What’s really hurting the average real estate agent’s lead conversion rate? Believe it or not, it has little to do with ineffective scripts or sales inexperience. Most agents can't convert online leads due to the simple fact that they can't get these leads on the phone. Today’s guest, Greg Harrelson, runs a highly successful team – one that closes over 4,000 transactions per year. Listen and learn how Greg made a massive improvement to his ROI from online leads by tweaking his team’s conversion strategy.

Direct download: Greg_Harrelson_3.mp3
Category:Business -- posted at: 12:00am EST

For someone who has only been in real estate five years, Joseph McCabe sure has an impressive list of accomplishments. Not only has Joseph built his own highly successful real estate team, he started a mortgage company, a title company, and an insurance company. Plus, he purchased 100 rental properties that now net him over $15,000 per month. On today’s podcast, Joseph gives valuable details on money-making opportunities that exist in real estate outside of selling homes. Listen and learn how to create additional revenue streams using the skills and experience you already have.

Direct download: Joseph_McCabe.mp3
Category:Business -- posted at: 12:00am EST

After catching fire for launching self-guided tours, Zillow is back in the news this week for another controversial move: suing property-tech competitor Compass. Listen to this State of the Market podcast for details on the case and our thoughts on Zillow’s latest drama. Also in this show, we discuss the rise of the PLS and why a Vegas-based broker is suing Sotheby’s International Realty for cybersquatting.

Direct download: SOTM_16.mp3
Category:Business -- posted at: 12:00am EST

At the young age of 21, Chandler David Smith took a summer job selling pest-control services. He sold over $200,000 worth of contracts, taking home $96,000 in just three months. The next year, he made over $140,000 with the same summer job – door-to-door sales. On today’s podcast, Chandler shares the door-knocking strategies that helped him find fast success in sales. Listen and learn how to instantly improve your sales skills by making some simple tweaks to your door-knocking routine.

Direct download: Chandler_Smith.mp3
Category:Business -- posted at: 12:00am EST

The rise of robocalls hasn’t done our industry any favors. Agents and ISAs who used to bring in big business by cold calling are now hard pressed to get FSBOs and expireds on the phone. Robby Trefethren started his real estate career as an ISA five years ago and has experienced this firsthand. On today’s show, Robby shares his current strategy for converting cold leads: texting. Listen and learn how Robby trains ISAs to bring hundreds of cold leads to closing annually via scheduled text messages. Plus, you’ll hear how to hire the right people for ISA positions, how to compensate high-quality ISAs, and more.

Direct download: Robby_T.mp3
Category:Business -- posted at: 12:00am EST

The number of companies pushing discount real estate services and iBuyer offers is growing. Will these companies edge out traditional agents? On today's State of the Market podcast, we discuss this alarming trend and explain what it’ll take to win clients as competition increases. Listen and learn how to demonstrate true value to sellers so that you can stay in the game. Also, get our thoughts on the NAR vice president’s recent legal trouble and the idea of RE/MAX buying Redfin.

Direct download: SOTM_15.mp3
Category:Business -- posted at: 12:00am EST

What if all of your real estate agents, not just your top producer, closed dozens of deals per year? On today’s podcast, the CEO of TM5 Properties, Terrence Murphy, discusses what team leaders can do to ramp up their agents’ production. With an average of 39 annual deals per agent, he clearly knows what it takes. Plus, Terrence shares strategies for investing in real estate, building up an exclusive list of off-market properties, and more, making this one Real Estate Rockstars that no broker should miss!

Direct download: Terrence_Murphy.mp3
Category:Business -- posted at: 12:00am EST

What agent wouldn’t want to make more money in real estate? Unfortunately, many agents just aren’t willing to do what it takes to bring in more clients and commissions. On today’s podcast with Justin Bosak, Thomas Zdanowicz, and Abram Covella of RE/MAX Revolution, we discuss how brokers can get their agents to put time and effort toward the practices that will actually help them sell. Plus, we talk technology, minimum standards for today’s agents, and more. Listen and learn techniques for leading your team toward higher profitability.

Direct download: Remax_Revolution.mp3
Category:Business -- posted at: 12:00am EST

After weeks of silence, the NAR finally issued a public response regarding the antitrust lawsuit. Discover what it was with expert insight and analysis from hosts Pat Hiban and Kevin Kauffman on today’s State of the Market podcast. Other stories discussed on this episode include brokerages getting sued by agents over independent contractor status and an angry seller suing Coldwell Banker over cold calls. Don’t miss it!

Direct download: SOTM_14.mp3
Category:Business -- posted at: 12:00am EST

Getting started in real estate isn’t easy, especially for new agents who are determined to stay solo. If that sounds like you, don't miss today’s podcast with solo agent Alison Simon. In just a few short years, Alison built a booming real estate business, winning several of Keller Williams’ most prestigious awards along the way. Listen and learn how Alison gets clients and what she recommends to new agents who need more business. Plus, get advice on hiring admin assistants, a quick script for SOI calls, and more.

Direct download: Alison_Simon.mp3
Category:Business -- posted at: 12:00am EST

Have you ever considered buying another agent’s book of business? Do you want to know how to keep making money on real estate deals long after you’ve stopped selling? If so, you won’t want to miss this Real Estate Rockstars with the president of SellPDX, Nick Krautter. Nick is an expert on all things real estate, including mergers and acquisitions. On today’s podcast, Nick shares how he structures business handoffs between agents to ensure both parties benefit for years. Plus, Pat and Nick run through real estate scripts, passive income strategies, and more. Don’t miss it!

Direct download: Nick_Krautter_2.mp3
Category:Business -- posted at: 12:00am EST

No agent, no pressure – that’s the pitch for Zillow’s new self-guided iBuyer tours. This move, the latest in a series of major changes in business strategy, has agents worried. Despite reassurance from Zillow that the company remains committed to growing with the greater real estate community, even long-term customers are starting to lose faith. Listen to today’s State of the Market podcast for more details on Zillow’s self-guided tours, news regarding the launch of Zillow Home Loans, and more.

Direct download: SOTM_13.mp3
Category:Business -- posted at: 12:00am EST

If you simply ask for referrals like most real estate agents, you're likely missing out on dozens of deals per year. Listen to today’s podcast with industry veteran Dean Jackson and discover what you can do to close 30 or more referral-based transactions annually. In addition to breaking down essential parts of the referral process, Dean shares examples of actions agents can take to effectively maintain top-of-mind awareness with contacts. Plus, Pat and Dean discuss five ways to leverage listings for more business, how technology has changed real estate, and more.

Direct download: Dean_Jackson.mp3
Category:Business -- posted at: 12:00am EST

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