Explore every episode of the podcast Super Agents Live- Selling Real Estate

Todays guest is steven ross an expert in persuasion.  Persuasion is one of my favorite topics because everyday in multiple ways we play persuasion games.  According to game theory everything we do is an act of persuasion---we do this at work, at home, with our kids and with our partners.  For most of us---trying to get another to see the world as we see it is the most important thing and that is never truer than in business.  Whether its on our instagram or on facebook we are trying to persuade others to see the world as we see it or the way we want them to see it.  I would make the argument that persuasion is the single most effective thing we can learn to master in order to shape our lives in a way that we are ultimately happy.

Persuasion starts with our body---our facial expressions extends to our tonality and pace of speech and ends with the content we are delivering.  Often we get into sales pitches and deliver our pitch perfectly only to walk away with a blank contract-------why?  Effective persuasion is part psychology, part sociology and to be effective we need to understand both game theory and be able to be an illusionist knowing what to reveal and when. 

Today I have Steven Ross on the show and if you havent heard our first interview a few years ago I would encourage you to go back and find the episode I think its number 276 we get into doublespeak and subtle words can effectively put people into a more receiving state---we also talk about how to use the power of touch.

Today on the show we bring on Tyler Whitman of the hit show Million Dollar Listing.  We discuss why you need to be a hyper local expert in your market.  We dig into the type of expertise you must develop to differentiate yourself and why differentiation is the difference between winning and going hungry.

Hey everyone--- today on the show I have Greg McDaniel.  Greg has run large teams in the bay area and he has a podcast named real estate uncensored.  

Ive spent a fair amount of time talking with Greg and I enjoy listening to his ideas on how to build a business.  He has a unique and straight forward approach to listing and selling houses and wanted to have greg on as this economy opens up.  

Theres no question that real estate is on the minds of most people in business as its a very direct indicator of a healthy market.  For the last year there has been a large push upward on prices and equity.  By all measures the upward thrust in price appreciation has been largely artificial.  Artificial in the sense that halting foreclosures and evictions has put a stranglehold on inventory.  This stranglehold is set to release very soon and it will be interesting to see what happens.  It may break loose all of the sudden or it may come on gradually.  It really doesnt matter----all that matters is that A)  Its going to break loose in a matter of months and B) that you have positioned yourself to take advantage of the inevitable onslaught once it happens

Todays guest is an elite coach at KW---he only works with agents doing more than a million in GCI.  We talk about the traits that make top producers successful and the pitfalls and trap doors that throttle growth.

@superagentslive

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www.myradioexpert.com

Social media is more than just facebook.  Its everything from Twitter to Pinterest and each platform has its own unique parameters.  Each platform requires a specific voice.  Today we talk about what platforms are best to get your brand noticed and which platforms you should be deploying capital.

www.superagentslive.com

Todays episode is from best selling author Dan Lefave whose book Stepping stones to success is all about mindset.  He shares how he failed in his first business but, was able to turn that around and double his income despite everyone thinking he was going to fail.

Twitter: @superagentslive

Todays episode I go over some of the things I feel you should be implementing for 2018.  What worked in a buyers market in 2016 does not work in a sellers market as we move into 2018.  Most people haven't yet figured out how to navigate these quickly changing waters------I did a quick brain dump on what I am thinking these days.

Join the conversation @superagentslive

Get more listings with radio www.myradioexpert.com

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Today's guest has a surefire method for moving into the luxury market in any city.  We also talk about why hustle matters more than talent and what it takes to win.

Is your business growing or staying flat?  We might be able to help.  Check out some of the things we do to help agents increase their income and their lives

Radio------- www.realestateradioexperts.com

Start your own podcast:  www.viralkast.com

Our coaching program: www.schoolofprofits.com

Todays guest is a guy that has dominated his market with smart marketing ranging from radio to cold calling.  He explains what he does--the ROI he gets and what you should be doing.

Twitter: @superagentslive

www.superagentslive.com go download my free ebook!

Need some help check out www.schoolofprofit.com

Want more listings? Check out www.realestateradioexperts.com

Dean Jackson is the Michael Jordan of marketing and copywriting in the world of real estate.  Today he shares some simple tweaks that can help you convert more leads.

Twitter: @superagentslive

www.superagentslive.com ---- download my free book

Today's guest is a master pitch person----through the school of hard knocks, NLP and persuasion she shows us how to sell more.

Twitter: @superagentslive

Download a copy of my ebook here www.superagentslive.com

This is a super quick episode on how to pitch.  Every has the same structure ----you should be unique

Increasing your production may be as simple as increasing your price point.  Here's how----

Hey everybody--today I bring on Michael Reddington.  Michael is the founder of inquisitive and is a forensic interviewer.  If you dont know what that is----I didnt either.  Michael teaches CEOs how to apply investigative interviewing techniques in their roles as leaders in order to reach their vision and exert  influence. Michael says the cognitive processes that drive interrogation suspects to say “I did it”, is the same process that drive customers to say “I’ll buy it” and employees to say “I’ll do it” are all nearly identical.

Ive had the chris voss the head of the fbi hostage negotiation unit on this show covering similar topics.  I want to know what strategies or tactics I can use to uncover a prospects hidden needs or desires and I want to know how to get them to say yes.  How do you get them to the edge and then over the edge and into yes.  

Before we get to the show I want to tell you about myradioexpert.  Theres one marketing method that all top top producers have in common and that is that they are reaching the right consumers at the right time and there truly is no better way than radio and myradiexpert does it all---they identify the right station with the right demographics.  They negotiation rates and build each client a custom schedule thats within their budget and they write all the copy.  All you have to do is pick up the phone and go on listing appointments.  If you want a listing business----you must do radio. Go to myradioexpert.com or send me a text to 619-301-0823 this may be the thing that changes your business and life.

Today's episode is about how to go from zero to a million in 15 months.  No matter how good your personality is----you need a hook---a USP

Todays guest explains how he did it.

Today's guest is an internet marketing guy that is applying what he has learned online to the world of offline real estate.  Key takeaways is that if you think you have a lead problem---you probably have a conversion problem.

We talk about how you go from 10 deals to 100 -------its really not as hard as you might think

Today's guest has built his business with the end in mind. He works two days a week and makes 7 figures a year.

His background in corporate america gave him a bird eye view on why this industry can be so lucrative and how the competition can be beat. We talk strategy and tactics on building a business that lasts.

Twitter: @superagentslive

www.superagentslive.com

Want to get more listings?  Check out our radio arm www.realestateradioexperts.com

Today we talk about how to be a one call closer.  Todays guest shares how being an actor is paramount to closing deals and helping people make a decision.

We talk about how his background and issues with ADD helped him to develop the self belief in order to launch his own business and go out on his own.

Twitter: @superagentslive

Go to the site www.superagentslive.com and get on my list---I share things with my list that I dont share anywhere else.

Best Selling author comes on the show and shares how to win more brand loyalty, retain talent longer and get stronger through co-opetition.

He grew up on an indian reservation and takes the lessons learned in the wild and often socialistic environment and apply to those lessons to business in this hyper competitive environment.

The key differences in why some companies thrive---some survive and most fail

Join the conversation on Twitter: @superagentslive

Todays guest has been a listener for a year and has done over 70 deals and is on track to make 7 figures.  The key to his success is all execution of simple and inexpensive ideas.

Need some help? Check out www.schoolofprofit.com This is group coaching with actionable advice.

Todays guest is Tony Robbins kid---what has he learned?  How does the most coached coach live?

@thebrokeagent comes on the show and shares what they are doing as the funny guys of real estate--I let this one sit for over a year.  They share how they are taking the industry by storm and stealing the show at conventions around the nation.  Dont miss this one

It took me 24 minutes to figure out what they are actually doing.  Want some comedy?  This is it.

Todays guest covers his scripting techniques he uses to cold call 10 million dollar listings.  We cover how he handles objections and how he developed his unique value proposition.

How to increase your income streams and get more passive income.

This is a wobbly market and our way ahead is still uncertain from an economic perspective.  Wall street is getting a little more nervous  as inflation heats up and the biden administration today has proposed increasing capital gains which will be a forcing function to encourage wealthy people to move cash into tax deferred investment vehicles and there are agencies like the consumer finance bureau that are calling for a continued moratorium on rent and mortgages----all of this points to continued pressure on inventory.

If that's the case there will be more qualified agents competing for the same amount of inventory.  How do you get ahead or differentiate yourself?  I brought on the CEO of BombBomb to talk about how what he thinks is the most compelling way to do this.

A quick note---I say it all the time---the best way to get listings is to reach them at the point where they intend to sell and the best way to do this is radio advertising.  I love the new stuff you can do with fb advertising and funnel building but, there is nothing better than radio to dump ready to list homeowners than with radio.  If you want to know more goto myradioexpert.com and fill out the getting started sheet.

Todays guest shares everything from how to calculate lifetime value to understanding demographics as well as, how to get more referrals.

Today we talk about going back to basics and getting your foundation right.

If your doing 30 deals or less---you need to listen to this episode

Meet Australia's Gary V--the renegade marketer.  We talk about how to get more listings and be more profitable.

Its not often I get to talk with someone with true marketing chops and even rarer when I talk with someone who see's marketing in a similar vein.

We talk about everything from having your own book to how people will turn marketing dollars with zero profit to become a local or national celebrity.

Todays guest is one of only 25 Keller William University coaches.

Her shares how he took a very rough and unstable background and turn it into success.  We talk about why many people make excuses about why they are not succeeding and become "blamethrowers".

@superagentslive

www.superagentslive.com

Are you marketing like a big brand?  Here are some hacks for 2017.

Most smart marketers want to utilize the platforms that will give them the biggest reach and while that works there is one definite drawback--You can't get personal. you using the same marketing tactics as big brands?  Today we discuss the future of 1:1 marketing.

Todays smart marketers understand that we are moving back to pre-industrial revolution type one to one marketing.  We are customizing our messaging to make the most impact on our prospects.  We are using "addressable" channels to create a relationship marketing messages.

@superagentslive

www.superagentslive.com

Today's guest is the guy behind the guy--he invented many of the marketing strategies used in the industry.

In this episode we talk about Direct Response marketing.  What it is and what it isnt----we not only talk about marketing at a high level we get into very detailed "how-to" pieces.   He shares a very detailed marketing strategy that will get you listing contracts over and over.

After breaking marketing down for 40 minutes our guest shares how to generate at least 30 referrals every year.  We talk about the psychology behind referrals---even I learn something about my own psychology around referrals.

Former Head of the FBI shows us how to weaponize our negotiation tactics.  

We all get up to bat but, the difference whether we close that deal is all about our interaction and communication with our propsects.  Todays guest explains how we can win more deals.

@superagentslive

Why is it that some people selling 300 units a year are not profitable?  Todays guest and I dig into this topic and share some tips on getting and staying profitable in the world of real estate.

Today's guest has built one of the most successful expansion team's in the nation.  We talk about how he has done it---the mistakes along the way and what he wishes he knew when he started.

Let me share a few thoughts before we get to the episode.  one of the things to note about the current climate is the lack of inventory in every metro market in the united states.  I just read that there are now two licensed realtors for each home listed.  Those are unreal numbers and we need to consider the implications of the data.  The average shelf life of an agent is 18 months-----career start to finish a year and a half---those agents that do make it will only sell an average of 8 to 12 sides a year most of them on the buy side.

With super constricted inventory will we see that drop-----maybe the average agent will do 4-6 sides.  If that happens we will most likely see the shelf life shrink to less than a year ----maybe?  Will this give rise to larger teams or more teams in general?  One thing is for certain the middle is shrinking----there will be a divide of those crushing it and the rest just scraping by.  

That story is just taking shape.  Will you be one of the crushers or will you get crushed?  The differentiator will be who has the best way to reach the most people at the cheapest cost per person.  For the last 10 years the people that crush it are on radio.  If you want to know more about what radio can do in your market go to myradioexpert.com  fill out the getting started sheet 

Todays episode is all about copywriting.  Writing copy can move the needle---its the basis for every kind of marketing you do-----from writing scripts to facebook ads to direct mail.  Most agents are terrible copy writers---they are ordinary and boring.

Todays guest is the Michael Jordan of copywriting----we talk about everything from building your list to manipulating emotions.

The first part of the show I do a one off on how to close more deals

If you want to get serious about growing your business go to www.superagentslive.com and check out our grow your business tab.

Todays  guest was named as one of the top 25 coaches in the nation by Inman.  We talk about lead generation and why you should categorize your leads as online, offline, free and paid.  We also talk about how to develop your unique selling proposition as well as, some tactics to tune yourself up if you are scared of door knocking

On one episode of Shark Tank, someone demonstrated the "Man Candle" which is of course a line of candles that smell like golf courses. But ...

Have you seen how smug and self-satisfied these inventors are after they give their pitch. They are even shocked when the investors give negative feedback.

The crude, rude and brutal feedback is what we all enjoy seeing, it's the reason the show succeeds, and for psychological reasons I don't have time to explain, we love the feeling we get when we hear Mr Wonderful say, "This is the suckiest suck that ever sucked!"

It's so important to understand, this is a TV show that entertains by having rich investors verbally destroy ideas like Man Candles, Pet Paint or Wired Waffles (all real products.)

On a side note I just filed a lawsuit with a tenant of mine that hasn’t paid his rent in two months---3 days later I got a letter in the mail from Judge Judy inviting me on the show—im probably gonna do it because if I win ---I will the show will pay me instead of me trying to collect from my deadbeat tenant.

Anyhow---lets get back to how actual buyers in our case people that want/need to list their homes.

In the real world, where we all actually live ... our listing prospects do not rip you apart.

They do not say funny and shocking things like ...

- Don't call me, I'll call you.
- I'm not trying to make friends, I'm trying to get my home sold for the most money..

I actually wish my prospects would say those things that way I would know exactly where I stand.

Unfortunately, when they lose interest, when they know for certain they will not buy my products or services, when they want to get out of the meeting, these are the things they will do:

1. Smile, laugh and give encouragement
2. Ask easy softball questions
3. Being overly interested in the tiniest product details
4. Giving you positive feedback and helpful advice during the presentation

Wait a second-----Aren't these things people do when they are interested?

Doesn't engagement, questions and positive feedback show buying intent?

Not in Enterprise Sales. Not in Venture Capital. Not in Private Equity. Not in the Fortune 1000 and most of the time not in the living  room of that million dollar listing

If you're out asking to list someones biggest asset,  these typically are NOT good signs. In a weird twist, it's exactly the opposite: these are all signs that you have lost your audience.

What should be happening?
1. Instead of laughing and quipping jokes they should be leaning forward and looking concentrated (focused on all the new & interesting things you are introducing.)

1. Instead of asking questions on irrelevant facts or sidebar topics, they should be taking notes on the presentation -----this happens to me in every presentation.
2. Instead of giving you advice they should beaskingfor your advice.
3. And if they really aren't understanding your key ideas, they should be giving you direct and brutal feedback that the meeting is off-track.

Getting direct, somewhat rude and even brutal feedback can be great, because you know where you are in the sale. Of course it's not a positive sign, but now you can adjust quickly.

So, Is there anything you can do if your audience is just feigning interest?

What to Do:

1. When they are smiling, joking, laughing: I will laugh along for a bit and then get extremely serious. Say “it’s all fun and games until you blow 50K and 6 months before you realize your marketing isn’t working”
2. Don’t give long-drawn-out answers to basic softball questions. Answer simple, no-brainer questions with ever shorter statements. Shrug those off. “That's always a good topic, but we have limited time here so let’s focus on the big stuff…”
3. Don’t let them give you advice. Cut that conversation thread off immediately. You're the expert, you know this product better than anyone, and you're here to make a sale or close a deal. Today, you're not looking for a mentor, you're looking for a buyer. Stay focused onthat 

In the final analysis we all needed to be more guarded and observant for real buying signs.

What are the false buying signs that you often see?  Send them to me and I will publish them in a blog.

If you have colleagues who should know this, share this article with them and see if they agree.

If you want to get serious about growing your business go to www.superagentslive.com and check out our grow your business tab.

Toby

Building a business is hard.  We all need a good work ethic and it doesnt hurt if we get lucky along the way.  Most small business fail in the first 18 months ---it takes something special to build a company that has been growing for the last 40 years.

Todays guest shares some of his hard earned wisdom about how he stays ahead of the competition and how he has stayed nimble and dodged everything from recessions to school yard fights

Thats it!  You want more of these kinds of sessions let me know or just sign up for schoolofprofit.com

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Ready to level up and do radio?  Go to www.realestateradioexperts.com and see how you can double your business

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Need some help?  Check out www.schoolofprofits.com

If you ever wonder how we consistently get good content its not a stretch to say that we have to dig and dig----there are many interviews that we just dont air because they have no or very little value and we value your time.  Todays 20 minute episode is a look into the backend of what we go through to bring you good content.

All names were taken out of the recording

Check out our new site www.copyandsend.com email marketing made easy

Todays guest is a sales and persuasion expert that shows us how to use language to influence a persons thinking and behavior.

Todays guest has been on Dr Phil and was portrayed by Tom Cruise in the movie Magnolia.

Ross shows us how to capture emotion so that you can insert filters using language--he even shows us how to embed commands using specific phrasing.

We get into this at a very granular way.  I loved this episode--hope you find it as fascinating as I did.

Join the Conversation Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast? Check out www.viralkast.com

Need some help? Check out www.schoolofprofits.

Go to www.getlistingssummit.com to get your free summit ticket.

Today's guest looks a lot like you--40 deals a year and wanting to grow.  We talk about the mistakes he has made along the way in both launching new business, hiring the wrong people and spending money where he should have never deployed capital.

Our sponsor is wizehire.com--take the guesswork out of hiring.

Join the Conversation Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast? Check out www.viralkast.com

Need some help? Check out www.schoolofprofits.

Go to www.getlistingssummit.com to get your free summit ticket.

Today's guest shares how he bought his first house while he was in college and was forced to sell.  While he first thought selling his house was nothing but a huge hassle quickly learned that he made 50K on a 10K investment.  He had never heard of "flipping" but, he was hooked.

He explains how that was the start of his career in real estate and went from flipping to starting his own brokerage to now selling real estate in a traditional model.  He has learned a lot along the way including mainstays like "If you take care of the client the business will take care of itself".

It took a few years but, he stumbled onto a strategy that I've never heard before in real estate----he has built a marketplace matching sellers to sellers and his unique value proposition is so strong that he easily does 100+ deals a year.

If you are interested in getting a free ticket to our virtual conference please send me an email to superagentslive@gmail.com

 You can go to www.wizehire.com to get a free personality profile and the 240 task list in real estate.

Join the Conversation Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast? Check out www.viralkast.com

Need some help? Check out www.schoolofprofits.

Todays guest is a psychologist that has written the DISC profile tool for Anthony Robbins.  In this episode we discussed how smart entrepreneurs use their personality profile to find flow in their business and make better hiring decisions.

We talk about how you can use this for personal growth and finding talent that is best suited for the job opening that you are trying to fill.  In real estate there are essentially 4 types of sales roles---the listing agent, the inside sales agent, the buyers agent and the helper.

If you want to go to our virtual summit conference go to www.getlistingssummit.com and get your free ticket.

 You can go to www.wizehire.com to get a free personality profile and the 240 task list in real estate.

Join the Conversation Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio? Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast? Check out www.viralkast.com

Need some help? Check out www.schoolofprofits.

This is the Thanksgiving episode------How do you hire?  What is team culture fit and making your first hires

Today on the show I bring on a speaker, trainer and author.  We talk about her new book brand clarity.  we talk about what it really means to build a brand.  I get frustrated many times when people speak of branding.  Typically when people speak about branding they are talking about their logo or maybe they are talking about a particular ad campaign.  I particularly hear this when I see someone spend money on some useless form of advertising-----when it doesnt work meaning generate actual calls they will say its for branding.

Todays guest talks about branding as something more fundamental.  She explains how a brand is an authentic representation of your values and concepts.  She explains how to create your brand as well as, how once fully formed will inform all of your messaging---from the way one approaches a market to the type of people one works with.  I particularly resonated with idea that if my brand is authentic to my way of interacting with the world I will attract the type of people I want to work with and the types of deals I most desire.

This was a fantastic conversation---I hope you enjoy it as much as I did.

Today's guest is a branding and marketing expert and fellow podcaster.  Michael Oneal of the solopreneurhour.com comes and shares his expertise on how to build amazing relationships, how to dominate your farm and why "Hustle" is the most important thing you can have.

Michael is a world class podcast host and all around good guy who has interviewed some of the biggest names in media and sports.

Join the Conversation

Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio?  Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast?  Check out www.viralkast.com

Need some help?  Check out www.schoolofprofits.com

Todays guest will close 50 deals her first year with a zero dollar marketing budget.  We dig into her story--going from selling cell phones this single mother of two had a lot of hustle and she shares how she will have a very successful first year.

With no admin and no marketing budget and almost no training she focused on expired's and surprisingly made it work without a multi prong approach.

In this episode I give her some ideas on what I would do in her shoes.  There are some nuggets in this one---just listen all the way through.

Join the Conversation

Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio?  Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast?  Check out www.viralkast.com

Need some help?  Check out www.schoolofprofits.com

Todays guest is a trainer that wants to change the industry.  He realized very early in his career that most agents and the industry was commoditized and when you become a commodity-----price pressure is not very far behind. 

He set out to change the consumer experience from an agent centric to a consumer centric process.  He feels that if you can provide a unified and high experience like big brands like Hilton or Mercedes you can charge a high end price.

We spend some time talking about mindset and he shares how when he made it by all outside metrics he felt empty----he didnt feel right--like he was extracting from his clients instead of being additive.

At the end he shares a course that he built for agents that want to level up make more money and with more joy.  Theres a 500 dollar promo code at the end.

Join the Conversation

Follow me on twitter @superagentslive

Hashtag: #unpackthatidea

Ready to level up and do radio?  Go to www.realestateradioexperts.com and see how you can double your business

Want to start your own podcast?  Check out www.viralkast.com

Need some help?  Check out www.schoolofprofits.com