Agents, the largest community of real estate professionals in the world. With more than 90K members, Lab Coat provides a platform where agents, mortgage brokers, vendors and team leaders can collaborate, sharing best practices and helping each other succeed at a high level. Today, Tristan joins Jeff to share the idea behind Lab Coat Agents and discuss how the Facebook group has evolved into a media and education company. He previews the upcoming live event in St. Louis, explaining who will be featured and how the event is designed to support agents in growing their business. Listen in as Tristan introduces the new Lab Coat Agents Podcast that will roll out in the new year and learn how Jeff is shifting the focus of this show to create media for brands and real estate teams across the country! Key Takeaways The Lab Coat Agents Community Largest group of real estate professionals in world (90K) Share best practices to facilitate success at high level What you’ll find at Lab Coat Agents Real estate specific questions Systems, processes that work Lad Coat Agent’s upcoming live event in St. Louis Successful team leaders, brokers + local panel Exposure to what’s working across country $50 tickets limited to 250 people The premise of the new Lab Coat Agents Podcast Top agents, other people working at high-level Guests like Hal Elrod and Roland Frasier How Jeff is shifting focus to a Broker Blitz Opportunity to promote brand, team Use as marketing tool to promote differentiators Connect with Tristan Lab Coat Agents Lab Coat Agents on Facebook Resources Tristan on REMCN EP002 Lab Coat Brokers Lab Coat Book Club Lab Coat Agents Live in St. Louis Nick Baldwin Kevin Markarian Keri Shull Sharran Srivatsaa Kingston Lane Bubba Corcoran Michael Hellickson Noelle Nielson Howard Tager Ylopo Joseph Magsaysay Brittiny Howard Hal Elrod Roland Frasier Mark Spain Gary Ashton Jesse Itzler Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

If you don’t contact an online lead within 10 minutes, your opportunity to reach the prospect drops by 50%. By the 30-minute mark, you are looking at a 90% failure rate. We all know that speed-to-contact is the #1 factor in conversion, yet you’d have to be superhuman to respond to every incoming lead within five minutes. And the vast majority of us can’t afford to hire and train an Inside Sales Agent (ISA) to respond to and qualify each prospect. In the meantime, we are throwing away money on Zillow and Facebook leads that we don’t have time to nurture. There has to be a better way, right? Ro Malik is the cofounder and CEO of Conversion Monster, a team of ISAs who help agents across the country convert online leads and expired listings. Ro also serves as a real estate broker with Keller Williams in Chicago, and he was recognized as a 2017 Top Producer by The Chicago Association of Realtors. He has been in the industry since 2003, and his diverse experience ranges from the lending space to real estate investing. Today, Ro joins Jeff to explain how solving his own problem around responding to leads led to the creation of Conversion Monster. He describes how the service qualifies and nurtures leads, staying in front of prospects until they are considered hot. Ro offers insight around Conversion Monster’s expired listings program and the cost savings of their platform over hiring in-house ISAs. Listen in to understand how agents can track Conversion Monster’s follow-up efforts in real time and learn how lenders and realtors might partner to leverage the service for their mutual benefit! Key Takeaways Ro’s real estate resume Started on lending side in 2003 Always around inside sales model Shift to investing and brokerage The impetus for Conversion Monster Recognize value of speed-to-contact 15-20X number of leads vs. closings Chasing leads not good use of time Conversion Monster’s approach to leads Call, text and email within five minutes Call 6X, text/email 5X in next 10 days Year-long nurture plan if unresponsive How Conversion Monster qualifies leads Price point, preapproval and neighborhoods Live transfer to agent once six months out How Conversion Monster’s ISAs nurture leads Continue to reach out as member of team Maintain agent’s branding Conversion Monster’s hours of operation 9am-8pm Monday—Friday 9am-6pm Saturday—Sunday Moving to 24-hour system How agents can track follow-up Internal lead management system View leads in real time, hear recordings How agents and lenders can partner Different script for mortgage professionals Hand off to realtor partner for showings The cost of the Conversion Monster service $4-$6/lead, packages start at $700/month 80% less than hiring in-house ISAs Conversion Monster’s expired listings program Cold call prospects for agents Provide warm leads to build listing side Connect with Ro Conversion Monster Email ro@conversion-monster.com Conversion Monster on Facebook Ro on LinkedIn Call (312) 208-1184 Resources MIT Study on Response Time Vulcan7 Landvoice Espresso Agent Mojo Dialer Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Technology will not replace loan officers or realtors. But a real estate professional who embraces technology WILL replace one who doesn’t. In fact, we can leverage technology to enhance the relationships among LOs, agents and borrowers, making the process of securing a mortgage and buying a home quicker and easier. Joe Wilson is the CMO of SimpleNexus, a mobile-first digital mortgage provider that connects lenders with buyers and realtors on a single branded platform, allowing for the exchange of data and documents through the entire loan life cycle. SimpleNexus works with 15 of the top 25 lenders in the country, serving 18K loan officers and more than 100K realtors. Joe began his real estate career as a mortgage loan officer before making the switch to real estate technology ten years ago. He worked with Mortgagebot and Ellie Mae prior to joining the team at SimpleNexus. Today, Joe joins Jeff to discuss his transition real estate technology and how the industry has evolved in the last decade. He explains the utility of SimpleNexus, sharing what differentiates the app from other digital mortgage providers and its benefits in terms of simplicity, time savings and transparency. Listen in for Joe’s insight on using technology to enhance relationships among loan officers, agents and buyers—and learn how Simple Nexus provides a seamless experience for all three stakeholders involved in the process. Key Takeaways The fundamentals of SimpleNexus Digital mortgage provider (mobile-first) Connects lenders, buyers and realtors Exchange data and documents SimpleNexus by the numbers Work with 200 lenders (15 of top 25) 18K loan officers and 100K realtors 500K borrowers ($100B in transactions) Joe’s background in real estate Real estate marketing in college Served as LO, transition to tech The evolution of mortgage technology Began with online loan applications Shift away from desktop to mobile The benefits of SimpleNexus Loans close 20% faster (up to 10 days) Transparency, real-time updates Instantaneous service from anywhere What differentiates SimpleNexus from other apps Connections with LOS, credit reporting agencies, etc. Broader experience (home search through closing) Seamless digital experience for LO, borrower + agent The SimpleNexus home search feature Link to realtor’s mobile-friendly site Third-party platforms (MobilityRE, HomeScout) Connect with Joe Simple Nexus Email sales@simplenexus.com Joe on LinkedIn Resources MobilityRE Home Scout Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

How do you go from 19 transactions per year to 300-plus—in just five years? Keri Shull contends that the secret to scale lies in a willingness to invest in yourself and your business. Throughout her career, Keri has made it a point to invest in her real estate education by putting herself in the right rooms with the right people. In addition, she is willing to hire team members and invest in the latest technology, so that she can devote her time to the aspects of the business she enjoys most.   Keri is the founder and CEO of The Keri Shull Team at Optimé Realty, one of the top real estate teams in the DC Metro area. She has revolutionized residential real estate by developing a team of marketing specialists who use innovative technology to ensure maximum exposure for her client’s homes. In 2018, Keri’s team is on track to help 500 families buy or sell a home, accounting for $300M in transactions. Today, Keri joins Jeff to share her real estate resume and explain how she scaled her business so quickly. She offers insight around building a successful team, staying ahead of the lead gen game and leveraging dramatic demonstrating in your listing presentation—and other facets of your real estate business. Listen in for Keri’s advice on putting yourself in the right room with people who are where you want to go and learn about her Inner Circle coaching program and upcoming Hyperfast Sales Bootcamp with Grant Cardone! Key Takeaways Keri’s real estate resume Fell in love with finding right home for buyer From 19 to 365 transactions in five years How Keri scaled her business so quickly Leverage time through tech, people Focus on weakness and hire out Keri’s insight on building a team Calculate what your time is worth Train well to get time back quickly Regular feedback (reinforce good behavior) Treat like partner for highest contribution Keri’s tips around lead generation Listen to experts and tweak for market Study numbers for each lead source Stay ahead of trends and keep testing Add multiple pillars (e.g.: direct mail to market segment) How Keri’s team doubled their listing conversions Retarget online before listing presentation Replace pre-list package w/ ‘do not open until’ Resequence appointment (mechanical rapport) Demonstrate how you do what you do Show how will target right buyer Keri’s Inner Circle coaching program $40/month for access to Keri, videos from events VIP Inner Circle for access to Keri’s team training Connect with Keri The Keri Shull Team Email keri@kerishull.com Hyperfast Sales Bootcamp Resources Sam Khorramian on REMCN EP017 Sharran Srivatsaa on REMCN EP013 Gary Vaynerchuk Craig Proctor Coaching The CORE Training Goodfellow Coaching Closing Table Mastermind Grant Cardone Lab Coat Agents LCA One Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

‘Everything, when it comes to success, starts and ends with the environment. For me, I always put myself in different environments with really sharp, successful people. My goal was always to be one of the dumbest people in the room because what happens—and it happened to us mastermind after mastermind—was it changes the way you think.’ Sam Khorramian is the Co-founder and CEO of Big Block Realty, the fastest-growing real estate brokerage in the country. Since its inception in 2012, Big Block has grown to a team of 1K agents and appeared on the Inc. 500 list three years in a row. Sam is a serial entrepreneur and international speaker with a passion for helping people start and grow their own businesses. He has 12-plus years of experience in the real estate industry, and Sam specializes in brand development, web traffic, automated systems and creative advertising. Today, Sam joins Jeff to discuss the concept of masterminding as a way to learn from the people doing what you want to do. He shares the vision for the Closing Table mastermind, describing the group’s main events as well as their topic-specific intensives. Listen in for Sam’s insight on surrounding yourself with top producers and learn how the relationships built in masterminds can shortcut your success! Key Takeaways Sam’s real estate resume Loans, investing and education Run Big Block brokerage (1K agents) Partner/investor in other businesses The concept of masterminding Learn from people doing what you want Success starts with environment Smart people change way you think The benefits of being in a mastermind Stay ahead in market (education) Relationships = shortcut to success The vision for Closing Table Top producers in real estate space Cutting-edge digital marketing minds Closing Table’s main events Wicked Smart—top 10 winning business strategies Featured speakers (i.e.: Jessie Itzler, Dean Graziosi) Break bread and harvest relationships The Closing Table intensives Topic-specific, 10X per year Rollout strategy Connect with Sam Big Block Realty Sam on Facebook Email sam@bigblockrealty.com Call (858) 518-1533 Resources Closing Table Mastermind Jessie Itzler Meetup Digital Marketer Keri Shull Mike Ferry Tom Ferry Dean Graziosi Billy Gene Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

There are a lot of shiny objects in the realm of real estate marketing, and everyone seems to be throwing their marketing dollars at the next big thing in lead generation. But what if you could attract business rather than chasing it? What if you could grow a database of people who like you for who you are as a person—and leverage that sphere of influence to generate referrals? The good news is, you CAN do those things by creating media around your personal brand. Mike Cuevas has been in the real estate business for 16-plus years, cutting his teeth as an agent in the Chicago market. Early on, Mike realized the value of staying top-of-mind with your database and practicing content marketing. Today, he is the Real Estate Marketing Dude, providing done-for-you video and content marketing services for real estate agents, lenders and mortgage professionals. Mike helps his clients develop a brand story and stay in front of their audience—without having to talk about real estate!   On this episode of the podcast, Mike joins Jeff to explain how he was able to attract business as a real estate agent—without buying leads. He discusses the immense value of staying in front of your database and mining the people who already know, like and trust you as a referral source. Listen in for Mike’s insight on developing a brand based on what you’re passionate about and creating media around that core message. Key Takeaways Mike’s background in real estate Sold real estate out of college (2002) Attract business without buying leads Practice content marketing, branding The value of staying in front of your database People close to you = referral source Create media around personal brand Why SOI is more important than prospecting 65% of business from referrals, past clients Use prospecting to grow database The statistics around moving 10-15% of people are moving 100% know somebody moving this year The difference between attracting and chasing leads Use targeted Facebook ads + content Leverage video to capture attention How to develop a brand based on your personality Find something passionate about Build core message around passion The services offered by Real Estate Marketing Dude Full-service video and content marketing Build out brand, provide content management Connect with Mike Real Estate Marketing Dude Real Estate Marketing Dude Podcast Mike on Twitter Mike on Facebook Resources Closing Table Mastermind Gary Vaynerchuk Attracktor Delivering Happiness: A Path to Profits, Passion and Purpose by Tony Hsieh Josh Altman It’s Your Move by Josh Altman San Diego Real Estate Mama Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

We all have room to grow, yet many real estate professionals hesitate to invest in a coaching program because of the associated expense. But if you truly want to take your business to the next level, you have to make a habit of doing what unsuccessful people are not willing to do—on a consistent basis. And the most effective way to develop that kind of discipline is with the help of a coach. Anthony Merkel is a certified Elite Level Sales and Leadership Coach with Southwestern Consulting. He has 15-plus years of experience in sales, sales management, recruiting and leadership, earning the Spencer Hays Silver Award for Recruiting as well as the Platinum Certification in Sales and Recruiting. Anthony is known as a systems master, breaking down big goals into achievable action steps. He is on a mission to bring out the best in clients as he helps them reach their personal and professional goals. Today, Anthony joins Jeff to share his background, explaining how he transitioned from door-to-door sales to leadership and coaching. He discusses the correlation between success and coaching, describing how a coach can help you identify mistakes in the moment and hold you accountable for what matters most. Anthony walks us through the process of working with a Southwestern coach, describing the customized approach they take based on each client’s personality assessment. Listen in for insight around the value of answering to someone besides your sales manager or spouse and learn why you deserve the support of a coach to help you overcome limiting beliefs and become the best version of yourself! Key Takeaways Anthony’s background in sales and coaching Cut teeth in door-to-door sales for Southwestern Fell in love with recruiting and mentorship Transition to coaching with sister company The correlation between success and coaching Build habit of doing what others won’t Don’t see own mistakes in moment Let selves off hook for what matters most The process of working with a Southwestern coach Committed, coachable and ready to change Match based on DISC assessment, industry 45-minute call twice a month Why Southwest uses a personality assessment Meet people where they are to affect change Custom fit based on critical success factors The value of being accountable to a coach Answer to someone besides manager, partner Call out on lies we tell ourselves Connect with Anthony Southwestern Consulting Call (314) 494-1019 Email amerkel@southwesternconsulting.com 7-Day Sales Training anthonyswcbonus@gmail.com Resources The Common Denominator of Success by Albert E.N. Gray Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

What if you could win a potential client over BEFORE the listing presentation? What if you could provide value and build trust prior to your pitch? What if you had the tools to deliver the unexpected? Sharran Srivatsaa is the CEO of Kingston Lane, a push-button technology execution platform for real estate. Prior to founding Kingston Lane, Sharran served as the President and CEO of Teles Properties, growing the brokerage by 10X in 5 years before selling it to Douglas Elliman in 2017. Sharran is a serial entrepreneur and well-known keynote speaker, and his work has appeared in the Wall Street Journal, Huffington Post and Forbes, among many other publications. Today, Sharran joins Jeff to explain why he chose real estate, discussing his strength in providing agents with a blueprint to win more business. He shares his listing presentation blueprint and offers advice around how to differentiate yourself with potential clients. Sharran describes his geographic layering approach to farming a neighborhood and explains how the Kingston Lane platform allows agents to put marketing, sales and lead gen on autopilot. Listen in for Sharran’s ‘pregame’ listing presentation strategy and learn how to win business before you’ve even walked in the living room! Key Takeaways Sharran’s background in real estate 10 years ‘in the trenches’ Grew Teles Properties 10X in 5 years Why Sharran chose real estate Access to agents (sell products) Opportunity to build better agent What Sharran offers real estate agents Practical tools to use right now Teach delivery of value prop (only statement) Sharran’s listing presentation blueprint Focus on offer, price and terms What’s in it for them? Sharran’s top tips for agents at a listing presentation Don’t tour house first (establish rapport) Proof over promise, demonstrate experience Leave with homework to deliver in 24 hours Sharran’s ‘pregame’ listing presentation strategy 3 value-add touches leading up to appointment Repetition, frequency builds trust What inspired Sharran to start Kingston Lane Grew brokerage to 600 agents, $3.5B in sales Build platform that provides EXECUTION Agents focus on revenue-generating activities Sharran’s geographic layering approach to farming Gain sense of neighborhood quickly 5-day Facebook geotargeting campaign for $100 The other services offered by Kingston Lane 3-click Coming Soon campaign Drag-and-drop OR done-for-you marketing Sharran’s daily live 5AM Club call Provides accountability, discipline Anchor day with community Connect with Sharran Kingston Lane 5AM Club Sharran on Instagram Resources Lab Coat Agents Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

In the wake of sites like Zillow and Redfin, real estate agents only ‘own’ listing data before it goes live on the MLS. Is there a way to leverage that intelligence and create a Coming Soon campaign that generates both buyer and seller leads? How can REALTORS tap into the human desire for insider information and market an off-market listing? Ryan Lipsey is a Senior Account Executive with Ticor Title, a title insurance and trust company based in San Diego, California. But Ryan is much more than just a ‘title guy.’ He creates content for fellow real estate professionals, bringing value to agents by way of an educational forum. Ryan offers in-person workshops on a variety of topics as well as an online platform known as Lipsey Live. He seeks to collaborate with entrepreneurial agents, marketing professionals and mortgage lenders in creating a trusted referral network. Today, Ryan sits down with Jeff to share his mission to solve problems for agents. He walks us through his six-step process for promoting a Coming Soon, an approach that uses a combination of traditional and digital marketing strategies. Ryan discusses the benefits of the ringless voicemail tactic, where to turn for a great landing page, and how live calls are made easier in tandem with other efforts. Listen in for Ryan’s insight around the role vendors can play in bringing value to real estate agents and learn to make the most of a Coming Soon to generate and convert leads! Key Takeaways The type of agent Ryan partners with Entrepreneurial minds who treat as business Scale up to next level, hundreds of deals/year Ryan’s mission to solve problems for agents Solutions around lead gen and conversion No selling, just bring value Ryan’s 6-step plan to tell the coming soon story Landing page Snail mail Ringless voicemail Live calls Door drop Video to Facebook custom audience The efficiency of the ringless voicemail tactic 15 minutes to create campaign Upload spreadsheet How live calls are made easier with other marketing efforts Follow-up call rather than cold call Conversion goes up, confidence boost Ryan’s role in educating real estate agents Depends on state’s compliance regs Educational forums Connect with Ryan Ryan’s Website Ryan on Facebook Call (619) 454-9366 Resources Mike Cuevas Tom Ferry Rick Ruby Gary Vaynerchuk Kingston Lane Hyper-Farmer CallFire LionDesk Slybroadcast Mojo Dialer Vulcan7 Real Geeks Commissions Inc. Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Developing a personal brand is crucial in growing a successful real estate business. But how do you come up with a concept that will attract the right audience? How do you create entertaining content that compels people to keep watching? And once they have started to engage, how do you go about turning viewers into clients? Andrew Greer is a San Diego real estate entrepreneur and investor. His current focus is on multifamily development and subdivision maps, and Andrew is known for working with agents to build out referrals and create lead paths. He is also a master of branding, creating media to both attract new clients and expand his sphere of influence.  Today, Andrew joins Jeff to share the inspiration for Sock Talk, explaining how puppets Pickles and Carrots serve as a thumb-stopper to generate interest on Facebook. He shares his strategy for tracking engagement through Facebook Pixel and sending follow-up ads via the Ads Manager. Andrew offers insight around networking, discussing his BrewRE Meetup Group and the business it has generated over the past three years. Listen in for Andrew’s advice around producing media to entertain your target audience and turning viewers into clients with a strategic marketing funnel! Key Takeaways The format of Sock Talk Interviews with local entrepreneurs Sock puppets serve as thumb-stopper Target young families with children How Andrew turns viewers into clients Use Facebook Pixel to track engagement Target with ads, provide call-to-action Ads ‘follow’ audience to other sites (e.g.: ESPN) Andrew’s BrewRE Meetup Group Free monthly networking event $1M in profit via relationships Andrew’s advice for real estate professionals Never eat alone (expand SOI) Identify target market Andrew’s upcoming new show Not on Zillow to feature off-market properties Curate list of buyers, lock up listing contract Connect with Andrew Sock Talk Andrew on Facebook Andrew on Instagram Resources Lab Coat Agents Facebook Pixel Billy Gene is Marketing Adrule Audience Network Meetup San Diego Real Estate Networking Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

If you’re interested in growing your business as a real estate agent or mortgage professional, video is an essential strategy—and green screen marketing can give you an edge over the same old talking-head videos your competition produces. Justin Barr is the founder Green Screen Video Marketing, a firm that produces, films, and edits video content for social media. Justin works with real estate agents and mortgage brokers to support them in building a brand, educating their database, and entertaining their audience via green screen video.   Today, Justin joins Jeff to explain what attracted him to video as a medium and how he came to start his own marketing business. He shares the fundamentals of green screen, including the tools you need to get started. Justin walks us through several examples of how a real estate agent or mortgage professional might use video to create awareness, build brand recognition, and stay top of mind. Listen in for Justin’s insight around overcoming the fear of being on camera and learn how Green Screen Video Marketing can help you grow your business! Key Takeaways Justin’s background in video Early adopter of video as expression/entertainment Started helping others with editing, production What attracted Justin to video Opportunity to showcase talents, personality Breed success by being true to yourself The fundamentals of green screen video Green cloth on wall to isolate background Add text, music and graphics to tell story How Justin works with people all over the country Client needs cloth, lights, tripod and mic (under $200) Film on iPhone and upload, Justin does editing How real estate and mortgage professionals might use video Property tours/listings and content education Introductory, lifestyle, holiday and personality Grab attention, create awareness and build brand The 80/20 rule applied to video Only 20% of content needs to be business-related ‘Right clients will call you for the right reasons’ The excuses people use for avoiding video Fear of what other people think Time, monetary investment Don’t know where to begin Why creativity is the future of video Keep people guessing, interested Differentiate by standing out Connect with Justin Green Screen Marketing Email greenscreenmarketing@gmail.com Chicago Video Dude on YouTube Green Screen Marketing on YouTube Resources Green Screen Kits Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

The fortune is in the follow-up. Unfortunately, it is unrealistic to expect agents to be slaves to their smartphones, responding to each and every lead it comes in—at any time of the day or night! So how do we solve for follow-up in real estate, knowing that 45% of leads NEVER get a call back and the ones that do have to wait an average of three hours? David Tal is the co-founder and CEO of Agentology, the only 24/7, US-based Inside Sales Agent service. The platform makes it easy to engage and qualify the leads you’re already buying online, contacting prospects within minutes of inquiry and transferring hot leads to you. Agentology treats conversion like a science, developing and refining the best scripts, engagement tactics and conversion technologies to help clients run a more productive business—doubling and even tripling their closings! Today, David sits down with Jeff to share his background as a successful real estate agent and broker and explain how he came to create Agentology to solve a problem in his own business. He describes how the platform works, discussing the process his team of highly-trained ISAs employ to follow up on each and every lead for Agentology clients. David speaks to the cost of the service compared to employing an in-house ISA and offers insight around what sets Agentology apart from auto-responders. Listen in to understand how Agentology is revolutionizing the science of customization and learn how to make the service a part of your real estate team! Key Takeaways David’s background Successful agent, broker for ten years Witnessed transition to IDX sites The impetus for Agentology Agents making single attempt to contact leads Can’t be ‘slave to phone 24/7’ The statistics around lead follow-up 45% of leads never contacted Average response time = 3 hours 3 attempts/lead on average How Agentology works Receive leads in real time, respond within minutes Highly-trained ISAs call 2X, then text and email Respond to 100% of leads (10 attempts in 5 days) Transfer qualified leads to agent with ISA notes The cost of Agentology vs. an in-house ISA ISA = $3K to $5K/month + commission Agentology = $200 to $400/month ($4 to $6/lead) How Agentology approaches leads Introduce as member of agent’s team Backed by best tech, data What differentiates Agentology from other services Not in same bucket as auto-responder Personalized text with offer to call Tracks conversion based on lead source The Agentology user-base More than half of clients are teams Top teams in every major market How Agentology is evolving Custom scripts for niche markets Testing personality profiles How to get started with Agentology Schedule demo on website $300 annual platform fee Connect with David Agentology Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

‘If I don’t execute the small things consistently and well, I can’t have the things that I’m striving for.’ Michael Burke was born with cystic fibrosis, and he has to take eight pills with every meal just to digest his food. That adds up to an incredible half a million pills over a lifetime, but Michael’s approach is to simply focus on the next eight. He applies that same tactic in all aspects of his life, driven by the goal of living a 1% life—choosing one little thing to work on each day in order to be the best version of himself at home, at work and on the marathon course. By thinking BIG yet acting SMALL, Michael has succeeded in exceeding his life expectancy and living an extraordinary life. Michael is the author of Waiting to Die, Running to Live, a memoir of his experience living with chronic illness. Everyone has their own race, and Michael is on a mission to inspire everyone to make it to the ‘finish line’ with grace and strength. To that end, he also does keynote speaking around adopting the mindset to go beyond perceived limits. He presents regularly to groups in the business, sports and healthcare industries. Today, Michael joins Jeff to share the story of his life with cystic fibrosis, explaining the battle between fear and hope that informed his childhood. He offers insight around his success in the hotel industry, describing how the grit necessary to battle chronic disease applied to his work. Michael discusses his decision to take up running as therapy and his unique approach to living what he calls a 1% life. Listen in to understand how thinking BIG yet acting SMALL can help you live your best life! Key Takeaways Michael’s unique approach to life Not limited by expectations, body Concepts apply to business Michael’s childhood with cystic fibrosis Diagnosed at 14 months, given five years to live Digest food with meds, lungs attract bacteria Battle between fear and hope The first steps toward letting go of fear Allowed to play with brothers at age five Soccer, camping and swimming in lake The intersection between disease and business What’s good for one = good for other Execute small things consistently and well Michael’s success in the hotel industry Just live not enough, desire to be best Willing to do things others didn’t want to Director of sales in four years A mindset of compliance vs. engagement Compliance suggests submission Shift from HAVING to WANTING to Michael’s journey as a runner Picked up running as therapy Nine full, 20 half-marathons in decade Michael’s idea of the 1% life Live normal AND extraordinary life Best version of self at home, work The concept of thinking BIG yet acting SMALL Small actions lead to big goal Incremental change leads to exponential growth Michael’s approach to goal-setting Set so big that failure is still success Allow negative emotions to drive action Connect with Michael Michael’s Website Call (314) 283-5985 Resources Waiting to Die, Running to Live by Michael Patrick Burke The Little Things: Why You Really Should Sweat the Small Stuff by Andy Andrews Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Realtors and lenders typically write off leads with poor credit who fail to qualify for a mortgage. But what if we could provide a resource that would help those potential clients get back on their feet? What if we partnered with someone who could help them repair their credit and become loyal customers for life? What if we could be their hero? Ashton Safaie is the founder and lead Credit Hero at Credit Repair Heroes, a company with expertise in FICO scoring, security fraud and credit repair. Ashton’s team has 25-plus years of combined experience, and they work closely with realtors and loan officers to keep them in contact with referrals. Credit Repair Heroes is on a mission to educate clients on improving their credit scores, remove negative items from their credit reports, and help them get the financing they deserve. Today, Ashton joins Jeff to share his own credit repair story, explaining how being his own hero led to the creation of Credit Repair Heroes in 2014. He discusses how ‘doing the right thing’ by paying off old debt can actually work AGAINST you and the extensive misinformation that is spread by collection agencies and other credit repair companies. Listen in to understand what sets Credit Repair Hero apart from its competitors and learn how partnering with Ashton’s team can build YOUR business! Key Takeaways How Ashton got involved with credit repair Out of necessity (medical issues led to low credit score) Sifted through misinformation to repair his own score Founded company to help others in same position How ‘doing the right thing’ works against you Negative items stay on report for seven to ten years Paying off old debt reactivates account, restarts clock The available options for credit repair candidates Ask collection agency to delete items upon payment (require confirmation letter) Work with a company like Credit Repair Hero Wait seven to ten years for items to fall off How the Credit Repair Hero process works Provide free review of recent credit report Educate re: process, tips to improve score Enroll good candidates for program Letters to credit bureaus within 24 hours Receive responses within 30-45 days How Credit Repair Heroes is different from its competitors Don’t do ‘the hard sell’ Work with agents, lenders to provide accurate info Why some clients still fail in repairing their credit Don’t follow through on advice Max out cards or fail to pay down The advantages of partnering with Credit Repair Hero Lumped into ‘hero status’ Loyal clients for life Increased conversion Connect with Ashton Credit Repair Heroes Credit Repair Heroes on YouTube Ashton on Facebook Call (601) 948-5985 Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jef

In 2008, Kevin Markarian was facing an 0-2 count. With nothing to lose, he decided to swing for the fences. Kevin was a successful, young real estate agent in small town Modesto, California. Hit hard by the foreclosure crisis, the community was struggling and so was Kevin. His income had tanked, and he was showing homes that had been gutted, so Kevin decided to hit the reset button and try his hand at a new market in San Francisco. If he was going to fail, he wanted to fail big. Kevin got back to basics and rebuilt his business in the City by the Bay. In 2014, he founded Marker Real Estate, a 45-agent firm with offices in San Francisco and Orange County. Marker is known as one of the nation’s most innovative companies because of their unique approach to digital marketing and robust systems around online lead generation. Kevin has been featured on the California Association of Realtors ‘Tools for Success’ and served as a panelist and speaker for the National Association of Realtors. Today, Kevin sits down with Jeff to share his career reset, explaining the strategies he used to start over in 2008. He addresses the technology tools his team uses now to generate online leads and automate follow-up, offering advice around ‘getting comfortable being uncomfortable.’ Listen in for Kevin’s insight on building a team and learn his genius approach to choosing office space that expands your sphere of influence. Key Takeaways How Kevin got his start in real estate Got license at 21 in Modesto, CA #1 agent with developer by 23 Benefit from being assistant trainer Kevin’s career reset Epicenter of foreclosure crisis Nobody lending, cash deals only Decided to move to San Francisco The fundamentals Kevin relied on to start over in SF Connecting with people, networking Prospecting (6-8 hours of cold calling) Partnering with loan officers Events promoted by bank (e.g.: first-time buyer seminars) The tools Kevin’s team uses now Online lead gen through Facebook, portals and AdWords Agentology, Agent Legend for automated follow-up Kevin’s advice around online lead follow-up Follow-up fast and often ‘Get comfortable being uncomfortable’ The benefits of working on Kevin’s team Leads assigned to agents Learn to build sustainable business Kevin’s approach to starting a brokerage Find pain point in market Create opportunity for others to be successful Kevin’s strategic office spaces Coworking spaces (network, expand sphere) San Francisco Tennis Club Connect with Kevin Marker Real Estate Kevin on Facebook Resources Closing Table Mastermind Google AdWords Agentology Agent Legend Follow Up Boss Lab Coat Agents Covo Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

A single door hanger is not enough. To make an impression and earn the trust of a neighborhood, you need a comprehensive marketing plan that consistently showcases you as the agent-expert in that area. Your website, print materials and Facebook ads should work together to target leads and position you as the go-to real estate professional in that niche market. But how, exactly, do you make all of those pieces work in tandem? Jason Holdinski is the Founding Principal at The Hyper-Farmer, a full-service real estate marketing firm that offers luxury design and print ads as well as top-of-the-line web products. The Hyper-Farmer employs a circle prospecting strategy, elevating the business of the average real estate agent through hyper-local analysis and niche-specific marketing. Jason has an extensive background in real estate marketing, with expertise in advanced web and graphic design and digital marketing strategy. Today, Jason joins Jeff to share The Hyper-Farmer’s hyper-local approach to real estate marketing. He explains how his firm can take your branding to another level, providing a start-to-finish marketing plan that connects web, print and Facebook retargeting for maximum effectiveness. Listen in for Jason’s insight on making your website work for you and learn how The Hyper-Farmer can customize a marketing plan to grow your real estate business! Key Takeaways The benefits of Hyper-Farmer Full-service real estate marketing The fundamentals of an IDX feed IDX = Internet Data Exchange Transfers MLS info to website Jason’s hyper-local approach Pull stats specific to neighborhood Market to niche communities How Hyper-Farmer elevates the business of an average agent Take branding to another level Showcase as neighborhood expert Hyper-Farmer’s most popular service Circle prospecting strategy Hyper-Farmer’s start-to-finish marketing plan Website to complements print ads Facebook retargeting How to make your website work for you View as catalogue, continue to add content How agents can leverage video cards Mail with imbedded video Target niche (i.e.: FSBOs) Jason’s personal approach to working with agents Understand goals, help grow Create buzz through website Add direct mail farming Connect with Jason The Hyper-Farmer Jason on Facebook Email team@hyperfarmer.com Resources Mojo Dialer Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Buying leads is easy. Converting is harder. 100 leads typically generate two closings. But if you look at the statistics, 20 to 40% of the remaining 98 will have moved. What is the secret to converting a good chunk of that 20-40%? Long-term follow-up. Jesse Beaudoin is the Founder and CEO of CallAction, a lead engagement automation platform that helps real estate professionals build long-term follow-up campaigns. Jesse got his start as a telemarketer for a mortgage company at the age of 15. He secured his real estate license at 18 and spent nearly 20 years working as a mortgage broker. A student of marketing, Jesse saw opportunity in the online space and started buying exact-match domain names to generate leads through organic search. He was able to build a business selling those leads to lenders like Quicken Loans and Lending Tree. In January of 2015, Jesse created CallAction to support real estate professionals in instantly responding to inbound leads, and since then, the startup has earned the 2015 BIA/Kelsey Future Stars Audience Award and was a finalist at the 2016 RealogyFWD Innovation Summit. Today, Jesse joins Jeff to share his storied background in the real estate business and his early understanding of how the internet could be used as a marketing tool. He explains the impetus behind CallAction, discussing how mobile-first has changed human behavior and why it’s so important to catch customers at their peak state of interest. Jesse offers insight on the value of a long-term follow-up campaign to boost conversion, walking us through the CallAction process of delivering the right message in the right place at the right time with consistency. Listen in for Jesse’s thoughts on how savvy lenders are using the platform to convert leads for their agent-partners and how to leverage automation so you spend less time chasing leads—and more time building rapport with clients! Key Takeaways The impetus behind CallAction Create consistency in lead follow-up The transition from form-fill to click-to-call Mobile-first has changed behavior (instant gratification) Want high level of service, immediate response Why it’s important to catch customers at their peak state of interest Short attention span due to distractions (85 texts/day) The value of a long-term follow-up campaign 2-3% conversion in first four months 20-40% convert later with consistent follow-up How a CallAction long-term follow-up campaign works Lead data automatically populated to CRM Variety of communication channels (email, text and phone call) Right message in right place at right time with consistency How savvy lenders are driving leads Split lead spend with agent-partner, set up showing appointment on their behalf Develop relationships with FSBOs to prequalify buyers How mobile devices have changed our behavior Create sense of urgency, find someone who can deliver NOW Five minutes of mental bandwidth to accomplish task Connect with Jesse CallAction CallAction Help CallAction Blog CallAction on Facebook CallAction on Twitter Jesse on LinkedIn Resources Inman Connect BIA/Kelsey FSBO Articles on CallAction Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Frustrated by the poor quality of leads you are getting from Facebook? Don’t give up just yet! The problem may be that you simply don’t know how Facebook ad targeting works—and with the help of a professional, you CAN leverage the most powerful ad platform on the planet to the advantage of your real estate business. Travis Thom is the leading Facebook marketing strategist in the real estate industry. He has 15 years of experience as an agent, and Travis’ early adoption of digital marketing strategy led his brokerage to handle 70% of the Albuquerque condo and townhome development market share. In 2014, Travis made the decision to take his marketing expertise to the next level, and he founded Elevated Real Estate Marketing, a global platform that helps real estate agents generate leads and convert them into listings via a Facebook coaching practice and done-for-you campaigns. Travis also serves as an advisor for the real estate vertical of the prestigious Facebook Advisory Group.    Today, Travis sits down with Jeff to share his struggles as a 19-year-old in the real estate industry and his early introduction to digital marketing. He explains how online shopping for an engagement ring led to an AHA moment around Facebook ad retargeting that brought his brokerage further success. Travis walks us through his transition to become an international real estate marketing strategist, discussing the details of how his Facebook coaching group supports agents to troubleshoot and optimize their marketing campaigns. Listen in for Travis’ insight on how Facebook ad targeting works and how you can leverage Elevated REM to generate high-quality leads through the social media platform. Key Takeaways The service provided by Elevated REM Facebook marketing campaigns for real estate industry Travis’ introduction to online marketing Struggled as real estate agent at 19, had to find better way Built landing page, website for developer (2001) Online marketing campaign targeting parents of students Sold out building of condos in six months Developer sent Travis to marketing seminar in Vegas Learned VALS principles (track online behavior, psychology) How Travis applied the VALS training to his real estate business Implement principles on budget, blew past competition Started to play with Facebook in 2007, trial and error Driving traffic to single property websites for each client Travis’ AHA moment around ad retargeting Search for engagement rings online One site showed up again and again, ad changed over time Could apply same strategy to real estate Travis’ success with ad retargeting campaigns 70% of market share in townhouse, condo new construction niche Travis’ shift into real estate marketing Fell in love with marketing, opportunity to play at international level Personal and professional growth, scale to achieve dreams How you can implement Travis’ expertise in your own business Learn on your own for free (content on website) Facebook, one-on-one coaching Done-for-you campaign Travis’ role on the Facebook Advisory Group Advisor in real estate vertical Products, tools built to help agents How Facebook ad targeting works Bidding, Expected Action, Relevancy High-quality leads require proper bid, copy and imagery that resonates with audience Facebook’s ability to predict behavior Owns top four apps, 600 different data points Messenger conversations, browsing habits, geolocation Connect with Travis Travis’ Website Work with Travis Travis on Facebook Travis on Instagram Travis on LinkedIn Resources VALS Framework Free Facebook Messenger Bot Training Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

As real estate professionals, our jobs become easier when we have the time and space to focus on our clients. Technology can afford us that time and space by providing the tools necessary to automate much of our business, but only if we know how to leverage those tools to build systems that work. Enter Lab Coat Agents, a Facebook group of brokers, agents, mortgage brokers and vendors who collaborate in exploring the ‘science of real estate.’ Tristan Ahumada founded the forum in 2014 with the help of Realtor.com in an effort to provide a platform where real estate professionals could ask questions and learn the best strategies for using available technology. The group continues to grow by approximately 2,500 agents per month, currently boasting more than 80K members. In addition to his role as CEO of Lab Coat Agents, Tristan continues to set sales productivity standards in the industry, ranking in the top 3% of Keller Williams nationwide. Today, he joins Jeff to share the Lab Coat Agents origin story. Tristan explains the benefits of becoming a part of the group and the niche platforms that have developed out of the original Facebook forum. Listen in for Tristan’s insight around the future of automation in real estate and learn about Lab Coat Agents’ upcoming live event in June. Key Takeaways The origin of Lab Coat Agents Place to answer questions, collaborate Launched Facebook group in 2014 The benefits of joining Lab Coat Agents Best ways to use technology, systems Ask questions, thought-provoking discussion The available Lab Coat groups Original Facebook group Referrals Broker Edition Book Club Conference Connection The upcoming live event June 26-28 Coronado Island in San Diego Automation, marketing and team building Who benefits from Lab Coat Agents Agents, brokers, mortgage brokers and vendors Tristan’s insight on the future of automation Lead response, chatbots Dynamic automation based on actions Connect with Tristan Lab Coat Agents Facebook Group Lab Coat Agents Website Lab Coat Agents: Referrals Lab Coat Agents: Broker Edition Lab Coat Agents: Book Club Lab Coat Agents: Conference Connection Lab Coat Agents on Twitter Tristan on Twitter Resources Living with the Monks: What Turning Off My Phone Taught Me about Happiness, Gratitude, and Focus by Jesse Itzler Travis Thom Chatfuel Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter

Online platforms like Amazon and Expedia have disrupted entire industries, taking down bookstores and travel agencies respectively in their rise to dominance. Now Zillow similarly threatens real estate—but there is one difference: Greg Hague is not going to take it lying down.  Greg recognized that had booksellers or travel agents organized under one umbrella and designed their own alternative online platforms, they might have taken back their businesses and survived the emergence of digital. He has organized the Stop Zillow Movement, an initiative to create an alternative platform for real estate that is owned and operated by realtors themselves, effectively removing the handcuffs that force agents to upload listings to a third-party site that misleads consumers and discredits the profession.  Greg is a real estate broker and attorney with 50-plus years in the industry and the founder of Real Estate Mavericks, a coaching firm that trains agents to build scalable businesses. Today, he joins Jeff to share his vision for the Stop Zillow Movement. He explains his take on why giving Zillow access to listing data was the single biggest business mistake of all time and offers his Plan to Save Real Estate, a vehicle that will attract buyers away from Zillow and give control back to real estate agents. Listen in to find out how you can get involved in the movement and gain access to the platform that celebrated its launch on February 19. Key Takeaways Why Zillow must be stopped Discredits profession Charges high lead fees Seizes control of listings The aims of the Stop Zillow Movement Build awareness Develop alternative platform The goals of the Stop Zillow crowdfunding campaign Agent engagement Defray cost to develop platform The advantages of the Stop Zillow platform Additional sales, commissions right away Official site owned, operated by realtors Greg’s response to concerns over taking on a $7.5B corporation Everything started somewhere How to get involved with the Stop Zillow Movement Contribute $25 for access to platform Share your feedback Connect with Greg Stop Zillow Real Estate Mavericks Email jenn@realestatemavericks.com Greg on Twitter Resources Career Compass Connect with Jeff Pfitzer Mortgage Team Pfitzer Team on Facebook Jeff on LinkedIn Jeff on Twitter