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Onion Juice Podcast | Real Estate Agent Coaching | hosted by Neil Mathweg

If you’re a real estate agent or broker this show is for you! Onion Juice is both a podcast and a movement, designed to wake up and redefine the real estate industry. So we can build a business we truly love, make a greater impact, while eliminating the stress of it all. They drink orange juice. We drink onion juice. They chase people. We attract people. Hosted by Neil Mathweg a veteran agent, CEO of Madison's fastest growing firm, coach and author. Let’s join the movement now!
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Onion Juice Podcast | Real Estate Agent Coaching | hosted by Neil Mathweg
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May 21, 2018

The Juice Bar is open! In today’s episode, I’ll answer your questions about how to adapt to market changes, how to build a real estate team, setting a marketing budget for new agents, and creating systems and processes that support growth. Join me for this Q & A and then join us over on the Facebook group to interact!

Adapting to market downturn

Bob: I am afraid there will be a market downturn before I get established, what should I do? The truth is, regardless of what the market is doing, there is always an opportunity. It’s not what the market is doing that will determine your success, it’s about how fast you shift, how willing you are to survive. In 2005, I had no idea what a short-sale was...things were rocking and I was feeling good. In 2008, I learned very quickly what a short-sale was because I needed to in order to survive. You have to adjust and shift, stay in front of clients, stay educated, and continue to grow.

How do you educate people on lying realtors who say the market hasn’t shifted and they say they are beyond crazy busy

Rachelle: How do you educate people on lying realtors who say the market hasn’t shifted and they say they are super busy? There may be some realtors who are clueless to any adjustment that is happening and are just programmed to say they are busy. In their case, maybe they don’t know what they don’t know. Remember that we are in the relationship business. People hire us because they trust us, not because of market stats or price listings.

As a new agent, how do I set a budget?

Robert: As a new agent, how do I set a budget? It is easy to think that you need all the bells and whistles up front in order to be successful. A sweet website, Facebook ads, the works...In reality, there are ways to build your business that are very low cost. Creating a newsletter is one way I focused on relationships when I was starting out. I even got the newsletter sponsored, so the cost was minimal. I also used open houses to build relationships at little to no cost. Remember too, a clear plan will help you eliminate spending a lot of time and energy on short-term strategies. Once you are established, supporting your family and taking care of regular expenses, then you can add a great website and marketing dollars to your budget.

How to I build a real estate team?

Karin: How do I build a real estate team? Here is a quick tip when building your real estate team: Hire up! Trust that there are people who will do things better than you can, but don’t let that stop you from hiring them, They will be valuable assets to your team! It can be a struggle to delegate and teach others every step of your process, but the value of recreating yourself is priceless. You should also consider contracting out pieces of your operation. This will save you time and money and allow you to focus on growth.

I have a hard time getting organized, what systems can I use that support growth?

Michelle: I have a hard time getting organized, what systems can I use that support growth? Michelle, great question! Sometimes it’s hard to know where to start when you are trying to create a system. I was the same way. In 2013, I was running solo...no buyers agent, no assistant. That was also the year that I sold around 100 houses, so I HAD TO figure out a system that would save me time and keep me organized. I started with an email template that I would send to buyers. They would fill out all the details, then I would just copy/paste that into an offer. It looked professional and saved me hours! Since then, I have created systems for nearly every part of my business.

Outline of this great episode

  • [0:30] The juice bar is open!
  • [1:15] I am afraid there will be a market downturn before I get established, what should I do?
  • [6:15] How do you educate people on lying realtors who say the market hasn’t shifted and they say they are super busy?
  • [8:30] As a new agent, how do I set a budget?
  • [12:15] How do I build a real estate team?
  • [17:00] I have a hard time getting organized, what systems can I use that support growth?
  • [26:15] What books can I read to help with negotiation?

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts(formerly iTunes)

May 14, 2018

In case you didn’t know, I am not a huge movie guy. I don’t have the attention span to watch a lot of movies, plus I would rather be thinking about other things, like my family or business or my team. Recently, I watched “The Greatest Showman,” a film about the famous P.T. Barnum. After the movie, a quote from P.T. Barnum lingered on my mind, “Comfort is the enemy of progress.” On this episode, I want to take a few minutes to talk about what makes ME uncomfortable, where I have exchanged progress for comfort and encourage you to get comfortable...with being uncomfortable!

Comfort is the enemy of progress

Are you working because you enjoy the challenge and the process, or are you working for comfort? Comfort is not inherently bad, but it can lead to laziness, or “letting off the gas” once you get a little momentum. There have been a few times when I had 2-3 contracts moving forward, which made me feel successful, so I eased off on the marketing and the chase for a bit. Guess what happened? After those contracts closed, I had to scramble to find more clients. I got comfortable and it came back to bite me!

The obstacle is the way

After that quote simmered in my brain for a bit, I had to ask myself, “Neil, where are you choosing comfort?” The answer: calling my sphere of influence. I email my sphere, post on social media and send them newsletters monthly, but I rarely call them...because it makes me uncomfortable. The reality is, these are already people I know, like and trust, so it should be easy to connect with them! If you struggle with this as well, I would encourage you to step into the uncomfortable thing...the fruit from that action will pay off 10x. For some advice on what to say to your sphere when you have nothing to say, check out Episode 134!

Shift from “I have to” to “I get to”

I found a second piece of inspiration this week that I wanted to share. This is not a movie quote, but something I saw on LinkedIn. Try adopting the mindset of “I get to” instead of “I have to.” The effects are powerful! Your boss asks you to stay late...typically you think “I have to stay late.” Try this instead: “I get to be trusted by my boss in a time of pressure, for an important project.” With that in mind, what do you get to do today? I hope this subtle shift will help refocus and re-energize you!

Get ready for the juice bar next week!

Next week is the Onion Juice Bar, and I want to hear your real estate questions! You can email them, message me on Facebook or my other social channels! Next episode, I will do my best to answer each question!

Outline of this great episode

  • [1:15] The Greatest Showman - Comfort is the enemy of progress
  • [2:10] What makes you comfortable in your business?
  • [3:30] Calling my sphere of influence freaks me out
  • [5:30] a clear, congruent means working in your strengths
  • [6:30] Get more out of the fruit that is already growing
  • [9:55] Uncomfortable makes you have to press through
  • [10:55] Mindset hack: change the words “have to” to “get to”
  • [14:15] Next week is the juice bar! Message me your questions!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts(formerly iTunes)

May 7, 2018

Real estate video marketing is one of the most powerful tools you can use in your real estate business. People only do business with people they know, like, trust, and remember… And a video is, by far, the easiest way to stand out online, build authority in your real estate niche, and create an experience that people will never forget. Today, Michael Krisa from Agent Inner Circle joins me to show you how to use real estate videos to build strong relationships with your clients and grow your real estate business!

The platform determines the content

All video content is not created equal. Social is very different from searchable. If you don’t follow the “rules,” your content will not be as effective as you had hoped. Social media is meant for quick blurbs, which get refreshed in the feed in a matter of minutes. A good YouTube video, on the other hand, picks up views and starts climbing with search engine results, 24/7, worldwide. When you are posting video content, it is important to treat YouTube like a search engine, not like a social media platform. Check out episode 131, with Karin Carr to learn more about this!

Good enough is good enough

“No one can relate to your perfection” is a motto every real estate agent should remember when producing video content. If you try to produce perfect videos every time, you will never launch any content. Let’s be honest, the imperfect video will have much better results than the one you never produce. Michael shares a few basic tips to improve the quality of your videos, like making sure the sun is behind the camera (facing you), and putting your phone on “Do Not Disturb” mode while filming, so notifications don’t break your concentration.

Lead with mobile

If you are just starting to produce video content, there is no need to go buy the fancy desktop software to edit your videos. The reality is, those programs are loaded with cool features, but they take hours to learn. Your job is not to become a video editor, but to sell houses. With that in mind, Michael says the best approach is to lead with mobile, meaning the cell phone in your pocket is your most powerful tool! He recommends getting an external mic to help with the audio clarity, like the IRig Lav Mic and a simple editing app like Power Director (Android) or iMovie (IOS).

The 10x10 Strategy

If you need ideas to start producing video content, Michael says to use the 10x10 strategy. Here’s how it works...pick a niche, like “New Home Buyers,” then answer the top 10 questions that niche usually asks, using one question as the subject for each video. As an agent, you probably know 10 more questions about that subject that people don’t think to ask. When you are all said and done, you a have a 20 episode series that you can post as searchable content. In addition, people have gotten to know you a little from those videos, and you have presented yourself as an expert. That’s a great way to build likability and trust!

Outline of this great episode

  • [1:30] Let’s talk video content with Michael Krisa from Agent Inner Circle!
  • [2:00] Video content needs to be something your clients can apply and use
  • [3:45] What video strategy is working the best right now?
  • [5:00] The follow-up video that builds deep roots
  • [6:30] The platform determines the content
  • [10:45] Michael weighs in on what gear you need
  • [12:30] The 1-3 strategy - Video, Audio, Text
  • [13:00] Good enough is good enough
  • [16:45] Why routine is critical
  • [22:00] Lead with mobile
  • [17:30] The 10x10 strategy
  • [26:00] Remember, be yourself….or a more energetic version of yourself

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!


And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Apr 30, 2018

Jason Frazier, aka The Real Estate CIO, joins me on this episode to talk about why EVERY real estate agent should be using a Facebook pixel on their website. If you have no idea what a pixel is or how to use it, listen to this episode of the Onion Juice! Be aware though, once you hear what Jason Frazier has to share, you will have no excuse to start using this powerful marketing tool!

What is a Facebook pixel and what does it do?

The Facebook pixel is a piece of JavaScript code for your website that enables you to measure, optimize and build audiences for your ad campaigns. Once you drive people to your website, you can use the Facebook pixel (which is created for you, in your Ads Manager on Facebook) to track what they do on your site, and then create a custom audience that you can use to retarget and remarket to this group of people so that you can increase your likelihood of a conversion. For example, you can target an ad to users who have visited your website but have never made it to the search registration page, or users who have viewed a specific neighborhood page, or even a specific property page.

Where there is intent, there is a chance to create business

Ok, so you know what a pixel is now. You might be asking “Why do I want to track this information in the first place?” The short answer: Because they have expressed interest. They are no longer “cold” leads. The hardest part of running a successful ad is targeting users who will be interested in the topic of that ad. But by running an ad to this custom audience who has already expressed an interest by visiting your website, you have a far better chance of getting the users to engage. That may be requesting a showing on that property. Or signing up for a home search of “similar homes in the area.” Or really anything else that you want to target this audience for.

Agent Marketer Training

There are so many things to learn in marketing that it can quickly become overwhelming. That's why Jason has developed a program called Agent Marketer Training. He breaks down complicated, multilayered systems into digestible, step-by-step building block courses suitable for any skill level. The course includes topics like culture shift ever in consumerism, why dynamic marketing is going to be the most important asset to attracting more business in this new economy, and how to provide an awesome consumer experience will take your personal brand to the next level, among other things.

Making excuses just means you haven’t made the decision to be great yet

Just because you are uncomfortable learning something new does not mean you can use that as an excuse to not execute. Jason says if you say “I am not able to…,” what you are really communicating is “I don’t want to.” Learning how to be an effective marketer is not complicated, despite what people think. A lot of agents tend to freak out a little when they start implementing things Jason recommends, like the Facebook pixel. He’s heard all the excuses, and still doesn’t think any of them are valid. With a willingness to learn, a good google search and maybe someone looking over your shoulder the first time, you will be well on your way to capturing leads and engaging your clients.

Outline of this great episode

  • [1:30] Jason Frazier is back on the OJ!
  • [3:00] Why every real estate agent should be using a Facebook Pixel
  • [4:30] Your website is your open house, the pixel is your guestbook
  • [7:45] Where there is intent, there is a chance to create business
  • [11:30] How you can automate, but maintain a personal touch
  • [12:00] Check out Jason’s Agent Marketer Training Program
  • [16:00] Marketing allows you to 10x your success
  • [20:30] Most of you guys have all the content in your head, but how do you share it?
  • [24:30] Split testing a Facebook audience
  • [28:15] Making excuses just means you haven’t made the decision to be great yet

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

Apr 23, 2018

Facebook is no longer the new frontier of marketing. It’s become an established channel many real estate agents use to obtain more (and better) leads. So, how do real estate agents capture new leads in today’s technologically advanced society? Facebook, of course! Dustin Brohm is back to share Facebook retargeting strategies to help you, the realtor, get in front of the right people with your Facebook ads.

The Facebook pixel is an effective retargeting tool

Have you ever searched for anything on Amazon – let’s say, a pair of shoes – and then taken a break to scroll through Facebook? There’s a good chance you saw those same shoes advertised on your Facebook wall. This may be creepy, but it isn’t by chance. A Facebook pixel fired when you visited Amazon, allowing the site to retarget you. Real estate agents can do the same thing! A pixel is just a piece of JavaScript code that tracks a specific action. You can get this free snippet of code from Facebook and place it on your website code. Visitors to your site have shown intent, so it makes sense to show them an ad for your services. When you optimize your advertising for a lead conversion, you’re telling Facebook to find engaged prospects who filled out your lead form. Facebook then uses its algorithms to target your ads on the platform to the best possible prospects — those who have already filled out your contact form. This is much more effective than simply targeting prospects by their interest.

Custom Audiences: Lookalike Audiences

If you’re good at your job (which I’m sure you are) you likely have a list of people who recently purchased. With custom audiences you can upload that list to Facebook, and then have Facebook do some magic to find similar individuals (AKA lookalike audiences) who are looking to buy or sell a house. You can also build a custom audience based on your website or social traffic. The settings you can use are endless, so don’t get lost in all the details. Anyone who clicks on a certain page can be one audience, people who watch a percentage (20%, 50%, 75%, etc) of your videos can be another audience, and so on.

How long should I target my custom audience with an ad?

Think of Facebook ads as a way to constantly be refreshing your list of potential clients. Dustin recommends a tiered approach when setting the duration for your ad campaigns. One ad may target visitors who have landed on your site within the last 10-30 days, while another ad may target everyone who has viewed your content in the last 60 days. Not everyone is going to buy after the first interaction (in fact, this is RARE), but targeted ads over 60-120 days will help you build brand recognition that may eventually convert to business.

Motion means higher interaction: use carousel ads to show multiple properties (or multiple rooms in one property)

If you are unfamiliar with the Facebook carousel ad format, get familiar! This ad format is perfect for it’s visual appeal, making real estate the perfect candidate. The carousel ad format essentially allows the advertisers to display a series of images in a catalog type format so viewers can scroll through and view multiple images or listings. The multiple photos also mean this single ad has multiple pathways to convert.

Outline of this great episode

  • [0:45] Facebook ads and audience retargeting
  • [1:15] The OJ “Bill Murray” AKA Dustin Brohm is back!
  • [2:30] Custom audience targeting using Facebook’s retargeting pixel
  • [7:45] Dustin explains Notable Delivery and the ideal ad duration
  • [11:30] Facebook lookalike audiences
  • [15:00] How to use your social media to attract real estate clients
  • [18:30] Dustin shares what he is doing to convert leads
  • [22:30] Check out The Massive Agent Society!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Apr 16, 2018

Do you have a clear plan for marketing your real estate business, or are you just throwing things against the wall to see what sticks? Most of the agents I talk to inside my RoundBox coaching program are chasing shiny objects that end up distracting them from one of the three pillars (Influence, chase, and attraction). Today, I want to share a few marketing tips for real estate agents. Before I launch any marketing, I run every piece of content through these filters to determine how effective they will be. I hope these tips will resonate with you and help you produce better marketing content that will elevate your business to new levels of success!

Follow a clear plan, not shiny objects

The first filter I run any marketing material through is this: does it fit into my established plan, or am I just chasing the latest shiny object? Having a clear plan is the most important step before you do any marketing. Let me put that another way…If nothing is working, that means you have no plan. Developing a clear plan takes focus and hard work (and a good coach), but it gives you a foundation to build on. When I am planning a marketing campaign, be that a postcard, an email, a Facebook post or a YouTube video, I ALWAYS hold it up against my plan to make sure it furthers that goal instead of distracting from it.

Social Vs. Searchable

Here’s a scenario I see often...an agent reaches out to tell me that they published a professional, engaging “New Home Buyers Guide” or similar video on Facebook, then waited for it to be liked, shared and commented on...they are still waiting, because that content is searchable, not social. It was posted in the wrong place, to the wrong audience. In a nutshell, Facebook content is social; it’s entertaining, engaging and usually pretty short. Think about how you interact with Facebook...do you watch every video all the way through? Do you read every word of those long posts? Of course not. You scroll, with the occasional pause to view a little bit of engaging content, then move on. On Youtube, However, you search for specific content, then scroll to find the most relevant content to your search. You might watch a 15-minute video because it kind of relates to your subject. Understanding the nuances of searchable vs. social content is VERY important in today’s marketing landscape! If you want to learn more, check out episode 131 with Karen Carr, where we talk about the important difference between social content and searchable content.

Marketing to people you know vs. marketing to people who have never met you

The content you send to your friends and family needs to look very different from the content you send to people who have never met you. If you send a warm and fluffy, homey newsletter to a client you have never met, it’s going to make them feel weird and disengage. “Why is this random realtor sharing his life goals and dreams and failures with me? I don’t even know this guy…” The content you send to new clients should be glossy, professional and contain calls to action that are proven to be effective. Once you nail that content, you have to send to them consistently. A one-off piece of content is NOT the approach you want to use, trust me!

If you are sending to people you know, the exact opposite is true. You want the content to be warm and inviting, “downhome” even. Why? Because those people know you. They know you are not perfect, and they would rather hear about your goals, struggles, and failures. Proper grammar and tasteful designs are still present, but that content is a snapshot of your life, and no one expects that to be perfect.

The cheese and whiskers

It’s been said that the average consumer is like a mouse when it comes to the way they respond to marketing. A mouse spends all day either looking for cheese or running from whiskers (attached to a cat, of course). In the marketing world, value is the cheese and a pushy sales pitch is the whiskers. As long as you’re providing value, people are going to be attracted to you and the message you have to share. But when you begin putting on the pressure to buy, they’re going to run away. I’ve got some thoughts about how this can apply to your real estate business, so be sure you take the time to listen.

In every market, there is a demand for something

If you ever get discouraged by the real estate market trends, pay attention. The truth is, In every market, there is a demand for something. Successful real estate agents look for where the demand is, then figure out how to stand in front of that demand. During the recession, the demand was short sales. Nobody wanted to do them, because of all the work and communication it took. I had other agents who passed along short sales to me because at that time I was communicating that I was willing to put in the work to get them done. In today’s market, the demand is trying to keep up with all the requests for houses. How is my team standing in front of this demand? We look for houses that haven't hit the market, we ask for the opportunity, and we constantly try to build likeability and trust.

Outline of this great episode

  • [2:15] If nothing is working, that means you have no plan
  • [3:30] Sponsors section
  • [4:00] Have a clear plan, don’t just follow shiny objects
  • [7:15] Understanding social vs. searchable content
  • [11:15] Tips for marketing to people you know
  • [17:00] Marketing to people you don't know
  • [20:24] The cheese and whiskers principle
  • [24:00] In every market, there is a demand for something
  • [26:45] How do I envision my clients responding?
  • [30:45] What filters did you like the best? I want to hear your thoughts!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!


And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Apr 9, 2018

A real estate agent’s sphere of influence is one of their most important professional assets. Handled well, this relational network can become a lead generating powerhouse, fueling your real estate business for years (even decades!). But building your sphere of influence is more than a tactic or strategy: it’s learning how to build authentic, professional relationships with real people. On this episode, I will share 7 tips you can use to connect to your sphere of influence, even when you have nothing to say!

Events, surveys, and "home sold" alerts, Oh my!

Tip #1: Planning an event is a great way to connect with your sphere of influence, and if done correctly, gives you a reason to talk to them up to three times! You can call them to invite them, talk to them at the event, then call afterward to thank them for attending. If planning the event seems like the hard part, remember that the whole thing can be planned in under five minutes...seriously! Call a restaurant and tell them you want to host an event during happy hour. Create a special order item that is named after your business (be creative...imagine patrons and bartenders shouting out the name of your company back and forth…), then order appetizers. Done!

Tip #2: Another tip you can leverage is to create a survey, then call your clients. If I did this, here are the three questions I would ask - 1. If you were looking for a house, where would you go? 2. If you were to refer an agent, who would you call? 3. Do you know anyone looking to buy or sell a house?

Tip #3: Have you ever thought about calling your clients and asking them if they would like to receive “Home Sold” alerts? It’s a great way to stay connected to your sphere of influence and provides useful information. This also allows you to make sure your email database is up to date. Once they agree, you can automate this process to send them emails every time a house in their neighborhood sells.

Create a VIP Club on Facebook

Tip #4: Everyone loves the idea of being a VIP, right? Reach out to your clients and ask them if they are on Facebook. Once you have found their profiles, add them to a private VIP group. This Facebook group is designed to cater to them and make them feel appreciated. One idea you can use is to buy a Starbucks gift card, then take a picture of it and post it in the feed. Tell the VIP’s it’s first come, first serve until the card is all used up. You can also post pictures of useful items that your clients may need that they can reserve! If any of you do this, I would love to hear what creative ideas you come up with to serve your clients!

Newsletters and good old-fashioned phone calls

Tip #5: You all know, I am a huge fan of newsletters! If you don’t have the resources to produce a paper one you send via snail mail, an E-Newsletter is a great alternative! Besides a reason to update your email list, you should call your clients and ask if they want to start receiving it!

Tip #6: This tip may not work for everyone, just depending on your comfort level...Call or text your clients and tell them that the market in your area is up, and you need listings! Ask them if they are looking to sell, or if they know someone who is. It’s straightforward but effective!

You are a media company...but do your real estate clients know that?

Tip #7: One of the ways I build likability and trust is the I Love Madison podcast. It’s a fun show that highlights all the great things about Madison, the city where I live and work. My hope is that people will get to know me through that show, and remember me when they need a real estate agent. I recently found out that only about 5% of my sphere of influence from my real estate business even knows the I Love Madison podcast exists! If you are a media company that happens to sell real estate, call your sphere and tell them about it! Ask them to follow your social media, listen to your podcast or watch your YouTube channel!

Outline of this great episode

  • [1:00] What to say to your sphere of influence when you have nothing to say
  • [2:45] #1 - plan an event
  • [5:00] #2 - Create a survey
  • [6:00] #3 - Setup Home Sold alerts
  • [7:00] #4 - Create a VIP club on Facebook
  • [8:15] #5 Start an E-newsletter
  • [9:00] #6 - Call or text, say that the market is up and you need listings!
  • [10:45] #7 - You are a media company...but do your real estate clients know that?
  • [16:45] You should contact your sphere at least twice a year, here’s how
  • [18:30] I would love to be your coach - check out roundbox coaching!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Apr 2, 2018

When was the last time you got a piece of real mail that you really enjoyed reading? Today on the Onion Juice, Michael Krisa from Service For Life!® joins me to talk about the power of the mailbox, specifically, a custom newsletter that they produce for me to keep me connected to my “power list” of past clients, friends, family and potential new clients. This newsletter is so important to me, it’s one of the top three strategies I focus on to attract business!

It all started with the Mathweg Minute

Real estate newsletters to past and prospective clients can be a fantastic and inexpensive way to build and maintain strong client relationships. I learned this from a mentor in the real estate business back in 2002, which resulted in the creation of my own newsletter I titled “The Mathweg Minute.” After the first year of creating and sending it to my list, I realized I did not have the time to produce great content as often I would have liked. That’s when I found Service For Life!®.

You would think I wrote it myself...but I didn’t

I used to produce every newsletter, which meant writing every block of content and planning extra content that I thought would help build trust and likability. Service For Life!® intentionally creates a newsletter with a “down-home look” my list raves about. It’s not the shiny, corporate direct mail that everybody immediately tosses in the trash. I include real estate information, of course, but Service For Life!® strategically includes “How-To” articles, trivia, tips, and humor to motivate the highest readership and encourage sharing. it’s NOT all about real estate, and that’s one of its success secrets…

It’s all about the touchpoints

The more you can communicate with your “power list,” the more successful you will be at attracting business! Michael says it’s “all about the touch points.” Loosely defined, a touchpoint is a place or point that a customer touches, or interacts, with your brand. When people read my newsletter, I hope that it comes across as warm, genuine and heartfelt, because that is exactly how I want to attract new clients. Imagine the business you could attract if a past client hands a well-crafted newsletter to a friend, and shares a positive story about you at the same time...the value of that interaction will far exceed the commission you make on it.

Are you marketing or just advertising?

Raise your hand if you didn’t know there was a difference between marketing and advertising...Michael says marketing is the science of getting people to do something, while advertising just means you have a lot of money to burn. Each of the newsletters that Service For Life!® produces for me includes several call-to-action sections that encourage people to connect with me. I can set up a number with pre-recorded information about a property I am listing, offer tips like “5 ways to prepare to sell your house” and even a touch point that starts by asking something like “Would you like to know what your neighbor's house sold for?” These are all powerful hooks that are included, and the best part is, I don’t have to write them myself!

Outline of this great episode

  • [0:45] How are you communicating to your sphere of influence?
  • [1:30] The awesome OJ sponsors
  • [2:00] Neil Introduces Michael Krisa from Service For Life!®
  • [4:15] The power of the mailbox
  • [5:15] Remember the “Mathweg Minute?”
  • [7:00] How to target the right list for your newsletter
  • [8:30] I didn’t write it myself, but you would never know that
  • [10:15] The power list
  • [13:30] The letter of the heart approach
  • [17:15] Beyond the mailbox: What are you doing to connect and follow-up?
  • [19:00] Are you marketing or advertising?

Our sponsors:

Resources and Links mentioned in this episode

  • Agentinnercircle.com
  • Serviceforlife.com
    • OJ listeners can use Promo Code “Math67” to get a subscription to Service For Life!® for only $67/Month
    • OJ listeners can use Promo Code “Math588” to get a subscription to Service For Life!® for only $588/year
  • To get my free pdf business plan, text “roundbox” to 44222
  • To get my 11-question listing presentation tips, text “listing” to 44222
  • To contact me about coaching, check out Roundbox Coaching
  • Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
  • And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Mar 26, 2018

If you are a real estate agents who is trying to break out on YouTube, drop everything you are doing and listen to this episode! I promise it will be worth every second! Despite the fact that YouTube gets more search traffic than Bing, Yahoo!, and AOL, many real estate agents fail to leverage the platform. On today’s episode, TJ Kelly joins me to share several YouTube best practices that real estate agents can use to reach more people.

YouTube is a search engine that uses a specific algorithm you can follow

When it comes to ranking YouTube content, TJ Kelly is the man with a plan. When YouTube first launched, part of the algorithm was based on views. The more views your video got, the higher it ranked. Now, YouTube uses a different approach. While they still count aggregate views they do so in conjunction with engagement metrics, which include number of seconds viewed, comments, likes and social shares. TJ said before it was better to pump out a ton of videos with less focus on content. Now, it's better to create content-rich videos that drive user engagement. The first 15 seconds will determine if a viewer will stay engaged, which TJ says is critical. The other factor is the total amount of minutes and seconds your video has been viewed. This is not per user, but overall. Therefore, having longer videos will add more seconds to your count and increase your rankings.

The three P’s of YouTube: Proof, Preview, Proof

TJ recommends using the PPP method when producing content for YouTube. Here’s what that looks like...Preview: First, give the viewer a hint of what the video is all about as soon as the video starts. Proof: Then, establish proof that you know what you’re talking about and can deliver on the topic. Preview: Finally, reiterate what the video is about, this time adding a specific detail that the viewer will learn.

Say your keywords in the video

The latest algorithmic changes to Google’s search engines now take into consideration a more dynamic field of content types. As such, videos, images and transcriptions are now crawlable. Anything you say in a video (especially one that includes subtitles and annotations) can technically impact your ranking signals. Putting your keyword into the title of your video while also saying your keyword throughout the video is a great way to drive home the point of what your video accomplishes, to both viewers and search engines. In line with Google’s shift toward natural language search and high-relevancy content, matching auditory keywords within a video with those utilized in video titles signals that you’re not spamming users and that your video follows through on its title.

Customize video thumbnails

A newer differentiator that is becoming more common on YouTube is creative video thumbnails. Just last year, thumbnails were static images, but they now automatically animate when cursors hover over them. If your video is featured on page 1, it’s likely facing stiff competition from other videos that may better serve viewer intent. So how do you get users to click on your video despite being ranked lower? The key is to make a great first impression by having a customized thumbnail that stands out visually from everything else on the page. Customization can take many forms, including appealing color schemes dynamic banners or design patterns, and Intuitive splash screen/video title combinations.

Outline of this great episode

  • [1:30] Check out the amazing OJ Sponsors
  • [1:50] Neil welcomes TJ Kelly back to the OJ
  • [2:55] Social content vs. search engine content
  • [6:51] The search algorithm Youtube uses to rank content
  • [8:00] Learn the three P’s: Preview, proof, preview
  • [8:50] Winning title formats you can use
  • [11:40] What you should know about YouTube SEO
  • [15:45] How to leverage engagement signals and click through rates
  • [18:37] Designing thumbnails that will get your video noticed
  • [21:45] blogs and YouTube videos are a winning combination!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Mar 19, 2018

Today, Karin Carr joins me on the OJ to share how agents can leverage YouTube to build a business! YouTube is often said to be the second largest search engine in the world after Google itself. Every day, people watch hundreds of millions of hours of video on YouTube, generating billions of views. Having a strong YouTube presence can have an incredible impact on your brand reach and will give you the chance to engage with the millions of visitors of using the platform.

Increase search engine optimization

YouTube is owned by Google and it’s the second most popular search engine on the planet. In real estate, we all know how hard it is to get ranked on the first page of Google because of syndication sites like Zillow, Trulia, or Realtor.com. However, Google will often sprinkle one or two videos into the first page when it thinks that the videos are highly relevant to a person’s search – And these videos come straight from YouTube. So the biggest benefit of creating YouTube videos is definitely SEO.

Searchable vs social

Social media is meant for quick blurbs, which get pushed off the radar and forgotten nearly as quickly as they were posted. A good YouTube video, on the other hand, is exactly the opposite; it snowballs, picks up views, and starts climbing with search engine results, 24/7, worldwide. Karin says it is important to treat YouTube like a search engine, not like a social media platform. This means you can use content to target a specific audience. For example, one video might target local homeowners looking to sell, while another might target local buyers looking for homes in your area or out of town buyers. Your content, title, tags, and keywords will all have an effect on how people find this content. 

Build your attraction pillar with videos

People only do business with people that they know, like, trust, and remember. Video allows you to do all of these at once with ease. When people see you on camera, they get to see all of the little nuances of your personality. From there, you can build an intimate connection with that person. Down the road, when they are ready to buy or sell real estate, you are the one that they are going to remember.

Make It Easy For Google & YouTube To Understand Your Video Content

Taking the extra steps to make your videos easier to find and share will let you take advantage of all that YouTube and videos have to offer along the customer path to purchase. Videos take content to an entirely new level. Karin says your title should be a few words long and include the major keyword for which you want to your video to rank. She also shares how to use tags that fit with your content and that will interest the people for whom the video was intended.

Outline of this great episode

  • [1:45] Check out the OJ sponsors
  • [2:30] Neil introduces Karin Carr
  • [3:45] How Karin got started making YouTube videos
  • [5:45] Karin explains she uses keyword research when planning a video
  • [8:00] Searchable vs social - YouTube is not a social media platform
  • [11:45] Using analytics to show where people are finding your content
  • [14:15] The power of publishing regularly
  • [15:30] How you can maximize the “Evergreen Effect”
  • [15:45] Karin shares video editing resources
  • [16:00] All you need is 4 ideas a month to generate leads
  • [20:00] Is YouTube really that effective? Karin shares some numbers
  • [20:45] Karin’s YouTube Masterclass is coming soon!

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Mar 12, 2018

The Juice Bar is open! In today’s episode I’ll answer your questions about social media, knowing the right time to leave your job, daily routines you can use as an agent and how to encourage a spouse that is frustrated or discouraged about your work as a real estate agent. Chances are, you have asked many of the same questions that these listeners have raised. Join me for this Q & A and then join us over on the Facebook group to interact!

What is the most important daily activity for a new agent?

Follow-up is the most important daily activity a new agent can do. Chances are, you have a list of people who talked to you at one point because they were interested in buying or selling a house. Maybe the timing wasn’t right, maybe life was crazy for a bit...whatever the reason, It’s time to follow-up with that person, they will appreciate the personal communication!

Some of you are running Facebook ads, but not following up with the leads that are generated! That’s crazy! If you have clients from Facebook, your method to attract business is working, so make the time to reach out and provide outstanding customer service! If you do that well, you may not have to chase business as much, as satisfied customers love to share their experience with friends!

As a real estate agent, how can I use YouTube to learn, and promote my business?

There are thousands of videos on YouTube that talk about real estate, so the question “which videos should I watch?” is a valid one. Here’s the problem though, sometimes too much of a good thing is not a good thing. There is so much content on YouTube, it may be more of a distraction if you don’t have a clear plan and a vision for how you want to do business. For example, my team is focused on hosting open houses. With that in mind, I might go on YouTube to search for videos from other agents who have mastered open houses, then copy what they do. I learn and improve, but I am not distracted by all of the other “shiny things” that don’t fit into my clear vision. To hear more on this subject, check out the full episode!

How do you know when it's the best time to leave your job and go all in?

If you have struggled with the idea of leaving another job to pursue real estate full time, here is what I would recommend. When you believe in your vision and have your vision dialed in, it's time to go. That sounds simple, maybe even a little scary, but the reality is, your clear vision will motivate you forward, and your needs will be met as a result. If you need help creating a clear plan, I would love to chat with you! Check out the rest of this episode to learn more!

How can an introvert become a successful agent

I love this question! The idea that extroverts are the most successful real estate agents is a misnomer. I suspect that the agents who consider themselves introverts are also some of the most caring, detail-oriented, attentive people in the business. There are advantages to both personalities. The solution is not your personality, introverted or extroverted, but to build a business around your strengths. What are you good at? How do you best communicate with people? If you are introverted, knocking on doors may be the stuff of nightmares...maybe email and social media campaigns are more your speed? Figure out where you thrive and what brings you the most joy, then build your real estate business from those foundations!

Outline of this great episode

  • [1:15] What is the most important daily activity for a new agent? 
  • [3:15] Every agent needs a clear plan
  • [3:45] How to treat your business like a new business
  • [7:30] What YouTube videos new agents should watch?
  • [10:00] Other than routine shows, how do you break into YouTube marketing?
  • [13:00] Should I join a real estate team?
  • [16:30] How can I get a negative spouse on board with my business?
  • [21:00] What are some good resources on the art of negotiation?
  • [23:45] How do you know when it's best to leave your full-time job and go all in?
  • [25:00] How can an introvert become a successful agent? 

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Mar 5, 2018

I hate to break it to you, but if you’re treating LinkedIn like an old-fashioned Rolodex, you’re doing it wrong. Nearly every industry uses LinkedIn to find and vet job candidates, and over 90% of recruiters rely on the site, according to data from the Society of Human Resource Management. So your profile can’t just be a storage unit for career contacts — it needs to be a living, breathing record of your professional life. Cathy Yerges from RevGrow joins me on this episode to share how real estate agents can maximize their connections on LinkedIn. Cathy says Linked In in the sleeping giant of 2018. You don’t want to miss what she has to say!  

Optimize your profile

Be sure to complete all of the sections including education, certifications, interests and the other section options your profile provides, when applicable. Your profile gives you the option to include a Twitter handle, three websites, company web address, phone number, email address and more — neatly placed in an address file at the lower right-hand corner of your intro box, alongside your LinkedIn URL. This makes it easy for you to find info to contact people on your target list and simpler for hiring managers to contact you.

It’s a social network. So be social

LinkedIn can be a powerful networking tool — if you let it. Instead of just saving the connections you’ve met throughout your professional life, actively engage with contacts by liking, sharing, and commenting on their activity. It’s fine to connect with someone you’ve never met, but make sure you send a customized message in your invitation. Cathy suggests following up with anyone who looks at your profile. The key is to engage people, instead of just broadcasting what it is you do.  

Company pages

LinkedIn's foundations are built upon individual personal profiles, which usually showcase the user's skills, not those of the company they work for. LinkedIn members use the site for numerous reasons, two of which include; following and networking with other professionals or following companies to hear of news and developments from that organization. Unlike your personal LinkedIn profile, your company page can help you display relevant content and services.

Media companies that happen to sell real estate

You guys have heard me say it, the goal is to be media companies that happen to sell real estate. When used effectively, LinkedIn is just one way that agents can provide value and attract more business, instead of chase it. Just like you do for your real estate blog and other social media accounts, posting a significant amount of content is essential to growing leads. Look at some of the best real estate agents and firms on LinkedIn and you’ll notice a trend: They all post content of varying types — links to blog posts, opinion pieces, articles, and curated pieces. Any visual content you create (as long as it’s informative) can help your LinkedIn page. Just as photos, images, and graphics perform well on Pinterest, Instagram, and Facebook, LinkedIn provides another medium you can use to publish multimedia and advance your real estate social media marketing.

Outline of this great episode

  • [1:00] LinkedIn is the sleeping giant 2018
  • [3:00] The “Must Do” list for your profile from Cathy Yerges
  • [4:00] Make it easy for people to contact you
  • [7:15] Always create value
  • [9:30] LinkedIn advertising explained  
  • [12:45] Need some LinkedIn assistance? Cathy can help
  • [13:15] Should you become a premier member?  
  • [14:15] Company pages
  • [16:45] Present your profile and tell people why they should do business with you

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly  iTunes)

Feb 26, 2018

If you not seeing success as a real estate agent, it’s probably because you are not being consistent. Of all the tactics and strategies available to an agent, I think being consistent with your plan is one of the most critical. It’s easy to chase the “shiny objects” or jump from one strategy to another, especially if you don’t feel like one is working. If you are doing this, you are wasting a lot of time an energy. Here is a silver bullet that you can bank on: work hard consistently. Check out this episode to hear more about how you can develop the right plan, set that plan in motion, then rinse and repeat.

Trust the process

You have probably heard the old adage about the gold miners who were digging, but gave up before striking it rich, just a few feet from the gold. Had they dug a little deeper, they would have seen a payday. The moral of the story? Trust the process. If you have been selling real estate for a while, but not seeing the level of success you desire, it’s either because you are following a plan that doesn’t fit you well, you are not being consistent, or some combination of the two. If you are just starting out, you may need a little more time in the business, combined with a congruent plan. I would love to help you get there. If you have been at it awhile, you may need to focus on one thing, then maximize your efforts.

Department of redundancy department

If you want to see success in one area consistently, you will have to repeat a process over and over again. This makes sense when we are talking about fitness or saving or positive habits...strangely enough, many real estate agents don’t follow this same approach when it comes to growing their business. Assuming that you have a great plan in place, the real power comes from your consistency. If you want to grow your business and develop long-lasting relationships with your sphere of influence, listening to this Onion Juice episode is a great place to start!

Develop a congruent plan

As I mentioned above, having the right plan is critical when considering the best approach to selling real estate. My team is focused on mastering open house events and sending out newsletters. I have been successful with this approach, but that may not be the plan you should follow. The truth is, everything can work if you work it.

The results will outweigh the effort...eventually

When you first start selling real estate, chances are the effort will outweigh the results at first. You will spend a lot of time doing things that don’t seem to be working, which is where “trust the process” comes in. As you stay focused and avoid the shiny distractions, the results will soon outweigh the effort. It will be easier to attract leads, people will seek YOU out, instead of you chasing them, you will start to gain momentum...these are the rewarding moments that mean you are doing something right!

Outline of this great episode

  • [0:45] Consistency is the most important thing in your business
  • [1:30] Trust the process
  • [2:30] For a little while, your efforts will outweigh the results...be patient
  • [5:15] What if you don’t have a process?
  • [9:15] The shiny objects syndrome
  • [10:30] Why you need to take 100% responsibility
  • [13:00] How to develop a congruent plan

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Feb 19, 2018

If you have ever googled “how do I manage my time,” you probably know what time blocking is...if not, just imagine you break your day up into 1-hour blocks, then assign a task for each hour. Great strategy, right? Since this is the Onion Juice, and we do things differently here. I want to share with you a better way to manage your time and tasks. I have been using this system with great results! Listen to this episode to learn how day-blocking can help you maximize your workday productivity!

Setting up your daily schedule shouldn’t take all day

You have great intentions to organize your day into time blocks. If you can carve out the time to organize your daily schedule, you are further ahead in the game than most people. I used to organize my schedule in blocks, but I found it didn’t take long for unexpected meetings and conversations to cut into that time, throwing my whole day off. Ever been there? Of course! This is when I discovered day-blocking.   

Why I switched to day-blocking

Scheduling every hour of every day was tough, and it didn't take long before that process seemed to be taxing and tedious. I didn’t always make good choices in this practice, and soon realized I was not alone in this process. So I changed it. Here is the new system I use every week: On Mondays, I call all of my hot leads. Tuesdays I call all of my clients to give them an update on where we are in the process, be that transaction details, listing details listing or any new listings on the MLS. On Wednesday, I contact my top 25. These are my referral partners or other people I am collaborating with. Thursdays are spent on the phone with my entire client list, organized by the alphabet. By the end of the year, every client has received at least two phone calls from me. On Fridays, I look over expired listings and the most recent posts on the MLS for my b-list clients.

Managing my sphere of influence and the chase

This schedule works well, but you might be wondering how I manage all of the other projects, like this podcast, the I Love Madison Show, the other agents I work with in real estate and a social media presence.

Every Monday, I promote the latest episode of the onion juice, as well as the I love Madison show. This means that I am scheduling tweets and facebook posts and sharing the content.  Mondays are also when I meet with my real estate team. Tuesdays are my newsletter day. I use service for life and have been incredibly happy with the results. On Wednesday, I record the I Love Madison Show. Thursday is used to record the Onion Juice podcast, before sending it off to the editing team. Friday is my video production or Youtube day.  

If you want to grow, hire up  

The reason I can manage so many things at once is because I hire up and automate where I can. After recording the podcast episodes, I turn the audio over to Podcast Fast Track, where they prep the audio and write (these) show notes. Many of the social media posts can be automated and scheduled, which saves time. Eventually, I will hire someone to help me promote the podcast episodes as they publish each week. This is how I hire up! Your schedule and activities will look different, of course, but the principle is the same.      

Outline of this great episode

  • [1:30] The day-blocking strategy
  • [5:00]  Sponsors of the OJ
  • [11:00] How I plan my week
  • [13:45] Hiring up

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly  iTunes)

Feb 12, 2018

Whether you’re a new real estate agent or a pro who’s been in the game for years, it’s not uncommon to feel uncertain about how to structure your business, grow your lead database, build relationships, and, ultimately, maximize profits. One common solution to help with these concerns is to hire an experienced, reputable real estate coach - in other words, someone who has dealt with everything you’re going through today and can guide your career in the right direction. This is exactly what I do with Roundbox, the Real Estate coaching program I created to help launch new agents and revitalize agents who have been in the game for awhile but seemed to have lost momentum.

The 3-Pillar Approach

A freshly-licensed agent doesn’t have past numbers to look back on or to analyze what worked and what didn’t. They’re trying to increase production and set up their business, but don’t yet have a working business plan in place, or an idea of what their strengths and weaknesses are. As a real estate coach, I help new agents define and reach goals using a three-pillar approach. These pillars are 1. Your Sphere of Influence, 2. Chase Business and 3. Attract Business. The goal of these three pillars is to help you create a well-rounded plan that sets you up for strong growth and success!

Your sphere of influence

Building your sphere of influence as a real estate agent is one of the most important things you can do. If done well, you can expect to see new business from about 10% of your sphere. There are several ways you can accomplish this. Personally, I use newsletters. Not the digital ones that people delete...I’m talking about sending the real paper to my list. Since few people are still doing this, there is not a lot of noise in this space and people are more likely to share an interesting newsletter than forward an email. The trick to developing your sphere of influence is to be consistent. Roundbox is designed to help you figure out what works best for your business, then help you develop a plan to help you influence your sphere.

How to chase business without the burnout

The second pillar is chasing business. This is often the only pillar that agents focus on. After chasing business for a while, many agents get tired or burnt out and lose the motivation to continue. I believe there is a way to chase business that can be productive and profitable without the burnout. It’s possible, but it takes focus and tenacity to avoid all of the “shiny things” that can distract you. My team is focused on using newsletters and open-houses to increase business. There are hundreds of ways the chase can be accomplished, but what is right for you? Listen to this onion juice episode to hear more on how you can start the chase!

Beyond the chase: what you need to know about attracting business

If you have listened to the Onion Juice before, you know that I often talk about being “media companies that happen to sell real estate.” This is how I attract business instead of always chasing it. In some of the recent episodes, I talk about a few ways that agents can attract business. My friend Caleb Jahr uses a vlog, I have used Facebook Live and Instagram, as well the recently launched I Love Madison Show, a podcast that highlights the city of Madison, Wisconsin. These are the things that work for me and my company. If you want to know more about how you can attract business as a real estate agent, I would encourage you to schedule a 15-min phone call with me, I would love to share ideas and hear your creativity!

Outline of this great episode

  • [2:00] Why you should consider a real estate coach
  • [8:00] Roundbox coaching: Neil introduces the three pillar plan
  • [10:00] 1. Your sphere of influence
  • [11:30] 2. The chase
  • [14:30] 3. The attraction
  • [15:15] Roundbox coaching explained
  • [21:30] Accelerate your success with a real estate coach

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Feb 5, 2018

There is a powerful shift that takes place when you start living your life according to a vision, instead of just living to meet your needs! In the last episode, I talked about how to create a vivid vision for your life. This vision helps you to adopt an abundance mindset and focus on what truly matters. This week, we are going to peel back more of that onion and drink a little more on the subject of vision! If you haven’t listened to episode 124, you should go guzzle that first, it’s still fresh!

Needs vs. Vision

When you roll out of bed in the morning and start thinking about your day, do you focus on how you are going to pay bills, or how you are going to use that day to accomplish a grand vision that adds value to your life and to those around you? Truthfully, we all focus on those needs...there are more of them, and they tend to take up more brain space. What would happen though, if we started our day by clarifying what our vivid vision is, then used that vision to guide our schedule? I think your life would be changed...I know mine has been!

Your vision should light a fire in your soul

Having a vision has clarified what I need to focus on each day, and has lit a fire in my soul to see that vision realized. Every day, I get up excited to go to work, excited to continue selling real estate and leading my team. As I clarified my life vision, I shared that with my team, which in turn fired them up! If you are looking to build a team of people, for real estate or otherwise, the best thing you can do is clarify your vivid vision, then share it! As you lead, encourage the people around you to do the same.

Curly hair, and the houses nobody could sell

Recently, I heard a radio commercial for a salon here in Madison that said they specialize in curly hair. As it happens, my daughter has extremely curly hair, so their commercial immediately caught my attention. Ok, but we are talking about real estate, why does curly hair matter? Because it’s a niche. There may be hundreds of other salons I could take my daughter to, but these guys say they specialize in the one that I am focused on. The same concept applies to your real estate business. When I started out as an agent, I focused on expired listings. I communicated that I could sell the houses that other real estate agents could not. Do you think that caught people’s attention? Absolutely. When you focus on a certain niche, it tends to expand. As it expands, you are positioned as an expert in that area, which makes people trust you and want to do business with you!

What real estate niche can you focus on?

If you are a real estate agent that needs a niche, keep listening! There are hundreds of ways you can approach selling real estate. My team has decided to focus on open houses and being media companies that happen to sell real estate. I know other agents who focus on senior care or providing services for elderly people looking to sell a home, downsize, etc. Military families and law enforcement is another area of real estate that you could focus on. Understanding what military families are looking for means you can easily rule out properties that don’t fit, saving you time. There are hundreds of ways to approach this, I would love to hear some of the niches that you guys are focused on! Here’s to a vivid vision and expanding success!

Outline of this great episode

  • [2:15] The vision you focus on can expand into a niche
  • [9:15] My vision clarified what’s important
  • [12:30] Specialize in one area
  • [17:00] Real estate niche ideas

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Jan 29, 2018

I want you to start living your life according to a vivid vision! Hey juicers, on this episode, I share a powerful concept that will help you stay focused on the vision that drives your company, not just the immediate needs that pop up. The difference is subtle, but the result is remarkable! Listen to this OJ episode to start living according to your vision!

Are you living by a vision or by your needs?

Most of us are used to responding to needs and do everything we can to meet those needs as they arise. This is not inherently bad, those things absolutely need to be addressed, but at what cost? This endless cycle is one reason why people never step into their true purpose. Barry Bennett makes the point that most inventions, scientific advancements, and dramatic accomplishments were done by people who didn’t focus on their need, but rather on something that motivated them. The same is true for how you live your life.

The fires will bow to the vision

Focusing on your needs instead of living according to a grander vision is like running around to put out a bunch of small fires. As long as you are only living to meet your needs, your focus will constantly be on those fires. This is stressful and often means many people never reach their full potential. When you live according to a vision, the fires bow to that vision. It’s fun to work on the things we love, right? We find we have more creativity and passion and energy, things that are usually lacking when we are stressed about meeting the immediate needs in front of us. I am positive there are greater things for you to achieve...stop chasing fires and start chasing your vision!

The abundance mindset

A few episodes ago, I mentioned the abundance mindset vs. the scarcity mindset. I bring it up again because it applies to this concept. If you are just focused on your needs, it’s easy to get into a scarcity mindset. Left unchecked, this scarcity mindset can creep in and affect how you plan for growth, how you hire new team members and undermine your generosity towards others. The opposite is true of the abundance mindset. When the vision is your primary focus, it is easier to understand that the tide raises all ships. You then can lead with creativity and passion. It’s all about the vision. Vision is future, needs are present.

Write down a vivid vision, then move towards it

Here’s what I encourage you to do: write down a vivid vision, then move towards it. This is the critical first step you have to take before you can focus your life and begin to see the abundance that is associated with pursuing that vision. If you are thinking “what does a vivid vision look like,” start by writing down what you want your life to look like in 3-5 years. How old will you be? How old will your children be? What do you want your sales volume to be for your company? How many team members do you plan to have? These are all great places to start. Once you get this stuff written down, figure out what your three pillars will be, then focus your attention solely on those three pillars. Remember, the results of your life are found in the actions you take.

Outline of this great episode

  • [0:30] Are you living by a vision or living by your needs?
  • [6:00] Neil’s inspiration for this episode
  • [8:00] Working on the three pillars
  • [10:30] Vision is future, needs are present
  • [12:15] Working on a vision stimulates creativity
  • [14:30] Write down a vivid vision, then move towards it

Our sponsors:

Resources and Links mentioned in this episode

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

 

Jan 22, 2018

Have you heard that Facebook changes are on the way? It's understandable and I actually love the things that Facebook is going to do. The reason I say that is that lately, Facebook has become less of an enjoyable place for me to spend my time, and that means the people I want to engage with aren't spending as much time there either. Why has it become so unattractive? It's because of all the clickbait and irrelevant posts that wind up in my Facebook feed. But the changes Facebook is making here at the beginning of 2018 are going to help us be more effective in reaching the very people we want to connect with. On this episode, Jason Frazier and I explain why.

The Facebook changes happening are focused on people more than brands. But don’t panic, it’s a good thing for you media companies that happen to sell real estate

It may sound funny to say it this way but the changes Facebook is making and its algorithm are focused more on people than they are on Brands. Yes, Facebook is still an advertising platform and they will still sell advertisements and enable you to target their audience, but it looks like they are tired of user's Facebook feeds being crammed full of junk. On this episode, Jason Frazier and I clarify exactly what Facebook is doing, why the changes are happening, and the impact it should have on us media companies who happen to sell real estate.

Using engagement bait on Facebook is not going to work anymore - it’s going to accomplish ZERO reach on in days ahead. Stay up with these changes

If you have been using Facebook as a place to post clickbait type content, you are about to receive a big wake-up call. Those kinds of posts will no longer even show up on Facebook feeds because Facebook has changed its algorithms. The post that will be highlighted the most are the ones that get engagement, actual comments and conversations going on. That means as a media company that happens to sell real estate, you need to rethink your strategy and build relationships through Facebook, which is what you should have been doing all along. On this episode, Jason Frazier and I highlight the ways we can approach these changes that will be beneficial to us and to those we're trying to reach.

For people who truly want to use social media to build relationships, the Facebook changes coming down the pike are a wonderful thing

If you've been using Facebook and social media in general for that matter to build relationships with people so that you can serve them better, you'll be happy about the changes that are coming to Facebook in 2018. It's wonderful to know that all the junk that is aimed at getting people to click, share, and take some sort of action to purchase the product, are going to go away. Facebook's plan is to highlight engaging content that truly connects people. Isn't that the purpose of social media in the first place? I love it, and on this episode, Jason Frazier and I are going to discuss how you should think about these changes in why you should consider it to be a good thing.

Live videos are going to be even more important as the changes coming to Facebook are rolled out

If you have already been doing live videos you know the power they have when it comes to engaging with people. That is exactly the kind of results that Facebook's changes are aimed at producing. That means that live video is going to rank much higher and be more noticeable in Facebook feeds than ever before. So if you are not doing live video, you need to start. Figure out a way to focus on a cause or a topic that will engage the audience you're trying to reach. That's going to make your posts rank higher, give you the opportunity to build authentic relationships so that you can be known, liked, and trusted, and eventually wind up with new customers because of that engagement. This episode highlights everything we know so far about the Facebook changes coming down the pike.

Outline of this great episode

  • [7:33] Facebook changes are freaking people out - Jason’s going to run it down
  • [8:06] A new focus on relationships with people
  • [8:48] How the Facebook changes are being implemented and what it means for you
  • [12:15] People who’ve been doing this wrong (non personal) are going to be hit
  • [18:04] Why you should never hire another company to post on your behalf
  • [22:45] We aren’t sure what tactics are going to work - but be personal most of all
  • [25:20] Working to adapt to the changes can be an exciting thing
  • [30:20] Why Jason has stopped making jokes about LinkedIn

Our sponsors:

Resources and Links mentioned in this episode

  • Text “OJ Notes” to “44222” to get the notes for this episode (you’ll need them)
  • To get my free pdf business plan, text “roundbox” to 44222
  • To get my 11-question listing presentation tips, text “listing” to 44222
  • To contact me about coaching, check out Roundbox Coaching
  • Join the FACEBOOK Group: Onion Juice - Ideas for Real Estate Agents
  • And… my personal website - NeilMathweg.com

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!


And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Jan 15, 2018

When it comes time to make a course correction in anything that we are doing, it can be a very disconcerting time. In the last episode, the course correction I announced must have seemed like an entire change of focus to many of you. I know that by the feedback I received via social media, especially in The Onion Juice Facebook Group. I get it. I didn't intend to discourage any of you, I wanted to give you a tip about where I see things going. In this episode, I'm trying to clear up the confusion and give you some tips about making the course corrections that fit where your tribe is in their social media journey.

I knew the last episode of this podcast was going to be hard to swallow. I didn't know it would be THAT hard to swallow

The feedback I received from my last episode - the one where I changed my tune a little bit and said that I actually DO think there are some types of bad media - was nothing short of amazing. I had people telling me that I confused them, that their entire media approach was now in question, and one person said they were wrecked by what I had to say. That was not my intention at all. I'm sorry to have discouraged anyone. My goal was to point out that things we have done thus far in our media approach to our businesses - that may have been working at one point - often stop working as the media landscape changes. What do you do then? You make a course correction. If you don't, you will wind up wasting your efforts because less and less will come from them. So, in this episode, I'm making the attempt to get rid of the confusion by clarifying what I meant. I hope you'll take the time to listen.

When you have to make a course correction you can wind up feeling like everything you've done so far was a waste. The truth is, everything you've done has set you up for success

When I first started applying the idea that I needed to be a media company that happened to sell real estate, I produced a game on Facebook called Mathweg Monday Trivia. It was a blast to do and I had a lot of fun getting to know people in my area - Madison Wisconsin. My sole focus was to build relationships with people, which happened in spades. I also happened to get 30 to 40 home sales per year from the connections I made through the game. But somewhere along the line, the momentum that came from that approach to media began to change. I had to make a course correction or else I would suffer diminishing returns. In this episode, I want to help you evaluate your media efforts in order to thoughtfully determine whether it's time for you to make a pivot.

Aspire to be a media company that happens to sell real estate? Then understand that the people who respond to you have something in common. Discover it and lead them

Being a media company that happens to sell real estate is about being a leader to a very specific group of people, you might call them your tribe. They are people who see the world the same way you do, care about the things that you care about, and want to work with people who are generally like them. The point of being a media company that happens to sell real estate is not that you get to have fun creating social media stuff. The point is that you use media as a tool to connect with the people who uniquely resonate with you and your message. But before you get the cart before the horse, you need to find the horse - and that is the cause you will champion that will draw your tribe to you. I explain this a lot better in the audio of this episode so make sure you take the time to listen.

A course correction is not a failure, it is the application of wisdom that allows you to make changes that will sustain your success

I fully expect that everyone who is striving to be a media company that happens to sell real estate will have to make changes in their media approach over time. Very few of us get our message and approach exactly right the first time. Even if we gained a lot of traction with our initial efforts we should still expect that we will have to pivot, at least in some ways, somewhere along the line in order to continue being effective. It's not only because we are always refining our message, it is because people in the world change as time goes on. If we don't change along with our culture and region we become the dinosaurs. Listen to this episode to learn what I've discovered about discovering the need for those kinds of impacting course corrections.

Outline of this great episode

  • [0:27] Why such a bad name for this podcast - and why this episode is talking about the last episode
  • [3:20] My hesitation to bring up this issue last episode in the first place, I didn’t want to wreck you. Sorry :(
  • [09:55] Bad media used to work. No regrets allowed, but when things changed, you could feel it
  • [12:30] Finding your tribe and pivoting to fit their interests better is essential
  • [15:40] Start somewhere - pivots will likely have to happen - it’s not that your media sucks

Resources and Links mentioned in this episode

Our sponsors:

 

Connect with me!

You can find my personal real estate coaching website here

And connect with me on ANY of the following social channels. I LOVE social!


And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Jan 8, 2018

On this episode I am going to say something and that you probably thought you would never hear me say. There is such a thing as bad media. As the social media landscape changes, our approach to social media has to change with it. In this episode, I am going to walk you through some of the changes I have made and why I think that the things I've done in the past won't actually have the same beneficial impact they had back when I first did them. It's a surprising episode that you won't want to miss, so be sure you guzzle the juice on this one.

A couple of examples of “bad media” publication and how these guys made incredible changes that are making a difference

I don't mean to throw anyone under the bus and the guys I'm going to talk about on this episode know that that's not what I'm doing. In fact, they agree with me entirely about the things I'm going to say. Here's the scoop: some of the agents I coach used to do a daily Facebook LIVE show that highlighted current issues. Their hope was that they would get exposure and find potential clients through those daily interactions. But it simply didn't work. It wasn't targeted enough and it wasn't aligned with a cause that would enable them to pull in a specific audience. One of those guys has now adjusted his approach to focus on Veterans and things are beginning to take off. Find out how you can make the tweaks to your media approach that will bring you greater success, on this episode.

Instead of just putting out content, we have to be putting out the RIGHT content for our audience. And we may need to target an entirely new audience!

Every real estate agent can serve every buyer or seller. That is the basic fact of the way the real estate industry works. But not every agent SHOULD be serving every buyer or seller. The reason is, there are people out there with specific needs and interests who are looking for someone with those interests in mind to be their agent. When you are able to center your media efforts around a certain type of buyer or seller and focus all of your media content on that specific demographic, you are able to build momentum like never before. Find out some of the ways that successful agents are making it happen. on this episode.

Media efforts that were working 2 years ago could be adding to the noise now. Find out how to make tweaks to your approach to fit your audience better

I first got the idea that being a media company that happens to sell real estate was the way to go when I began doing my Monday trivia game. I got tons of interaction with the game, it was a lot of fun for everyone involved, and I sold 30 to 40 houses per year from the leads I got interacting with people through the game. But I'm not certain that approach would work today. It's too broad and it doesn't focus on attracting a specific group of people. In this episode, I walk through some of the approaches I've seen work and why I've changed my focus to a very niche, specific type of customer - the trailing spouse.

If you can’t find a cause to champion that you can focus your media around, you're publishing bad media

If you have never heard episode 3 of this podcast I want you to go back and listen to it as soon as you stop listening to this episode. The Reason? In that episode, I talked about the importance of championing a cause and the concept is still at the foundation of everything I do when it comes to publishing media. When you publish media that is not focused around a cause, you are publishing what I consider to be bad media. It's media that is taking up lots of your time but not getting you anywhere because it doesn't attract the specific people you should be attracting. In this episode, I'm going to explain to you how you can avoid the bad media trap.

Outline of this great episode

  • [0:34] Why it’s important that we consider whether our media efforts are bad media
  • [6:27] Neil’s first taste of being a media company - and what he said then
  • [7:50] Why it’s important to have some REASON or CAUSE behind your media
  • [12:23] Why the media efforts that worked 2 years ago are just adding to the noise today

Resources and Links mentioned in this episode

Our sponsors:

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Jan 1, 2018

On this episode, I talk to my friend and coworker Caleb Jahr about vlogging. Yes, I said vlogging. If you are unfamiliar, vlogging is a video blog. Caleb is one of those real estate agents who understands that being a media company that happens to sell real estate is a great way to build trust, be vulnerable and real and help people get to know you. Caleb talks about how he turned a discouraging piece of advice into a successful brand, and how vlogging can add value to your real estate business.

The challenging way is probably the right way

Sometimes the traditional approach is the right approach. In Caleb’s case, that is just the opposite. Soon after starting out as a real estate agent, Caleb approached a mentor to ask about how to sell real estate. His mentor, while well intended, offered that his vlog seemed scattered and made him vulnerable, and he was not sure how it was helping Caleb. This of course would be discouraging, so Caleb stopped vlogging...and the world waited in anticipation for him to publish more content. When he finally started publishing again, he got tons of positive feedback. I should know, I’m addicted to watching his stuff. Caleb’s vlog, which he publishes to a few times a week, documents what he is working on in a day, or life events, such as the birth of his new baby.

You are one piece of content away from breakthrough

Caleb’s videos have not gone viral yet, but that does not discourage him. The reality is, if you are publishing content to youtube or facebook or Instagram, you may be one piece of content away from a breakthrough! You never know what video or picture or caption may speak to someone, who then shares it or likes it and launches your real estate business to new heights.

The long game is 18 months

If you are thinking about starting a vlog to help you sell real estate, keep in mind the long game. On average, it takes 18 months of consistent content before your brand may gain momentum. Don’t get discouraged if you publish a video and only a few people like it initially. At some point, people will look back and see that you have a long history of pushing relevant content, and that will help you build even more credibility!

So you want to start vlogging?

So, you want to start a vlog? Caleb Jahr is someone you should pay attention to in this space. He has even published a video that details the process of how to start a vlog! His advice to agents just starting out is to not overthink it. Nobody is automatically comfortable on camera, content does not have to be polished and perfect, people (usually) don’t yell at you for having a camera on all the time. He also said that when he first started, he did not publish consistently, and that may have hurt him a little. He recommends figuring out a schedule, then creating a theme or an overall story that you want to tell. In the post-editing, add some upbeat music and keep the video short. Check out his “how-to” video below!

Outline of this great episode

  • [1:15] Neil on how vlogging can help real estate agents
  • [10:00] Neil introduces Caleb Jahr live in the studio!
  • [12:00] How Caleb got started Vlogging
  • [13:15] The traditional approach may not always be the right approach
  • [18:00] The Youtube vs. Facebook dynamic
  • [20:30] Caleb shares how to vlog

Resources and Links mentioned in this episode

Our sponsors:

 

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Dec 25, 2017

Merry Christmas, Juicers! You have heard me talk about being a media company that happens to sell Real Estate. In this episode, you can join me behind the curtain to see my approach to starting a media company. I go into detail about how I built and launched the I Love Madison Show! Check out this episode for some great tips on how you can launch your own media company! If you are new to the Onion Juice and want to catch up, you can go back and ear guzzle the last 118 episodes! Don’t worry, they never get stale!

What is the I Love Madison Show?

The I Love Madison show is all about connecting people in the community, especially the “trailing spouses.” If you moved to Madison because your spouse took a new job, it can be very hard to make new friends or find people who share similar interests. I hope the show will help people build community, and highlight all of the amazing places around the city that Madison residents enjoy. Every week, my team will highlight a new meetup for you to explore, interview a Madison resident about their recent move and how they got connected, and feature a local influencer from the city. As a result of these connections and community meetups, I get the chance to meet people in the community, and if the need arises, offer my services as a realtor. This is the power of being a media company that happens to sell real estate.

The ILM Brunch Club

I love Madison is more than just a podcast! Each month leaders from the community will host an event called the I Love Madison Brunch Club. This 90-minute event is designed to connect people to each other and to the needs of the community. Attendees will have 30 minutes to network, followed by 30 minutes of talks based on the idea of “lifestyle.” After the lifestyle talks, there will be topic tables where community members can go to get more information on a particular subject or interest. The goal is to launch the Brunch Club in January of 2018!

The Game of Magnets

There are tons of fun things planned for the I love Madison Show, including the Game of Magnets! There will be magnets with a number and the I Love Madison logo all over town. If you see one of those magnets you can take a picture of it and post to social media. This will “ register” that magnet under your name, and put you in the running to win several prizes. Check out the I Love Madison website, or Episodes 1-2 of the I Love Madison podcast on iTunes for more information!

The Madison Food Tournament

Food is a great way to bring people together, so I decided to host the Madison Food Tournament! Each month, I will choose a restaurant category to feature, then ask all of you I Love Madison listeners to submit your favorite restaurants. The submissions will be narrowed down to a top eight, then top two and a champion will be crowned! I can’t wait to launch this, so make sure you check the I Love Madison website to learn more!

Outline of this great episode

  • [1:00] Sponsors
  • [3:50} I Love Madison Show - connecting people that are new to Madison
  • [4:45] Neil explains each segment of the show
  • [5:15] What is a trailing spouse?
  • [6:15] The I Love Madison Brunch Club - lifestyle networking
  • [7:40] The Insiders guide to Madison
  • [8:40} Game of Magnets
  • [9:40] Madison food tournament explained-
  • [11:00] The tide raises all ships - how being a media company can help you attract more business

Resources and Links mentioned in this episode

Our sponsors:

 

Connect with me!

You can find my personal real estate coaching websitehere

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Dec 18, 2017

Welcome back to the Juice Bar! This is my Q&A session of the Onion Juice Podcast where I answer your real estate questions. On this episode, I’ll be answering questions about agents with ego, handling rejection, and how to plan your most successful open house. I will also give you a few tools you can use as a real estate agent that will help you be successful! Thanks to all of the agents who submitted questions, you guys are awesome! Remember, the juice bar is open every 10th episode, so you can go back and ear-guzzle the previous episodes to hear questions other realtors have submitted, and submit your own questions for future episodes!

The tide raises all ships

As a real estate agents, we want to be successful, but it is easy to let that success go to our heads. I have encountered a number of agents that develop a large ego after attaining a measure of success. Instead of staying humble, these agents elevate themselves over others and usually operate with a scarcity mentality or the mentality that they will not share success because they have to “protect what is theirs.” I think that this mentality ultimately hurts the real estate industry and causes division between agents. Contrastly, operating with an abundance mindset means that there is room for everyone to succeed. If you are working alongside someone who has lost focus on growing together, I would encourage you to continue running your own race. Stay focused on how you want to practice generosity and encouragement. These are the things that will sustain your success long-term. Check out this section of the episode to learn more.

As an agent, how can I deal with rejection?

Many agents struggle with the feeling of being rejected or passed over for a real estate deal. It can crush your spirits and cause you to feel disheartened about your work. I have been in that position many times myself, so I would offer this advice to realtors struggling to maintain confidence through rejection. First off, remember that you are not entitled to anyone’s business. You may be running ads, paying for leads and spending a lot of time looking for new leads. This can lead to a feeling of entitlement, and when that expectation is not met, it turns into frustration. Secondly, I would advise you not to let your successes or rejections become your identity. I have put together a list of resources that you can use to build your confidence and help you handle rejection, as it relates to being a real estate agent. To get your hands on those resources, text the word “strength” to 44222.

How can I drive traffic to my open-house events?

Open-house events are a terrific way to network with people, build trust and create a list to reference later. First off, some of you may just need to be more consistent with hosting open houses. Once or twice a month may feel like a lot, but you may need to host one everyone weekend, depending on your goals. You can also adopt a joint-marketing approach by partnering with other realtors to show several listings. You can host a “poker run,” where your guests travel to five different properties. At each place, your guests receive a playing card, and at the end, whoever has the best hand wins a prize. Jason Frazier also suggests offering a bottle of wine as a free raffle item to your guests. Once the open house is over, you can reach out to the winner with the prize! This is a great way to build trust and likability. It’s important to remember also that there may be multiple buyers who attend your event, so having other options available if the one you are showing sells is a smart idea. I have used an old-school approach and actually knocked on the doors of other houses in the neighborhood, to see if anyone is interested in listing. If you are hoping to up your game in this area, check out this episode! You can also check out episode #101, which focuses just on open houses.

I am on a budget, should I start with the Roundbox Coaching Program or buy an Easy Agent Pro website first?

The best answer is...it depends! Both Roundbox and Easy Agent Pro offer tremendous value to real estate agents, so I would start out by saying if you really want to expand your business, you should consider both long-term. If you are just starting out selling real estate, and you don’t have a clear idea or plan as to the direction you want your business to go, I would love to help you get started. Once we have that plan in place, you will need a place to send your leads and gather information, which is where the Easy Agent Pro website comes in.

Outline of this great episode

  • [6:00] Welcome back to the the juice bar
  • [11:00] Question #1: What approach should we take when dealing with another agent’s inflated ego?
  • [18:15] Question #2: How can agents deal with rejection and lack of confidence?
  • [27:30] Question #3: How can I drive traffic to my open houses?
  • [33:00] Question #4: How can I get more client reviews for my website?
  • [36:30] Question #5: Should I invest in Roundbox coaching or an Easy Agent Pro website first?

Resources and Links mentioned in this episode

sponsors:

Connect with me!

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

Dec 11, 2017

I met Leah Roe at a networking event in Madison, Wisconsin called A Million Cups. She is very well connected in the Madison area and spends a significant amount of time giving back to the community. Ever since Leah told me about the company she started, I have been excited to have her on the OJ as a guest! If you are a real estate agent who is considering hiring a virtual assistant, listen to this episode first, it’s a game-changer!

Military Affiliate Virtual Assistant Network

Leah said she had no intention of starting a business when she asked her sister to be her virtual assistant. Leah wanted to have a greater impact in her community through her work but realized she would need someone to help her handle all of the little details that seemed to eat up her day. Her sister agreed to the position, and did such an outstanding job, Leah’s clients and connections started asking where they could hire a virtual assistant of such high caliber. The result was MAVAN or Military Affiliate Virtual Assistant Network. The goal of MAVAN is to help military spouses re-claim or recreate their professional identities and help professionals increase their impact.

The intersection of identity and Impact

The reality of being a military spouse means moving frequently, often with no control over the destination. Companies are often hesitant to hire military spouses, due to long onboarding processes and a high turnover rate. Leah’s sister, Anna is a military spouse and has experienced all of these setbacks before becoming a virtual assistant. As a MAVAN, Anna has been able to reclaim her professional identity, create another source of income for her family and be the ever-present parent that her children need. The MAVANs Leah hires all have Master’s degrees and several years of business experience. This level of training ensures that each assistant is able to help professionals expand their business impact.

Creating a transformational relationship

Leah says MAVAN creates relationships with impact-driven professionals that are “Transformational, not just transactional.” She looks for clients who want to connect with their assistants and help empower their careers. For the MAVANs, working as a virtual assistant offers the chance to get excited about the work they are doing, provides career advancement opportunities and a community of like-minded individuals. Leah creates these relationships by finding professionals and asking them what tasks are preventing them from making their biggest impact. Once she has a list of the tasks, she reaches out to the MAVAN network to see who is interested in that kind of work. From there, she facilitates a conversation between the professional and the MAVAN.

When real estate agents and MAVANs connect, great things can happen!

As a real estate agent, your day may be filled with small tasks that are preventing you from making the biggest impact possible. Scheduling showings, following up with clients, setting appointments and managing your social media are all valuable, until those tasks prevent you from forming new relationships and acquiring new clients. If you want to take your business to the next level, you should strongly consider hiring a MAVAN! Listen to Leah Roe talk more about how she is helping impact-driven professionals on this outstanding Onion Juice episode!

Outline of this great episode

  • [4:00] The OJ has a new sponsor, Jason Frazier!
  • [9:30] Neil introduces guest Leah Roe, founder of MAVAN
  • [11:00] Leah explains the mission of MAVAN
  • [16:45] How professionals can impact the lives of military spouses
  • [20:15] What’s in it for MAVAN?
  • [23:00] How impact-driven professionals can use MAVAN

Resources and Links mentioned in this episode

Our sponsors:

Connect with me!

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

 

Dec 4, 2017

Most people think that branding consists of your logo and a slogan that you pitch on your website and social media. Jason Frazier, the founder of realestatecio.com joins me to talk about what branding really is, common misconceptions associated with branding and how real estate agents can build a strong brand that helps establish trust.

The 3 pillars of branding

Do your customers choose your brand first? This question gets right to the heart of branding. Branding isn’t about logos or slogans. Branding is about forming a relationship with your customers — a relationship where they know your brand, they like it and trust it. Jason says branding is “what consumers say to other consumers about your business.” Do consumers know about you? If they do, do they like working with you? Lastly, but most important, do they trust you? These are the three critical pillars of growing a successful real estate business. Listen to the rest of the conversation to hear more about building a strong brand!

Commodity vs. brand

There has been a recent shift in how people approach buying and selling real estate. Everything looks the same, agents are all using the same techniques and pitches, companies are trying to feel more personal and individual agents think they need to look for corporate. Essentially, the real estate industry is being commoditized. Jason shares that a commodity just results in a simple transaction, but a brand creates an experience and a uniqueness that people will want to experience over and over.

Camera-first branding

For a long time, “branding” referred to your logo and slogan or the print material your company produced. In today’s camera-first world, logos and slogans are hardly relevant anymore, certainly in the real estate world. Consumers relate to people, not slogans. Jason Frazier says “the about page on a realtor’s website is the second most visited page,” a sign that people care more about who they are working with than what the company logo looks like. If you are a real estate agent publishing content, don’t worry about polishing the content or making everything perfect, your clients don’t care, I promise! Publish content, be personal and vulnerable, and make mistakes...it will pay off in the end!

Jason shares branding tools and tips

Unlike your video and social media content, there are a few things Jason Frazier says every real estate agent NEEDS to do. “Take the time to set up a professional email,” Jason says. It’s easy for free mail services to be replicated by malicious parties posing as you, which can cause huge headaches and even potential scams directed at your clients. “I am not going to work with a mortgage lender whose email ends in @gmail.com,” says Jason, “it’s risky sending personal information over those channels and it makes it harder to establish trust.” He also recommends having your own website in addition to a corporate bio page, if you are working at a large real estate firm. This offers some flexibility regarding the look and feel, allows you to present your personal brand, and “travels” with you if you decide to leave that company. Jason also introduces an amazing software called G Suite, that allows you to streamline your process if you have multiple domains and emails to keep track of.

Outline of this great episode

Integrates into everything, multiple emails, alias domains and other entities

  • [7:45] Neil introduces Jason Frazier
  • [10:30] The 3 pillars of branding
  • [13:00] How a strong brand can help you build trust 
  • [17:15] Commodity vs. brand
  • [21:15] Why your “about page” is the most important page on your website
  • [26:45] Adopt a professional approach
  • [30:30] Jason explains G Suite software

Resources and Links mentioned in this episode

Our sponsors:

  • www.KnightBarry.com - check them out for all your title needs.
  • www.EasyAgentPro.com/OJ - get $100 off by using this link (both my site and my company’s website are EAP sites… check them out below)
  • You know I always talk about being a media company first on the OJ, when it comes to Real Estate. Now I would love to introduce my newest sponsor who is a mortgage company who feels the same way. www.masonmcduffiemortgage.com 

 

Connect with me!

And connect with me on ANY of the following social channels. I LOVE social!

And finally, if you would be so kind - leave a rating and review for the Onion Juice podcast on Apple Podcasts (formerly iTunes)

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