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Agent Rise with Neil Mathweg (formally Onion Juice)

Agent Rise with Neil Mathweg is for real estate agent who want to be uncommon, bring clarity to their business, and want to breakthrough all the noise to build a thriving real estate business. Agent Rise 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. Hosted by Neil Mathweg, a veteran agent in Madison, WI and real estate agent coach and speaker. Let’s join the movement now! Agent Rise was formerly known as the Onion Juice Podcast.
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Agent Rise with Neil Mathweg (formally Onion Juice)
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Now displaying: Page 2
Jun 8, 2020

Resources and Links mentioned in this episode

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

Jun 1, 2020

If you’re like most agents I talk with they are overwhelmed by knowing what to say and when to say it. They feel they need to have the right script for every moment. Now don’t get me wrong, having a script is great, but when it burdens you to remember it so much that you won’t step out because you’re afraid you’ll mess it up. Then at that point, the script complicates things too much and begins to work against you. And that’s when I feel we over complicate things. Not only do I feel we do that with scripts, but I feel we do that with a lot of other things in this business. We’re going to unpack those today. 

 

Resources and Links mentioned in this episode

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

May 25, 2020

If you’re like most agents you have a client every once in a while that just sucks the life out of you. No matter what you do you can’t win them over. It leaves you feeling defeated, full of anxiety, and to the point where you wonder if you even like this business anymore. 

Today, I want to show you how to get past this, regain your confidence, and continue to flourish in your career.

Resources and Links mentioned in this episode

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

May 18, 2020

Resources and Links mentioned in this episode

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

May 11, 2020

5 Things Real Estate Agents Do That Prevents You From Getting To The Next Level

Resources and Links mentioned in this episode

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

May 4, 2020

The 7 Biggest Mistakes Real Estate Agents Need To Avoid

Apr 27, 2020

Imagine your social media plan actually having a purpose, increasing your top of mind awareness, AND turning those online relationships into real-life clients. This is a real estate agent's dream-come-true, right? Well... it's actually possible and more attainable than you might think. In this Facebook Live, I'll give you the exact strategies our team has used to give our social media a purpose, start relationships with thousands of people in our community, and actually start conversations about their real estate needs.

Video Replay - https://youtu.be/9BNgyQnOn9M

Agent Rise Bootcamp - agentrisecoaching.com/bootcamp

 

Apr 20, 2020

Imagine thousands of people in your community knowing you by name, interacting with you online, and coming to your events. This is a real estate agent's dream-come-true, right? Well... it's actually possible and more attainable than you might think. In this episode, I'll give you the exact strategies our team has used to start relationships with thousands of people in our community. We'll also share how we turn those online relationships into real-life clients and friends through our engaging events. If you love being a small fish in a big pond, or you seriously enjoy grinding it out to reach your community, this episode isn't for you. 

Join us live at facebook.com/agentrise to see all the visuals of this episode.

 

Social Media On Purpose

We are calling these ecosystems. We’ve created an ecosystem for our community and I’m revealing this one to you today. We have also built ecosystems for first time buyers, military, vacation home sales, Senior housing, family focus, and other niches. We are going to roll out all of them inside Agent Rise in the upcoming Agent Rise Bootcamp  - agentrisecoaching.com/bootcamp

Resources and Links mentioned in this episode

  • Agent Rise Webathon 2020 – For the replay, slides, resources from the recent Webathon, text AGENTRISE to 44222
  • Head to AgentOnTheRise.com to register for the free masterclass: How to Get Your Dream Real Estate Business Without Ever Cold Calling
  • Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
  • To learn more about coaching, go to www.agentrisecoaching.com

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

Apr 13, 2020

Are you like me? You hate the word “prospecting” or when they say “If you want to be successful you have to pick up the phone.” I agree that way works. There are a lot of successful agents out there because they dial for dollars all day. But I also think it's a great way to hate your career and eventually burn out. 

I get really frustrated when they say “it’s the only way”. 

Today, I want to give three secrets to build your dream business in real estate, without ever making a cold call.

Secret #1: Real estate is more about having a clear plan than “grinding it out” on cold calls; 

 

Secret #2: When I know my strengths, I don’t need to cold call; 

 

Secret #3: If I’m consistent, I’ll grow my business without cold calls.” 

 

 

Register for Agent Rise Bootcamp - Begins May 7th! - www.agentrisecoaching.com/bootcamp

 

Apr 6, 2020

Right around the time we were planning our recent 17-day road trip, we heard a message from Robby Dawkins. In the message, he said, “the door at the grocery store only opens if you walk into it. You can’t open the door by standing in the parking lot.  Walk into the door and it will open.” 

We kept that “step into the door” mindset the entire trip. Many times we felt we were at the end and then we took one more step. And every time we did, the door opened. Every single time. 

Are you stepping into the door?

Today, I want to share ways we've recently stepped into the door, and how I hope it will be an encouragement to you.

Resources and Links mentioned in this episode

  • Agent Rise Webathon 2020 – For the replay, slides, resources from the recent Webathon, text AGENTRISE to 44222
  • Head to AgentOnTheRise.com to register for the free masterclass: How to Get Your Dream Real Estate Business Without Ever Cold Calling
  • Join the Agent Rise Facebook Group (free) at www.Facebook.com/groups/agentrise
  • To learn more about coaching, go to www.agentrisecoaching.com

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

Mar 30, 2020

There are two things we need to focus on:

1) staying social with our sphere. 

2) building an asset for the future. 

 

STAYING SOCIAL

- Masterminds

- Trivia Night

- Virtual Open Houses

- VIP Groups

- List of all restaurants open for carryout or delivery

- Promote restaurants on Instagram stories

- Flower share (or with Pizza) 

- Watch Party

- House concert

- Virtual happy hour 

- Book Club

- Personal hand-written notes 

 

BUILD AN ASSET during these times 

  1. First Time Buyer EcoSystem 
  2. Investors EcoSystem
  3. Senior Housing EcoSystem
  4. YouTube Channel
    1. Living in _____
    2. Moving to _____
    3. Best Neighborhoods in __

Resources and Links mentioned in this episode

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

Mar 23, 2020

Limitations bring opportunity

You have two choices - (1) you can submit to the fear, freeze, and throw in the towel. Or (2) believe this gives me the opportunity to emerge as a leader, there are going to be an abundance of opportunities to do business virtually, and I’m gonna serve my community to the best of my ability.  

Examples of opportunities that are arising thus far:

  • Virtual open houses - with a CTA for a private FaceTime 
  • Virtual closings - “couch to closing”
  • Say goodbye to “time sucks” - we are learning a new way of doing business that I think will stick around for many years to come. 
  • Stay in front of people - zoom calls - meetups - happy hour - bombbomb
  • Facebook Lives, YouTube videos - time to double down. 
  • Stay home and work on systems, your database, website 

Ideas others are doing in their community:

Stephanie: “To keep a local florist afloat, members of my community are sending each other bouquets. Once you have a bouquet sent to you, you send a bouquet to another friend, and then they send a bouquet to someone else, and on and on.”

Riley in NYC: “Sauce Pizzeria is delivering free pizzas to hospitals every day, giving you the opportunity to donate a pizza and they'll match it.”

Perry in Reunion, CO: “A Facebook page was started in our community called ‘I Need This!’ It’s a place for community members to connect and help each other. Some people reached out because they need groceries, so there are others that go deliver what they need.”

Bridget in Portland, OR: “I want to give a shout out to Trophy Cupcakes in Seattle. If you order cupcakes for delivery to non-profits, underserved communities and others in need, they’ll pay it forward when they’re back on their feet.”

Pat in CA: “A neighbor printed a flyer and offered to bring food and supplies to seniors in the neighborhood. She put her two small children in a wagon and put the flyers in the mailboxes of her neighbors.”

This all came from a free email I receive every morning from a blog called the Morning Brew. Thanks for the tip Scott Hack! It’s a great read every morning. Subscribe here - https://link.morningbrew.com/click/19787127.1576454/aHR0cHM6Ly93d3cubW9ybmluZ2JyZXcuY29tL2RhaWx5L3IvP2tpZD1jNTc1ZTcwMA/5e624351639ec819664aa1f5B243f68bd 

Resources and Links mentioned in this episode

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

 

Mar 16, 2020

I have a dream to buy an RV and travel the country to give talks and coach agents in one city after another. (Crazy I know, but so real in my mind!)

Two weeks ago I booked a speaking engagement in Louisville, Kentucky. Jenny and I were on date night and I said, “wouldn’t it be great if we had the RV and could all go!?”  Jenny then said, “why do we need the RV, let’s just GO WITH WHAT WE HAVE!”

She is so right! It was such a moment in our journey towards our vision. So with that...we are loading up the Honda Odyssey and hitting the road! 

Have you ever done this? Like for example, you want to start producing videos for your business, but you don’t like the camera you have, the audio isn’t the best, I need better lights, or my backdrop doesn’t look good?

Ever been there?

Do you feel like you have to have it all together before you even get started? 

If so, take Jenny’s advice and go with what you have!

Resources and Links mentioned in this episode

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

 

Mar 9, 2020

The other day I had an agent ask, “How do you keep the balance/focus/abundance and positive mindset when one lead after another go the other direction.”  She said, “I’ve had 8 potential deals "new solid leads" buy/sell or just a sell and buy etc. and recently they all start to fizzle out. Excuses start to come "Oh we are going to keep renting, oh we have decided to move next year now, Oh we have decided to just keep our place for the time being. Just really weird things but how do you keep the mindset of "abundance, there is more, keep pushing, the next deal will come".

The percentage of lead to close ratio is less than you think. 

Most agents think they close 80% or more the leads that are pre-approved and ready to go. When the truth is the number is actually closer to 20%. 

Dream Phase Just Got Extended

You’ll find that most buyers will come back, it’s only because their dream phase was extended. Some buyers will buy in the beginning of a dream phase, and some will extend their dream phase. Regardless, you need to stick with them throughout this process. 

Continue to MatchMake

The first report is not the last report. When someone says they want to take a break. Understand that they pretty much just want to stop wasting your time, they want to hit the pause button on looking, but deep down the dream remains alive. Continue to search for them. When you call them acknowledge they are taking a break, but say, “I found this one and thought of you. I understand you’re on the sidelines, but I couldn’t resist at least letting you know.”  Just don’t make the mistake of checking them off, and waiting for them to call you to re-engage. You just never know when the right house will kick start their search again. 

It’s all about relationships 

In the end, you have to realize that someone that has reached out to you to buy or sell has taken a very big step in the relationship department. To many of us have taken this for granted. It’s important that you stick with them.

Resources and Links mentioned in this episode

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

Mar 2, 2020

Are you in the middle of the winter grind and just feeling like you’re spinning your wheels? I get it. You might be like an agent I was just talking with where his cash has depleted.  He is wasting a lot of time figuring out how he is going to navigate through the mess, what bills he’s going to pay and want ones he’s going to go delinquent on.  

Real-life stuff here, right? 

In this episode, I want to give you the courage to stay with it. I want to share three things you need to do to stay on the right track.

Working According to your vision, not according to your needs

Often when we get stuck like this, we lose focus on our vision or our plans.  In Agent Rise, we often talk about our three-pillar plan.  When money gets tight, we often see a slip up with our mailings to our sphere, we stop our Facebook Ads, and some of us will freeze up.  We can't do this, and instead, need to keep focused on our vision.  I'll explain this and how to avoid it in this episode.

Don't get sucked into the shiny object syndrome. 

When things are going your way, our first reaction is to make a change in our plan.  This will veer you away from something that is about to work if you just stay consistent.  By switching you will experience a switch cost that we talk about in detail in this episode.  

The engine that needs to be running to dig you out of the hole you're in, all comes from MatchMaking. 

You need to be diligent in finding your buyers the property they are looking for.  Sitting back and waiting for it to happen will only keep you in this rut.  Make it happen by finding the property for them.  Anyone you are working to earn their business will see this, and chances are you'll compel them to work with you.  

Resources and Links mentioned in this episode

Feb 24, 2020

Getting a buyer’s criteria is only half of the equation—you also NEED inventory to matchmake them with. When there is very little inventory in the market for you to choose from it can be disheartening. You have to dig deeper and be creative with your search process. In this episode of Agent Rise, I’m going to share SIX ways you can source inventory to present to your buyers. 

Option #1: Send out mailings in neighborhoods

The first way you can source more inventory is by sending out a mailer in a neighborhood you know your client is interested in. It can be a letter directly from the family or you as the realtor. Attach your contact info, state you’re interested in a home in the area, and let them know they can give you a call. 

Option #2: Look at expired listings

Look at expired listings from 2012-2017 where the house sat on the market and didn’t sell. Send the owner a letter with the customer version of the MLS listing attached. Let them know you have an interested buyer and see if they’d be willing to let them see the house. They don’t have to list it, stage it, or get professional photos done—they just have to schedule a time the buyer can see it. 

Option #3: Look at the FSBO market

Everyone wants to avoid these because you have to negotiate for your commission. But Zillow, Craigslist, and Facebook Marketplace are crawling with FSBOs. When competition is tight in the market like it is now, taking advantage of FSBOs is a great way to leverage the market. Listen to the episode for more details!

Option #4: Homes for rent

There are a lot of homes out there available for rent. They’re listed on Marketplace, Craigslist, and even Airbnb. You can send them a message and find out if they’d be willing to entertain an offer to buy vs. a rental agreement. 

Option #5: Upcoming sellers

Someone reaches out to you about a potential listing, but aren’t sure they want to deal with the process. Obviously, you want the listing—but what if you can let them know you might have an interested buyer? You may not get a formal listing with them, but you could end up with a transaction you wouldn’t otherwise have had (or even 3). 

Option #6: Nosy neighbors

We’ve all been there when hosting an open house and nosy neighbors mosey over to see the place. They mention offhand that they’ve thought about selling their house but aren’t ready yet. Take the opportunity and view the conversation as a job interview. Neighbors are easy inventory for your buyers. If you let them know you have a potential buyer, they might go from “just thinking about it” to “ready to sell”. 

Never stop matchmaking

Hopefully, these 6 options have given you some ideas to forge ahead and continue match-making for your buyers. Everyone is struggling with inventory right now, right? But whenever there is a limitation on a market there is always an opportunity available. Listen to the episode for the full details on each option!

Outline of this great episode

  • [0:32] Creating inventory when the market is bare
  • [2:52] Option #1: Do mailings in neighborhoods
  • [4:12] Option #2: Look at expired listings
  • [5:47] Option #3: FSBOs
  • [7:31] Option #4: Homes for rent
  • [8:21] Option #5: Upcoming sellers
  • [10:30] Option #6: Nosy neighbors 

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Feb 17, 2020

Do you find yourself throwing out excuses to avoid getting work done? Do you start the process of match-making, only to hope that your buyer isn’t available for a showing that weekend? I get it—we all want breaks. Sometimes it’s nice to have a free weekend where you aren’t showing houses. But it’s a HUGE problem if you find yourself avoiding work that is your job! It is how you make a living! In this episode, I share 3 strategies to help get you back on track and doing your job.

Tip #1: Set boundaries

If you find yourself slacking on match-making and dreading your weekend because you’re scheduling showings—start setting boundaries! You don’t have to devote the whole weekend to showing houses. You could take Friday evening and Saturday off and only offer clients Sunday’s to show homes. 

The key is that you set your availability. YOU tell them when you’re available and let them know when you’re not. Give yourself your 24 to do as you please and dedicate the remainder of your weekend to your clients. It’s the best of both worlds. 

Tip #2: Hire a Showing Assistant

If you are busy matchmaking and finding homes to show clients but are short on time, consider hiring a showing assistant. Take a look at the roster in your company and reach out to an agent that you think would be interested in showing some houses for you. They can cover your showings when you need a day off or when you go on vacation. 

Pay them a flat fee for showing properties—offer them $50 for the first showing and $25 for each additional. It’s a win-win for everyone involved. It doesn’t leave you bogged down and allows you to forge ahead with match-making. The assistant will make the whole process that much easier for everyone involved.

Tip #3: Send your buyers to open houses

This next tip is a little outside of the box. If you don’t have the time to show houses, send your buyer to open houses without you. I recommend a few steps if you’re considering this: 

  1. Make sure your client is fine with going to the open house alone.
  2. Connect with the listing agent and clear it with them. 
  3. Officially “schedule” a showing during the open house so that if an offer comes in you’re made aware. Register the buyers’ names in the showing. 

I had some buyers who went to open houses on their own every weekend. They’d give me a heads up as to which ones they were going to and I’d get them registered. The process worked well and my clients were happy. 

Ask yourself the hard questions—then get back on track

You need to take a step back and ask yourself some hard questions. Am I not putting in the work and doing matchmaking because I don’t want more work? Am I making excuses and laying blame elsewhere to avoid doing work? Do I simply want a free weekend? 

Stop making excuses and admit it. Part of the battle is putting in the work. We all have moments when we don’t want to do what we need to do.

But you need to stop holding yourself back and preventing your own success. You have to work hard to get the results you want. Sometimes, that means working on the weekends. It means showing houses when you don’t feel like it. 

But it’s when you break through and get work done that you begin to make a difference and work towards reaching your goals. Confront yourself, follow my outside-the-box tips, and move forward to reach your potential. 

Outline of this great episode

  • [0:43] Why are so many agents not putting in the work? 
  • [3:22] Tip #1: Set boundaries
  • [4:45] Tip #2: Hire a showing assistant!
  • [9:29] Tip #3: Send your buyers to open houses
  • [9:00] Ask yourself the hard questions to get back on track

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Feb 10, 2020

I’ve tried creating YouTube videos before and have always hit a dead end. I was never able to settle into a groove. Recently, I was inspired by Peter McKinnon and a concept he introduced in one of his videos. I put my daily routine for video production to good use and got to work creating content for my Agent Rise YouTube Channel. Hear all about my inspiration, upcoming video ideas—and more—in this episode of Agent Rise! 

My YouTube “Aha!” moment

I LOVE to tinker with videos. I have all the tools I need to create high-quality video (a great camera and access to Final Cut Pro video editing software). I enjoy creating videos and I’ve wanted to start a channel for a while—but nothing ever stuck...until I was watching one of Peter McKinnon’s videos and had my Aha! Moment. 

He was doing a tutorial inside of a vlog

Now, I’ve done videos before. Some of my ‘I Love Madison’ videos fare quite well on YouTube. In the past, I’ve attempted to shoot videos of me coaching, but didn’t feel like they’d resonate. And it certainly wasn’t something people would be searching for. People want tutorials, but they want them to be fun and entertaining. This is where a vlog tutorial comes into play. 

So what is a vlog style tutorial?

You don’t want to just be a talking head in a video. Even with the best editing and added touches it still comes across boring. But if you work a tutorial into a vlog, it’s far more engaging. So what could that look like? In the 1st video on my YouTube channel I bring you with me to an ‘I Love Madison’ meetup and I teach you how to run one yourself.

You could also shoot a video of what it takes to host an open house. You could start in your office, put out signs, and get B-roll during the open house. As you’re vlogging, you incorporate your “how-to” in a seamless and entertaining way. The goal is to teach something while you’re doing it. 

What I’m excited about: vlogging while traveling the country

I’ve talked about my dream to travel the country in an RV. Our goal is to do that this summer, but we don’t have the rig yet. My wife pointed out that we could still travel the US and vlog—but just do it in our car. So in March, we are traveling to the Real Estate Distilled conference in Louisville after which we are heading to Disney.

I’d love to meet up with anyone who is along this route (I’ll post it in the Facebook group). The goal is to vlog along our journey while delivering content that is relevant to realtors around the US. I also want to go to different parts of the country where agents are killing it. I’d love to interview them, find out what they’re doing and how they’re doing it, and share it with my viewers. 

Whatever you decide to do, I want to encourage you to just go create. If you’re passionate about video and enjoy the process, give it a shot. Listen to the episode to hear how one of my ‘I Love Madison’ videos hit home. 

I’m going all-in on YouTube

I’ve already posted 3 videos on my YouTube channel and intend to post a video per week. All the while trying to keep in mind what consumers are searching for. It’s all about learning what people want to see and then providing the content. You want people to find you on YouTube and become a face they recognize and think of when they think about real estate. 

Here are some video ideas that you’ll be seeing in my YouTube channel: 

  • How to Take Great Real Estate Photos
  • Making Your First hHire
  • Facebook Live for Realtors
  • Podcast Equipment I Use
  • Facebook Live vs. YouTube
  • Designing Thumbnails for Your Videos
  • 7 Pieces of Equipment I Can’t Live Without
  • How to Write a Different Property Description
  • 3 Posts Where I’ve Gotten Over 30k in Organic Views

That’s just the start of what’s in store. But I’d love to know—what would you like to see on my YouTube channel? 

Outline of this great episode

  • [0:30] All about creating Youtube videos
  • [1:45] Join my AgentOnTheRise.com masterclass!
  • [2:03] My YouTube “Aha!” moment
  • [5:28] Go subscribe to see the 3 videos I’ve posted!
  • [8:14] Build a vlog around a lesson
  • [9:20] What I’m excited about
  • [12:15] Just go create!
  • [13:44] Why I’m going all-in on YouTube
  • [15:38] What are consumers searching for?
  • [17:11] Let me know if you want to meet up! 

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Feb 3, 2020

Last week we talked about daily routines and a day block system that works well for me. So many people have reached out asking how to make a day block system work for their schedule. So in this episode of Agent Rise, I’m going to backtrack and help you nail down what you need to know to develop a daily routine that works for YOU. 

Put your delegation skills into practice

You want to reach your daily, weekly, monthly, and annual goals, right? The #1 way to do that is to delegate. How do you decide what to delegate? You need to calculate what your hourly rate is. Let’s say you want a projected annual income of $250,000. Take that number and divide it by 2,000—you get an hourly rate of $125.

If you are doing any task for your business that you could delegate out for less than your hourly rate, you need to let it go

If you’re constantly doing activities in your business that you could pay someone $20 an hour to do you are wasting your time. You need to stop making the excuse that it’s something only you can do—because it’s not. Your time and attention need to be focused on what produces revenue.

Ask yourself: Do I NEED to be doing this?

If you’re hesitant to delegate something, what is holding you back? Is it the cost? If you can’t afford to outsource it, ask yourself if it’s necessary in the first place. Is it something you can let go? Remember that you need to simplify your business to amplify your results. 

You must dig deep and decide if any given task is worth your time. Does it fit into your 3 pillars? If it does, can you outsource it to someone else for less than your hourly rate? Odds are the answer is yes. Delegate it

I understand you don’t know where the next deal is going to come from. I get that it’s scary to pay someone else when you don’t have a steady income stream. But it is the only way your business will succeed and grow. It opens up your time to focus on what really matters.

How to prioritize outsourcing

To properly prioritize what you should outsource, I recommend using a method that I learned from the book E-myth Revisited: write out detailed descriptions for the roles that you will outsource. You’ll likely have to play these roles until you’re ready to hire someone—but at that point, you’ll know what role needs to be hired out first. 

There are three “buckets” that tasks can be grouped into:

  1. Bucket #1: You. You show homes, work with clients, write offers, and do the “front-end” work. You can even bring on buyers agents and listing agents to assist. 
  2. Bucket #2: Transaction Coordinator. Source a TA as soon as you’ve done 10 transactions. You have enough experience at that point. Don’t wait to hire ‘until you get busy’—that will be way too late. 
  3. Bucket #3: Marketing Coordinator: A marketing coordinator can help you post listings, order photos, and write social media or blog posts. This is something you can even have an intern do.

What got you to this point won’t get you to the next

Once you calculate your hourly rate, learn to let go and delegate, and know the roles you can outsource—it is far easier to get into a daily routine. Sticking with your routine gives you more time with clients, more time matchmaking, and you’ll spend more time on revenue-producing activities. 

It all comes back to this fact: you are wasting your time by not hiring someone. 

You can’t keep doing things the same way you have been. Just like when a plants roots outgrow the pot it’s in, you’ll outgrow the activities that got you started. You need to move to a larger pot! Hiring people is the best way to support your growth and the growth of your business. It will save you money in the long run. 

To hear what my team looked like in 2005 versus what it looks like now, listen to the whole episode of Agent Rise!

Outline of this great episode

  • [0:55] Set daily routines that work for YOU
  • [3:00] Calculate your hourly rate—then delegate
  • [5:05] Ask yourself: Do I NEED to be doing this?
  • [7:25] Write out descriptions of potential positions
  • [8:07] The three buckets tasks can be placed in
  • [12:10] What got you to this point...
  • [16:14] My team in 2005 versus now

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Jan 27, 2020

Implementing a daily routine is one of the best ways to become more productive—and make this year better than the last one. It helps you get in a groove and get things done. I believe you can’t work consistently towards your goals if you don’t have a plan in place. So in this episode of Agent Rise, I’ll share two strategies with you: the day block strategy that I use and a bonus strategy for those of you who produce weekly videos. If you’re ready to up your productivity game, don’t miss this episode!

My day block weekly routine

I’m going to lay out exactly what I do Monday through Friday to give you a roadmap for success

  1. Monday: Focus on hot leads. This could be someone you’ve already shown houses to, met at an open house, or even previous months leads that haven’t closed. I am intentional about thinking about them every week and trying to match them to a home. I call or text them every Monday to stay in touch—and hopefully get them in their perfect home. 
  2. Tuesday: Make update calls. Tuesday is the day I reconnect with people who are currently under contract, have a listing with me, etc. They need to know I’m continuing to work for them. I’ll report what’s happening, ask what they’re thinking, and make sure our expectations are in alignment. It’s a space and time for them to ask any questions they may have. They know I will call them every Tuesday, so it helps set boundaries and get a communication plan in place. 
  3. Wednesday: Work on your sphere of influence. For me, this looks like working on my newsletter. I also take time to call clients and remind them of upcoming events I’ve invited them to.
  4. Thursday: Chase pillar day. Today I’m prepping for upcoming open-houses. I’m working on whatever is needed to advertise (posters, flyers, etc.) and promote them. 
  5. Friday: Be an artist! On Friday’s I focus on my attraction pillar. This is the day you blog, work on content creation, or produce a video or podcast. You get to tap into your creative side and have a blast transitioning into the weekend. 

A daily routine for video production

For all my creative people who shoot videos for their attraction pillar, I’ve got a great daily strategy for you to stay consistent weekly.

  1. Monday: Brainstorming day. Today is the day you spend time brainstorming what your video will cover. Will you answer questions? Shoot something more engaging? You decide. 
  2. Tuesday: Today, you film. Rent a space or studio if you need it. Get your hair and makeup done. Then go knock out that video.
  3. Wednesday: Edit your video. Make sure it’s good to go and any unnecessary words or sections are removed. 
  4. Thursday: Writing and design. Do keyword research and choose a catchy title. Design the thumbnail and write a description for your video.
  5. Friday: Post + Promote. Upload your video to YouTube! Tweet about it. Post it in your Facebook group. Write a blog post on your website to accompany your new video. 

That’s it! It’s an easy daily routine to help you stay consistent with your goal of producing a weekly video for the next year. 

Never stop matchmaking 

No matter how you decide to implement a weekly routine—if you use my routine or not—you NEED to be matching clients to homes all-day, every-day. When you find clients the perfect home, they will spread the word. You’ll create raving fans who send their friends and family your way. 

What about you? Do you have a daily routine? Head on over to the Facebook group and let me know if you’ll be embracing a daily routine!

Outline of this great episode

  • [0:30] Get started with a daily routine
  • [2:55] Monday: Focus on hot leads
  • [5:06] Tuesday: Make update calls
  • [7:40] Wednesday: Sphere of influence
  • [8:11] Thursday: Chase pillar
  • [9:09] Friday: Attraction pillar
  • [10:20] A daily routine for video production

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Jan 20, 2020

Are you ready to find a way to set yourself up for success and achieve your goals for 2020? Everyone sets goals for the new year and start the year excited. Reaching our goals is no easy task and by the time you reach March, we’re often off track and feel ready to give up. In this episode of Agent Rise, I'll share a strategy I learned for achieving goals and making this year better than the last!

Compete against yourself—no one else

The only person you want to be better than is the person you were yesterday. You can’t play the comparison game. When you start comparing yourself to others, it gets in your head, hurts you, and derails your progress. It doesn’t matter what other agents are achieving. It doesn’t matter if a newer agent is closing more sales. All you need to focus on is what you’re doing. 

Achieve your goals with THIS strategy

Mike Zilli first introduced me to this strategy, and I KNEW I needed to share it with my listeners. You start by taking a piece of paper (or use a whiteboard, excel spreadsheet, etc.) and you separate it into two sides. On the left-hand side, write out each month of the year and how many houses you closed each month. On the right-hand side, leave blank space for what you will accomplish this year

The goal is to simply achieve more than last year. Do you want to sell 5 more homes? Then 5 months this year you need to close on an extra home. You want to stay as consistent at reaching your monthly goals as possible. But if you have an off month, this strategy allows you to add another month and get back on track.

You must set a realistic goal (25%+ increase) and map out what needs to be done monthly. Even if you win 9 months and lose 3, that’s still 6 more transactions than your previous year. THAT is goal achievement—with the added bonus of not throwing your goals out the window. 

Work backward from your goals to find clarity

So what is the easiest way to start reaching some of those goals? You need to work backward from your goal and clarify the metrics—the building blocks to hit each goal.

Here’s an example from a recent coaching session: 

This particular gal does open-houses for her chase pillar. We looked at how many leads she needed (search criteria she needed to fulfill) to reach her projected income goal. This helped determine how many open houses were necessary. It’s an easy way to simplify the process and make it less daunting. 

Don’t allow yourself to get defeated. Simply work on being better than last year and always remember you’re only competing against yourself

What do you think of these strategies? Head on over to the Facebook page and let me know your thoughts!

Outline of this great episode

  • [0:30] Make this year better than last year
  • [1:35] Compete against yourself
  • [3:50] The foolproof strategy
  • [7:45] Work backward from your goals

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Jan 13, 2020

It’s time to nail down your social media content strategy for 2020. What platforms do you want to focus on? What kind of content do you create for each of them? In this episode of Agent Rise, I’m going to layout the platforms I recommend and some content you can run with. I’ll also fill you in on the tone needed and what to avoid. If you’re ready to up your content game, listen now!

What works on Facebook Live?

Content on Facebook needs to be engaging. You want to get people excited to interact with you. Make it irresistible. Always ask a question where they can answer easily with a yes or no answer, a number, or something they’re passionate about. 

Make it entertaining—take a position for or against something and share your reasoning. Then, ask if anyone else has had a similar (or different) experience. Facebook Live is all about interaction. It is NOT the place for market reports full of boring and dry numbers. 

Another idea I use is “Madison’s Best”. For example, I’ll jump on Facebook Live and ask where the best cheese curds are. 

Keep it simple for Facebook Live—lay out your idea with a few bullet points and talk for 3-5 minutes. Doing this a couple of times a week will greatly contribute to growing an engaged audience. 

Social media content strategy for YouTube

YouTube is great for tutorial style videos. Take some time to record a how-to video and tell a story to keep the viewer interested. This is even the platform for a market report video—but don’t make it try and boring. Don’t add numbers and figures. Instead, tell a story about a recent sale and how it was affected by the market.

Another great idea you can run with is the “Million-Dollar Listing”. Work with the listing agent to do a recorded tour of the most expensive listing in your area. The owners get free publicity and your viewers get to see a pretty cool crib on your Youtube channel.

I have a couple of other suggestions—listen to the whole episode to find out what they are!

The Insta-trifecta: Instastories, posts, and IGTV

Instagram is a great platform to post video content if you’re just getting started and want to dip your toes in the water. Stories allow you to document your day in short-yet-engaging bursts. You need to implement posts as well that can be anything from a summary of your day to an announcement of your latest content that’s available.

With the launch of IGTV, you can now create episode-style videos for viewers to watch. IGTV is a great crossover for content that you’d also put on Facebook or YouTube. It isn’t as searchable as YouTube, but I assume they’ll move the direction of adding that functionality. 

Just like the other platforms, you want your content to maximize the entertainment factor. Incorporate story-telling and find ways to make it entertaining. 

Leverage LinkedIn

LinkedIn is about connectivity. The reach and connections you can make are unbelievable. But for LinkedIn, you don’t want to repurpose content from other channels. Instead, you could post an opinion about a book you recently finished. Share your recommendation and ask others to give you suggestions for your next read. You can ask business-related questions to foster real and engaging conversations. 

LinkedIn content needs to be business-minded, inspirational, motivational, educational, with a touch of entertainment thrown in. 

I highly recommend getting involved with a LinkedIn Local meetup. Not only is it amazing networking, but it allows you to snap a group photo and share it on LinkedIn. I am more connected in real-life with people I’ve met on LinkedIn vs. any other platform. You NEED to make a LinkedIn strategy part of your business. 

Make sure to check out the resources below for a few people who I follow who have mastered content strategy!

Outline of this great episode

  • [0:30] Get your content strategy in order
  • [2:33] Facebook Live content strategy
  • [6:45] Do market reports on YouTube without any numbers
  • [8:55] The content that thrives on YouTube 
  • [13:00] Instagram: Instastories, posts, and IGTV
  • [15:10] LinkedIn is about connectivity

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Jan 6, 2020

This episode of Agent Rise is a mashup of some important things that will help you gain clarity in your business strategy for 2020. I’ll talk about the difference between being taught and being coached and why each has its place. I’ll talk about the sphere, chase, and attraction pillars you build your business on. I spend some time on the attraction pillar—which I rarely delve deep on, so be sure to check out this episode!

How is being coached so different from being taught?

When you are being taught, you are learning from a teacher. You’re going to seminars or watching webinars. You’re reading books or listening to podcasts. You are actively learning—but sometimes it’s information overload. It is hard to process all of the incoming information if you are not doing what you’re learning.

That’s where coaching is different. You are putting into action the different strategies you have learned. You’re implementing them in your business, with someone coming alongside you to help you through the process. A good coach watches your business and helps you grow it

Listen as I walk through some analogies that will help you better understand the difference between the two and why coaching is so important for your business. 

The sphere of influence should always be the cornerstone of your business

Your sphere of influence is something I talk about a lot because it is so important. 80% or more of your business comes from your sphere of influence. Let that fact sink in. If you’re not sending out monthly mailings or running an email campaign to your sphere, you’re neglecting them.

You NEED to do client events. You NEED to call your sphere and connect with them. 

If you don’t have a dedicated sphere of influence, the #1 thing you must do is start building a database. Referrals, partnerships, and relationships are what build your business and sustain it. It’s time to level up! I talk about a nifty way you can run a VIP Facebook group and keep your members engaged with you—so keep listening!

Buyers don’t want agents—they want a house

While you are chasing clients and buyers—they are chasing a house. They aren’t looking for a killer agent, they’re looking for someone who is the bridge to their future home. Your goal as an agent is to connect with people, then give them what they want. There are 4 areas you can focus on with your chase pillar: open houses, Facebook ads, online leads, and FSBO’s and expired leads.

Here are a couple of ways you can up your game as you focus on your chase pillar:

  1. Facebook ads: Facebook ads are becoming challenging. The number of ads allowed is decreasing and the price is skyrocketing. With the rising costs, there is less competition and more opportunity. So how do you leverage that? Launch video content on your channel. You can target ads to people who have watched and interacted with your content! 
  2. Open Houses: Do more than one in a weekend. You need to increase your batting average. You can have one open house that gets poor traffic, but the next day you could walk away with 6 leads. Do more open houses and you’ll increase your leads. 

The chase pillar is what drives your business at the beginning of the year. So invest time in it and always remember that the end goal isn’t landing a new client, but matching them with their perfect home. 

The direction of the attraction pillar

You know that I rarely talk about the attraction pillar because I believe it can develop into more of a distraction. But I can see the value of developing an engaged following. Engagement is key

So where do I think you should invest your time with the attraction pillar? Here are some options:

  1. Facebook Live: It’s been around for a couple of years and I felt like its popularity was starting to wane. But you can still leverage it by focusing on engaging followers. I used to hose “Mathweg Monday Trivia” to interact with people and encourage response on my posts (listen for a couple of Facebook Live examples)
  2. YouTube videos: “how-to” videos, tips, and teaching videos are becoming popular. If video is your medium and it fits best on YouTube’s platform—give it a shot. Karin Carr runs Youtube for Agents and gives invaluable advice on the subject. Check her out for some more ideas!
  3. LinkedIn: Don’t forget about LinkedIn! In 2019, I more than tripled my connections on LinkedIn from 1,000 to over 4,000. This culminated in well over 100 in-person meetings. Don’t ignore or underplay it’s value!

The attraction pillar can be a distraction if you let it be. But it can also be a wonderful tool to connect with people and stay in their line of sight, so when they are looking for a home they remember and connect with you.

Outline of this great episode

  • [0:30] Get some clarity in 2020
  • [2:15] The difference between teaching and coaching
  • [3:55] The Sphere of influence
  • [7:05] How to focus on the Chase Pillar
  • [12:20] The attraction pillar on Facebook
  • [17:45] Should you consider YouTube?
  • [19:00] Don’t ignore LinkedIn!

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Dec 30, 2019

It’s Time to Get Comfortable Being Uncomfortable - Episode #223

You read that right—you need to get comfortable being uncomfortable. I recently heard this phrase listening to Jen Sincero’s book “You Are a Badass at Making Money” and found it inspiring. What are you doing in your business that is preventing you from breaking through because you aren’t moving outside of your comfort zone? Listen to this episode of Agent Rise as I break down how to break through your discomfort. 

Outline of this great episode

  • [0:30] Doing things that make you uncomfortable
  • [2:40] What makes you uncomfortable?
  • [4:40] Two things to help you overcome the awkward
  • [7:25] How to call your sphere of influence
  • [8:45] What do you say when you have nothing to say?
  • [10:50] Hiring a transaction coordinator
  • [12:50] Get comfortable being uncomfortable in 2020

What makes you uncomfortable? 

I often talk about how you need to be playing to your strengths in your business. But always playing to your strengths doesn’t help you grow. Doing things that push you out of your comfort zone will. For many agents, following up with leads is something they hate.

Throwing an open house and meeting with people is easy. The conversation is easy.

But following up on the lead leaves many agents uncomfortable because it’s awkward. They don’t connect with them the next day and feel like they’ve missed their moment. I don’t want you to let embarrassment or discomfort get in the way of doing what you’re good at. So how do you remove the discomfort?

How to remove the “awkward” from the scenario

There are two things you need to consider about a potential client:

  1. They don’t know there’s an unspoken rule that you’re supposed to follow-up with them immediately. They aren’t sitting there watching their phone waiting for you to call. Most of them don’t even want you to call!
  2. You can call them at any time as long as you offer something of value. It could be a grant, a loan program, or their perfect house. If you’re offering what they want, they will not care how long it took you to call.

Stop overthinking things! Make the uncomfortable comfortable by removing the parameters you have set. There is no magical timeline that you HAVE to follow. 

What to say when you have nothing to say

Another common thing agents find uncomfortable is calling their sphere of influence. The friends, family, business owners, clients, etc. that are important to you. You may feel you have nothing to say, so it’s uncomfortable making that call. There are a couple of ways to remedy that.

Firstly, you can follow an “A-Z” method. The first week, you call everyone on your contact list under the A’s, then call the B’s the following week and so forth. In this way, you’ll call everyone in your sphere of influence twice in one year.

My favorite method is to call your sphere of influence when you put on an event. For example, I enjoy hosting “I love Madison” events. I’ll call up my sphere of influence and invite them. If you host an appreciation event a couple of times a year and invite your sphere of influence, you knock out something that makes you uncomfortable! 

Keep listening to hear my advice on some other scenarios that make you uncomfortable, and how to overcome them.

Get comfortable being uncomfortable

I believe you won’t truly find abundance until you start doing things that make you uncomfortable. Some part of what you excel at will always be a little uncomfortable, right? I want you to make it part of your goals in 2020—

What is making you uncomfortable? What can you do to get comfortable being uncomfortable? 

Is it something you can let go of? Is it something that makes you nervous, such as launching a YouTube channel or a podcast? I want you to think about what is preventing you from having a breakthrough moment in your business.

Then head on over to the Agent Rise Facebook group and let me know—what is making you uncomfortable? Let’s talk about it.

Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil! 

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

Dec 23, 2019

If you don’t set boundaries in your business, your clients will walk all over you. It’s a simple truth and one that I’ve learned all too well. If you begin to implement boundaries, your clients will start to respect you. They’ll sing your praises and you’ll start to get referrals. So how do you begin to set boundaries with clients if you haven’t from day one? Listen to this episode of Agent Rise and I’ll give you some strategic ways you can set boundaries with your clients.

The moment I KNEW I needed to set boundaries

I had been taking some Sundays off here and there, but I wasn’t being consistent. If something came up with a client I would go running. One Sunday I was tucking my daughter into bed and she thanked me and said we had such a great day together.

When I said goodnight, she said: “See you next Sunday”. 

The weight of her words sunk in like a punch to the stomach. I had become so immersed in work that I had neglected my family. My daughter only expected to see me one day a week. I knew at that moment something needed to change. 

Inform clients of your boundaries from day one

I started implementing boundaries in 2011 and it changed everything for me. I’d meet with a potential client and at the end of the conversation I’d phrase it like this: 

My family is very important to me and to spend time with them I will not be able to show homes on Sundays and most weekday evenings. I want to make sure that will work for you? 

I’ve only had one instance in the last nine years where a client said he only had availability on Sunday to see homes. So I referred him to another agent I knew worked weekends.

Unfortunately, she said he was the worst client she’s worked with. He was demanding and disrespectful of her time—because she didn’t set boundaries. He had zero reason to respect her. 

Set the standard for 2020

So what do you do if you’re already working with a chunk of clients? How do you break the news that you need to begin focusing on what’s important—your family? Call every single one of your clients, now

Let them know that in 2020, you’ll only be available at specific times, and that evenings and weekends will be devoted to your family. The majority of your clients will respect your decision and think more highly of you. 

Keep listening for some other tips to set boundaries with people who aren’t even your clients yet. 

Let go of the disease to please

People are often worried that setting boundaries in their business means they will lose clients. They worry about what people will think of them. Guys—let go of the disease to please. Focus on your family and what matters most.

When you do, I firmly believe that you will get busier. People respect men and women who set boundaries and know where their priorities lie. It builds respect and trust, and those people will send you referrals. And the referrals will send you referrals.

You’ll gain a reputation as someone who is trustworthy and stands by their beliefs. It won’t be easy at first, but it is 100% worth it. 

Outline of this great episode

  • [0:30] Dealing with disrespectful clients
  • [1:40] It ALL comes down to setting boundaries
  • [6:30] The moment I KNEW something had to change
  • [11:15] Lead with my family comes first
  • [14:30] Set your priorities straight

 Recommended Resources

Resources and Links mentioned in this episode

Connect with Neil!

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 Agent Rise podcast on Apple Podcasts (formerly iTunes)

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