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Top Agents Playbook: Ray Wood presents The Podcast for Real Estate professionals in Australia, New Zealand, the USA and Canda

Top Agents Playbook is a regular podcast for real estate professionals in Australia, New Zealand, USA & Canada. We focus on what real estate's top agents are doing to win more business and dominate their market.
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Top Agents Playbook: Ray Wood presents The Podcast for Real Estate professionals in Australia, New Zealand, the USA and Canda
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Oct 15, 2020

The system is the solution. Every great business has one or more

It’s been a huge month for me and Bestagents with a bunch of awesome agents coming on board and securing exclusive area rights to their postcode.

I’d like to personally welcome some new Bestagents members including

Craig Robinson from Castle Hill in NSW

Daryl Johnson from Hamilton NSW

Melissa Saad from Camp Hill in QLD

Leonie Snook & Steve Welsby from Wellington NZ

A special shout out to Craig, Daryl, Melissa, Leonie and Steve.

I’m delighted to share our Bestagents resources with you guys. Welcome top Bestagents and I’m looking forward to working with you to help you grow your brand and your numbers as you offer a clear and compelling point of difference to property sellers in your areas.

I can also share we’re about to roll out another lead generating landing page offering sellers in your area a current list of recent sales under the domain TruePriceFinder.com This is an additional offer at no charge to Bestagents founding members.

…and if you’d like to find out if your area is available, message me with your location and postcode and I’ll let you know.

Well, it’s always a pleasure to catch up with Troy Kincaid from Colac in Victoria.

Troy joined Bestagents in 2012 looking for ideas and systems and his journey from a raw beginning to a consistent number of sales each month is evidence his systems work and work well.

In less than 12 months from joining Bestagents, Troy’s business had doubled and within 3 years doubled again.

In the last 170 plus episodes I’ve profiled some amazing agents doing amazing numbers. Many enjoy an average selling price of more than $1 million but country agents in regional centres like Troy rarely see those prices so they need to really heavily on volume and consistency.

And as you’ll hear in this interview, there’s a powerful underlying community commitment that gives Troy and his team a valuable edge. All that and more, coming right up.

Sep 29, 2020

A quick shout out and welcome to some brand new Bestagents founding members 

If you'd like to know more about an exclusive area Bestagents Founding members deal with all the bells and whistles at a discounted bundle rate, let me know.

BA founding members have exclusive access to systems, a bunch of dedicated digital assets, and my ongoing personal support.

Well, speaking of training and support, this week's guest heads up an innovative company serving, what some might describe, as the forgotten agents in the real estate industry.

My guest, Jake Dixon is CEO of the Locker Room.

The Locker Room services what Jake calls the 'Blue Ocean' of agents who make up 97% of our industry.  I'm talking about the agents in their first year or two doing less than 24 deals a year.

The more I got into this interview with Jake, the more I began to realize the stunning attrition numbers in real estate and how the difference between success and failure can often be so small.

I often wish I could connect with every new agent and help them hit the ground running by intensely focussing on the all-important blue dollar actions. But I guess that's what this podcast is all about.

Jake has terrific energy and it's easy to see why so many agents are opting into working with The Locker Room to quickly achieve great things.

We cover a heap of topics during this session but I really like Jake's take on what is needed to quickly succeed in an industry where so many struggle.

www.tlrnation.com - main website
www.tlrnation.com/freestuff - free downloads
www.tlrnation.com/track - use "PLAYBOOK" promo code and get $50 off our most popular product! 
Aug 31, 2020

Our COVID Summer on the lake is sadly drawing to a close.

In a few months, the so called Canadian 'snow birds' would typically be heading south to Florida, the Carolinas or the gulf of Mexico to escape a brutal Toronto Winter but this year, the border to the US is closed to cars and folks are making sure their cottages are stocked with firewood and supplies so they can ride out the winter up North.

For us, it's been a magic summer. The boathouse we started renovating back in March is starting to take shape. I don't know that we'll have it ready for Winter but it's definitely in better shape than it was. For a guy who likes to write copy, record podcasts and create marketing ideas, learning how to demolish, renovate and rebuild something has been an incredible journey of learning with a few failures but some memorable victories.

If this sounds a bit echoee, it's because I'm in a very barren boathouse looking at stud walls, bare plywood walls, some gorgeous hand made timber trusses and a ghetto kitchen that will hopefully be gone by this time next month. If we were in Queensland, finishing would be easy but with the winter temperature getting down  to minus 35 celsius which is about the same temp in Fahrenheit, we're going to need a heap of good insulation and maybe a cosy wood fire to help us combat conditions from November through to May.

...and I guess right now we're all overcoming setbacks and challenges which is what this episode is all about.

But before we get into that, I'd like to welcome some new Bestagents members including
Ben Stevenson from Estate Realty in Queanbeyan NSW
Dan and Ness Brugghink from Wallan in Victoria
Chris Brown from New Vision Real Estate in Glenwood in the Hills District of Sydney
Kim Turner from Mount Pleasant in Perth WA
Peter Stone from Real Estate of Distinction on the Northern NSW Coffs Coast
and Zieglar Coelho from beautiful downtown Brampton right here in Toronto Canada

I'm pumped to be working with our new members and so impressed with how everyone is jumping in to access Bestagents resources to win more listings and make more sales. The marketing library is getting a solid workout and our brand new online pre-listing questionnaire is receiving great feedback from sellers and paving the way for the best possible listing presentation because we've set it up that sellers are taken straight to the member's client review and free ebook page when they submit their pre-listing answers.

I'm getting a clear message that great marketing is more important now than it has ever been before.

Bestagents memberships are exclusive to one agent or team per area, suburb, city, town or district.
Each area is different so message me ray@bestagentsinc.com if you'd like to know more and to check and see if your area is available.

******

A lot of people are facing challenges right now that they have never faced before.

Life is tricky enough without throwing a global pandemic into the mix and it's fair to say that if you're under 75 years old, you've never had to face any kind of global crisis.

If this was some kind of bizarre social experiment, you'd have to wonder at the extremes many people are experiencing right now.

For some, who get trapped in the downward spiraling vortex of failure and despair, hope quickly fades as they grapple to acquire the resources to cope.

While others...  are reveling in the forced changes these times are bringing and grabbing some amazing opportunities.

My guest this week is Albert Garibaldi, a 20 year veteran, CEO of The Agency, an innovative real estate business operating in California's Bay Area south of San Francisco.

You don't need to spend too long with Albert to know and understand he is living breathing proof about acquiring the best mindset to handle everything and anything.

He's also a 3 book author including The Passion Punch which is a book we get into during this episode and stays firmly in the top 1% of agents within his national group.

You'll discover Albert has a simple yet very powerful formula for life, family, business, health and success and I'm grateful for the opportunity to connect with him as he peels back the layers that helped him overcome some significant learning disabilities and prosper in one of real estate's most competitive markets.  Albert's awesome book:

Connect with Albert

Albert's awesome book: Passion PUNCH to Success

Aug 6, 2020

Almost any and every real estate situation calls for the right language. Get ready to challenge everything you believe is the best approach to powerful communication.

My guest for this episode is Paul Ross, a speaker, author, trainer & teacher.

Paul is a gifted communicator who will quickly influence and empower you to adopt some very fresh yet proven communication ideas for your next listing presentation, price reduction meeting or buyer showing.

If you click this link now, you can score a couple of awesome free video training sessions from Paul.

 

Jul 29, 2020

What if a simple email to set up your listing presentation could totally swing the odds of winning the listing in your favor?

I was on a call with Bestagents member Kim Turner this morning.

Kim and I were workshopping some ideas and I shared something that has been very effective for a number of agents in my private client group.

In fact, I would say it has the power to supercharge your chances of winning more listings at presentation?

And it must be a secret because nobody eyes is doing it! :-)

I’m also going to suggest this is a drop-everything-and do-right-now kind of thing!

In a sec I’ll give you a Pre-Listing email that’s killing it right now for one very specific reason... Your potential selling client gets to see your testimonials!

…PLUS I have a special kicker that will take your ‘authority’ through the roof.

Here’s the thing: Most agents don’t give potential selling clients their testimonials until AFTER the Presentation.

Jul 17, 2020

Many thanks for the feedback and interest from last week's show about the real estate marketing funnel I've built and the launch of the Bestagents Founders Membership.

In this week's episode, I'm going to take you through the 3 critical stages of a dedicated real estate marketing funnel then you're going to meet one of the nicest guys in real estate, RE/MAX Canada's Broker of the year.

All that and more coming right up.

The funnel concept is simple. I can even 'show' you in a podcast episode like this:

Imagine a funnel.

In my mind it's a red funnel. But it's big. Say 1 metre or 3 feet in diameter at the top and 2 metres or 6 ft deep.

At the bottom it takes a right-hand turn for another 3 feet and at the end, money comes out in the form of listings and sales.

The real estate funnel is made up of 3 parts: First and obviously is leads coming into the top of your funnel.

Next is 'nurture' where your CRM takes over directing you to employ a range of innovative connectors like email, text, phone, hard mail and social media. This stage is critical because it's warming up and building the relationship with your new contact. It's also critical because it will determine your new contacts perception of you where, essentially, they're asking themselves; Is this the agent I'll be choosing to sell my property.

The third and final stage is often triggered by one of your CRM connectors. It's the all-important listing stage.

This is where your hard work and investing in stages one and two of your funnel pays off.

The listing process is where you on-board your new client with a regular and digital pre-listing kit and industry best listing presentation

I've made a video that shows you exactly how the real estate funnel works. You can check it out at bestagentsinc.com/founders

Earlier this year I had the pleasure of connecting with RE/MAX Broker of the year, Asif Kahn.

A recipient of RE/MAX's prestigious Diamond & Chairman's awards plus Hall of Fame & Lifetime Achievement awards, Asif runs a highly successful team based in Markham just east of Toronto. He also co-hosts a weekly radio show called ON THE MARKET, on The Region which is 105.9FM.

In case you don't know, Eastern Canada has a very strong RE/MAX presence and has done from the early days when the RE/MAX brand was just getting started.

That makes winning Broker of the year all that much harder. I was keen to learn some of the challenges Asif faces, and how he sets his agency apart.

We get into the key aspects of Asif's brokerage that set him and his team apart including his charity and community work.

I think you're going to like this episode. There are lots of valuable takeaways and I'd like to thank Asif for sharing so much awesome content.

Connect with Asif Kahn

Jul 6, 2020

Welcome to Bestagents! Please take a listen to this episode as soon as you can. It contains important information to help you get the most from your membership

I firstly want to say a BIG welcome to Bestagents and thanks for joining us. I'm humbled you have chosen to become an exclusive member and also that you have placed your trust in me and my team to grow your personal brand

Jun 18, 2020

A 'Funnel' is the oxygen to your business. When set up correctly, it's continually breathing life into your future listing and selling pipeline.

In this episode, we take a deeper dive into the unique marketing strategies Bestagents members are using to attract quality leads and nurture them through the process.

Full info at https://www.bestagentsinc.com/founders

Jun 5, 2020

I'm blessed to work with some pretty amazing people. Meet one of my favourite humans

May 6, 2020

The Auction agents that scrambled early to explore and adopt the best ideas are now reaping the rewards. Discover exactly what they're doing to stay two steps ahead of their competition.

First off, a big thanks to everyone who reached out to see how I'm doing.

We're still in isolation here in Canada like so many others and life is good. It's been a super busy time with lots going on and I'm making the most of what I'm calling a 'reset' with a number of projects on the go to help agents adjust to win more listings and make more sales.

In the last episode, I mentioned how my team and I are rolling out a series of Virtual Agent lead generation landing pages and virtual tools and the response from my podcast audience was way more than I expected.

I've actually spent the few months setting up a new membership group where I'll be not only creating landing pages and social media templates but re-releasing eBook versions of my books. And one book, in particular, I have ghostwritten so you can be the author.

And, for the very first time, I'm inviting agents I work with to access my private library of marketing tools, graphic templates plus my back catalog of scripts and client email copy.

If you're familiar with how I work, I prefer to offer postcode exclusivity so only one agent per area can use these resources.

Right now, I have a growing list of agents I'm bringing on board as Founding members who'll be 'grandfathered' into the group with a below-cost deal to access everything and be part of this new movement of Virtual Agents complete with area exclusivity!

If you'd like to know more, please reach out to me on Facebook and send me a private message or email me ray@jigglar.com and I'll get you more information on the Founding Members Package.

Speaking of Virtual Agents, I was interested to find out how Australia's world-famous Auctioneers have adjusted to this new contact-free environment. Are they still running auction campaigns? If so, how are they doing it?

And who better to reach out to than my brother David who ranks as one of Australia's top auctioneers.

David is a partner at Belle Property in the premier Inner-Melbourne suburb of Albert Park and at the first sign of restrictions surrounding the COVID 19 changes, David and his team quickly adapted with a combination of applying the best tech tools and solid client communication.

The outcome has been a steady stream of listings, some very impressive results, and a lot of happy clients.

In this interview David and I get into the biggest challenges he faced, how he was able to educate buyers, the actual process the Belle Property team employed to conduct fully isolated and contact-free actions and the new strategies he thinks will remain when this global reset is over.

Belle Property

Contact David Wood

Apr 9, 2020

I hope you're staying home and staying safe. It's day 27 in isolation for me and I'm very fortunate.

I don't have kids to organize and entertain or their meals to plan.
I'm not on a health professional on the front line helping virus sufferers like a number of friends and family who are doing an amazing job saving lives. I've worked remotely from a home office, coffee shop and often my car for the last 15 years so there's no major shift in work habits and so far, and  touch wood, I don't have a sore throat or dry cough.

And if I bring the virus back home to Christine who suffers severe asthma... well, I don't even want to think about that.

In times like this, I believe it's important to focus on what we can influence.

For a start, we have the power to influence our own thinking. We can wallow in the cancer that is self-doubt and choose to take the low road of despair, pending doom and negative, destructive thinking which, as we all know, never ends well... or we can choose to remain optimistic and hopeful and reach out to others and either ask for support or offer it. Nobody is immune and we've all reached this fork in the road at some point. The important question is when you do?

When you think about it, we're all born with the same two options... we can choose to be a tower of strength or a swamp of suffering and if I've learned one thing in life, it's that you will move towards what you think about.

You naturally gravitate to where your head's at. In fact, it's virtually impossible not to. For so many, success begins when we make the decision to hack into our optimism and achievement tools with things like exercise, meditation, a solid routine, focussing on the right business actions for these times and tuning our radar to actively scan for opportunities.

Since this thing started I've had the chance to connect with agents in many different places. Sometimes we email, sometimes we talk on the phone or face to face it with a Zoom call.

I'm honored and humbled that many real estate contacts (including quite a few I don't know) have reached out to me for help and I'm grateful for the opportunity to share any ideas, suggest solutions and workshop options at a time like this and I'd like to extend the offer here and now. If I can help, let me know. Reach out and say hello and tell me what's going on. I'm ready to welcome your message and looking forward to helping out wherever I can.

I can tell you I don't have all the answers for what's happening right now but I don't believe anyone does. I do have some solid ideas and strategies I learned in the early 90s and 2008 that are working well for my private client group,

This morning we woke up to a very cold cottage because the fire went out during the night and there's no other heating. I needed some kindling to get things underway but it had rained overnight and the kindling was wet. I cursed myself for being unprepared.

If you've ever tried to light a fire with wet wood you'll know it's a challenge but it's the perfect metaphor for what's happening in real estate at the moment. So many agents are trying to light a fire with wet wood. The things they were doing in February are not working in April. Adaption is key.

There's no doubt this global health crisis will trigger an economic downturn and probably the most severe we will see in our lives.

Last week I checked in on my 87-year-old mother in law to see how she was doing. She lived through the blitz in London during the second world war and I was interested to know if she noticed any parallels. "Not really" she said. "During the blitz we honestly didn't know if that day would be our last. Bombs were falling out of the sky and killing our neighbors. With this pandemic, all we need to do is stay inside and keep ourselves busy."

In my view, this event is dramatically different from the early 90s recession and the mortgage meltdown of 2008. It's different because we can't go out and support local businesses. We can't head out to our favourite bar, go for a meal, buy a fresh pair of jeans or buy a car because we're stuck at home under personal self-arrest as it's the right thing to do. The COVID 19 Pandemic means millions of businesses closed virtually overnight and with that, the monetary flow of the economy that makes the world go round. That's why this time it's very different. Many of us are lucky to live in countries that will support us with resources. But that can only last so long.

However, what we do know is that it will end... and as real estate professionals, I think we're lucky.  Here are 4 reasons why:

First off, we're essentially self-employed. We don't really rely on anyone for 'a job'. Our mission is to find property owners looking to sell and show them how we can make it happen.
Second, We can work from anywhere we like which right now is our home office or kitchen table. We can work the hours we want and don't need to burn daylight on a lengthy commute. We're professionally autonomous and I'm tipping many agents will adopt this as their new norm from now on.
Third, we have established contacts in our database who may need real estate help right now. It's knowing how to reach out and what to say that's critically important. By the way, if I see another 'I'm Here For You' or 'we're in this together' email I'll scream. Your contact's inbox is jammed with the same subject lines. Don't go there!
And fourth, we have so many amazing tech tools to make it happen. We can conduct a virtual orchestra of real estate business without moving our butts from our home-office chair. This is the remote revolution so many in our industry have been hoping for. For those of us prepared and equipped, this is our time.

And here's the thing: Real estate in your area will be sold in the next 3 months. Maybe not the same volume as the last three but property transactions will happen.

Our challenge? Right now people can't go out. So what do folks do when they're stuck at home? In 2020 they spend more time watching Netflix, more time on social media and more time sending and answering emails. In other words, more screen time.

So how can real estate professionals use this change to maintain our connections and stay actively involved and open for business?

There are a 5 ways:

1. Be willing to put yourself in places where opportunity can find you, and by that I mean creatively online. We can ramp up our community involvement. Which services are open, which are not? Who's delivering and how we can go about ordering. Supply names and numbers? Who needs support in your community and what can you do?

2. There are still essential services serving your community. Who are they and how can they be contacted. Let your people know. Be a conduit of highly useful and relevant information.

3. In the last few weeks, I've done more chores around the house than I have in the last 3 years. I've painted, re-floored, replaced lights, cleaned out the garage and right now, I'm rebuilding a deck. It's funny but my 'honey do' list continues to grow.
So plenty of people are using this time to keep busy and tick off tasks that need completing. Can you help your contacts with your local traders list? We just sent a new template live at Jigglar.com   All you need to do is build a list of local traders and offer to send your people a pdf. Our local hardware store won't allow people in but you can order over the phone and pick up. Same with the supermarket. If this is available in your area, let your people know.

4. Get proactive in your marketing and offer an online Virtual Market Update.  All you need to do is send your contacts an email and offer a contact-free property value opinion via a live and customized landing page. If you'd like to see a very cool online landing page sample that does just that, let me know. Details are in the shownotes for this episode.  The agents using this landing page are winning leads because they can virtually prospect without cold calling. You can take it to the streets by setting up a Facebook campaign to promote your virtual market update offer.

5. When you're ready to get your listing to market, ask your owner or tenant to take the shots. Our buddy Brad Filipponi over at BoxBrownie.com has just made a very cool video that will give you and your owner or tenant the very best instructions on how to make that happen. They've even done a pre-photo checklist and you can watch the video and download the list in the shownotes.  Just go to topagentsplaybook.com/168

I hope I've shared some ideas you can put to work ASAP in your business and please keep in mind, these ideas are out there working right now. All you need to do is get started, implement and reach out if you need support.

So how long will this last? It's up to us. The Chinese model shows things are just starting to get back to normal after 12 weeks but that was with a military enforced lockdown and quarantine and god only knows what else but clear evidence shows that staying home and isolated works.

When the COVID virus first started to escalate in California, the Governor ordered the state's 40 million residents to stay home. They were the first state to do so.
New York, with a population of less than 20 million did not.
Today, April 8 2020, the California numbers are 17000 cases and 452 deaths compared to New York's 140,000 cases and deaths over 5000.
Okay there were a few other factors like California's aggressive testing and better access to personal protection equipment but come on...  8 times more deaths and cases in a state half the size. I guess one Governor is enjoying his last term.

There is no vaccine just yet so I think the evidence is clear. The fastest way to work our way back to normal is to stay home and stay isolated. New Zealand shut down hard and shut down early while amazingly, my mother's nursing home south of Melbourne is still allowing visitors. Maybe they've stopped watching the news!

Dream big, take names, stay safe and let me know if I can help

Mar 26, 2020

WTF just happened? Joel Sharpton from Louisianna produces my podcast each week. We like to get on the phone and chat about stuff. This time we recorded it. :-)

Mar 12, 2020

Today's guest is one of my favourite humans.

Super Agent Nyree Ewings is a phenomenal success. Last year she recorded GCI of $1.3 million which came from 94 sales and 140 listings. So let's take a quick look at those numbers for a sec. If you take a day off each week and a few week's vacation, that's one listing every two days.

Nyree's no-nonsense approach to jumping in and getting things done consistently wins her amazing results and if you're familiar with the 'whatever it takes' philosophy, she's living breathing proof that it works.
She's successfully grown her career in the past 12 years starting as a stand-alone salesperson and growing her brand and personal following to hire 2 assistants and build an amazing team

A big reason why I love hosting guests like Nyree is that she has the power to inspire so many people and if you're new to real estate, you're about to get a raw and real look at what it takes to thrive in one of the most competitive industries there is.

If you're not new to real estate and not getting the results you want, then can I urge you to listen closely to this episode and take special note of the things that jump out at you. I believe the power of a good podcast is that it will speak to you about the things that are important and help you with the changes you need to make.

And hey, if you're killing it then awesome. In fact, if you're listing more than 100 properties a year, I'd love to feature you as a guest on the show.

But I know many of my listeners are in the early stages of their career and looking for real and tangible ideas they can quickly implement. So here are 5 rules I've picked up along the way to get you started:

  1. Personal accountability is your best friend. The world is full of people who say they are going to do something then don't.  Sure they have excuses but they suffer the frustration of not achieving the results they set. By the way, you'll find personal accountability at the corner of focus and discipline. If you need some, hire a good coach to help you plan and set your action and task priorities with a deadline.
  2. Set your priorities the day before and you'll achieve more.  In fact, do something for me: After you've finished listening to my call with Nyree, ask yourself this question:  What is the most important thing I should be doing right now? If you need listings you should be prospecting. If you have listings but need sales, find your most motivated seller and go and see them and get the price reduction you need to help them get an offer. Then go to the next one and so on.
  3. Find your 'why.' My friend and super-agent Garth Makowski who runs a $6 million dollar enterprise is so big on this. Why are you doing what you're doing?  What are toy dreams? When the going gets sticky, what's motivating you to get through?
  4. Write down your goals. Let me tell you, I've tried not writing goals and writing them. For years I dreamed of setting up an online graphics tool for real estate agents. I would come up with great lead generation and business growth ideas but the graphic designer costs were just too high.  Plus they took too long.  Then one day, and it was actually on a train trip, I wrote down the goal and planned it out. The more I wrote down, the closer I came to working out what needed to happen. I got up-close with the objectives and priority action steps along the way. Two years later we launched Jigglar. Two years after that, we're in more than 130 countries and thousands of agents use Jigglar every day to win listings, make sales and grow their brand. I can honestly tell you that it would never have happened without a written goal.
    Garth carries his goals around with him in a journal that never leaves his side. He's an amazingly driven guy and understands that we become what we think about, we achieve what we focus on and we build what we feed our subconscious mind. He's built a business and a lifestyle on exactly that.
  5. Surround yourself with the people that can help you on your journey. Look for evidence that they know what they're doing and that they can help you. I don't know of any great achiever ever who did it alone. These are the mentors and guiding minds can be there for you. Garth calls them 'Critical People' and yes, they're on his goal planning list. Keep in mind, where we are now is purely the result of past decisions made. We make decisions every day. Make sure you get some help to make the right ones that align with your personal goals and life trajectory.

Okay, I'm delighted to present my second interview with Nyree. Our first was episode #28 almost 5 years ago and she has well and truly powered on since then.

I know you'll get a heap of valuable takeaways from this session including some very interesting operational ideas on how Nyree runs her business and is continually building momentum.

Mar 11, 2020

I love featuring interviews with authors.

Having the discipline, let alone, time to write a book is a skill I really admire.

It's not complicated... A good non-fiction, 'how to' book shares the essential knowledge promised on the cover.

My guest for this episode is author and Ohio agent Derek Tye.

There are two main reasons why Derek and his team are killing it in Cincinnati: The first reason is because they work a system (which is exactly what Derek's book is about) The second is because they have a plan and follow it.

In case you don't know, I never really prepare for my interviews. I used to when I started out but I quickly discovered I would go off-script because some shiny thing would always come up and there's where I like to go.

It's a little bit like being in a listing presentation and searching for some common ground. An old habit I guess.

Anyway, as you'll hear, Derek and I worked out that we're both Tony Robbins fans and he reminded me of a free test Tony offers online.

It's kind of a personality strengths and weaknesses assessment, or as it says on the website 'Understand your personality to get ahead in your career, to communicate better in your relationships and understand your personal patterns'

So I did the test and was kind of flattered with the summary. Especially this bit.  Check it out.  It says and I quote "You have the ability to persuade others, not with hype but rather with warmth, sincerity and understanding. This skill comes from the merging of your people skills along with the fact that you tend to be more modest when dealing with people"

Well I guess it could have been worse!

The test took me about 20 minutes and I'd like to suggest you try it. And what about this for an idea, if you're hiring, ask them to do the test and send you their results.

Here's the link. It's free! https://www.tonyrobbins.com/disc/

I really enjoyed my call with Derek. His book? '7 Levers for Success in Selling Real Estate' went live in paperback and Kindle on Amazon last week.  The link and Derek's contact info is in the show notes.

Check out Derek's book
Connect with Derek

Mar 3, 2020

I'm delighted to present another interview in the super-agent series and my guest for this episode is currently ranked in the top 100 agents in Australia.

I define a super-agent as anyone earning more than a million dollars a year in gross commission.

These are the agents others look to for inspiration and ideas. They're better organized, with better systems and a highly productive marketing plan that continually feeds their new business pipeline.

Today's guest is a quiet achiever who sticks to the tasks that win results and I have a feeling you're going to get a lot of takeaways from this episode.

Speaking of results, how would you like to be the only agent in your area to use some of the best real estate marketing ideas ever created?

What about exclusive postcode rights to powerful brand-boosting strategies, regular coaching, free subscriptions to some of real estate's most popular tech and software and a unique set of tools built to position you as the local authority and attraction agent in your area?

Bestagents is the personal marketing partner to hundreds of successful real estate professionals who have secured exclusive postcode rights to use my personal marketing and lead generation ideas in their local area.

If you'd like to know more, email me ray@bestagentshq.com or check the show notes for this episode for links and more info.

Sydney's James Baker listed 47 homes in 2019 and sold 40 giving him a GCI number very close to $2 million.

James has a story that's not unique in real estate success. He has a proven plan and it works so he keeps doing it.

Perhaps it's the discipline and focus that keeps him on top year after year. After all, his area of Sydney's Northern Beaches is some of the most highly-priced and sought after real estate in the world.

And where you find high-priced property, you find a very competitive local real estate industry with literally hundreds of agents all competing for business.

In this interview, you'll discover how James cuts through to stand out from others, how he keeps his days-on-market low and how his loyal client base acts as his most important referral network.

James Baker. Corporate Profile and contact points

Connect with Ray. ray@bestagentshq.com

 

Feb 11, 2020

My first real estate marketing breakthrough came after I wrote a book called ‘How To Sell Your Home For More’

I created some marketing that I could distribute inviting people to call me to get a free copy of my book and kept tweaking the formula until I got it right.

It quickly positioned me and my brand as a clear alternative in the market.

I’m sure you’ve heard the homeowner's mantra…  a good home sells itself. My book started to change the way home sellers thought about the home selling experience.  They began to understand the opportunities and the major influencing factors that really help a home sell for more.

Long story short, it worked very well for my business and today, the book and the marketing system around the book is used by of hundreds of agents under my Bestagents brand.

If you’re a Bestagents member, you’ll know what I’m talking about. If you’re not, message me and I’ll get you some more info.

My guest today is in the same space.

A few years back he wrote a book called Sold Above Market and created an offer to generate seller leads in his area which is the Sydney harbor suburb of Mosman.

Since then he’s written two new titles and you’ll find out all about them today.

So I guess my observation is that the real estate seller education business is alive and well and that’s a good thing.

Because property has no recommended retail price, property sellers, in my opinion, are somewhat vulnerable and face the risk of becoming easy prey to agents who have no idea what they’re doing.

Then there are agents like today’s guest. An experienced professional and trusted opinion who can not only guide his sellers to a great result, he’s a published author on the subject.

Sydney agent Geoff Grist has seen his market double, and double, then double again and in a highly competitive professional environment, he’s worked hard to build a solid client base and loyal following.

Geoff’s a great writer and has the book sales to prove it.  He’s also become a good friend over time as well as a reliable sounding board for different ideas and strategies.

He recently hired an agent to sell his own home which is an interesting story as you’ll soon discover.

Check out all Geoff's book here

Feb 4, 2020

This week I listened to one of my favorite podcasts, the Tim Ferris Show.

In this episode, Tim’s guest interviewer, a very interesting performance and longevity expert named Dr Peter Attia interviews legendary dealmaker and American billionaire Sam Zell.  I’ve put a link to this interview with Mr Zell in the shownotes for this episode and if you’re interested in entrepreneurship, investment and a whole raft of excellent business growth tips, make sure you check it out.

The story of how Mr Zell’s parents escaped across Russia just before Hitler and Stalin invaded Poland in 1939 is worth it alone.

But as I was listening to this amazing interview, it again hit me of the success so many immigrants enjoy in their new countries.

As an immigrant myself, I can somewhat understand some of the challenges newcomers face. To pick up and move at the age of 48 leaving my career, my amazing family and many friends behind is no easy thing let me tell you. But I’m not claiming hardship. For I have no idea when compared to so many hardship stories.

One of my favourite immigrants is marketing genius Gary Vaynerchuk. Those of you who know Gary will know that he doesn’t pull any punches and effectively communicates his ideas to an ever-growing fanbase.

I recorded the interview you’re about to hear a few years back when Gary was preparing to head to Australia for a series of talks.

I think his story is impressive and his journey from working in his father’s shop to his current role as the head of Vayner Media is beyond impressive.

He took his father’s liquor store in New Jersey from turnover of $3 to $60 million in just 5 years.

He’s now the head of his own company, Vayner Media, a Fortune 500 company that looks after the social media marketing for some of the biggest brands in the world with revenue now well over $100 million.

But before you switch channels because you don’t think this multi-million dollar career trajectory relates to you in any way, please hear me out because I truly believe there’s something here for you.

I’ve studied Gary’s ideas from the first time I saw him speak live in Las Vegas back in 2011.  I’ve read his books and soaked in his methods. I’ve admired his hussle his drive and his chutspah.

It’s because of Gary Vee that I started this podcast. He inspires me tremendously and he’s a powerful and very relevant thought leader in the marketing space as we know it.

He says he day trades attention which is a cool way of saying that he says and does things to get noticed.

Put simply, his pitch is that he wants to encourage us to embrace and leverage the social media opportunities and unique and different marketing ideas that are available to us in the new digital world.  He knows there are people out there ready to buy what we’re offering and these eyeballs are free or very cheap so he doesn’t understand why we’re all not doing it.

He wants us to make videos and podcasts and not be afraid to be different.  He wants us to be game enough to not conform. To have the courage to empower and promote others so that we too can benefit from an information and content-hungry world.

He wants us to create content, to share a dream, to tell a story to suffer humiliation and not be too proud to tell others and laugh at your own misfortune.

In other words, he wants us to be us… and share it.

You’ll find the youtube video for the 2011 RE/MAX Keynote I attended featuring Gary in Vagas in the shownotes for this episode together with the Tim Ferris Show interview link with Sam Zell.

And just a quick word on getting started.

Please don;t make the mistake of letting perfect get in the way of great.

I can 100% promise you that your first video will probably suck but who cares.  I can almost see some of my private coaching clients listing to this nodding their heads. But I’m so proud you guys had the courage to start.

I was so nervous recording this interview and you can hear it in my voice but look what I got back! An amazing one on one discussion with a hero and a truck load of great content.  I’m calling that a win.

I think you’re going to enjoy this!

The 2011 RE/MAX Las Vegas conference keynote Gary delivered in 2011

Tim Ferris Show.  Dr Peter Attia’s interview with Sam Zell

Jan 29, 2020

So suddenly it's February 2020 and we're into yet another wi and there's no shortage of distractions trying to take our eye off the ball. And some distractions they are.

The Democrats are trying to impeach a US president. The Coronavius remains without a vaccine and so many of us are still struggling with the surreal reality that Kobe Bryant, the guy we grew up watching and admiring is gone at 41 in the prime of his life. 

So it's might feel like we're under siege with bad news and negative vibes but let's look at the upside for a moment and get this year off to the best possible start.

Interest rates remain at record lows around the world.
There has literally never been a better time to buy property. 
As agents, we have access to world-class coaching and support, amazing technology that can save us time and money and the real estate entrepreneurial spirit is thriving as savvy agents who know what they need to do are listing and selling more real estate than ever.

If the loss of Kobe Bryant can teach us anything, then surely it's to live, love and give thanks. That life is precious and time is our most valuable resource.  And that we owe it to ourselves to hone our skills to get better each day. Small improvements combine to deliver massive change and perhaps most important, don't put off that thing you know you have to do.

Personally, 2019 was a massive year. 

In addition to setting new audience records for this podcast, thousands of new Jigglar agents came on board as we rolled out some impressive new templates designed to win listings and make sales. In fact, late last year we were delighted to discover we were helping agents in more than 130 countries.

We're also delighted to know that as we grow, so do our partner Jigglar agents who log in to their dashboards each day and create and download templates to boost their brand and connect with more and more sellers in their local area and sphere of influence.

The regular emails we receive from Jigglar agents sharing their stories of extra fees earned though Jigglar marketing is a constant source of delight, vindication and proof that our idea not only works but is changing lives. ...and that, my friends is a very humbling reward.

Together with my partners, Josh, John and Aaron, we're excited to be in a position to empower so many people within our industry to achieve more by removing the barriers of cost and time to the creation of professional-grade digital and print marketing.

And just in case you're wondering, we all have other jobs.

The cost of building and maintaining a global online platform the size of Jigglar, in addition to renting server space and paying developers is enormous, so for the time being, everything we make goes to making a better platform.

If you'd like to join us and support our push to liberate real estate agents from expensive graphic design while accessing proven marketing concepts ideas and strategies to grow your business and your brand, please grab a free 30-day account at Jigglar.com  You don't need a credit card and there are no contracts or tricky conditions.  We'd love the opportunity to work with you and share our career boosting ideas.  When you sign up for your free trial, you get access to everything we have.

Okay. I'm excited to share today's interview.

Have you ever thought, if only there was a simple, hassle-free and inexpensive way that you, the agent, could show your potential seller exactly what they need to not only prepare their home for sale but make it stand out from others for sale in the area and attract multiple buyers in a short space of time? 

...and isn't that the formula for real estate success? A sale at or below average days on market for a great price and a happy client... not to mention sellers in the area that notice your top result and hire you to sell for them.

Enter Interior designer Mikah Abbananto who not only picked up on this huge gap in the market but, together with husband Sean, built a stunningly simple home presentation coaching program, agents can deliver to their selling clients to help them prepare to achieve a top result.

I think the leverage for this concept is exceptional. 

What do agents need? Listings. And what do sellers want? An agent who can provide evidence they can do just that.

Sean and Mikah not only provide the online solution, they also offer marketing their agent clients can use on social media and point of sale flyers to attract potential sellers and listings.

I believe every agent needs a compelling and dynamic point of difference. What better way to do this than having the services of a top-rated interior designer to help you whenever you want?

This is defintely a great idea whose time has come. All that and more coming up.

Jan 17, 2020

In a world first, real estate auction leaders, Harcourts are to offer their unique sell-by-auction system to non-Harcourts branded agents

If you've never offered a property for sale by auction before, either as an agent or as property owner, you're going to think of it in terms of risk.

My North American listeners might be interested to know that selling real estate by auction is alive and well in many parts of the US and increasingly in Canada.

I'm not talking about power of sale, a Mortgagee clearance, bank forclosure or a distressed selling situation. I'm talking about a property owner who wants to sell and maximize their result, who teams up with an auction savvy agent and committing to an auction campaign.

But up until now, this has been tricky.

Many agents in North America haven't auctioned a property before and I'm sure most wouldn't know where to start.

And, in fairness, it's only natural to have concerns and reservations about something that's unfamiliar or different in much the same way people protested when the first motorized vehicles started threading their way through American Streets back in the 1890s.

But now something exciting is happening.

Harcourts, the company that pioneered the Australian method of selling real estate by auction in California, and a number of neighboring states, are for the very first time, offering their complete auction marketing system to non-Harcourts branded real estate businesses.

This highly innovative and proven business model is being spearheaded by well-known auctioneer and regional director at Harcourts Pacific, Ben Brady.

If you're a regular listener to the show you probably would have heard Episode 151 with Ben where we got into Harcourts push into the Californian real estate market and in particular, how the group has perfected the real estate auction system.

Well now, that system is a marketing gun for hire with everything from complete marketing guidelines to access to the online bidding app that Harcourts has developed.

Ben and his team are kicking off this brand new concept in San Francisco but I have no doubt they'll quickly spread East into new markets where enterprising real estate brokers and brands will be interested to discover the power of auction and the power of offering a dynamic and compelling point of difference to their selling clients.

It was great to catch up with Ben again.

We get into how the system works, why it's popularity is booming and the advantages selling by auction delivers to homeowners, home buyers and agents.

HarcourtsAuctions.com
Ben.Brady@harcourtsauctions.com

 

Jan 8, 2020

I'm recording this episode on Jan 8 2020 and it's difficult to imagine the impact the fires are having on Australia and Australians.

The news networks here in North America feature Australian fire stories at the top of most bulletins and I wake each day hoping not to hear another one.

I'm aware that a number of my real estate friends have been forced to relocate and my thoughts are with you.

It's also difficult to imagine the toll the fires are taking on all fire fighting personnel and their families. These are difficult times but like all of us, I have unlimited faith in the ANZAC spirit and the skill and courage of the teams to tame the beast.

Let's hope this passes quickly with no further loss of life and property.

Well, it's been a big year and as we get ready for Christmas and 2020 it's interesting to reflect on the last 12 months and the opportunities that lie ahead.

Late last year I spent some time with super-agent Garth Makowski in Sydney.

Garth and I are working on a project and I'll share more about that soon but it was a great chance to pick the brain of a guy who's built an amazing brand and business (with the help of wife Laura I must add) that will do more than $6 million for 2019.

If you're looking to shake things up and make next year your best ever, I'd like to share some takeaways I picked up from Garth that you might like to incorporate into your own 2020 vision.

Garth's operation is impressive, In fact, seeing how he and his business operates is a little bit like when Michael Keaton, playing McDonalds founder Ray Kroc, first sets eyes on the McDonald brother's business in California in 1954.

You've probably seen the movie, The Founder, which chronicles Kroc's journey from Milkshake maker salesman to multi-millionaire owner of what would become the biggest and most successful restaurant chain of all time.

Like McDonalds, Garth works a system and as Ray Kroc famously said, "the system is the solution"

So... my BIG takeaway from my time with Garth was the power of the system that runs his business.

He's also a meticulous goal planner and can go back years with his journals to illustrate the power of planning and how it's helped him achieve so much.

Right now, he's calibrating his goals for 2020 and I have his permission to share the 5 goal planning areas he focusses on around this time each year.  They are;

  1. Business Goals. What numbers do you want to do for the year ahead?
  2.  Financial Goals. Do you want to reduce debt? Reach a ‘rainy day’ savings target, buy real estate or save for a mortgage?
  3.  Critical Friends and People. Who are the critical people you want to spend time with in your life? How are you going to make it happen? Who are the chief advisors and mentors that will help you reach your objectives?
  4.  Family Goals. What’s important to you and your family? Time together? Where and when?
  5.  Personal Goals, Health and fitness. Your mindset. What’s fueling your personal energy each and every day? 


It's worth reinforcing the effect of number 3, critical friends and people. Nobody ever achieved anything alone and I believe, in fact, I have proven, that building your personal advisory team is one of the best things you can do to go after the results you're looking for.

So let me summarise a proven plan for 2020.

Plan your goals around the 5 areas I've just mentioned and build your personal team to help you execute.  They might be key people in your business, a business partner, a key employee, a trusted relative, a mentor or coach. And please, if you're going to invest in a coach, make sure they really know real estate and can produce evidence of a successful career. 

Speaking of systems and success, my guest today is living, breathing proof that the system is the solution in real estate.

I first learned about this guy from my business partner at LockedOn Luke Newton.

Super agent Chastin Miles from Dallas, reached out to Luke when he discovered LockedOn after a Google search and wanted to know more.

By the way, in case you don't know, LockedOn is a real estate specific, cloud-based, customer relationship management system.

Anyway, one thing lead to another and before long, Luke and his team of developers started working on a North American version of LockedOn which we launched during 2019.

Chastin loves the platform and gave Luke a heap of awesome feedback and ideas to get the new version to where it is today. 

I met Chastin at NAR in San Francisco last month and I promised him this episode would be out before Christmas.

So Chastin, thanks for your time, great to meet you and a Happy New Year to you and your family. I'm looking forward to catching up and setting up that Jigglar demo I promised.

Also, please let me extend New Year wishes to all my listeners and real estate friends. Your feedback and support has been invaluable during 2019 and I can't wait to inspire and motivate you with lots of fresh ideas in 2020. I have a feeling it's going to be a very big year!

All that and more, coming right up!

Oct 23, 2019

Before I get into this week's episode with super-agent, Michael Coombs, I wanted to let you know about a very special event coming up towards the end of next month. That's November 2019.

I count myself very fortunate to have featured some amazing agents here on the show.

I like to profile the top agents who are waking up every day just like you and doing the things that get them results... and I like the way a good podcast can do that.

But for some time, I've been looking to take that podcast listening experience to the next level and host a live mastermind style meeting for a day with a top agent guest from the show who's ready and willing to share their best ideas so others can learn and duplicate. The trick however, is getting a million-dollar plus performer to say yes.

Looking back over my most popular interviews, it wasn't too hard to find the right guest.

I've featured Sydney super-agent Garth Makowski on the show a couple of times in episodes 10 and 144 and the feedback from both sessions was phenomenal.

Garth's operation in Western Sydney where he owns and operates one of Australasia's best performing Harcourts offices will do close to $6 million in total revenue this year.

He's also in high demand as a trainer and speaker but naturally, like all top agents, he's very careful where he spends his time.

So long story short, Garth said yes when I asked if he'd be the feature presenter for a one-day leadership and top agent summit in Sydney on Monday November 25 this year.

Garth has spoken in front of thousands of agents but I wanted this to be more of an intimate gathering of like-minded professionals where we all get a chance to ask questions and workshop ideas so I'll be keeping numbers low to make sure this happens.

That date again is Monday November 25 and we'll be meeting at Garth's brand new office in Campbelltown about 35 minutes from Sydney Airport.

If you decide to join us, get ready for a great day of discovering fresh ways to take your business to the next level, and Garth also has some brilliant strategies to help you smash it in 2020.

We've set this up for real estate business owners, managers and top agents and I can't wait for you to experience Garth's special energy, raw enthusiasm and a unique ability to share more than 20 years of elite real estate and business owner success.

If you'd like to know more, simply email me at ray@jigglar.com and I'll send you a link with full info.

This is the only training day I'm involved with for 2019 and I don't know when I'll get the chance to do it again.

Email me today and I'll reserve your place.

There was a time, not so long ago, where a million dollar a year performer was a rare unicorn.

I define a super agent as someone consistently earning $1 million dollars or more in GCI a year.

If you ever wondered what a real estate career can do for you in terms of income and lifestyle, listen to this interview.

If you've ever felt like an imposter and you don't belong earning an annual GCI in excess of $1 million, you need to listen to this.

And if you'd like to tap into what needs to happen to become one of the most successful agents in the area and in the country, you MUST listen to this interview with 4 million a year super-agent Michael Coombs.

This is a guy who wears his heart on his sleeve. He's humbled to experience the success he now enjoys and is refreshingly honest in the way he shares his story.

Sep 19, 2019

With real estate it’s quite simple: if you fiercely refuse to blend in, you can’t help but stand out.

My guest for this week's episode is LA-based super agent, Peter Lorimer.

Peter is an Entrepreneur, Real Estate expert and co-host of the top-rating NETFLIX series “Stay Here” which helps struggling property owners redesign and market their short-term rentals into moneymaking showstoppers.

But before real estate, Peter had another life:

Born and raised in the UK, he achieved tremendous success as a widely sought-after Music Producer working alongside the biggest names in music including Pink, Sheryl Crow, INXS, George Michael, Christina Aguilera and more.

He accumulated over 30 #1 Billboard chart hits by his retirement from the music industry in 2003. Wow!

On a quest for new business ventures, Peter began investing in the LA property market.

In 2005, he joined Keller Williams Realty and went on to become the #1 Agent at his brokerage three consecutive years in a row.

In 2009, he earned the prestigious distinction as the #1 top producing Keller Williams Agent for the entire LA region.

In 2010 Peter launched PLG Estates based in the heart of Beverly Hills and aimed at serving the who's-who of the creative entertainment world, which blossomed with its anti-establishment mantra and its policy of no-vanilla.

Peter and his team of more than 200 handpicked agents dance to the beat of their own drum while catering to a discerning clientele.

I believe we need less agents and more marketers and those with the courage and drive to shake things up are forging some of the most dynamic and successful businesses in the world.

Peter is living, breathing proof this works. He's part realtor, part Hollywood and part creative director attracting household names as loyal clients.

When you've finished listening to my interview with Peter, can I suggest you head over to his website PeterLorimer.com where you can feast on a visual treat of stunning marketing images, engaging videos (that Peter actually produces himself) and world-class copy that tells the stories so important to drawing a crowd and keeping them.

 

Sep 10, 2019

Back when I was kicking off this podcast, I’d been listening to Super Agents Live which is the number 1 rated podcast for agents hosted by Toby Salgado.

Then I had a thought…

What if I connected with Toby and we interviewed each other for our shows?

It would be a win-win and we could share each episode with our respective audiences and help spread the word.

I emailed Toby and he said “I’m In”

That was back in January of 2016. It was my 33rd episode.

Super Agents Live is closing in on 300 episodes and Toby works hard to deliver excellent content each week.

Can I suggest you subscribe to his show on iTunes or Sticher or wherever you download your podcasts by searching Super Agents Live or go to SuperAgentsLive.com

Toby is also a huge fan of radio adverting and works with hundreds of agents helping them win more listings and make more sales in their local area.

It doesn’t matter where you are, Toby knows the game and can probably get you very sweet deal on airtime. He also knows what type of stations work for real estate marketing and what don’t.

He’s happy to chat and give you more info, so if you’ve ever wanted to break into radio advertising and stand out from the crowd, this is an excellent opportunity from a proven global authority.

Check out MyRadioExpert.com for more info.

This episode is pretty much me and Toby talking real estate marketing and what’s working right now. He shares some valuable insights.

Aug 21, 2019

If you're new to real estate or even if you're not and you want to fuel inject your results and your income, I'm going to suggest you grab a notebook and a quiet space and listen to my interview with super-agent Tim Heavyside.

You'll come away with ideas and priorities to start implementing the changes you're looking for.

Tim is Director and Auctioneer at Fletchers, a dominant brand is Melbourne's highly competitive eastern suburbs.

He came in at number 13 on this year's REB Australian list of real estate's top 100 agents.

Let's take a quick look at his numbers: He's been in real estate for 17 years and has a support team of 4.

For the 12 months leading up to June 30 2019, Tim listed 140 homes, sold 111 with an average days on market time of 35 and an average sale price just over $1.5 million

Special thanks to Tim for taking some time out of his busy day to share his strategies and tips and as usual, Tim shares something else that's even more powerful.

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