Even if you live in small-town America, you can do big business as a Realtor. Today’s guest, Johnny G, lives and works in Haymarket, Virginia, a town with a population of roughly 2,000. Still, for the last several years, his real estate business has generated over $300,000 in commissions. How? Listen to this Real Estate Rockstars to find out! You’ll also get great advice on running a husband-and-wife business, tips on video marketing, and Johnny’s personal pricing strategy.

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

Brittiny Howard made a big splash when she appeared on episode 596 of Real Estate Rockstars to discuss her system for closing one deal per week. Today, Brittiny returns to the show to talk transitioning from solo agent to team leader and to share the challenges she’s faced along the way. Brittiny also covers why she carries a gun to appointments with potential clients, what her best lead sources are, and a first-hand account of how natural disasters can affect an agents’ business.

Direct download: Brittiny_Howard_2.mp3
Category:Business -- posted at: 12:00am EST

A record of above-average sale prices is a huge selling point for listing agents. But how do you get the best possible offers for clients? The answer is simple: negotiation. On today’s Real Estate Rockstars, Ruth Krishnan shares how she negotiates sale prices for sellers that are, on average, 114 percent of list price. She also explains how to get buyers the best deal possible and several tips for negotiating with other agents from either side of the transaction. Plus, Ruth covers the psychology of pricing, the whys and hows of giving gifts to clients, and more.

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

What will the real estate industry look like in five years? If today’s guest, retired financial advisor Kerry Grinkmeyer, is right, it’s not going to be pretty. With companies like Zillow working to streamline real estate transactions, buyer’s agents will become obsolete. Most brokerages will be absorbed by the big players, leaving only a handful of companies in the game. Oh, and commissions – they’re going to drop significantly, forcing agents to rely on alternative revenue streams. Get details on these industry predictions and more on this Real Estate Rockstars.

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

You’re a real estate professional. You know your market and the best ways to help clients accomplish their real estate goals. But do the majority of buyers and sellers in your area know you? Listen to this podcast with Samantha DeBianchi of Million Dollar Listing and learn what it takes to make a name for yourself as a real estate expert. In addition to offering tips on blogging and video marketing, Samantha shares strategies for landing spots on television, getting quotes published in the paper, and more.

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

You can make a lot of money in real estate, and with that money, you can do a lot of good. Today’s guest, Nick Shivers, decided to donate a portion of every commission earned to a child in need. To encourage others in the industry to get involved, Nick and Erik Hatch started Sell a Home, Save a Child – an organization for real estate professionals who want to make a real difference in the lives of children trapped in poverty. Listen in and learn what you can do to find greater success and true purpose in your profession.

Direct download: Nick_Shivers_2.mp3
Category:Business -- posted at: 12:00am EST

No listing presentation is guaranteed to win over 100 percent of sellers, but imagine how much more successful you’d be with one that works 90 percent of the time. Today’s guest, Brian Moses, was one of Coldwell Banker’s top agents in the world. Using the strategy described in this podcast, he closed over 90 percent of his listing appointments. Listen and learn how to get sellers to sign with you even when facing tough competition. Brian shares pricing scripts, important questions to ask sellers, and more. Plus, he explains why it’s always best to present last and how to secure that ideal spot in a seller’s schedule.

Direct download: Brian_Moses_2.mp3
Category:Business -- posted at: 12:00am EST

Christina Leavenworth was one of Pensacola’s most popular news anchors, but working from 2 a.m. to 12 p.m. just wasn’t feasible after having a baby. Christina leveraged her passion for real estate to launch a new career as a Realtor. In her first year, she sold 65 homes for a total of $14.8 million in volume. On today’s podcast, Christina discusses how she managed to get so much business as a brand-new agent. Plus, she shares best practices for prospecting via Facebook, tips for staying top of mind with past and potential clients, a strategy for turning Airbnb guests into buyer clients, and more!

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

Early in his real estate career, Jeff Weissman invested heavily in online lead services; it paid off. He ramped up business rapidly and became a top producer less than a year after getting his license. Now, nearly a decade later, online leads are still a big part of his business. Jeff’s excellent follow-up practices help him keep his ROI from online leads sky high, but there’s something else that puts him ahead of the game: it’s the fact that most leads are sold on Jeff’s services before their first conversation. Why? Find out on this Real Estate Rockstars!

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

What’s it like selling luxury real estate to the rich and famous in Beverly Hills? Find out on this podcast with James Harris of Million Dollar Listing Los Angeles! On today’s show, James explains how he and David Parnes took their real estate firm, Bond Street Partners, from no listings to over $500 million in annual sales. James also shares his best and worst moments on television, how he’s able to juggle fame with family, and the mistakes he’s made on his way to the top. To finish out the interview, James offers advice to up-and-coming agents. Don’t miss it!

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

Jeffrey Gitomer’s Little Red Book of Selling should be required reading for anyone in sales. With over 5 million copies sold worldwide, it’s one of the top sales books of all time. On today’s podcast, Jeffrey breaks down his book’s most important principles and reconstructs them for real estate professionals. Listen and learn why people buy – what actually motivates prospects to say “yes.” According to Jeffrey, this information is infinitely more important than knowing how to sell. Jeffrey also covers what agents should be asking at listing appointments, why agents shouldn’t ask for referrals, and more.

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

Experts predict that baby boomers will sell off their homes in large numbers within the next decade. But with debt-ridden millennials unable to afford them, qualified buyers could be hard to come by. If enough baby boomers start selling homes under market value, it could affect home values on a much wider scale. Will this cause the next real estate market crash? Find out on today’s State of the Market podcast!

Direct download: SOTM_25.mp3
Category:Business -- posted at: 12:00am EST

800 episodes of Real Estate Rockstars – can you believe it? I’m so thankful for all of the great guests who’ve shared incredible industry insight and offered actionable tips that listeners have used to improve their business. But being a podcast host isn’t easy, and not all interviews go as planned. This interview with Tracy Tutor of Million Dollar Listing Los Angeles, for instance, went off the rails after I asked a simple question regarding sale price. What happened? Listen to today’s show and find out!

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

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