Selling the Dream: A Podcast for Resort & 2nd Home Real Estate Agents

Ep. 223: Alan Thompson on Building a Sustainable Real Estate Business

2nd Home Agents — Fri, 23 Oct 2020 11:27:00 -0400

What if you never got another lead again?

What would that do to your business? How would your business change without cold prospecting?

Would your warm market be able to sustain you? More than that, can you imagine experiencing an upward trajectory in your business, when only working with your warm market?

Most of us spend time capturing leads, building systems to manage the prospects that come to us. We don’t know how serious they are about buying (yet), so we’ve got our work cut out for us.

What if there was a different way, in which leads came to us, ready to buy? That already know, like, and trust us, and are ready to buy a home?

Alan and Betsy Thompson took a break from real estate, and when they decided to come back, they revamped their approach and strategy. Instead of chasing leads, they decided to focus their efforts on developing relationships.

That strategy has paid off, as their business has grown exponentially.

This week on the podcast, I’m talking to Alan. I’ve asked him to share his story, and the strategies that he used to build a thriving business working with their warm market. Instead of chasing leads and cold-calling people, they’re able to build relationships that have created not just a sustainable business, but one that continues to grow year after year.

Highlights of this episode:

Tom introduces Alan and how he got into the real estate business.
After 6 years in the business, Alan decided that he wanted a break, and took several years off.
When he came back to Chesapeake, he and Betsy decided to get back into real estate, and have been working it for 20+ years!
Alan and Betsy operate with a very small staff.
Ad spend goes down a LOT when focusing on relationships, and you still get results!
In the first half of 2019, they closed on more deals than they did in all 2018.
Key: build your database, and KNOW it! Know birthdays, favorite sports teams, pets! When you have this data, you can make sure that you are memorable. Did a person’s favorite sports team win? Send them an email and say “hey, I bet you’re really happy today!” Take treats for their pets when you visit!
“We don’t call them clients, we call them relationships.”
Alan and Betsy have approximately 1100 relationships in their database.
Every person in their database is sorted by relationship: some people are more likely to give referrals than others.
Use social media, but with a personal touch. Did Facebook tell you it was someone’s birthday? Send them a card in the mail!
They can track more than $250,000 in commissions just from Facebook - and they’ve never spent a dime on ads!
Know your community - are you in a military community? Take people flags for Memorial Day, the 4th of July, and Veteran’s Day.
Do local events: have a barbeque, give away pies on Thanksgiving. Do activities that connect you with your community, and be visible! Greet people and get to know them. Socialize the whole time.
Give away door prizes at your events, and use it to get their contact info. You can ask people if they would like an estimation on the value of their house, or if they know someone who would be interested in buying or selling real estate.
We work with people who know, like, and trust us. They see us around town living life, not dressed in a fancy suit and tie.
The more you invest in relationships, the more your true social network grows.
Alan and Betsy clean through their database at least twice a year, ensure that people are classified correctly, and update any information.
Don’t take it personally when people you have relationship don’t buy or sell with you. You don’t know what other people they are connected to, and if there was social pressure to use another realtor, like maybe their sibling, or the wife of their boss.
If Alan could start over now, he would START his business, focused on building relationships, instead of focusing on just completing transactions.

Connect with Alan and Betsy:

Lucky Homes website

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 221: Nohelia & Francesco Crisafulli's Advice to New Agents and Team

2nd Home Agents — Fri, 16 Oct 2020 10:54:00 -0400

Today, Tom talks with Nohelia & Francesco Crisafulli about working as a team, breaking into the real estate industry, finding balance between work and home life, and more.

Ep. 219: Chelsea Pietz Shares How Stories Create Quick, Real Connections

2nd Home Agents — Fri, 02 Oct 2020 12:58:56 -0400

Do you love using social media to connect with people?

Are you trying all the new things that you’ve learned, and done successfully in the past? But now, you’re watching your views and engagement drop?

Social media is dynamic and constantly changing: just when you start to think you’ve mastered it, it changes and evolves AGAIN.

When we record episodes of the Selling the Dream podcast, we go live on Facebook, and share the episode. I find such value in the content that all of our guests are sharing, and want to make sure it’s out there for everyone to find!

I’ve invited Chelsea Peitz, a Snapchat and social media guru, onto the show so we can talk about social media, and how you can maximize your presence using these free networks and resources that are available for all of us to use!

Chelsea is an expert in using Instagram stories, and shares so many helpful hints and tips that you can implement today in your social media. She shares all kinds of valuable, super helpful information, including connecting your Instagram and Facebook stories (and what kind of accounts you can connect), how much to post per day, what kind of hashtags to use (and how many to use).

This week on the Selling the Dream podcast, get ready to see how you can use social media to build those real, authentic connections. You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Chelsea and her business.
Chelsea says that the biggest thing on social media is anything with “CRM - camera first, real time, message enabled.”
Remember: Facebook prioritizes personal content rather than promotional content.
On Facebook, live video will perform better than pre-recorded, and one good photo will perform better than multiple photos (or an album).
Don’t share YouTube videos on Facebook: upload the video directly to Facebook. They want to keep you on their platform, so won’t share your link as well if it’s a YouTube link.
Instagram stories are like reality TV; you can start conversations with real people all over!
If you have a personal Instagram account, you can post the same stories to Facebook and Instagram at the same time! If it’s business, you can only post to a business page vs a personal profile.
You don’t have to spend a lot of time on these stories: if they are 5 seconds, and you post 10 a day, you’ve only really used a minute of your time!
The easiest way to build engagement is to engage on others’ posts.
When you’re on stories, you can say “if you’re thinking about buying or selling a second home, send me a DM!” that helps bring the connection to your messages so you can privately help the person. No one else needs to know!
Only 60% of stories are watched with sound on.
Have good photos, but focus on the captions to encourage people to engage with your content.
When it comes to hashtags, think about what people are searching for! No one is searching #realestate or #mortgage. They are looking for practical things, like #phoenixrealestate or #mauirealestate.
Make your instagram almost like a blog.
Interested in trying LinkedIn? It’s an amplifier of your message, and a great way to connect with new people.
If you’re brand new in the business, find an expert in the field, and learn. Learn who your audience is, and how you want to serve them. Identify your unique value proposition.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Chelsea

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 217: Julia Ray Shares How to Move Beyond the Alphabet Soup of Credentials

2nd Home Agents — Fri, 25 Sep 2020 15:08:37 -0400

What kind of credentials do you have?

You may have alphabet soup behind your name...but what do you do with those letters?

And how to turn those letters behind your name into something practical and meaningful in your business?

When you focus on your business, and what you can do to make yourself better, you can use those letters behind your name to help you provide the most excellent service to your clients and leads.

See, real estate isn’t just about gaining education: it’s about using that education to help your clients make the best decisions.

Your job is to help educate your clients: not make decisions for them! The more educated you are, the more equipped you’ll be to help educate your clients!

Julia Ray has turned that alphabet soup into connections, and has built a thriving boutique business. You’re going to be inspired by how she uses that education to connect with her clients and leads!

This week on the Selling the Dream podcast, get ready to see how you can use those credentials to build connections. You won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces Julia Ray and her real estate business.
Julia chose to keep her business small, so she could give the customer service experience of her choice.
“It’s not up to us to decide yes or no, it’s our job to educate and let the consumer decide.”
Julia shares what to consider when working in the condo industry.
Taking care of an expensive asset like a condo costs money - be prepared to spend money to protect and care for your assets!
Julia shares what the team does when they help perform maintenance on condos, and how they keep clients up to date.
Referrals bring in a lot of Julia’s business - provide excellent service, and people will contact you!
Connect with everyone - you never know who is going to bring in referrals.
Julia shares about her credentials, and how each and every one of them has helped her grow her business: from negotiation to investing, she has credentials.
“I don’t treat real estate as competition….it’s collaboration.”
Julia shares what tools she uses to grow her business, including her CRM.
Connect with people, and the business comes!
Julia shares her top advice for new agents.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Julia:

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 216: Turning Pain Points Into Closings

2nd Home Agents — Tue, 22 Sep 2020 10:20:00 -0400

Today on Selling the Dream, we're talking about creating a series of frequently asked questions and turning your pain points into closings

Ep. 215: Sharran Srivatsaa Shares How to Create Valuable Connections

2nd Home Agents — Fri, 18 Sep 2020 15:07:07 -0400

What is it like when you create connections?

How are you connecting with your feeder markets, and those who may be interested in real estate in your area?

We all know that if you immediately start selling to your leads, that’s not going to work!

But if you give them the inside scoop, and help them feel like a true VIP, you’ll find that you build a strong community, full of connections. In fact, you may not even need to market ever again!

Taking the time to build those connections and help people feel like they are a true insider, and part of a community, will help you serve your clients on a higher level!

That’s the mantra of Sharran Srivatsaa, whose mission is to defend and advocate for real estate agents. His goal is to help agents create raving fans, not just “sell.”

You’ll be inspired by his story, and how he went from driven to bed-ridden, and what amazing habits and activities helped him recover and build a successful business! Hint: it has to do with creating connections!

This week on the Selling the Dream podcast, we’re digging into the archives and bring up some favorite episodes of the podcast! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces Sharran Srivatsaa and his business.
Sharran shares about Kingston Lane, his mission to defend and advocate for real estate agents, and how he originally connected with Tom.
How do you stay in touch with others, without making them feel like you’re reaching out too much? Sharran gives some tips!
Connect with people, and make them feel like VIPs! They don’t want to be sold to, they want the inside scoop on things!
Become a curator and moderator of a community, and create connections.
Build true fans, and you’ll never have to do any marketing!
Keep the tools that you use simple so you can focus on building the connections and community instead.
Don’t put people in an uncomfortable position, having to make a decision and respond to a question. Bring up the “big” questions organically!
Creating the connections is simple - just bring people together, in a place where they feel a sense of community.
Sharran shares about his health crisis, and how he started his five am club!
Cadence is everything: that will help you be consistent in creating your connections.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Sharran:

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 214: Commitment is Key

2nd Home Agents — Tue, 15 Sep 2020 08:14:00 -0400

Today is a very important day for me on a personal level, and I want to give a special shoutout to my lovely wife, Lori. Together, we are celebrating 30 years of commitment and plenty of lessons in commitment.

Ep. 213: Selling Property Site Unseen (with Kenny)

2nd Home Agents — Fri, 11 Sep 2020 12:57:00 -0400

Can you imagine selling houses without your clients ever actually setting foot in them?

We’re experiencing that during COVID, and finding that when we market well and effectively, we can sell houses, “site unseen.”

But what does it take to get there?

We’re used to this stereotype of the scummy salesman, and how they’re always pushing a sale. They’re always looking for that next deal; that next lead.

When you feel like a number to an agent, you’re not going to respond well to their efforts, and you’re definitely not going to want to buy a house from them without checking it out in person!

But now, things are starting to change, and this is something that us second home agents know well. People are willing to buy homes without ever setting foot in them.

It just takes the right agent to accomplish that - someone who has put forth the effort to build trust, and build those relationships. They’ll tell their clients everything that they need to know about the property: the good, the bad, and the ugly.

They’ve built that trust so that when it comes time to sign the papers, clients will sign them with confidence.

It’s all about that trust. After all, the core of real estate isn’t really selling houses: it’s a relationship business.

This week on the Selling the Dream podcast, I’m talking to my producer Kenny, to get some outside perspective on what we do as real estate agents! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces Kenny, and this week’s episode of the show.
How do you connect a client with their dream home when they can’t physically be there?
After COVID, it’s become more normal for people to not be able to go places and see things!
So how can real estate agents, especially second home agents, connect people with the perfect home?
How in depth can you go with a client, especially through Zoom?
Creating the relationship with the client is far more important than knowing what kind of doorknobs they want.
The most important thing that a client needs is trust: if they trust you, they’ll be willing to take your advice and listen to you!
When I’ve sold properties site unseen to clients, we’ve spent at least two hours on the phone before I ever even showed them any virtual tours!
Think of the realtor/client relationship as being similar to a dating relationship - you have to earn their trust!
Point out the good and the bad - that way, people know you’re going to be realistic with them and not just say that everything is good.
Pro tip: when you’re showing houses on Zoom, keep a bottle of water close, cause you’re going to have to do a lot of talking.
You are their eyes, ears, and legs - you have to show them everything!
When you get new leads, send them a video, not just a call or text! Get your face in front of them fast.
Real estate is not the business of selling houses, it’s a relationship business.
Trust and inventory are what you need to be successful setting homes site unseen.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 212: Speak Your Mind

2nd Home Agents — Tue, 08 Sep 2020 21:33:00 -0400

Ep. 212: Speak Your Mind

Ep. 211: Leo Chen Shares the Wisdom of Relationships

2nd Home Agents — Fri, 04 Sep 2020 06:00:00 -0400

How much time do you spend developing your relationships and common interests?

If you’re only posting pictures of houses for sale, or talking about open houses and business, you’re not going to attract the kind of people who are going to do long-term business with you!

What if instead, you connected with people over mutual interests and shared passions?

Here’s just a few ideas:

Pets
Old cars
Your neighborhood
Hobbies
And the list goes on!

When you connect with people over the things that they love, that connection turns into trust.

That trust means that when you do have a “sales” message, or you reach out about how you can help them, the connection is natural and just makes sense!

It’s easy to get caught up in technology, and think that you have to have everything all perfect, but at the end of the day, it’s always all about the relationships.

Technology is just a tool to bridge the gap between those relationships and serving your clients.

This week on the Selling the Dream podcast, I’m talking to Leo Chen, who worked in the startups and tech world for 15 years, and made the transition to real estate. His secret to success? Relationships! If you’re ready to dig into what really will make an impact in your business, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces Leo Chen, and his business.
Leo worked in tech for years, and then joined the real estate industry: there are no ceilings, you can join now and make money!
Use the relationship first, and then use technology as a tool to bridge any gaps.
Real estate isn’t a technology business, it’s a people business.
Tap into the emotions of finding people what they want - it’s not just about finding the features that they are looking for!
Leo shares about how he’s used a Facebook group to develop relationships.
Your important relationships aren’t just clients and leads: always be developing relationships with anyone, so you can connect anyone to exactly who they need!
Leo shares why his Facebook group is named the Wisdom Club.
These connections aren’t to talk about real estate: they are to connect over things that people are passionate about!
Love and connections are a gateway to trust.
Find ways to connect people with information that is important to them.
Leo shares how he uses social media, and what platforms he is focusing on.
Get to know where a person is in the process, and provide value to them.
Leo shares how you can connect with him.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Leo:

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Tom Tezak 0:00

Everybody, Tom Tezak Today on Selling the Dream we're gonna discuss the wisdom of relationships. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry Rockstar. My mission is to bring you cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.

Everybody Tom t Zack today with Selling the Dream. And today I'm so excited that we've got Leo Chen with us from Newport Beach, and Leo is with Coldwell Banker, global luxury Newport Beach. And we're going to have a great conversation today. Leo, welcome to the show.

Unknown Speaker 0:51

Thank you, Tom. I'm so excited to be on here. I've seen your show off and on for so long now and I know you're doing such a great job. When I, when I think about like the perfect host voice and perfect personality like that, that is like,

Tom Tezak 1:07

Oh gosh, cut the crap. Oh man, Hey, thank you for that. I appreciate it. So, Leah, let's, um, let's talk a little bit about where you come from what your market is. You do mostly luxury market in the beach cities south of LA, or Orange County. And so tell us a little bit about that market and you know how you've evolved in that in that world?

Unknown Speaker 1:33

Yeah, great question. Um, I have been born. I was not born here in California. But I was raised here in California in the suburbs of La in the Torrance Redondo Beach area. And growing up that's all I knew was the beach when people asked me I just tell people like you know, literally sprouted from the sand you know, so those that the beach so much and with my complexion, literally within a week into the summer, I'm like Completely panned out and blacked out. And so I've just always been around the beach my whole life. When I graduated high school we moved down to Orange County, and more specifically South Orange County, which were initially just about 10 minutes from the beach from Laguna Beach from Newport Beach, from Dana Point and all those ...

Ep. 210: Risk vs. Reward

2nd Home Agents — Tue, 01 Sep 2020 21:06:03 -0400

Do you ever find yourself taking the easy way?

Sometimes, it’s just easier to do things the “easy” way: not spending money on a particular marketing campaign, or taking the time to try something that may not work.

Well, I’m here to tell you that it’s time to take some risks!

Try something new! Do something different! Take advantage of this time to do things differently!

Coming out of COVID, there are quite a few agents who have learned some new tricks and are incorporating new techniques and technologies into their business.

It’s ok to try something new, and find out that it doesn’t work - if that’s the case, leave it behind!

But don’t be the person who never took a chance, and never tried something new! You never know when you’ll be missing out on rewards.

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to calculate risk vs reward: don’t be afraid to take chances and try something new!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you ever take the easy way?
Say no to things that are risky, or maybe would cost more money than you’re looking to spend?
Don’t be afraid to take risks! In fact, you have to take risks in life!
Try new things, and don’t be afraid to fail.
You may find that you take a risk and fail.
But you may also find that you take a risk and succeed.
Don’t be left behind by those who are out there taking risks and taking chances: they will receive the rewards of those risks!
Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 209: John Ruhlin Shares How to Give Good Gifts

2nd Home Agents — Fri, 28 Aug 2020 19:09:34 -0400

Are you interested in surprising and delighting your clients?

You may want to look into giving better gifts! And we’re not just talking about getting some cheap swag, and putting your logo on it!

Everyone gives swag or logoed items for anniversaries, birthdays, and Christmas (we call those ABC gifts).

But if you want to be like Seth Godin’s purple cow, and stand out, you’re going to want to be completely different!

Gifts surprise and delight your clients, and make them feel special and noticed.

It’s not about the transaction, or even the item itself (although you need to be strategic about what you choose!), but it’s all about making the recipient feel special and valued.

The relationship is the key: make your clients feel like their relationship is worth investing in, and they’re going to remember you!

If you can get your clients selling for you, and bringing in those quality leads, you’ll be amazed at how the money invested into good gifts pays off: and fast!

So stop giving crappy gifts, and tune in this week to hear about how you can give better gifts, even if you’re just starting out, and don’t have a big budget!

This week on the Selling the Dream podcast, I’m talking to John Ruhlin, author of the book Giftology, about how you can strategically give gifts! If you’re ready to explode your market and surprise and delight your clients and leads, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces John Ruhlin and his business, Giftology.
Most businesses rise and fall based upon relationships with their employees, clients, or centers of influence referrals.
John shares his experiences with people giving gifts when he grew up. It was never transactional, it was relational!
Gifts aren’t just about the gifts: it’s a delivery of emotion!
There’s a huge difference between some cheap swag and something that’s going to be treasured for years.
You can’t just slap your logo on cheap items and call that a gift!
John tells the story about how his wife worked in gifts, and encouraged him to give better items that people will actually like.
“I don't care if you're a billionaire. We all crave to feel like our life matters. We all crave to be treated like a human being, not a number.”
Swag is fine, but don’t confused it with a gift.
Treat your employees just as good as you treat your billionaire clients!
Get to know the gatekeeper for the person you want to target, and treat them like gold!
Take a look at the impact of your gifts, and then it only makes sense to invest in giving good gifts!
John talks about what to do if you don’t yet have the budget for really high level gifts, if you’re just starting out in the industry.
Be a purple cow: stand out!
Pick a category, and go best in class!
Your goal is to be the first person that others think about in your industry.
“ If you can turn your clients into sales reps for you, it's game over.”
Sometimes we’re very generous as humans, but lose that in business. Look for ways to give and invest in those relationships!
John talks about when not to give gifts.
Avoid giving ABC gifts: anniversaries, birthdays, and Christmas. Give at unexpected times!
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with John:

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 208: What Are We Doing?

2nd Home Agents — Tue, 25 Aug 2020 08:01:00 -0400

If you’ve been listening to this podcast, you may know what’s going on!

But today, I’m taking a moment to step back and just tell you everything that we have going on, and how you can access these resources that we’ve put together, and how you can use them for your business!

From our inspirational tip Tuesday episodes to our monthly Mastermind meetings, we’ve got something to help inspire you on your real estate journey!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to dive in and use the resources we have created here for you, and network with like-minded agents!

Highlights of this episode:

What are we doing? I’m here to tell you!
Tip Tuesday episodes - short, inspirational episodes
Friday interviews - from Tom Ferry to industry leaders all over the country, there are many things to learn!
Listen to the Friday interviews to learn different perspectives and ways of doing things!
We have a Mastermind community that meets monthly - if you’d like to join, reach out to me at tom@tomtezak.com.
Join our Facebook community (link below) and connect with like-minded agents all over the world.
Our Second Home Agents website is a great place to get listed and connect with agents in other markets!
And if you think you’d like to be a guest on the show, reach out! I’d love to hear from you!
Join our 2nd Home Agents Facebook group and create connections! (link below)

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 207: Ben Belack Shares How Become the Known Entity

2nd Home Agents — Fri, 21 Aug 2020 22:43:24 -0400

Have you ever looked at other real estate agents and wondered how they were getting the sales numbers that they have?

Sometimes, you see that you’re doing the exact same things:

Open houses
Direct marketing
Advertising

But there’s just something about them that is skyrocketing their sales!

Every wonder what that key difference is? They are known.

When you are known in your market, you’re going to be the person that people call. You’re going to be the one that they want to work with. You’re the one that they have connected with - sometimes without ever even meeting you!

How can you do that?

It’s all about how you network with people, and build your reputation. Take time to create relatable content that wins people over and makes them feel like they know you, like you, and trust you.

You don’t have to be the smartest real estate agent ever: you have to be known!

This week on the Selling the Dream podcast, I’m talking to Ben Belack about his key to success: being known! If you’re ready to explode your market and be the top choice in your area, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Highlights of this episode:

Tom introduces Ben and his business.
Ben was pursuing an acting career, and ended up in the world of real estate.
One of the best things you can do when starting out is find a mentor, and make yourself indispensable to them!
Ben shares his affirmations, and how he uses them to help himself be better.
Tom shares his perspective on scoffing at what successful people are doing: if a top seller is using affirmations, there just may be something to it!
If you don’t emotionally capture your clients, it will impact the bottom line.
Tom and Ben discuss some of the implications of new selling rules.
Ben shares how he got into video marketing for his sales, and how he uses video.
You have to be known in your market to get results!
You may be around agents who may not seem “as good” as you, but what sets them apart? They are known!
Ben shares that he uses his iPhone 11 for all of his recording, and makes day in the life videos.
People expect and want to see transparency, not a perfectly produced video! They want to know that you’re real!
Not all content is pushed out at once. Ben shares how they slowly release content.
Know your numbers and what is bringing in your income! You may find that your most profitable leads come from free sources (hint: referrals)!
Video walking tours of your listings can bring in quite a few views and leads!
Ben shares his DiSC profile, and how to connect with him.
Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Ben:

Connect with me (Tom):

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Unknown Speaker 0:00

Today on Selling the Dream find out if you're the known entity. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry.

Unknown Speaker 0:19

My mission is to bring the cutting edge market insight into sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.

Unknown Speaker 0:35

Everybody, Tom Tezak with Selling the Dream and today I'm with Ben bellick. With the agency and he works from the city to the water in LA he does a bunch of business in Beverly Hills,

Unknown Speaker 0:48

Hollywood Hills and off to Malibu. Ben, thanks for joining us on Selling the Dream. Thanks for having me. I'm excited to be here. Thank you. So Ben, how long you been in business? I've had

Unknown Speaker 1:00

Had my license, uh, almost 10 years, 10 years. What do you do before selling real estate? I was pursuing a professional acting career in Los Angeles for nearly actually over a decade very seriously and enthusiastically I was an actor as a kid. And, but, you know, kind of really, the core of what I was doing at the time was hospitality. I worked in hospitality, ultimately for Wolfgang Puck at spargo in Beverly Hills. Wine was my interest. I became a sommelier and was blind tasting wine five days a week for five years. Wow. Yeah. So you know your stuff when it comes to that and you know, I think that speaks to, well, what a great background so it's we as realtors, so many realtors come from different places, and they take and they draw off of what they used to do to be successful at what they currently do. You know, my back my backstory was I was a deputy coroner. So you know, you talk about customer service.

...

Ep. 206: Who’s Controlling You?

2nd Home Agents — Tue, 18 Aug 2020 15:13:52 -0400

Does the world ever feel out of control?

It’s easy to see all the things that are outside of your control, and learn how to adapt.

But there are a lot of things that you can control!

You can control what you do as a response to fear. You control your actions, and your choices.

The more that you take action in the things that you do have control over, the more you will emerge as a leader during these times where the world sometimes feels out of control!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to take control of what you can and be a leader!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Today, we’re going to talk about control!

Are you a control freak? Or are you controlled by others!

There are a lot of things that are outside of our control!

You have to learn and adapt to those things that are outside of your control.

However, there are many things that are under our control, and that we can do something about!

We don’t have to be controlled by fear, or my others - we can make a decision!

When you take control and make choices, you become a leader!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 205: Erin Evans Shares How Your Buyers Can Use a VA Loan in a Resort Market

2nd Home Agents — Fri, 14 Aug 2020 08:05:00 -0400

What is your primary market?

If you’re listening to this podcast, there’s a high chance that you are working in the secondary home market, or helping people find the home of their dreams.

But what happens when a pandemic like COVID hits, and some resorts are completely stalled, and no one is traveling to these areas and buying homes?

This week, I’m talking to one of my fellow real estate agents here in Hawaii, Erin Evans. She works in the Oahu market, and roughly 80% of her business comes from military home buyers.

These people may only be in the area for a short time, and they may not be looking to buy the home of their dreams. But they have a powerful tool that makes them a strong buying candidate, and she’s here to tell us all about it!

If you’re thinking of ways to connect with a new market and build a strong nation-wide referral network, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Erin and her business.

Tom and Erin talk about how they met, and how they use referrals in their business to bring in new leads.

Almost 80% of Erin’s clients are military: this means that she ultimately gains connections everywhere, and her clients are always looking for a trusted agent for a referral!

Be your own advocate: own the space in other realtor’s minds! When they think of your market, you want them to automatically think of you!

Social media is a great place to build relationships - you can find so many networking groups.

Always be ready to help other agents that you meet, it will pay off.

Erin shares how the VA loan works, and how her clients are using VA loans to purchase homes.

Always be on the lookout for opportunities to help people get the best value whenever possible. Understanding the options and limitations can open doors for your clients to buy their dream home.

Tom and Erin talk about the state of the market during COVID, and how that’s impacting business.

Don’t just build a resort market: build a residential market.

Erin talks about tools she uses for distance connections, including Marco Polo.

Tom and Erin discuss the DiSC personality tool, and how their tendencies have changed over time.

Tools such as the DiSC test help you understand your clients, so you can perfectly market to them and their specific tendencies.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with our panelists:

Anne Eliason

Dennis Hanlon

Angela Zampino

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Unknown Speaker 0:00

Hey everybody, Tom Tezak with Selling the Dream Today we're going to talk about how your buyers can move to your market area in the resort districts using a VA loan. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an info pack interview with an industry rock shop. My mission is to bring you the cutting edge marketing tried and true sales techniques and information about the latest technologies. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.

Unknown Speaker 0:38

Hey out there to our live audience. Tom Tezak here with Selling the Dream podcast and today I have Erin Evans from Honolulu on the show with us

Unknown Speaker 0:49

are Oahu actually her offices in in Honolulu, so it's a little different. But Erin, welcome to the show. Thank you so much. What can you share with us about life in in a Oahu

Unknown Speaker 1:00

Well, thanks for having me, Tom. Great to see you. And life in Hawaii. I mean, I don't know you're on now you sent me. I think it looks pretty good over here, isn't it? The weather's always beautiful and can't complain. I love it. So and let's, let's, you know, we both have been in this business a long time. We're both broker owners. So we have some similar kind of experiences. You were on a century 21 office, I run a windemere office. So friendly competition in that regards. And we've gotten to know each other through networking throughout the world, and referrals and just so much opportunity exists in the networking world. Especially for realtors. Yeah. And you know, you know, one of the reasons I spoke to you this morning, I called them just said, Hey, Erin, thanks so much for letting Shawna know on your Facebook group for military real estate agents that I was an agent to us in Maui. And we put her clients under contract today or yesterday, huh?

Unknown Speaker 2:02

Thank you. And but what I, you know, I think the value in that is I met Erin through a networking through Tom Ferry coaching, got to know her. And then she was on Facebook and said saw somebody say, Hey, I'm looking for an agent in and Erin said you need to reach out to Tom. And then she reached out to me. And we connected and I got that referral now it was a year ago. And that's the way sometimes that happens. But I just so much appreciate that. And I think, you know, let's talk about that referra...

Ep. 204: Change is Inevitable, but THIS is Optional!

2nd Home Agents — Tue, 11 Aug 2020 08:00:00 -0400

You may have heard this quote from John Maxwell:

“Change is inevitable, but growth is optional.”

This is such a great quote, and so applicable as we’re all changing and adapting in response to this global pandemic!

Growth is absolutely critical through this process!

How are you growing? What steps are you taking to make sure that you don’t just change, but that you grow through this?

Take advantage of this situation to stretch yourself, and challenge yourself! Learn new skills, master new technologies! Use this time to embrace growth!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to take time to grow in the middle of change!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Change is inevitable, growth is optional!

During COVID-19, we’ve all had to change!

But are you growing during that change? I’d like to encourage you to take time to grow!

We can’t change things, but we can make the choice to grow!

We can be better spouses, parents, and even grow in our knowledge and abilities!

Take advantage of the time that you have to grow!

This is going to be a long journey, and we can equip ourselves to be successful!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

_______________

Tom Tezak 0:00

Today on Selling the Dream, change is inevitable. Growth is optional. Welcome to Selling the Dream, a podcast created for and by second home and resort realtors on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry rock shop. My mission is to bring the cutting edge market insight into sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate, Selling the Dream.

Everybody, Tom Tezak with Selling the Dream and today's Tuesday Tip inspired by a famous speaker john Maxwell and his quote is, change is inevitable. Growth is optional. And I think it's such a great quote to use today and coming out and coming through COVID-19 and seeing people during the course of their careers and their lives and their business.

and their families face

changing because we have to we don't have a choice to change right now. It's inevitable, as john Maxwell said long ago, before COVID-19 hit. But growth is so critically important through all of this. It is up to you to take this change, figure out how you can do better things. Take advantage of the situation and the opportunity, the scenario and maximize that to make yourself a better person to make yourself a better realtor, to make yourself even more importantly, a better father, husband, wife, whatever that is through the course of these changes, and embrace it, because we can't change it. But we can work on our growth and learn how to make the best out of a situation if you're challenged with showing real estate because your clients aren't in here, then figure out how to show real estate digitally figure out how to get online and do it. We have

All the technology that we need to show properties to do what we need to do as realtors to list properties, take advantage of it. And if you think oh my gosh, it's hard or I'm afraid, you just need to embrace it. Spend some time, do some research, follow some podcasts, follow some tech seminars, and learn how to do this. You've all been working on it, I know. But you just need to realize it's not going to go away. Things are not going to change overnight. It's going to be a long journey. And we need to be prepared to be on that journey. To do the best job we can. Your clients are out there, they want to buy real estate, they want to sell real estate, be the resource that says, I'm here for you in this crazy time. And I'm embracing all new technologies to help you be successful. So, for Selling the Dream, remember we don't just sell real estate we are selling the dream and embrace change and don't be afraid to grow.

Ep. 203: August Mastermind Replay: How to Break into a Luxury Market

2nd Home Agents — Fri, 07 Aug 2020 18:00:38 -0400

Are you working in a resort market?

If so, then you probably have seen the division in a resort market: there’s your typical real estate, and then there’s the high end luxury real estate.

It’s hard to break into that “club” of realtors who work in the high end luxury market, but this week, we’re hearing from three people who did!

Not only did they break into the luxury markets, but they also were able to be excellent at it!

This week, we’re going to hear from three people who:

Were able to create an “in” to the market

Became experts in what it takes to make 7 and 8 figure sales

Understand the mindset of their clientele

These are huge, and once you start to understand how you can do those three things, you’ll be able to break into the ultra high luxury market in your area!

Join us this week for our replay of our monthly mastermind meeting, where I talk to some of the top agents working in resort markets. We’re talking to Anne Eliason, Dennis Hanlon, and Angela Zampino about how they broke into the market!

Not only are they dominating the regular markets where they work, they have broken into the top-tier luxury markets! If you’re missing get-togethers with industry leaders, and thinking about breaking into the ultra luxury market, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the August mastermind group meeting, the topic of discussion, and who will be sharing this month.

Anne shares how she got into the market in Kauai.

Anne leveraged her relationships to help make her big break: you never know when a person will decide it’s time to buy!

Because of trust, that buyer purchased a 10 million dollar home, sight unseen.

Mail marketing was another part of Anne’s strategy.

Talk about your success! When you’ve earned the sale, talk about it! Show people that you are the one to pick.

Dennis shares how he got into the luxury real estate market.

When Dennis started selling real estate, there wasn’t a luxury market in his area!

Angela broke into the market when she reached out to one of the top agents in the area and connected with them.

The group talks about knowing your market, and what’s most important to your potential buyers.

Pick an area, and learn the ins and outs of it. Make yourself the go-to expert!

You can’t be an expert on everything, so pick something and become the expert!

Each of the experts talk about what market they serve best, and how they allocate marketing efforts.

Ultra high end real estate isn’t about marketing dollars: it’s about building relationships.

Go where your ideal client is: be at the golf course, the country club. Get to know them well, and understand them.

Anne shares how she uses tools like the iPad Pro in her business to help educate clients.

Don’t be intimidated by all the high production content - just get out there and make it happen!

If you do need to get into high production media, look at it as an investment into the sale of the property, whether it be a video, or drone footage!

Other agents serving other areas aren’t competition: look at them as coworkers.

Build your network so you can send referrals!

Make sure that you build that network authentically and personally.

Understand the perspective of those who buy in the ultra luxury market: money doesn’t matter, they want what they want, when they want it.

Everyone shares what they did when they got their first big check and their best advice for breaking into the market.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with our panelists:

Anne Eliason

Dennis Hanlon

Angela Zampino

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

Unknown Speaker 0:00

Welcome to Selling the Dream, a podcast created for and by second home and resort realtor on Tom Tezak. And each week my goal is to bring you a quick real estate tip along with an infopath interview with an industry Rockstar. My mission is to bring this cutting edge marketing tried and true sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate selling.

Unknown Speaker 0:28

And good morning, everybody, Tom Tezak and with Second Home Agents, and we're doing our resort our mastermind for how to bust into the luxury resort market. So there's a lot of...

Ep. 202: How to Take Advantage of Missed Opportunities

2nd Home Agents — Tue, 04 Aug 2020 08:00:00 -0400

What have you learned from this pandemic?

All over, we’re redefining our jobs, and what it means to be a real estate agent.

Many of us are still working constantly, grinding away to be the number one producer, the number one agent.

I’m one of the worst of those: I’m driven, and constantly looking for ways to innovate and succeed!

Then COVID hit, and I found myself with some opportunities to take a break, and focus on being number one in some other areas, like being the number one dad to my daughter, and being the best husband to my spouse.

Instead of focusing on all the missed opportunities to be the top producer, I’d like to challenge you to take advantage of these missed opportunities!

I mean, after all, what does it matter if you’re the number one producer, but you don’t enjoy your life? Or if you don’t enjoy time with your partner and family?

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to learn lessons from this pandemic! You may be driven, and you may be constantly pushing to be number one, but don’t forget that there are some areas where being number one matters so much more!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you feel like you’re always grinding, looking for the next sale, taking time to constantly work on your business?

One thing I realized during this pandemic is that sometimes, you just need to stop!

If you don’t take time to focus on enjoying your life, spending time with your partner, or with your kids, then all the work that you’re constantly doing is a waste of time!

I love what I do and am highly-driven to do it! But I need to make the choice to spend time enjoying my life!

I want to be the number one agent, and number on producer, but more than that, I want to be the number one dad, and number one husband.

Don’t lose sight of that in the midst of the grind!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

TRANSCRIPT:
[00:00:00.680]
Everybody today on Tuesday Tip selling the dream? Sometimes you just gotta take advantage of missing an opportunity.

[00:00:09.970]
Welcome to Selling the Dream, a podcast created for and by second home and resort realtor from Tom Tezak. Each week my goal is to bring you a quick real estate tip, along with an info packed interview with an industry rock star. My mission is to bring this cutting edge market driving through sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate. We're selling. Hey, everybody, today and Tuesday is Chip.

[00:00:40.430]
Sometimes you just got to miss an opportunity. You know, I just.

[00:00:45.950]
We are always grinding, grinding grind and trying to get as much business as we can, trying to get everything done that we can, trying to sell, sell, sell.

[00:00:53.650]
And what I realized through the course of the pandemic is sometimes we just need to stop. We need to re energize. We need to enjoy our family. We need enjoy our partners. We need to enjoy our kids.

[00:01:07.460]
And if we don't focus on that, everything else is sort of a waste of time and energy. So I just want to share with you that every once in a while. Turn your phone off every once in a while. Say I'm not available. Every once in a while. Say. A honey. Hey, partner. Hey, kids, let's go out and have fun. Let's not be focused on. Oh, I got a Zillo call or oh, I got to take care of this thing.

[00:01:33.810]
You need to be planful. You may need to schedule it. But don't forget that we do all of this. Enjoy your life. And I get it, I am I'm sort of sadistic about it. I love real estate. I love what I do. But you know what? My kids and my wife are so much more important, and I need to keep that at the forefront. I forget that sometimes because I'm so driven to try to get the next deal.

[00:02:00.000]
But through the pandemic, what I've realized is it's been so much fun and so enjoyable to hang out with my kids and given an opportunity.

[00:02:07.440]
And this is where it all comes from. My daughter is 20 years old. I never really thought that I would have the opportunity to spend so much time with her like I have and I have embraced it and cherished it. She is a great, great kid, but she is OK. She went off to college and now said she was forced to come home and I just have had time to reflect on all of that, that that's what we do all of this for.

[00:02:30.770]
We we. I know no longer do I care about being the number one agent or the top producer. I mean, those things are important. I want to be the number one dad and the best husband. Those are the things that are really important. So, Paul, you guys out there that are busting your butts, you're trying to figure out how to make it work.

[00:02:47.370]
You're trying to be number one. I get it. Enjoy it. Do it. But you also need to recharge and re energize. You need to be number one. At home, before you can be number one in the real estate community. So remember, everybody, we are not just selling real estate. We are selling the dream. But don't forget about your own dreams and your own firm. Everybody, I'm so happy that you're with us today.

[00:03:16.210]
And I just want to encourage you to please there's nothing that makes me happier than when I get reviews and subscriptions from all of you out there. Whatever platform you listen on, please go in and leave us review. Give us a rate us give us whatever many stars that you think are appropriate. Send me an email. I loved getting e-mails from from you with any questions you might have that I can address or feel free to call me. I'm so available right away to ATO, to 055 and the other things I'd love for you to do is join our network group in Facebook Resort and second home agents.

[00:03:55.990]
It's only for real estate agents or industry influencers. And I would. We've got a great group going on, lots of activity. And lastly, go to second home agents dot com. Become a member. Join up on that site. We put all of our information on that site and we're creating a network for agents to share and help other agents out, as well as do referrals.
<...

Ep. 201: Matt McGee Shares How You Can Create Podcast Content, Part 2

2nd Home Agents — Fri, 31 Jul 2020 16:01:17 -0400

What can you do with a podcast?

Last week, Matt McGee and I talked all about what it’s like to have a podcast, what you learn from it, and how it can help shape your business!

This week, we’re talking about the process of creating a podcast, and what we do for our podcasts!

With the Selling the Dream podcast now at more than 200 episodes, I’ve learned a thing or two about the process, and since this is Matt’s main job, we’ve both learned a few things that we’re ready to share!

But it doesn’t have to be complicated: it can be as simple as just recording a voice memo on your phone and uploading that!

The key is providing value to your community, and knowing what it is that they want to learn from you! Whether it be stats, or the best hidden food secrets in your area, you’re the expert, and they want to learn from you!

Join us this week for part two of my interview with Matt McGee, a content creator with Homelight! I’ve listened to his work on The Walkthrough Podcast for hours, and can’t wait for you to hear from him!

Ready to hear Matt McGee’s insights on creating content, and what he would record to promote a specific market? If you’re thinking about ever creating a podcast, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces part two of this interview with fellow podcast creator, Matt McGee!

What kind of content can you create? Help people get to know your community! Help them get to understand more about your market, and what they can expect!

A podcast is a lot of work! You don’t just have a conversation with a guest, and get a polished hour worth of content!

Tom shares about his process, and how he works with his producer to create regular content.

Outsource if you can! Get help for the time consuming parts, liked editing audio and creating the written content!

Kenny, Tom’s producer, shares how long it takes to edit the audio for the episodes.

Tip: use the Headliner App to create video content from the podcast episode for promotion.

Matt explains his process, and how he edits the show with his team.

If you’re thinking about starting a podcast, don’t get scared! It’s just creating valuable content for your audience!

Starting a podcast can literally be as easy as recording voice memos on your phone - it doesn’t have to be complicated!

Tom asks Matt how he would structure his show if he was trying to promote a particular real estate market.

Do interviews with your potential clients: their perspective on buying a home will be incredibly helpful for the rest of your audience!

Tom shares that his episode from the perspective of being a second home buyer was very well-received by his audience!

Take time to get to know your audience, and what they want to hear!

Not sure what to share about your community? There are so many things to share! Talk with local business owners, go on restaurant tours, go on walking tours - if you enjoy doing it, your audience may enjoy hearing about it!

Figure out a “template” for your format! That will help make things easier!

Get out there and find resources! There are so many opportunities out there for you to be on podcasts as a guest, or to find guests for your podcast!

Find Matt’s podcast, The Walk Through wherever you listen to podcasts!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Matt:

LinkedIn

The Walk Through podcast

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:
[00:00:00.180]
Everybody today and selling the dream, more about podcasting. What ideas can you use to do podcasts for your own show?

[00:00:08.810]
Welcome to Selling the Dream, a podcast created four and five second home and resort realtor from Tom Tezak. And each week my goal is to bring you a quick real estate tip, along with an info pack interview with an industry rock star. My mission is to bring these cutting edge marketing, driving through sales techniques and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate. We're selling. That's the other thing that I think with Cauvin, I was listening to another podcast and he said something, I've been doing this for a year or for two years or three years.

[00:00:48.230]
This is the podcast. In the real estate sphere. Now, all of a sudden with Koban, all of these agents are out there creating these new spaces and these new platforms. And and he's right. They are. But there's plenty of room right there, especially if you're creating a space for your your neighborhood or if you you want to move to Maui or you want to move to the tri cities. You know, why not do a blog on that?

[00:01:14.750]
You know, for for the agents out there, create something that people are listen to and want to know or what's happening in the community. There's plenty of things to do. We do videos as well, like little restaurant videos, which you can take that into a blog.

[00:01:28.640]...

Ep. 200: Create Your Dream 150

2nd Home Agents — Tue, 28 Jul 2020 08:04:00 -0400

Back in 2008, I was really struggling.

The market had crashed, people were struggling to keep their business, and I was right there with them, trying to figure out how I could stay on top of things!

I happened to pick up a book titled, “The Ultimate Sales Machine.”

One of the concepts that he taught was the Dream 100. That would be 100 people that he wanted to connect with.

Well, you know me, I didn’t stop at 100, and I made my dream 150.

I marketed intentionally to those people: I made sure that they knew who I was, and that I was there to serve them!

I committed to higher quality marketing, even as high as $10 per print item!

It was consistency that got me noticed, and that helped me build a business that I benefit from, even today!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to create your dream 150. Pick out who you want to work with, and focus on doing what it takes to make that happen!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

In 2008, I picked up the book, The Ultimate Sales Machine.

He challenged readers to create their Dream 100: people they wanted to connect with, and would be a dream client!

I decided to focus on my Dream 150, and focused on marketing to them!

I picked addresses that I wanted to target, and made sure to intentionally market to them.

Because they were in a the luxury market, I spent money on higher quality marketing materials, including tube mailings - sometimes even spending $10 per item!

Don’t be afraid to be creative - people will take note! You will stand out.

Look at your marketing as an investment in your presence. You don’t just want to sell one house, you want to build the relationships!

When you invest into breaking into the luxury market, the reward can be giant!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

TRANSCRIPT:
[00:00:00.390]
Today. Learn how to tap into the ultra luxury market in your backyard. Welcome to Selling the Dream. A podcast created four and five second home and resort realtor from Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge market five through sales and information about the latest technology. Thanks for tuning in. And remember, we're not selling real estate.

[00:00:29.160]
Selling the dream. Everybody today on Tuesday, top selling the dream. Let's talk about busting into the luxury resort and second home market. So, you know, a couple of years ago, when the market tanked in 2008, I was really struggling and I picked up a book by Chuck Holmes called The Ultimate Sales Machine, and they're in there. It was it was an older book. And he was it was an amazing book, one of my favorite books ever put in there.

[00:00:58.420]
He talked about one of the techniques that he used, and he was his dream. One hundred. And I found it fascinating that it was such a great idea. So we market regularly. We go out and we try to connect with people in our in our neighborhoods, in our communities and our resort second home communities. But what I took out of that was I want to create my dream one hundred. And for me it was my dream. One hundred and fifty.

[00:01:22.180]
And that was all of the ocean front and ultra expensive properties. I gathered all of their mailing, all of their addresses, and I created a completely unique and elaborate marketing plan to try to bust into this luxury second home market. And I know in my market that luxury market was very much protected by a handful of very small handful of realtors who dominated and controlled it. And I kept thinking, how am I going to bust into that? And so I created the Dream 100 or Dream 150 for me.

[00:01:57.520]
And with that, I developed a very intense marketing plan where I would send much more elaborate marketing pieces to each one of those owners in that district. And over the course of time and I found that I kept getting notoriety. People were noticing me. And then I got my first listing, which then allowed me to do more elaborate marketing for that listing in that community. And that elaborate listing and that marketing piece, that was a 16 page for sure with a video and DVD, just a little bit old school today, but it was able to then be put into everybody's mailboxes and they were then able to see, wow, this this agent is doing marketing in a different way, in a more aggressive format.

[00:02:45.640]
And it was just consistency. How did I do it? Well, what I did was actually went out and found a promotional products company and started to buy bigger items. And I committed to ten dollars per address for every mailing, which you might be thinking, wow, that's a lot of money.

[00:03:02.230]
But when you look at the value of the homes and the commission checks that are generated in my particular market with six million, 10 million, fifteen million dollar property, it's not that much money. And so I devised and developed a plan and I would do some corny stuff. But it worked because, again, for the for the owners that were marketing savvy, when they would get the pieces in the mail, they laugh, maybe throw it away. Some of them gave it to their realtor that they worked with and said, well, look at what this guy is doing.

[00:03:36.720]
And so I knew it was making an impact. So just think about how can you be in front of those high net worth owners and pick a small market area and just create a unique marketing campaign. I'll share a couple of things with you. I sent a yo yo and I said no matter if the market goes up or down, I always have my finger on the market, you know, just silly stuff. I sent a what was a leather man type tool with the players and the knives.

[00:04:05.530]
I said, and I sent it in a mailing tube. And so it is noisy, heavy and big. And in that letter, I said, if you're going to hire an agent, make sure they have more than one tool in their tool box. Because I found that a lot of the. Luxury agents really didn't do a lot of marketing because they figured they didn't have to. So by keying in on those owners that may have not been enamored with their agent, their agents may be gone.

...

Ep. 199: Matt McGee Shares How He Creates Podcast Content, Part 1

2nd Home Agents — Fri, 24 Jul 2020 15:31:00 -0400

I love podcasts. I mean, after nearly 200 episodes of my own, you know that there has to be something amazing about podcasts!

I firmly believe that podcasts are an amazing way to connect with my audience, and build a stronger network.

Through nearly 200 episodes, I’ve had to change to interview nearly 100 different agents, and share my tips with my listeners!

That why when I started listening to Matt McGee’s podcast, I know that I had to have him on the show! As a fellow podcast creator, it’s always a delight to talk to someone else who is doing similar work!

After binge-listening to Matt’s work on the HomeLight podcast, I knew that I wanted to have him on the show to share his experiences with you!

We’re talking about creating content, interviewing guests, and keeping focused. Matt McGee is a content creator with Homelight, and has been the main person working on the HomeLight podcast! I’ve listened to him for hours, and can’t wait for you to hear from him!

Ready to hear Matt McGee’s insights on creating content? If you’re thinking about ever creating a podcast, you won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Matt, and his career path.

Tom and Matt discuss their podcasts, and how they come up with content.

One of the fun things about a podcast is that you create a plan, but you really never know how an interview is going to go until you’re recording!

Matt shares how they find focus for each episode, and help get the best out of each guest on the show.

As the podcast picked up, and more people listened, Matt started getting lots of questions from listeners, and what they wanted to hear!

You learn as you go: your style will change as you gain experience, and you will become a better interviewer!

Matt shares his process. He starts with a pre-planning call with the guest so he can set expectations and learn more about their unique value.

Tom and Matt share how they find quality guests to appear on the show.

Learn how to really listen to people while you interview: don’t be so focused on your next question that you miss any gems or major takeaways they have given!

Matt shares about his favorite episode of his podcast.

Catch part 2 next week!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Matt:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:

[00:00:01] Everybody today, Tom Tezak with Matt McGee and sharing, how do you get out of a bunny hole when you're recording a podcast?

[00:00:09] Welcome to Selling the Dream, a podcast created four and five second whole and resorbed realtor Bontemps teaser. Each week. My goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star.

[00:00:22] My mission is to bring this cutting edge marketing finding true self. And information about the latest technology. Thanks for tuning in. And remember, we're not telling her what she was telling the truth.

[00:00:37] Good morning, everybody. Good afternoon or good evening, wherever you're at, whatever time it is, and you're listening to the show. Welcome to Selling the Dream.

[00:00:44] And today, I say this every week, but I'm always excited to have guests. But today I have been listened to our guest for hours on his podcast, and he's just started doing a podcast. Not too long ago. I was guest on a show and I just really connected with with him. Matt McGhee from our home light. And he does the walkthrough. And Matt said, Don't. You don't need to be an advertiser. For me, it's like, well, it's not, but you're just so much fun.

[00:01:11] You're a great, great guy to listen to. And you bring so many great guests in the big so far in your show, which is twenty two shows, long or thereabouts. Matt, welcome to Selling the Dream.

[00:01:21] Tom, thank you so much for having me on. It's great to I loved having you on our show a couple months ago and it's it's a pleasure to return the favor and be on your show.

[00:01:30] Cool. Thank you so much. And you know, I you know, usually we go into these shows with like an idea and a plan. And Matt and I were talking yesterday. It's like, you know, I just want to have a conversation that because you've been doing now 20 some shows and I've been on this will be probably at my two hundred and first two hundred and third episode. And I just wanted to chat with you in so we can share with our audience who are out there listening to podcasts. Obviously, if they're listening, they're podcast fans and their agents. So they're thinking about creating content. And so many of them are saying, oh, I should do a podcast. And, you know, I think I just wanna have a conversation with you about should they? And then also, what have you learned in the first, you know, 20 or so episodes and sort of have that conversation? So what did you share, what your thoughts are with all of that? And welcome to the show.

[00:02:21] Thanks again. Thanks for having me on. And it's a pleasure. And I love having you on our show. And yeah, I think it's I do see. I wonder if if you would agree, I, I sense and I you know, I see a lot of the headlines related to podcasts, and it seems to me that there has been an increase in listenership just over the last couple of years. And I would ass...

Ep. 198: Don’t be a Jerk

2nd Home Agents — Tue, 21 Jul 2020 07:00:00 -0400

Have you ever worked with someone who wasn’t the best at their job?

Maybe it’s the other agent you’re working with, or the seller of the house you’re showing to buyers.

It’s tempting to throw them under the bus when things aren’t going as planned … but don’t!

Instead of throwing people under the bus, be proactive and be kind!

Speaking negatively about anyone else never works out for you, even if they are frustrating you!

If you’re not saying encouraging words about the others that you are working with, it’s not going to bode well for your business.

Make a point to always speak positively about others involved in the transaction, even if they are making it tough! You’re going to find that it pays off in the end!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to not be a jerk!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

As we’re working with clients, there will be some people who make it tough!

Maybe the seller isn’t budging on the price, or someone isn’t communicating with you!

Don’t throw them under the bus! Always speak positively about all of the parties you’re working with, even when they are frustrating you!

It’s easy to throw others under the bus, but you never know what they have going on! They may just be trying to represent their client’s best interests!

It will not make you look good to say bad things about others!

This is a small world: we all know each other!

When you negotiate, do it professionally and don’t take it personally.

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 197: Lyndsey Garza Finds Opportunity in Adversity

2nd Home Agents — Fri, 17 Jul 2020 13:40:00 -0400

Have you ever looked at an aspect of real estate, and thought, “I’ll never do that!”

Maybe it was rentals, or certain locations. Maybe you didn’t want to sell condos, or houses in the suburbs. Whatever it was, you knew that you wanted to do anything but that!

For Lyndsey Garza, it was vacation rentals.

Or at least, she’d never wanted to do vacation rentals, until one day, she found herself unemployed, with the opportunity right in front of her to dive in and start managing vacation rentals.

Lyndsey and her late husband started working the rental market in Galveston, Texas. At their peak, they were managing at least 60 properties!

Over the course of several years, Lyndsey put her head down and did the work. She invested in tech to help herself be one of the first people using a website to book vacation rentals in the area.

She was so busy that she realized that she wasn’t even able to sell real estate anymore!

Eventually, her company was bought out, but I’ll let her tell you the story!

You’ll be inspired by her story, from being a leader in managing rentals to selling to second home buyers in Texas! If you’ve ever wondered how to look for opportunity, you’re going to be inspired by her story!

Ready to hear from Lyndsey Garza? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Lyndsey, her career path, and some of the hurdles she has overcome.

Lyndsey shares how she got into real estate after the market crash, handling vacation rentals for owners who lived out of state.

Jumping in and taking chances helped Lyndsay learn so much about the market, and what it would take to be successful. It also gave her incredible connections!

The rental market helped boost Lyndsey’s career: she treated rentals just like they were a sale, and built rapport with people! When they wanted to buy a house later, she was the one they trusted and called!

Provide white glove levels of service: your clients will see!

Because Lyndsey was an innovator in the rental industry, she was able to lead!

Investing in tech helped Lyndsey stand out among others doing similar work.

Eventually, Lyndsey sound that there were people who liked her business more than she liked her business, and were interested in buying it!

When he husband died, Lyndsey had to make tough choices so that she could provide for her family.

Tom and Lyndsey talk about the process of selling the business. Lyndsey did not have a lawyer, but she would recommend it if you’re considering selling your business!

You may think that you don’t need one, but selling a business is an emotional experience, and having someone to help is invaluable.

If you don’t own the URL for your location + vacation real estate.com, you need to go buy it!

Getting leads from sites like realestate.com can be like a bouquet toss at a wedding: you never really know who is going to catch it!

Lyndsey shares her secrets to connecting with clients.

“The number one rule of sales is not to sell, but that people buy from people they know, like, and trust.”

Tom and Lyndsey go through rapid fire questions.

Don’t forget: there is opportunity out there, no matter your level of experience. If you’re brand new, or been selling real estate for years, there is opportunity for you!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Lyndsey:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

TRANSCRIPT:
[00:00:00.480]
Today and selling the dream. Learn a little secret on what you are, El, that you should buy. Before the show is over. Welcome to Selling the Dream. A podcast created four and five second hold and resort realtor on Tom Tezak. And each week, my goal is to bring you a quick real estate tip, along with an info past interview with an industry rock star. My mission is to bring this cutting edge marketing, fighting through sales and information about the latest technology.

[00:00:27.540]
Thanks for tuning in. And remember, we're not selling real estate. We're selling the. Hey, everybody. Tom Tezak with Selling the Dream, a podcast for second home agents. And today, I'm so excited to have Lindsey Garza with me. And Lindsey has had such a crazy path through her career. She started companies got laid off, her husband untimely, passed away. She's raised kids by herself and she's been doing this all while Solyndra resort real estate, creating businesses.

[00:01:01.860]
And just what a trooper. And I mean, we just chat a little bit and you will be so inspired by Lindsey. Lindsey, thanks for coming on the show. And my favorite line is I would never sell a traditional real estate. You're my hero.

[00:01:16.980]
Thanks. I know that I. I love second hand market. I love the resort market. And I would never I mean, I do sell primarily and I need to. But it's not it's not my passion. Right.

[00:01:28.710]
Is that what you're you're not going out knocking on doors, trying to sell traditional market? No, I'm not getting fired up about it, you know. So. Yeah.

[00:01:35.700]
So Lindsay does, you know, we sure. We were talking a little bit. You've had a really challenging car...

Ep. 196: It’s Time to Move the Goalpost

2nd Home Agents — Tue, 14 Jul 2020 13:38:00 -0400

Did you make goals at the beginning of 2020?

I sure hope so! But now, it’s time to take those goals out and reevaluate them.

See, those goals were made pre-COVID. They were made before the world experienced complete upheaval.

For some agents, the real estate market has completely halted, and the aren’t able to make any sales. For others, the market is exploding, and they are ahead of their goals!

Take your goals out, and look at them with a critical eye! Can you realistically make them?

Knowing what you know now, what would be a good adjustment to them? How can you reshape them to help yourself achieve your goals?

Just as any agent from the crash in 2008! They’ve definitely had to adjust their goals in order to make it!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! It’s time to pull out your 2020 goals, and create a vision for the rest of the year!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Every year, we create goals! This year, everything has changed!

I’d like to encourage you to stop, take some time, and reevaluate your goals.

In some parts of the world, real estate has halted.

In other parts of the world, the market is exploding!

Take time to ask questions about how you can do well for the rest of the year, and how you should adjust your goals.

Based on what you know, what is different? How can you thrive?

Ask anyone from the crash in 2008, and they’ll tell you that they had to readjust their goals and expectations!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 195: Ed Eakin Shares How to Build a Global Business

2nd Home Agents — Fri, 10 Jul 2020 08:00:00 -0400

What is your dream vacation?

Have you ever thought about selling real estate in your dream vacation location?

For many of us working in resort and high-end real estate markets, we may be working in our dream location!

But what if you dream of visiting the beaches of Mexico, or anywhere in Central America?

What can you do to turn that vacation lifestyle into reality?

This week on the Selling the Dream podcast, I’m talking to Ed Eakin, a well-known member of our Second Home Agents Facebook community! Ed provides Real estate consulting and construction services throughout Texas, Mexico, Honduras, Costa Rica, Belize, Ecuador, and the Caribbean.

If you’ve been part of our Facebook group, you’ve probably seen and heard his input!

But more impressive are his credentials! He’s earned so many credentials, and they have helped skyrocket his business!

Get ready to be amazed at how he’s grown his business to expand far beyond the great state of Texas, and see how he’s made his business a global success!

Ready to hear about his journey, and the steps he took to get there? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Ed Eakin, his business, and the current status of his market.

Why so many certifications, and being on so many different boards? Ed explains how and why he’s achieved so much!

Every time you join in something, you learn something new, and make connections! It’s just another step in getting to make more connections!

When we get “back to normal” after COVID, the agents who will bounce back easiest will be the ones who were able to think creatively and adapt during COVID!

Ed shares about his markets, and how he is able to work in so many locations.

Not only is he active in Texas, Ed is working Central American real estate! Ed shares more about that market, and how he broke in.

How do you break into new markets? Start small, and get to know people!

Ed shares how his networks bring him referrals, and his credentials bring in even more!

When you’re at events, put yourself out there! Don’t hold back, go around and get to know people.

How did Ed start his work in beach markets? He recommends picking a spot you like, and getting to know it!

Learning about what his potential customers wanted and would be looking for gave him an edge, and helped him be invaluable to anyone looking in that area.

Get to know developers! You can be the bridge between them and their ideal clients.

Ed shares how he works with developers to bring clients to them to see properties.

How do you deal with conceptions of safety? Ed shares his experiences in Mexico, including the one time he got stopped by the police.

Thinking about real estate abroad? Ed shares some of the information you need to think about, such as if the property is purchased through a trust.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Ed:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 194: What do you get when you combine uncertainty and resilience?

2nd Home Agents — Tue, 07 Jul 2020 16:52:00 -0400

What are you doing in the face of uncertainty?

Are you putting your head down in the sand, hoping for everything to just get figured out?

Or are you leaning into hard times, practicing resiliency in the face of everything that is going on?

If you’re combining resiliency and uncertainty, you’re going to create this elasticity in your business. It may stretch you, but it’s going to help you bounce back!

You get to control the narrative, and create opportunities for yourself! It’s just a matter of you being ready to take those opportunities!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! People are ready to create a new life for themselves after COVID, and are ready to chase their dreams! We’re the ones who are going to be here to help them find their dream home!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

What do you do in the face of uncertainty?

If you add resiliency, you’re going to be better equipped to bounce back!

Right now, if you’re willing to try new things, there are opportunities out there!

People want to buy homes; they want to be able to create a lifestyle of freedom!

Embrace your resiliency, and be ready for things to go crazy the second half of this year. People will be ready to buy!

Between the pandemic, and the upcoming election, the rest of this year is going to be crazy! Take time now to prepare!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 193: Dennis Hanlon Shares How to Keep the Fire Lit

2nd Home Agents — Fri, 03 Jul 2020 08:00:00 -0400

What did your real estate market look like when you started?

Was it just a few homes a year, in a very short window of time?

Or did you find that people were buying and selling year round?

Dennis Hanlon found that when he started, there was a fairly narrow window of time to sell! The prime season lasted for about 4 months for tourists, and the rest of the time was fairly slow!

He saw other areas with coalitions of realtors, and groups that worked together to bring in additional revenue sources for the area, and he decided to start something like that!

The Rocky Mountain Resort Alliance was born, and has helped shape real estate all throughout the Rocky Mountains! Even as far as California and Canada, the work that he did impacts agents to this day.

He understands what it means to serve second home buyers, and how to sell the dream.

This week on the Selling the Dream podcast, I’m talking to a leader among agents working in the second home market! Dennis Hanlon started working in the resort market in the early 90s, and he ultimately helped shape how resort real estate is sold in the Rocky Mountains! He’s been an inspiration to me and many other agents, and I’m so excited to have him share.

We talk about the impacts of COVID-19 on resort markets, how he markets, and his keys to success!

Ready to hear about his journey, and how he persevered in the industry so long? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Dennis Hanlon, his business, and the current status of his market.

Dennis shares about the impacts of COVID-19 on business in a resort market, and how everything shut down in the height of their busy season.

After working remotely, there are quite a few people who are realizing that they don’t have to be working in their offices, and are looking for their dream home in resort communities so they can live the life they want!

Dennis shares the history of the real estate group (the Rocky Mountain Resort Alliance) that he started in the Park City area.

Many companies don’t create tech for realtors like us - so we have to band together and help each other with resources!

It’s been fun to start making those connections to help create resources that are helpful for us, and to show them an entirely new audience that they’d totally missed!

In the world of resort real estate, many of your leads will self-qualify.

My favorite line is not “how much can you afford,” it’s “what is your threshold of pain?” That helps you know what to show people! If you ask that question, you will get some great answers!

Dennis shares about his days balancing life as a ski instructor and as an agent.

If you spend your time working in two industries, ultimately you will find that you’re not able to do either job well.

Tom and Dennis talk about the years in the industry, and a few lessons learned along the way.

Dennis shares how he markets to his leads and potential clients. Most of his marketing is now done digitally, with a few mailers here and there.

If you do a mailing, it has to have actual information for people, not just telling them that you’re the best. Give them a reason to keep that piece of paper!

People don’t have to buy the real estate we’re selling. But we’re selling that lifestyle that they want! That’s why they keep coming back to these resorts and these areas.

If you’re in a seasonal market, and trying to find ways to sell year round, don’t be afraid to reach out into the community and help make things happen! Partner with businesses, and start having events!

Dennis’ best piece of advice: don’t be in a hurry to sell! People can always tell when you’re trying to sell them something.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Dennis:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 192: Use the DiSC to Help Profile Your Clients!

2nd Home Agents — Tue, 30 Jun 2020 08:21:00 -0400

What are some of your favorite tools and resources to help you connect with people?

If you’ve listened to this podcast for a while, you know that I’m a believer in the DiSC profile! I firmly believe that using tools like this to help understand what makes people tick helps you to be able to serve them even better!

When you’re able to dig deeper into what a client thinks, wants, and needs, you’re going to be able to meet their needs!

Instead of just pretending to relate to and understand your customers, you actually learn to reach between the lines and understand not just what they are saying when they contact you, but who they really are, and how you can best serve them!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some of my favorite aspects of DiSC, and how it helps me in my business! You’ll be amazed by what people are telling you about themselves….if you know just how to recognize it!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Use the DiSC profile to understand your personality, and how you interact with others!

Once you understand the profile and how it works, you will better understand your clients!

You won’t have to pretend that you understand: you actually will understand!

I recommend taking the DiSC test online! You can find many places with free tests!

D = succinct, doesn't want to waste time. They give info in bullet points!

I = people who want to have fun, and are focused on how something makes them feel!

S = stable and supportive. These clients are going to be the ones with houseplants!

C = this clients are going to be conscientious and careful.

Use the indicators that people give you to know how to work with them the exact way that will resonate with them at their core!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 191: Avi Becker Shows How to Kick Start Your Real Estate Career

2nd Home Agents — Fri, 26 Jun 2020 07:30:00 -0400

Do you ever think about the early days of your real estate career?

How old were you? How long did it take your first sale?

How did you prove yourself to your clients and leads?

I remember those days! When I first started working in real estate, I actually gave up, chased something else for a while, and then came back a few years later!

It’s always exciting to talk to agents who are just starting out, and hear how they are ready to take over the world!

They’re excited, motivated, and ready to win!

Avi Becker stands out: he’s only 24, and already making great strides!

“I may not be the best,” he says, “but I can outwork anyone.” After going nearly a year with only one sale, he’s finally starting to gain some momentum.

His keys to success? Coaching, and always pushing to work harder, be better, and improve himself! His work to make himself the best he can be is an inspiration!

Instead of bringing in a veteran agent for this episode of the Selling the Dream podcast, we’re bringing in Avi Becker! He’s brand new to the market in Santa Barbara, and making waves in his first year! Learn more about how he broke into the real estate market, how long it took for him to start finding his stride, and his keys to success!

Ready to be inspired? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Avi and his real estate experience.

Instead of just bringing in seasoned old agents, Avi is a dynamic young agent, here to talk about his first year!

After a full year in the business, he’d essentially made no money! Avi and Tom talk about staying motivated even when not making money.

“I may not have the same skills, but I can outwork the others.” Avi and Tom talk about tenacity in the business and being willing to put in the work to be successful.

Investing in his education made a huge difference! Avi would spend any extra money that he had on coaching and self-development resources.

Working on his mindset was one of the things that helped Avi keep going.

Confidence is key! Go in knowing what you have to offer.

When you practice, your competence grows. Be out there practicing all the time!

COVID hitt right as Avi was ramping up in his career. He shares how that impacted things.

Avi shares about the team that he joined, benefits of being in that team, and why he chose to work with them.

Looking for ideas on mentorship? Avi shares how their team handles mentorship and relationships, while benefiting both people.

Coaching and accountability is an incredible combination.

Mastering social media can bring connections for $0. It’s worth it to practice and get comfortable with social media platforms!

Don’t be afraid to invest your time into things that don’t always have a dollar sign connected to them.

Avi shares how he uses video to connect with people.

Video puts a face to a name: don’t be afraid to use it!

Keep your video short: more than 15 seconds, and many people won’t watch them.

Surround yourself with those who have similar goals and interests - they will support you in your endeavors.

Avi shares his best piece of advice for new agents: invest in yourself and act like a CEO!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Avi:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 190: Adopt, Adapt, or Disappear!

2nd Home Agents — Tue, 23 Jun 2020 13:23:00 -0400

When you look around, what do you see?

Do you see a crazy world? I mean, with COVID-19, politics, health care, school scares, everything happening, it’s easy to think the world is nuts!

Or are you looking around seeing one thing: opportunity.

It’s time to step up and serve, filling the void that is left when other agents put their heads in the sand, waiting for things to pass.

If you’re out there pushing the envelope, looking for ways to serve, you’re going to find yourself ahead of the game when everything takes off again!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m echoing again what you’ve heard from me before! You’ve got to adopt, adapt, or you’re going to disappear!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

These past few months have been crazy!

Are you sitting back thinking about all that has happened, and what to do next?

This is opportunity! We need to be looking around for new ways to serve others around us!

Look for the voids that other agents are leaving behind, and serve others around you!

Don’t look at this as a terrible time, look at it as a way to step up!

If you get out there and push the envelope, you will be miles ahead of agents out there with their heads in the sand waiting for this to pass!

Tell your customers that you are there for them, and be the leader that they need!

Adapt, adopt, or disappear!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 189: June Mastermind Replay

2nd Home Agents — Fri, 19 Jun 2020 08:04:00 -0400

How are you posturing yourself to pick up business after COVID-19 dies down?

Are your buyers actively looking for a deal?

Do your sellers call you, wondering if they should list or not?

Are you still stuck at home, just waiting for stay at home orders to end?

Or are you worried about taking action, and then being known as “that agent” who is taking advantage of the situation, or looks greedy?

These are uncertain times!

The one thing that is for certain is that your actions today will impact your business tomorrow, and you can posture yourself for success!

One of the themes that came up over and over was the concept of controlling the narrative: that doesn’t mean that you’re a control freak! But instead of being controlled by uncertainty, you’re stepping up and making a plan!

You’re teaching your clients what to expect, and how everything will go! You’re finding completely new ways to market, and even completing sales virtually!

For this month’s mastermind meeting, I brought in Timothy Burch and Susan Talarico to share their perspectives on what they’re seeing. While they are both in dramatically different markets (the Hamptons and Scottsdale), they are seeing some trends in the markets, and posturing themselves for success! Ready to dive in and make a plan for how you can control the narrative? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the June mastermind meeting!

The facilitators take time to briefly give a market report, and what they are seeing in their markets, and what makes their market unique.

One of the best things that you can do during an unstable market is take time to control the narrative! Learn what’s going on, and how you can help serve others through it!

Tim shares how he took time to reach out to people: not for sales, not for transactions, but to simply reach out and check and see how people were doing during COVID!

By taking time to serve, he’s ended up with 3 incredibly busy months!

How can you make a sale without ever making physical contact? Tim shares how he’s virtually sold multiple houses during COVID, and never even met the buyers face to face!

Facebook can be like an online cocktail party - you can’t just post a house there and hope it sells, you have to connect with people!

People aren’t just buying the house, they are buying the community, and the surroundings, and the atmosphere! That is what you need to sell!

Resort and second home buyers aren’t being practical: they want to buy a lifestyle.

The group talks about what drives people to buy a second home.

How do you handle the “should I list my property” questions?

Don’t be delicate about things: be business oriented!

People are talking about buying homes. You’ve got to be ready to help them!

The group talks about home pricing after COVID.

People who have been going to see houses during COVID had to be vetted before they ever set foot in the house, so they are qualified and ready to make a decision!

Tip: many buyers today think they’re going to get a deal after COVID, so expect a low offer and plan accordingly!

So what’s your game plan post-COVID? The moderators and Tom discuss.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with our moderators:

Susan Talarico

Timothy Burch

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 188: The Best Way to Market to Your Resort Community Feeder Market

2nd Home Agents — Tue, 16 Jun 2020 09:03:30 -0400

How do you market to your feeder market?

We’ve all got strategies to be able to help people find their dream homes!

But when you’re working in a resort market, it can take a completely different strategy to market effectively to your clients and leads!

You want to help them find their perfect home in their version of paradise, and you’ve got to show them that you are the expert they’ve been dreaming of finding to help them!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’ve brought the man himself, Tom Ferry, here to share his top tips on how you can market to that feeder market when you’re working in resort communities!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

How do you market to your feeder markets?

You can have a Zoom meeting, walking people through the process of buying a home in your market! Whether it’s their first home, or their fifth home, offer value!

When you’ve planned that Zoom meeting, invite your list!

Answer the two basic questions: how is the market, and how well do you know the market!

Reach out to player agents in those feeder markets, and invite them to be part of your Zoom calls! Bring in the referrals!

No marketing budget required, and you can bring in qualified leads!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 187: Terry and Laurie Carlson Show How Google MyBusiness Can Change Your Career

2nd Home Agents — Fri, 12 Jun 2020 08:07:00 -0400

Can you be found on Google?

If you type your name into a Google search, what comes up?

There’s a simple (and free) tool to help you build your business on Google and be found anytime someone is looking for a real estate agent in their area!

It’s called Google MyBusiness, and you can use it to show proof of your reputation, gather reviews, post listings, and more!

If you haven’t claimed your business on Google, what are you waiting for?

Terry and Laurie Carlson have had great success using Google MyBusiness to build their business!

Here, they are able to help show their leads more about how they are changing things for their clients! They’re also able to bring in organic traffic, and show off their listings to even more viewers!

Terry and Laurie were so great when they moderated the May Mastermind meeting for the Selling the Dream podcast, so I had to bring them back for this week’s episode of the Selling the Dream podcast. We talk about Google MyBusiness, their background and how it prepared them to be in real estate, and the best ways to connect with your audience! Want to know how you can use this free tool to help bring in even more qualified leads who want to work with you? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Terry and Laurie Carlson, where they are located, and their background in real estate.

The number one key to business success is always learning, and always being willing to test new things.

How do they market? They share how they use BombBomb to reach out to their email list.

Terry and Laurie talk about some of the ways that they connect with people, including their pie giveaway.

Postcards and market reports can be a great way to connect with your warm leads!

Build name recognition with repeated contact.

Broad connections bring generic results. The more specific and focused your outreach is, the higher the quality of the connection!

People want to know that you are good at what you do - not just that you are in real estate, but that you get results!

When negotiating, you have to make it a win-win for everybody.

Your reputation is important: people don’t forget. Play nice!

Customer calls are important - even during COVID when everyone was having Zoom meetings, don’t lose sight of personal connections.

We talk about virtual open houses, and how to use them to connect with feeder markets.

Use Bombbomb to get in front of your clients! Video helps create those connections.

Laurie and Terry talk about how they’ve used Google MyBusiness to establish an online presence and connections.

If you google yourself, and don’t find yourself, it’s time to get on Google!

Claim your business location online so that people can find you! Use your office address to claim your business location on Google.

Request Google reviews from your customers so that people searching for real estate agents in your area can find you, and know that you are the best!

Don’t be afraid to reach out to clients from years and years ago, asking them to leave reviews for you! You’ll be amazed at how many will say yes.

Get a coach: you can’t afford to not have the accountability!

Brand new to real estate? Forget everything you know, and be ready and willing to learn!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me! Just let me know you’ve signed up, and I’ll send a free copy of Ethan Beute’s book!

Connect with Terry and Laurie:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 186: Have You Set Expectations?

2nd Home Agents — Tue, 09 Jun 2020 07:30:00 -0400

Title: Have You Set Expectations?

Have you set expectations for your business as you are coming out of COVID-19?

Let’s be honest, we all have expectations for our business, and what we want to achieve!

Now, as we are coming out of a global pandemic, setting these expectations is even more important than ever!

Everyone has questions: what’s going to happen now? Buyers, sellers, and even realtors are asking these questions!

This will be a new way of doing business, and you’ll have to be prepared for anything!

Buyers may be looking for a deal, or they may be ready to drop money on their dream home! Sellers may be desperate to sell, or they may be willing to wait to get their asking price!

It’s like fishing: you have to drop your line in the water and see what bites!

As we’re helping people find their dream homes after the pandemic, just be flexible, and be willing to adjust your expectations, and more importantly, help your clients adjust their expectations!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to share how adjusting your expectations after a global pandemic will help you serve your clients effectively!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Have you started your game plan for when things open up after COVID-19?

Setting expectations with our clients is important at any time, but even more important now!

People don’t know what to expect in the market! Should they buy now? Sell now? Hold out for a better price? Will there be deals later?

You’ll want to make sure that you’re helping set expectations with your clients so that they are prepared for anything that happens!

Be ready to guide them, and be open to anything! Is their offer too low? Send it anyway! You never know what will happen - and tell them that!

Just be ready to set expectations for your clients! Anything can happen!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 185: David Bryson Asks “Why Can’t You?”

2nd Home Agents — Fri, 05 Jun 2020 08:15:00 -0400

I made a mistake….and I’m going to run with it anyway!

Can you imagine having the confidence to say that?

To be standing on a stage, talking to people, and then realizing that you messed up?

But here’s the thing: most of the time, no one realizes when we make mistakes!

How often do you stop yourself from taking chances and opportunities? How often do you decide not to hit the record button to make a video, or pass on a potential speaking opportunity, all because you’re afraid of making a mistake?

Why can’t you?

This week’s episode of the Selling the Dream podcast is going to be just a little bit different, as I’ve invited motivational speaker David Bryson to speak about his podcast and speaking career. I met him when we were at the same conference, and connected over his powerful message: why can’t you? You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces David Bryson, who isn’t a member of the real estate community, but is part of the inspiration community!

David shares about his background, and the origin of the “Why Can’t You?” podcast.

“Entrepreneurs are leaders of any industry, and talk about their successes, but the mistakes they have made are an opportunity to help other people to show that learning curve.”

David shares how he came to be working with the podcast, and how he joined the ranks of motivational speakers.

How would a motivational speaker sell a house? With a story!

David shares his top tips for realtors to be able to connect with their ideal clientele.

Advertising can take a person 12-18 exposure times for a person to end up choosing you as their realtor, but story can put you on the express lane for trust.

Don’t know what story your client needs? Shut up! Listen! If you give them time to talk, they will tell you exactly what they are looking for!

Consumers are taking in so much video: look at the statistics! Create content in video form, and they will be listening!

People do care about quality - take the time to practice being on video! Get to know what it takes to create a good video!

No one likes to be sold to: be honest and helpful, and help meet people’s needs.

Interested in becoming a motivational speaker? Start making content! Get videos of yourself doing speeches, and volunteer to speak for free! Get some experience.

Research conferences in 2021, find a topic that meets their needs, and make a pitch!

David shares his top tips for finding conventions and locations to practice speaking at.

Even if you’re experienced, speaking can be nerve-wracking!

Build a portfolio! Find something that you want to be known for, and do it! Develop that passion, and a portfolio to go with it.

You may find that as you practice, that you take a shift in direction, and that is ok!

Don’t forget: people often don’t know when you mess up! You are the one who knows!

It’s ok to make mistakes: act like a pro, and people will see you as a pro.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with David:

LinkedIn

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 184: Build Your Network!

2nd Home Agents — Tue, 02 Jun 2020 13:59:18 -0400

What is your best form of business?

If you didn’t say referrals, you’re missing out!

Referrals are my best source of business, and that’s because I’ve invested time in building my network.

How do I do that?

Provide value.

It’s not about me; it’s about offering myself as a resource to others! When I share about Maui, and am quick to help others learn about this particular area, my reputation grows! People know a few key things about me:

I know this area better than pretty much anybody else

I am here and ready to help!

Because of that, my reputation and my network has grown, and that has impacted my business!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to encourage you on ways that you can grow your network!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Your referrals can be one of your best sources of business, because people know of you as someone they can trust!

But how do you get people to think highly of you?

Put out content, share freely with people! Answer their questions!

Be available, be a resource, and be an advocate!

When you meet someone new, sit down and ask them, “how can I be a resource for you?”

Don’t be afraid to tell your clients that you want to be their resource! But be proactive in showing them that you are the best resource they can use!

Join our 2nd Home Agents Facebook group and create connections! (link below)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 183: May Mastermind Replay

2nd Home Agents — Fri, 29 May 2020 14:22:33 -0400

Technology is amazing, isn’t it?

During our May mastermind, Kenny, my assistant in charge of technology was on the East Coast, I was in Hawaii, and our guest moderator and expert, Laurie Carlson, was in Florida!

Thanks to technology, even from a distance we were able to connect!

That’s one of my biggest takeaways from this pandemic: we can use technology to keep going! Whether it be a mastermind meeting all over the country, showing leads from our feeder markets homes, or even running webinars about your area, teaching people how to buy a home, technology can help you every step of the way!

Today, we’re reviewing some absolutely free tools, and the tips and tricks you need to know to master them!

Facebook, and Google Business can be the key to engaging hundreds, if not thousands, of qualified leads who are ready to buy!

Come listen in to our mastermind through the power of technology, and gain insights on how you can use these free tools to your advantage!

Laurie Carlson is a master at Google Business, and you’ll be amazed at how such a simple, free tool can help you be found when people are looking for real estate agents in their area!

You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces this month’s mastermind meeting, and the expert of the month, Laurie Carlson!

Laurie shares about Google Business Pages, and how you need to be using those to help connect with new leads!

If you do a Google search on yourself, what comes up? You want your business to show up so that people can find you!

Laurie does a screen share about what you can set up in your Google Business Page!

Always test the amount of info you put out there! See what sparks people to connect with you!

Laurie explains how she uses social media to share listings, and best practices to make sure that people see what you post!

You can put your listings up as posts, and give just enough information so that people click to find out more.

Don’t forget to ask for reviews! Those reviews will help others find you, and know that you are trustworthy! Get in the habit of doing it!

Get your categories and services all posted on your Facebook page.

Make sure that you have key words so that people searching for you can find you!

The group discusses settings and what you can and should add to your Google Business Listing, including photos.

If you don’t want to share your address, go rent some shared workspace!

Laurie walks the group through Google Messenger and how to use it.

If you’re not playing in Google’s sandbox, you’re missing out! Use the free tools that you have access to in order to reach people who need you!

Get to know all the secrets you can use to get found! Don’t know what alt text is? Make sure you listen, because it could lead to your next sale!

Should each member of your team make a Google Business page? The group discusses!

The group shares how things have been in their market during COVID-19.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Laurie:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 182: Know Your Statistics

2nd Home Agents — Tue, 26 May 2020 08:34:44 -0400

As we’re all emerging from stay-at-home orders, people are ready and anxious to start their normal lives again!

Realtors have a lot of work to do, as our leads and clients have a lot of questions for us! They want to know how the pandemic has impacted the industry! They want to know if there are houses available, if people are buying (or selling), and what’s going to happen next!

Take the time to get to know all the statistics, and you’re going to be their #1 resource!

Get to know the facts: market trends, how long it’s taking homes to sell, how many days average are houses on the market, how many people are bidding on homes!

When you counter fear with information, you’re going to see people comfortable with choosing you to help them with all their housing needs!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to share how knowing your statistics is even more important than ever, as we attempt to return to normalcy after the pandemic!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

People are starting to return to normalcy, but may be reluctant to dabble in real estate!

They’ve got questions: is it a good time to buy or sell? Are we about to have a recession?

Get to know your statistics, and counter fear with information!

When you’re able to share the facts, people will feel comfortable with you, and with moving forward on either buying or selling!

Establish yourself as someone who is sharing the facts!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 181: Matt Farnham Teaches Logistics of Running a Successful Team

2nd Home Agents — Fri, 22 May 2020 11:13:21 -0400

Are you offering value to a lot of people? Are you sharing that value with the people around you?

Sharing value was something that Matt Farnham fell in love with. He wanted to give back to others for all the information that had been given to him!

Team was a logical step for Matt Farnham. See, Matt was creating value for agents!

He wasn’t looking to grow his own team, he was simply churning out content and providing value for other real estate agents! If you gave him your business card, he’d connect with you, and bring you as much value as he could!

Through his email list, videos, and social media posts, Matt is able to impact thousands of agents, helping them learn how to be exceptional at their work!

It’s only natural then, that Matt would be part of a high performing team!

I’m excited to sit down and talk to Matt today about the logistics of running a team, how he creates valuable content, and his advice to new agents considering the real estate business!

You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the episode and this week’s guest, Matt Farnham!

“I realized how much value I've gotten from so many other folks that it influenced me to want to share.” ~ Matt

Matt shares how he and his team deliver content to other agents, so they can learn!

They use a combination of emails, videos, and social media to help communicate with other agents.

Creating value is a marathon: keep consistently creating content that serves others, and you will grow!

Matt talks about the value of the email list, and the personal connections that it represents!

Considering Bomb Bomb? You’ll be amazed at the open rates it brings in!

While the work that Matt does is not meant to recruit, it does help show people how to recruit!

Document, don’t create! Show people real life!

In his previous episode, Matt was about to make some huge changes in his business! He shares an update on how that went!

Trying to figure out if you should join a team or be on your own? There’s no one way! Find out what drives you, and go with that!

Are you a team leader? Create value in the culture of your team.

If you’re the team leader, you’re a mentor and guide. These other agents will be relying on your help and leadership skills.

Tom shares about his content calendar, and how his team is growing and working on creating and achieving.

Matt shares about his team, and how they all work together.

Want to text Matt? He has a grasshopper system that will push your contact to three different agents on his team to connect with you!

If you’re a brand new agent, look at your team! Check out that model; see how you’re working and spending all of your time! A team will help you find some form of balance if that is what you’re looking for.

If you’re an agent considering starting a team, think about all that it entails, and make sure you are ready to lead the team!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Matt:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 179: April Mastermind Replay

2nd Home Agents — Fri, 15 May 2020 09:33:53 -0400

Are you missing getting together with other agents, and brainstorming ways to grow your business?

Then you won’t want to miss our mastermind meeting replays!

You’re going to want to be a “fly on the wall” to hear about what we’re seeing in the market as a result of COVID, how we’re handling buyers who may have cold feet about buying second homes, and how we’re all facing an ever-changing real estate market!

Any real estate agent who has been in the business for a while knows what happens during an economic downturn: people decide that this isn’t the industry for them!

If sales are drying up, income isn’t coming in! And that’s where people start jumping into more “consistent” careers.

When you take time to invest in your business, and keep encouraging each other in best practices, you’ll be able to get that boost that you need!

That said, we’d love to invite you to “join” us and listen in!

You can hear us talking all about what’s happening in our markets, how we’re responding to the pandemic, and how we’re planning for the future! You won’t want to miss this week’s episode of the Selling the Dream podcast!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the episode and this week’s topic, the April Mastermind!

The group discusses some of the unique factors contributing to how sales are going during COVID-19!

It’s time to use virtual tours to help sell these second homes! When you’re selling a second home, it’s not as urgent as some first home buyers are!

“Load the cannon” so that when the time comes that people are buying, you are primed and ready.

Honor people where they are at: don’t be too pushy, but hear their needs and know how you can meet them!

Be aware of how you’re marketing on social media: don’t just pounce on people who may want to sell, but be aware of the state of things!

Focus on helping people, not just selling! Be a guide and helper!

Pick and choose what you do: your options are like a buffet table, and there are so many to choose from!

Tom shares about the Maui Minute - one minute videos to help show people the area!

Show people what life is like, exactly where you are at!

Different realtors on the call share how they are handling sales and showings during COVID.

When you’re in the second home market, you do get used to Zoom and remote showings, and connecting from a distance! Now everyone is working on learning those tools and figuring out new processes!

Everyone shares resources that they are using to help them work remotely.

How will the housing market be impacted? People share their theories, and how they are working with their clients and leads.

If you wait for the market to bottom out, you’re going to miss out!

Get ready for your state association to come out with guidelines on how you handle showings.

How can video impact your sales? Time to discuss!

Afraid that going virtual will work you out of a job? Never! You’re the one connecting all the dots and connecting your people!

Be ready to deal with clients who may be watching fluctuations in the market and are freaking out! You’re there to help them.

Be creative and explore your options.

If you have clients who want to pull their homes off the market, encourage them to keep them up! That way, people can find them in searches!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 177: Chris Smith Shares How to Market Effectively to Your Audience

2nd Home Agents — Fri, 08 May 2020 12:02:49 -0400

How do you market?

Do you post on social media, and hope for the best? Are you trying to connect with your audience, wondering exactly where they are, and how you can connect with them?

But are likes lagging, and does your content feel like it’s falling short?

Or is your social media targeted and effective, with content that turns heads and brings in leads?

Marketing is an art and a science, all rolled into one!

You can create content for your audience, and I totally recommend that you do that! But combine relatable content with a solid marketing strategy, and you’ll begin to see next-level results as you’re connecting with your audience!

This week on the Selling the Dream podcast, I’m talking to Chris Smith, the co-founder of Curaytor and the co-author of Peoplework. He has been paid to speak 100's of times on the topics of lead generation, Facebook Advertising, Lead Conversion, CRM, email marketing and customer service.

I met Chris at a networking event, and just absolutely thought the world of him! We’ve stayed in touch since then, and I had to invite him to be on this week’s episode of the Selling the Dream podcast! We talk about marketing, and how you can grow your business and connect with your clients even during a downturn in the economy!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the episode and this week’s guest, Chris Smith.

Chris shares about his career, and how he ended up with Curaytor.

“I was just a kid that had a passion for his career.”

Sometimes you have to take the scripts and what people are saying, and just start flipping things around so that you’re asking the right questions.

There’s an art and a science to marketing! You have to massage and manipulate the message.

Chris shares about funnels, and how they impact the sales process.

If you’re an older agent, it’s not too late for you to learn!

Chris shares some basic advertising techniques (like creating an information gap) you can use to get information from users!

The fortune is in the followup!

Your script has to have a flow! You have to know what you’re going to say before you try to say it.

Know exactly where your audience is! If they are on Facebook, don’t try to market on TikTok! If they’re on Instagram, market to them there!

If you’re going to market geographically, Facebook has advertising tools to help you target your audience.

How much (and what) should you post on Facebook? Chris shares how you can use Facebook ad manager to help understand your audience!

If you’re going to dig into Facebook ads, hire an expert! They’ll be able to guide you through the process!

Chris shares more about Curaytor, and how they work!

In the second home market, you’re used to working with potential clients and buyers remotely! Keep working on planting those seeds to be able to nurture those transactions!

Create content and market it for your audience! These challenges can help connect you and your audience.

Chris shares his advice for how to come out of the COVID-19 crisis post-pandemic!

If you are a brand new agent, find someone who is successful and study what they are doing! Learn from what they are doing!

There are tons of proven frameworks for success: you don’t have to start over every single time you try something new!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Chris Smith:

LinkedIn

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 176: Should You be an Optimist, or a Pessimist?

2nd Home Agents — Tue, 05 May 2020 08:43:43 -0400

If you were asked if you should be an optimist, or a pessimist, which would you choose?

The optimist, right? I mean, who likes being around a pessimistic person?

I heard a story once, where in a prison camp, the optimists struggled!

“We’re going to be freed soon,” they said! They’d look forward to the date when they’d be liberated….and then nothing happened!

When their optimistic hopes were not met, they were crushed!

This week on the Tip Tuesday episode of the Selling the Dream podcast, here to share the attitude and mindset that you need to have to survive the turbulence of these unknown times!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Should you be an optimist, or a pessimist?

I’ve always looked at myself as being the eternal optimist!

An optimist looks at a glass as half full, while the pessimist sees it as half empty!

The realist sees it as what we’ve got to work with, so gotta make it last!

Right now, there is no playbook; there is no precedence for a global pandemic.

We don’t know when the next paycheck is coming, so we’ve got to just do the best that we realistically can with what we have!

This is where an optimistic viewpoint can come in and help you find opportunity!

You’ll have an amazing career if you can weather these times and create opportunities for yourself!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 175: Tom Ferry Shares Strategies to Bounce Back After Hard Times

2nd Home Agents — Fri, 01 May 2020 09:31:58 -0400

Are you planning your comeback after this global pandemic?

You may have seen your business slow down, and had to revisit your strategies for connecting with the communities around you!

How are you connecting with your contacts?

What are you saying to them to help them face their fears and insecurities?

When you know your market, you know their questions and their needs. You know what is going to help answer their questions, and make them feel understood and cared for!

So how are you going to do that?

There’s one key to success: you have to make a decision and take action and follow through!

So what are you going to do? What’s your plan? How are you going to grow your business?

This week on the Selling the Dream podcast, I’m talking to Tom Ferry, the #1 ranked Real Estate Educator by Swanepoel Power 200 and founder and CEO of Ferry International, the real estate industry’s leading coaching and training company. Tom’s ever-growing influence impacts professionals in a wide variety of ways – including rigorous accountability coaching, the popular #TomFerryShow delivering free, fresh and relevant real estate tips weekly, highly engaging training events, two best-selling books, and his legendary keynote speeches.

Tom has more than 30,000 hours of coaching experience and works daily to help agents and brokers grow a prosperous business while simultaneously balancing — and loving — their personal lives.

Tom has greatly influenced my career, and is an excellent friend, and I’m delighted to welcome him back to this week’s episode of the Selling the Dream podcast! We talk about recovering from COVID, and how you can grow your business and connect with your clients even during a downturn in the economy!

Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the episode and this week’s guest, Tom Ferry

What’s the magical formula to business? Making a decision and follow through!

These podcast episodes are so helpful to hear so much good information about the industry!

Ferry shares his impressions of what will be happening in the market after COVID-19.

People are asking the question: is it a good time to be a buyer?

No one has a crystal ball to know how the market is going to bounce back, but there are things that you can do to be prepared!

When you’re working in the secondary market, remember that the wealthy will still be wealthy! They will still be looking for new homes!

Ferry shares how to ask your clients what it will take to help them seal the deal on a new house!

Buyers are looking for confidence and safety: be ready to have intelligent conversations about their status and their needs!

You need to be partnered with people in various markets - if you don’t have connections in other markets, you are missing out!

Think like a financial planner to help meet your clients needs.

They talk about the AirBnb and VRBO market and what that’s going to look like in the future.

Safety and fraud are so important when dealing with large financial decisions are at stake.

Create value for your customers! Have Zoom calls and webinars that walk them through important things that they need to know about your market! Get their information so you can follow up with them!

Try connecting with agents in your feeder markets to create those referral partnerships.

Pretend that you have no marketing budget! What would you do then?

Keep up with technology! Make sure that your email address is current and professional!

Tom answers rapid fire questions to close out the episode!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Tom Ferry:

LinkedIn

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 174: Matt Farnham Shares How to Show Houses During COVID-19!

2nd Home Agents — Tue, 28 Apr 2020 00:15:00 -0400

How can you keep showing houses during COVID-19?

With so many people under stay at home orders, it’s hard to imagine gathering people together for an open house!

That means we have to stay innovative in how we show houses!

Whether it be video tours, or figuring out ways to be able to really know what your clients want, you’d be amazed to know that houses are still selling right now!

You just have to change the way that you do the work!

When you take someone to see a home, and they are pre-approved, and are ready to make an offer, you’re going to find that sellers are willing to work with you to make it happen! They know you’re not going to be bringing in tire kickers and wasting their time: they know you’ve brought the cream of the crop!

This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m bringing in Matt Farnham to share how he’s still selling houses, even during COVID-19!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Not sure how to show houses during COVID-19?

Set expectations with your buyers! Help them know that they aren’t just going to get into any or every house!

Get all the pre-approvals done first! Be ready to make a decision when the time comes!

Do everything you can to eliminate non-essential showings!

Do video tours if available.

If your sellers know that you’re doing the work beforehand to keep unnecessary traffic out of their homes, they are going to want to work with you!

You can still be actively selling homes right now! It’s just about being smart in how you do things!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 173: Jocelyn Russo Helps You Tell Your Client Their House is Ugly

2nd Home Agents — Fri, 24 Apr 2020 09:21:03 -0400

Have you ever walked into a house and thought “something HAS to change for this house to sell?”

We all collect our treasures! Maybe it’s turtles, or just knick-knacks that you’ve collected over the years!

But when it comes to staging your house to sell, that’s gotta go!

How can you tell your clients that their house is ugly? Or that their treasures are junk, and keeping them from being able to sell their house?

Jocelyn Russo, a master networker, has learned the fine art of kindly telling her clients that their house is ugly. She’s mastered the ability to help sell houses that have sat for months, or even years!

She’s not only an expert at helping make houses more beautiful, but she’s a pro at networking, and finding just the right connections! You’re going to love listening to her as she shares her top secrets to connecting with the perfect agent for the deal! Make sure you listen to this week’s episode of the Selling the Dream podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the episode and Jocelyn Russo.

Jocelyn shares how her market is changing, with one generation moving out and another one moving in!

A lot of her clients come from social media connections and open houses!

Jocelyn shares her process for promoting open houses, and how she leverages them to connect with her target market.

Facebook events are a big way to bring people into the open houses! Jocelyn will create an event and invite people, and include videos inviting people!

Plan ahead! If you post a video five minutes before the open house starts, you won’t have a good turn out!

Remember, sometimes it’s not about the open house: it’s about finding the right agent.

Networking is key! No matter where you are, you need to be connecting with people!

Create success stories from your clients so they can share with others.

Focus on creating connections with your network! It’s not just transactional, it’s about understanding the person’s needs!

Jocelyn shares about her experience with referrals!

When you put in the work to really get to know other agents before you refer business to them, it will show!

Jocelyn and Tom talk about the DiSC profile, and how that relates to business.

When you understand personalities, and how people think, you’re able to meet their needs and help give them exactly what they want!

How do you tell a client what to do to sell their house? They aren’t always ready to hear the truth!

Don’t tell people the ugly truth till the paperwork is signed! Share that you can sell their house and get them the prices they are looking for!

The best way to start your business is to network your butt off! If you’re a new agent, get networking and connecting!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Jocelyn:

LinkedIn

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 172: Use Time Blocking to Increase Productivity!

2nd Home Agents — Tue, 21 Apr 2020 21:53:01 -0400

Feeling lost during this pandemic without your routines?

Is your productivity suffering?

It’s our normal day-to-day actions that help us feel purpose and stay productive!

With stay-at-home orders active almost everywhere, how can you stay productive?

Instead of staying in bed and sleeping in, get up! Make that coffee! Schedule meetings! Set goals!

The number one thing that you can do to help yourself?

Time blocking! When you create a schedule and goals, you’ll be amazed at how much your productivity skyrockets, even when you’re stuck inside!

I’m here to share how time blocking can help you stay productive - and sane - during this pandemic! This week on the Selling the Dream podcast, I’m sharing how time blocking can prevent you from becoming your own worst enemy!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Feeling like you’ve lost your ability to be productive?

It’s time to start time blocking! Create a schedule, and block your time!

It’s easy to just curl up in a ball and sleep in and be unproductive.

Instead, make a calendar! Get your morning coffee, and make goals!

I live and die by my calendar every day, and it’s helping me be productive! I know that I have meetings, and have been able to keep going!

Doing the stuff that will help keep you productive will help you stay mentally healthy and ready to make great strides in your business!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 171: Adam Roach Coaches You to the Top

2nd Home Agents — Fri, 17 Apr 2020 09:18:00 -0400

Are you being coached?

If you’re thinking about recruiting, and building a team, you’re going to need to figure out some coaching!

You know that it takes time to bring powerful agents over to your brokerage!

It doesn’t just happen!

If you want to build a powerful team, you have to be a powerful team! That is the result of intentional, focused work, that often comes through the process of coaching.

I’ve connected with Adam Roach, who has been coaching real estate agents for a while now. He knows what it takes to attract - and sign - $20 million dollar sellers to your team.

It’s going to take time, and some intentional moves, but he’s ready to help you get there!

This week on the Selling the Dream podcast, I’m talking to Adam Roach about his coaching process, and what it takes to build a strong team! You won’t want to miss him! Are you thinking about building a real estate team? Make sure you listen to this week’s episode of the Selling the Dream podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Adam Roach.

Adam shares about his vision to recruit and impact 100 million real estate agents, as well as how he started in the business!

His goal: become the Zillow of recruiting and bringing in leads!

How can a manager recruit new people? Adam shares how!

You don’t just hope for the right people to come to you to be part of your team! You strategize and find them!

When you’re recruiting, it can take time, and posturing yourself to consistently be there! You never know when you’re going to be there at the “right time, right place.”

“The only time you stop following up with someone is when they die.”

Be prepared to cut out most of your leads when you’re recruiting - you’re looking for committed people!

A smaller subscription model can be a great way to provide a service!

Adam shares some of the top questions that they coach recruits on.

You gotta train people to become comfortable with being uncomfortable! That is how you will grow!

Adam shares about what they exactly coach and train on.

Coaching is ongoing! You should never stop being coached.

Adam shares the #1 thing he would share with a brand new agent.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Adam:

LinkedIn

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 170: Enjoy the View from the High Road!

2nd Home Agents — Tue, 14 Apr 2020 09:22:00 -0400

There is a lot of negativity out in the world right now!

People are complaining, and getting upset.

When you log into Facebook, or on Instagram, or Twitter, who are you most interested in hearing from?

Do you want to see a bunch of people complaining? No! You’re excited about stories about good things happening in the world, and are attracted to people who are seeing life from the high road!

That’s why it’s so important that we are talking from the high road! Share that view; that positivity with others!

You can vent! Just do it privately, because once you’ve said things, you can’t undo them!

This week on the Selling the Dream podcast, I’m sharing how the views are better from the high road!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Once upon a time, someone came up with the saying that the view is better from the high road!

It’s so important that when you speak, you are choosing the high road with your words!

Once you speak, the words are out there!

People may misunderstand them, or may be frustrated with how you’ve communicated!

Make sure that no matter what you’re saying, you are taking the high road!

You can vent: just make sure that you do it privately!

When times are hard, tell positive stories!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 169: Dennis Yu Shares the Secret to Connecting

2nd Home Agents — Fri, 10 Apr 2020 08:00:00 -0400

In the last 30 days, how many videos did you make?

If the answer is zero, it’s time to change that!

I went out on the golf course near my house the other day, and just collected golf balls. See, it’s all shut down and no one is there on the course!

While I was there, I took out my phone, and made some videos!

I posted them all over the place: Facebook, Instagram, wherever my potential clients hang out!

They may not care about golf balls, but they do care about my neighborhood! And I’m taking the time to show them features of the neighborhood!

You have the opportunity to create content that’s going to resonate with your potential clients and leads, even if you’re quarantined, and I brought in an expert to talk about what you can do!

This week on the Selling the Dream podcast, I’m talking to Dennis Yu, CEO of BlitzMetrics. It took me almost 3 minutes to talk about all of his achievements and what he has to offer! You won’t want to miss him!

Want to be inspired to connect with your audience? Make sure you listen to this week’s episode of the Selling the Dream podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Dennis Yu.

Dennis shares that one of the most important things you need to know is where people are, and how you can connect with them where they are!

Keep it simple! Don’t over complicate the process of connection. Don’t be afraid to be vulnerable and imperfect!

Remember: people don’t get married on the first date! They get married after they’ve built a relationship!

We all know what an ad looks like! Be real instead; your audience will resonate with you!

When people are full of fear, be the person who is ready to help! Offer solutions and encouragement!

Tell stories: give people time to know, like, and trust you!

Dennis shares about the X, Y, Z method of sales!

Want to beat out other agents in search engines? Get reviews! Get noticed! Create content about your market, so that when people Google it, they learn from YOU!

How many videos have you made in the last 30 days?

Connect with other local businesses, and create content that highlights them! Do interviews around your community!

Your community members that you help will become your fan! Why? Because you helped them!

Just get an email? You can send a video response! It might take a moment to upload, but you’re creating a connection!

Connect with BlitzMetrics by sending an email to operations@blitzmetrics.com! Make sure to have the subject line be “I love Tom Tezak” and they’ll send you some useful information!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Dennis:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 168: Things Are Going to be Different!

2nd Home Agents — Tue, 07 Apr 2020 08:00:00 -0400

Are you innovating in your business?

I’m talking about trying new things, and testing new ways to connect with your customers!

You’re going to have to think outside the box!

We’re in the middle of a quarantine, but I actually wrote down this Tip Tuesday before the COVID-19 pandemic hit!

See, no matter what situation you (and the world) are in, if you do things the way that you’ve always done them, you’re not going to be able to keep up!

You’ll need to learn how to adapt and change, or you’re going to be left behind!

This week on the Selling the Dream podcast, I’m sharing how you leave behind how things have “always been done” and innovate in your business!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you do things the same way all the time?

With this global pandemic, we will see an impact on our businesses!

We can’t do things “the way we’ve always done it.”

Change your plans! Adapt your weekly plan, your two week plan!

What you do today fills your calendar in six months!

Zoom with local businesses, and post the replay on your Facebook page, or your social media!

Create resources for your community!

People are looking for ideas on what to do when they are out of quarantine, and you want them to find YOUR resources!

Technology is more accessible than ever! Use it!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 167: Jason Whittle Goes from Professional Athlete to Real Estate Superstar

2nd Home Agents — Fri, 03 Apr 2020 10:50:34 -0400

Ever compare yourself to a professional athlete? That might feel silly at first.

But then, you really dig into what it takes to be a professional athlete. Here’s just a few of the skills they develop, both on and off the field:

Determination

Consistency

Hard work

Teamwork

Those sound like skills you need to succeed in business, don’t you think?

Just like an athlete needs to train to be exceptional on the field, we have to train to be leaders in our industry!

It’s never “easy” to do what we do, no matter what anyone says! It takes hard work and hours of discipline and practice, refining our skills and building the best team possible!

This week on the Selling the Dream podcast, I’m talking to Jason Whittle, 11 year NFL veteran. When he retired from professional sports, he decided it was time to jump into the world of real estate!

Want to be inspired to train like an athlete? Make sure you listen to this week’s episode of the Selling the Dream podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Jason Whittle.

After 11 years in the NFL, Jason was ready for some change!

Jason shares how he made the transition from the NFL to real estate, and how sports really helped him be successful in his new career!

It’s ok if you start out not knowing what to do! Learn from others, and take advantage of opportunities to learn and grow!

Sometimes you think, “how hard could it be?” Well, your eyes get opened in a hurry!

How does Jason’s experience as an athlete impact his business today?

Consistency is key! Small actions add up, whether it be in sports and fitness, or in your business!

Be willing to do the work constantly! Small actions over time make you grow!

It’s important that your team be able to work together! Help all of those individuals learn how to work and grow together to accomplish a common goal!

Now that Jason runs the group, he’s not directly communicating with clients like before, but he still uses tools like Bomb Bomb for outreach!

You can create a whole library of prerecorded Bomb Bomb videos to help connect with people and put a face to a name!

Our customers think they want us to be the one helping them, but what they really want is our entire team and the power of those combined efforts!

Don’t let inhibitions hold you back from doing what you love!

If you’ve found something you love, get out there and be a true professional!

Jason shares about his team, and how they market.

Make sales an experience, not a transaction!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Don’t forget, sign up for a trial with Bomb Bomb and get a free eBook from me!

Connect with Jason:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 166: Leader, or Follower? Which Will You Be?

2nd Home Agents — Tue, 31 Mar 2020 08:10:00 -0400

The economy will impact our businesses!

My team has been working on getting ahead of the curve, and getting ready!

The second home market is going to be hit, as people are hunkering down and not making big decisions.

Our job is to not bury our heads in the sand and hope for the best: we need to continue connecting with people!

Get on Zoom calls, send Bomb Bomb videos, and you’ll find that people look to you as their home-buying resource! If you’re out in front when the times are tough, you’re going to be in the front when things pick back up!

This week on the Selling the Dream podcast, I’m sharing how you can be a leader in the industry, even when times are tough!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Are you a leader, or a follower?

Our clients are hunkering down! We’ve got to spend time connecting!

We’re going to see a delay in how our market reacts!

Take advantage of the time now to connect!

Get on a Zoom call, send a Bomb Bomb video message, connect on Facebook!

Show up as a leader!

If you’re in front of your clients as a leader, you’re going to be on the front of the wave when things pick back up!

You’ll be their go-to resource when they are ready to buy or sell!

I’d like to encourage you to choose to be a leader!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 165: Listen to the March Mastermind Replay

2nd Home Agents — Fri, 27 Mar 2020 08:00:00 -0400

How are you connecting with second home buyers?

Are you in a good market, with lots of opportunity for second home buyers?

Did you want to learn how to connect with them, and be able to help them find the second home or vacation home of their dreams?

But how can you find them, especially if your feeder market is distant?

One strategy is to hold events to help train and educate second home buyers!

These events connect you with clients, helping educate them and connect them with the best opportunity. Whether they are looking for a second home near the slopes, or a peaceful waterfront view, you’re there to make the connection.

Partner with someone in your feeder market, and organize an event!

This week on the Selling the Dream podcast, I’m sharing the replay of the March Mastermind call! We’re talking about how you can use events to connect with your feeder market, and bring about even more referrals!

Want to educate and connect with your ideal clients? Make sure you listen to this week’s episode of the Selling the Dream podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the Mastermind Meeting and Don Cramer, real estate agent in Summerlin, a suburb of Las Vegas.

Las Vegas has started to become a more competitive market for retirement. It rivals Arizona as a desirable place to retire.

How can you help your clients find the perfect home? Ask questions!

If you know where they want to go, you can focus on learning that market and connecting with agents there!

Get to know your feeder markets, and go to them! Create a like-minded connection there, whether it be a connection you’ve made through coaching, or someone you’ve worked with before.

Educate people on investment opportunities. They may want to invest in real estate!

You can hold events to help “first time second home buyers” to guide them through the process.

Don’t start with your prime market: go to one of your promising ones!

Your presentation will be about the benefits of your market, and everything they need to know about buying in that market!

Bring on resources to help them in the process.

Work with your connection to create a landing page, and market your event on social media.

Do a drawing for a great prize, like a trip!

Use that event to educate people on the market, not just perceptions of the market.

By partnering with someone, you’re able to maximize your budget and bring in more potential business.

Follow up via email each month after the event. Keep in touch with them!

On Facebook, go to the “events” tab and search for events about buying homes! You can also research on Eventbrite to see if anyone is doing anything like what you have planned.

You can partner with other agents for various markets, so there is an agent from Florida, an agent from Hawaii, and from other resort and second home markets.

Do you want to pay Zillow for referrals, or do you want to pay another agent? Build those relationships!

Create a newsletter for agents, and make sure that you are connecting with them for these events.

Don shares how he creates those long term connections that lead to referral commissions!

These events can have a snowball effect in your business!

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Don:

Website

Facebook

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 164: Are you a lighthouse, or a wave?

2nd Home Agents — Tue, 24 Mar 2020 08:00:00 -0400

Right now, the world is in uncertainty and chaos.

As businesses, we have an opportunity: we can be the lighthouse, or we can be the wave.

We can stand strong, and help people. Or we can be like waves, crashing around and wildly hitting things and causing chaos.

More than ever, people need a lighthouse. Someone that they can look to, call on for help, and trust during turbulent times. They don’t need the chaos of another wave.

What will you choose to be?

This week on the Selling the Dream podcast, I’m sharing how people are looking to you during times of trouble, and how you can be a beacon of strength and hope to them!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Are you a lighthouse, or a wave?

A lighthouse stands tall and helps people!

Lighthouses don’t care what’s going on: their job is to stand!

Waves just crash around wildly.

As realtors, we can be a lighthouse for people who are feeling chaotic in their lives and careers.

We can mentor young agents, help people find their dream homes.

In the midst of chaos and craziness, we can build trust with people who need a lighthouse.

We can help people feel safe and taken care of.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 163: Creating Face-to-Face Communication from a Distance

2nd Home Agents — Fri, 20 Mar 2020 12:15:09 -0400

People tend to communicate at their best when they are face-to-face.

We all know that meeting up with clients and leads helps us connect with people, understanding the communication that doesn’t even require words.

But it’s hard to have that face to face communication when you’re working in the second home market.

What about when your ideal clients are thousands of miles away?

Or what about times like right now, when the world is in a pandemic, and many people are self-quarantining? It’s hard to have those face-to-face connections!

There’s a way to overcome: video.

We’ve seen the rise of video in the industry, whether it be Zoom calls with tours of houses, or meeting up with clients via Facetime.

But that requires so much coordination: time zones, availability … so many things to juggle!

There’s where services like Bomb Bomb are so valuable. You can create short, on deman videos that create those personal connections, whether you’re a brokerage owner looking to recruit new agents, or an agent connecting your clients with their dream home.

This week on the Selling the Dream podcast, I’m interviewing Ethan Beute, author of Rehumanize Your Business. He’s also here to talk about Bomb Bomb: one of my favorite new tools to connect with clients.

Thinking about how you can continue to connect with people and develop relationships during the Coronavirus pandemic? Make sure you listen to this week’s episode of the Selling the Dream podcast.

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Ethan Beute.

It’s surprisingly easy to have human contact, even from thousands of miles away: you can use video!

You lose a lot of humanization in text, but eye contact brings it back! That is why video is so important. You can see what a person is trying to convey even in non-verbal communication.

Don’t forget how humans were made to connect: face to face.

It’s up to you to create those connections: you can do that through simple videos through a service like Bomb Bomb!

This isn’t just about creating fancy YouTube videos: it’s the personal connections.

It’s not marketing through video; it’s about relationships through video.

When you connect differently, you’ll stand out! Your video will stand out in a sea of emails!

You create a feeling of proximity with your leads and clients, even if you are working from a distance in a secondary market.

Don’t be afraid to try out new services that will help you be able to connect with others!

If a service makes it easier to do what you want to do, or are already doing, check it out!

Tom shares how he uses Bomb Bomb, and discovered that it worked! It became their most powerful recruiting tool.

Recruiting is an excellent use case for a service like Bomb Bomb.

Ethan shares information about what to expect when using a service like Bomb Bomb.

Combine an excellent service with a valuable message and you have a winning proposition!

Tom and Ethan talk about the value of video that can be watched at any time vs. having to coordinate timing of live video conversations, like on Zoom.

Tom found that people who engaged with the videos didn’t just watch once: they watched up to 7 times! Those videos get life of their own.

You can use video to help create empathy with owners who may have expired listings, and set yourself apart.

During this Coronavirus pandemic, services like Bomb Bomb are even more important than ever! They help you have those personal connections without the risk.

Since so many conferences and services are being cancelled, video connections are going to be even more important.

Using video helps remove the fear of face-to-face contact in times of uncertainty, and shows respect to the people that you’re connecting with.

Adversity is a great time to look for opportunity: find ways to connect with and serve people.

Heads up: if you are not sincere in your content, don’t use video! Everyone will know.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Ethan:

LinkedIn

BombBomb - get your two week FREE trial!

Rehumanize Your Business Book

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 162: Finding Opportunity in Adversity

2nd Home Agents — Tue, 17 Mar 2020 20:51:55 -0400

It seems that everywhere you look right now, people are panicking about COVID19.

While I think it’s definitely something to be concerned about, and be careful during this time, it’s important not to panic, especially in business.

My business really took off during SARS; another time when people were worried about the state of business.

Now is your time to find opportunity. Think outside the box; find ways to help your clients find their dream home! Get creative; have house tours via Zoom, and meet up with your clients online!

When you choose to be innovative and don’t give up, you’ll see results in your business.

It’s all about being proactive and looking for opportunity in the face of adversity.

This week on the Selling the Dream podcast, I’m sharing my top tips on how you can find opportunity in the midst of adversity, and see how it impacts your business!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

The world is watching COVID19; wondering how it will impact the future of business.

Reality is, most of us probably won’t even get sick!

COVID19 is more publicized than any previous pandemic because we have access to information and are connected like never before!

This WILL change the world and our businesses: we need to be thinking about 3 months, even 6 months.

How can we serve our clients and leads at an even higher level?

Make sure that you are using video! Have meetings via Zoom; work on your YouTube channel!

Be the agent that is working harder, and innovating!

My career exploded after SARS because I spent time building my business instead of panicking: the same can happen for you!

Do some soul searching; be out there and be proactive looking for opportunities.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 161: Customer Service and Video Marketing Conference Quick Takes

2nd Home Agents — Fri, 13 Mar 2020 07:00:00 -0400

On a scale of 1-10, how do you feel about your skills in video? And will your customer service keep people coming back to you?

In this week’s Conference Quick Takes, I’m stopping people at one of Tom Ferry’s conferences and asking them about what they think has led to their success, and this week is all about customer service and video!

These two items work together to help create an incredible experience for your buyers and sellers.

A “white glove” customer service experience brings in referrals, and your video content builds that additional trust. When you take the time to do these things - and learn how to do them well - you’ll be unstoppable in your market!

It’s time to share another series of Conference Quick Takes for this week’s episode of the Selling the Dream podcast. I’m getting quick information bites from leaders in the world of real estate, asking them their quick answers to burning questions!

Thinking about video, and how you can become even better at it? Want to make sure you’re the best in customer service? Make sure you listen to this Conference Quick Takes in this week’s episode of the Selling the Dream podcast.

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Conference Quick Takes and what you can expect from the episode.

First up is John Bathurst, from California.

John shares how he connects with his sphere of influence, using his database to help create and nurture connections.

Coffee dates lead John to solid connections, and often, THEY will bring real estate into the conversation!

Next up, Julia Ray, from Florida!

Julia attributes her success to her customer service, and providing resources to her clients that serve their precise needs.

Her customer service has led to 90% of her business being from referrals!

Matt Farnham from Las Vegas is also killing it at customer service.

Make sure that your customer service sets you apart so when it comes to value, your customers choose YOU every time.

Give white glove service that is going to bring people back to you!

Communicate at an extremely high level and guide people through their story.

If you’re getting beat up by Zillow, go back to customer service, and creating an experience for your clients and customers.

Brandon Porter from Oregon is sharing how video has led to explosive growth in his business.

By focusing on creating community videos, and not the sales process, Brandon was able to make valuable connections.

You may remember Chris Kwon, and how he uses video in high end real estate.

If you create content, people will come!

Find ways to do things that you genuinely love to grow your business.

Video helps people learn about you and get to know you, and find you honest and sincere.

Figure out what you’re good at, and then fill in the gaps.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with our guests:

John Bathurst

Julia Ray

Matt Farnham

Brandon Porter

Chris Kwon

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 160: The Top Ten Books That Have Changed My Business and Life

2nd Home Agents — Wed, 11 Mar 2020 14:43:04 -0400

Do you engage in personal development?

About five years ago, I got an Audible account, and have been listening to audio books. It’s amazing how I have access to some of the most influential pieces of literature everywhere I go!

I’d estimate that I’ve listened to at least 100 books, and I’m here to share with you the best of the best!

These are the books that have changed me. While I’ve listened to these books, I’ve:

Lost 40 pounds

Redefined the way I interact with customers

Changed the way that I approached marketing

Impacted how I viewed the sales industry

This week on the Selling the Dream podcast, I could go through all of the books that I have listened to, and share some excellent ones, but this week, I want to share the best of the best.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Here are the top ten books that have influenced my business and life.

The Miracle Morning

Building a Story Brand

The Power of Moments

Rehumanize Your Business

Bold

Free Marketing

Vlog Like a Boss

Podcast Launch

Hug Your Customers

The Ultimate Sales Machine

Get an Audible account; go on Amazon, and buy some of these books! They will change your business!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 159: Josh Tucker Shares His Journey From Brokerage to Acquisition

2nd Home Agents — Fri, 06 Mar 2020 08:00:00 -0500

Have you ever found yourself in charge of a boutique business?

There’s a lot that you have to do. You’re responsible for so many things! Here’s just a few of them:

Making sure the business is up to date

Connecting with clients

Serving agents on your team

Training people

Paying people

This list isn’t even exhaustive, but there aren’t enough hours in the day to do everything!

So then what do you do? Do you just buckle down and work constantly? Or do you find another way? And if you do sell the business, what then? What happens to the agents you’ve built deep, lasting relationships with?

In this week’s episode of the Selling the Dream podcast, I’m sitting down with former NASCAR car chief Josh Tucker to explore his journey into real estate, and how he found himself leading a boutique business, trying to balance everything. He knew he couldn’t do it all, so started looking for options.

Trying to figure out what is next in your business, and considering acquisitions? Make sure you listen to this week’s episode of the Selling the Dream podcast. You’ll be inspired by how Josh made the transition from the race track to the world of real estate!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Josh Tucker and his business.

Josh shares about his market, and what kind of clientele they attract: they bring in a lot of fishermen who want to be on a boat all of the time!

Did you know that Josh retired from a career in NASCAR, where he worked on cars? He shares how his background has prepared him for a career in real estate!

Working in NASCAR is grueling: Josh began to prepare an “escape plan” and figure out what would be next for him, and that’s when he found real estate. About 80% of his early clients were others in the industry!

Josh made a plan and strategy 2-3 years BEFORE he took action! That impacted his success. He moved into real estate with a strong plan of action. If you’re thinking about breaking into real estate, make a plan!

Spend time on your network. These are the people that trust you the most, and they are the people that you know the most! Josh asked a lot of his network if they would trust him to help them find real estate, and most of them said yes. They’d spent so much time together that they knew he would be able to help them!

Josh didn’t bring in any sales for 5-6 months, but he had enough funds set aside to cover an entire year if needed.

When it came to choosing his market, Josh picked what he knew and already loved, and fit into his lifestyle. NASCAR already had deep roots in the area, so it was a perfect fit for Josh!

Josh shares how he researched and picked a company to work with.

Ever think you were wearing too many hats? For a while, Josh and his business partner, Greg Biffle, were running a brokerage, flipping houses, and trying to be top producing agents: it was just too much!

Josh shares about the unique challenges of leading a brokerage, with having agents relying on you, and serving customers - it’s a lot to manage!

Stay independent, or join a franchise? What do you do when you need a change? Josh shares about how their company was acquired, and how they negotiated the deal.

Want to be successful? Be a networker! Always get to know more people, and be a good people person. Josh attributes his success to his constant networking and connecting.

When you’re authentically connecting over your interests, people will be attracted to you.

“You don’t have to have a lot of followers to have a big presence” ~ Josh Tucker

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Josh:

Instagram

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 158: Don't Quit Now!

2nd Home Agents — Tue, 03 Mar 2020 07:00:00 -0500

Are you a quitter?

Today, I want to talk about giving up too soon. Way too often, we give up on a goal or a dream, and end up finding ourselves repeating the same pattern.

You can stop this pattern and learn how to stick to your goals and ambitions with just a little bit of dedication.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 157: February Mastermind Call Replay

2nd Home Agents — Fri, 28 Feb 2020 07:00:00 -0500

Is your market feeling a little slow? Are you feeling like your business is in a little bit of a slump?

You’re not alone! If you’re feeling some of the impacts of a seasonal business, it’s important to connect with like-minded entrepreneurs so that you can help each other beat the blues.

That’s that main focus on our February mastermind call: what behaviors should you implement to counter the effects of a slow market? What are the seemingly small things that you can keep plugging away at in your business to set yourself up to succeed, no matter the season, and no matter how many houses are on the market?

Want to hear from others who are out there, doing the work, day after day? Here’s just a few of the things we talked about:

Making communication personal with your list

Saving money for the “down” times

What social media platforms are going to give you the best bang for your buck?

There are two major benefits to getting together with others when the times feel “down:” first, you don’t feel like you’re alone in having a hard time. But second, and best of all, you get inspired by what others are having success with, and you get ideas and inspiration from them.

Ready to beat slow season blues? Feeling the impacts of low inventory? Listen to the replay of our latest mastermind call, and get inspired! Want to join in on the next mastermind? Email me at tom@tomtezak.com to get details!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the February mastermind call.

What do you do when things are slow, or when you’re having an inventory problem?

The group discusses how they connect with people, and what methods used to create significant connections.

Make sure that you are selling the “dream” - the lifestyle of the area that you are serving.

Do you have clients who are looking for something specific? When you know what you’re looking for, you can connect with other clients who may be selling.

Use the holidays to connect with former clients; you can leave Valentines gift bags.

Tom shares about his connections in San Diego, and the plans that he is formulating to work in that area.

What tools are you using to connect with clients? Are you using Bomb Bomb?

The group talks about ways to connect with your database; and how to engage them with your content.

How many contacts are you reaching out to each day? Make a goal, and reach out to that many people. You can warm up your list through personal contact.

Bring back the humanity to your list; bring it back to your contacts. People will respond to that. Send cookies; or personal messages. Don’t sound like an auto-generated message.

When you create those connections, people will come to you over and over again.

Chasing new leads is harder than working with the connections that you already have.

Video is a great way to connect with your ideal clientele.

When you create great social media content, don’t be afraid to ask your previous clients to share it!

Use hashtags strategically: they can help increase your reach.

Remember to keep your language easy to understand: your consumers may not “get” your industry lingo.

Block off time to focus on social media, like Instagram. You can share a story to Instagram, and also share it to your Facebook page.

The mastermind group talks about what social media platforms their clients are actually using.

How do you handle a seasonal market? The group discusses how to handle the ebb and flow of business.

Sidebar: make sure you’re funding your retirement accounts.

Develop a real estate business that will thrive through the ebbs and flows of seasons. Learn how to build a strong local clientele.

Know the three D’s that can impact sales in a traditional market: death, divorce, and desperation. Those will always be there!

Keep in contact: you never know when a piece of mail sent 20 years ago will bring in a sale or referral.

Tom shares about how they handle postcard mailings.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 156: Whose Perspective Do You See?

2nd Home Agents — Tue, 25 Feb 2020 14:37:00 -0500

Are you always right?

Often, being right is all about perspective! From your perspective, of course you’re going to be right!

You have your own perspective no matter what you do, whether you’re buying a house, buying milk, or dealing with your kids. And from your perspective, you’re right!

When you’re dealing with people, we all have our own unique perspective that shapes how we approach a situation.

That means that if there’s conflict, you may want to take a moment to consider their perspective. Once you understand their perspective, you’ll be able to help create the ultimate win-win situation.

This week on the Selling the Dream podcast, I’m sharing how you can take a look at situations from another person’s perspective, and how that will change everything.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Everyone is right by their own perspective.

You’ve heard the old saying of “spend some time in their shoes.”

That will help impact your perspective!

When there’s conflict, it’s not typically because someone is a jerk; it’s just that they have a different perspective than you.

People see things with a different set of experiences.

When it comes to contracts, or conducting business, just imagine what is driving their perspective. Take time to reflect!

When you put yourself in someone else’s shoes, you’re going to be able to come together more easily to make things happen.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 155: Tanya Delahoz Shares How High-Level Concierge Service Converts in Real Estate

2nd Home Agents — Fri, 21 Feb 2020 08:00:00 -0500

How do your clients describe their experience working with you?

Are you personable, or funny? Do you take care of their needs? Answer all their questions before they’ve even asked them?

We all have our own methods and ways of connecting with our clients and leads, and Tanya Delahoz is no different.

Whether she’s closing a $300,000 condo sale, or a $3 million house sale, Tanya doesn’t change a thing.

She’s opted to provide high-level concierge service, and strives to create that experience for all of her clients. See, in Breckenridge (her market), people are coming and paying cash for their second homes; their dream vacation homes.

Tanya understands what they want when they come to her: an easy, done-for-them buying experience. Not only does she know what they want, but she knows just how to make it happen, and that has paid off for Tanya.

Things didn’t start that way. After being laid off from her job working in the medical industry, Tanya shifted her focus and managed rental properties. Wowed by her high levels of service, clients started coming to Tanya for all of their housing needs. The obvious next step was getting a real estate licence, and she hasn’t looked back since!

If you’re thinking of ways to take your business to the next level, you’re going to be inspired by how Tanya turned a late night decision over a bottle of cabernet into a thriving business!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Tanya Delahoz, and she shares about her career, and how she got started in real estate.

Tanya had just lost her job, and didn’t know what she was going to do. Over a bottle of cabaret, she and her husband got online, registered her business, created her website, and started her business!

Dwell started out as a business to manage rental properties, and eventually flip flipped to become predominantly real estate sales.

Tanya shares about their rebranding process, and how the business came to be named “Dwell Summit.”

When working in luxury real estate, it’s all about the experience: create a “concierge” service, and you’ll do well. People buying second properties or vacation properties are there for the experience.

The dollar value of the purchase shouldn’t dictate the experience though: whether it’s a $300,000 condo or a $3 million house, the experience should be of the highest quality!

Closing the sale is just the beginning of the process: you’re just starting a new relationship.

Tanya uses spreadsheets to track her follow up with previous clients.

Every year, Tanya hosts a “dinner under the stars” for some of her clients. It’s meant to help connect people and bring them together and build a sense of community.

Tanya uses primarily Facebook and Instagram, and is working on LinkedIn.

Zillow is one of Tanya’s main sources of leads, and she shares how she maximizes those leads.

When it comes to lead generation, you need to decide how much you’re willing to invest in leads, and then use the source that best serves you. One of the great things about sources like Zillow and Redfin is that it does often meet consumers where they are browsing and looking at real estate listings.

Tanya shares about her experience as a Redfin partner agent.

Roughly 10% of Tanya’s business each year is from locals: that is a lot of business coming from a distance!

You can’t hire authenticity. You can outsource a lot of parts of your business, but you can’t outsource your voice and your personality and way of doing business.

Tanya shares her best advice for any agent just starting out.

Don’t forget to subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Tonya:

Website

Facebook

Instagram

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 154: Are You Going to be the Disappearing Agent?

2nd Home Agents — Tue, 18 Feb 2020 13:12:44 -0500

Technology has changed the world in the past 5, even 10 years, and it can be hard to keep up!

However, we have three choices: we can adapt, adopt, or disappear.

It’s the people who are agile and quick to adapt who are able to keep their businesses throughout the years.

See, if you don’t take the time to learn, and get to know the “new ways,” you’re going to find yourself disappearing, whether you want to or not.

Don’t rest on your laurels: get out there and learn the industry, and keep growing!

This week on the Selling the Dream podcast, I’m sharing how you can keep growing and learning to keep your business long term!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Technology is changing the way that real estate works: can you keep up?

If you’re losing business and blaming change, it’s time to stop! It’s going to happen, and you’re going to have to learn to keep up!

You’ll need to adapt or adopt, or you’ll disappear!

Be tuned into your local real estate market; be tuned into the global market. Learn those trends and apply them to your business.

It’s our responsibility to learn the market and how real estate is changing: if we don’t, we’ll disappear!

You can’t rest on your laurels. Learn how leads are coming in, how buyers are shopping; and how other companies are targeting those leads!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 153: Do You Work With Your Partner or Spouse?

2nd Home Agents — Fri, 14 Feb 2020 19:37:00 -0500

Love may be blind, but real estate isn’t!

Have you ever considered working with your spouse or partner? Or are you afraid that you’d fire them immediately?

There are countless husband and wife teams figuring things out and working together.

But what if you could get the scoop from someone who has worked with their spouse for more than 20 years?

What if you could ask them all of your questions, like:

How do you work together without driving each other crazy?

How many times have you fired the other person?

How do you practice healthy boundaries, and keep work out of your personal time?

How do you divide the work?

For this special Valentine’s Day episode of the Selling the Dream podcast, I’ve invited Jeff and Melissa Krantz to come share with us some of their secrets to working together. They’ve been a real estate team for 22 years, and have been through the good, the bad, and the ugly. You’ll never believe how many times they’ve fired each other...and how they’ve mastered working together as a team.

If you’re considering working together with your spouse, you won’t want to miss this week’s episode!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces this week’s special Valentine’s Day episode. Don’t worry; we’re still sharing useful information even if you’re not working with a spouse or partner. You can still pick up great tips for working with others!

We’re bringing in Jeff and Melissa Krantz to share about their 22 years of working together.

There are lots of husband and wife teams out there - if you’re thinking about giving it a try, you’ll be surrounded by others who are doing the same.

There’s no playbook; there’s no guide to working with your spouse.

Often, the person that you are at work, and the person you are at home are not the same person.

Jeff and Melissa had a plan for their life, and goals, so it helped them as they started their real estate business. It took awhile for them to get in sync.

“I wish someone would have told us in the third week how important it is to appreciate the other person and their skills and talents.”

There’s real power and synergy in working together.

If you’re working with your spouse and struggling, what do you do?

Figure out your personalities and strengths, and learn how you can work well together.

The beauty of real estate is that it’s not one size fits all: you can find different tasks that work with your strengths and abilities.

Jeff and Melissa share about some of the conflicts and power struggles they had as part of the team, and how they resolved that conflict.

Counseling can be a huge benefit to the team: it helps you learn more about yourself.

Melissa shares how they learned to work together and divide the roles according to their strengths.

Make sure that you’re communicating when working together, so you can truly act like a team.

Finding your organization system and picking your top priorities is key.

Tom, Jeff, and Melissa talk about the repercussions of “bringing the office home” when you both work together.

When your spouse respects what you do, that changes everything about how you approach the business.

Make dating your spouse a priority. When you focus on them, you’ll help show them that they are your most important relationship.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jeff and Melissa:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 152: Do You Own the Space in Your Referral Markets Mind?

2nd Home Agents — Tue, 11 Feb 2020 08:00:00 -0500

When it comes to referrals, are you the first person to come to mind when someone thinks of your area? If you want to get referrals, you have to make sure that you own that space in their mind!

I’ve made sure that when agents think of Maui, they think of Tom Tezak! I wear aloha shirts, and share aloha with everyone that I meet at every event. I embrace the island life, and bring that mentality to them.

My goal is that when they have a client or lead that says they are interested in Maui, they say “I know just the guy to help you!”

It’s a powerful thing when you own that space: in fact, within the past 60 days, I’ve had at least 3 transactions that have been because someone in my network knows that NOBODY knows Maui like Tom Tezak!

This week on the Selling the Dream podcast, I’m sharing a few ways that you can own one of the most important spaces out there: your network’s mind!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Does everyone in your network know that you are the expert for your area?

Embrace the lifestyle of your market! I have embraced aloha; it’s in my dress code, my attitude, and I live that lifestyle!

When you create that mantra for your life, people remember it.

You want referring agents to think of YOU when it comes to potential referrals in your area.

How can you own that space? Be in your community! Embrace it and be part of it.

Go to events, and use social media to share those events with others!

Be focused, diligent, and intentional about building that association.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 151: Conference Quick Takes: Capture Expired Listings Like a Pro

2nd Home Agents — Fri, 07 Feb 2020 19:46:00 -0500

How are you at capturing expired listings?

Once a listing expires, other agents are lined up at the door, ready to grab that commission.

Expired listings can make a huge impact on your business, but you’re going to have to be strategic about how you handle them.

Tired and frustrated homeowners are going to hear from dozens of agents the day after their listing expires...and you’re one of those agents who wants to be able to capture that lead.

We caught up with many real estate agents at a recent Tom Ferry conference, and asked them for their hottest tips and tricks on how they capture these listings.

Do they cold call? Do they have a plan? How many steps are in their plan? Do they call immediately? Do they wait? What’s their plan? We want to know all their best tips and tricks!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces this new series, Conference Quick Takes.

The topic of this quick take? Capturing expired listings.

Todd, an agent from Omaha, reaches out to potential clients with a strategic plan for how he will market the house: he shares his 19 point plan with potential clients!

Jesse, from San Diego, shows how to provide value that is unlike any other agent: not all agents are created equal.

It’s important to know how to handle those who have objections.

Many homeowners hire agents who do the same thing over and over, so they end up making the same mistakes, and think that hiring an agent isn’t worth it.

Jay and his team focus on expired listings!

Be ready: when a house listing expires, the owner is going to be constantly contacted by realtors.

You need to set yourself apart with value - show the owner that hiring you is worth it!

Get ready for rejections and no’s - dealing with expired listings will mean that you will hear a lot of no’s.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Agents Interviewed:

Todd Bartusek

Jesse Salas

Jay Bond

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 150: Cut Your Finger Off to Get the Job Done!

2nd Home Agents — Tue, 04 Feb 2020 21:17:06 -0500

Ever had a deal start to go bad? That’s when the finger pointing starts.

It’s the realtors fault! No, it’s the escrow manager’s fault! Wait, it’s the buyer….or was it the seller? Someone is at fault!

Doesn’t matter who it was - but there’s always someone ready to point a finger and blame someone else.

Want to get the job done? Cut off your finger! Stop pointing fingers at others, and make the deal happen for the client. Stop trying to be a superhero, and instead, get the job done.

Stepping in and trying to be a super negotiator means that we can easily get in the way. Instead of trying to be a superhero, it’s better to just make it happen for your clients.

This week on the Selling the Dream podcast, I’m encouraging you to step up, stop pointing fingers, and make it happen for your clients!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

What happens when a transaction goes sideways?

People start pointing fingers!

Instead of pointing fingers, it is better to say that “something went wrong, let’s make this deal happen.”

Do what’s best for your client instead of trying to be a superhero or super negotiator - when you try to fix things, you get in the way!

“Cut off” your finger instead of pointing and blaming others for things that don’t go right.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 149: Catch the January Mastermind Replay

2nd Home Agents — Fri, 31 Jan 2020 14:25:55 -0500

Did you miss the January Mastermind live?

We’ve got you covered! This week’s episode of the Selling the Dream podcast is the replay of the mastermind.

When we brought Jessica Forrester onto the show (episodes 135 & 137), we knew that she was sure to be a hit. She’s successfully integrated an ISA into her business, and we want to learn her methods and how she set herself up to achieve success!

We hear it all the time: so many real estate agents need to hire an ISA to help bring in and qualify leads. But how? And when? And what should you do to make it happen?

One episode wasn’t enough to have Jessica share all of her wisdom - we had to bring her back so our mastermind group could ask all their hard-hitting questions - they might have asked some of the ones that YOU had when you listened to her original interview.

You won’t want to miss out on these answers:

How do you train your ISA?

How should you pay your ISA?

Should your ISA be licenced?

How do you handle things if your ISA isn’t local to you?

Can you (or should you) hire a non-local ISA?

What systems should you use?

Don’t miss out on the February mastermind! Each month, we bring in an expert to conduct a training. Make sure you go back and listen to previous replays of the mastermind.

If you’re a real estate agent, we’d like to invite you to join in. We’re a perfect fit for you if you’re focusing on second home buyers. Email me at tom@tomtezak.com for more information about how to join.

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the monthly mastermind call, and this month’s moderator, Jessica.

Jessica shares why she chose to hire someone: she was working on bringing in more leads, and wanted to make sure that they could actually keep up with them!

Finding someone to hire was easy: but it was a process to figure out pay, and structure.

The main purpose of her employee is to work on leads.

Jessica shares about the coaching program she used.

“There is really no secret sauce...you can try a gazillion different scripts, but if you’re the most genuine and try to engage the people and ask questions and be interested...that makes all the difference in the world.”

Jessica shares how their assistant qualifies and then passes on leads.

Know the limits of your assistant: are they licensed, or not? What can they do and not do?

If you’re hiring someone who is not local, it is a great idea to bring them to you for training - that way they can get to know the area as much as possible.

An ISA is an investment, not an expense: make sure that you are tracking the return on investment so you can see results and make changes if you need to.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

Hatch Coaching

Ylopo

Connect with Jessica:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 148: Part real estate agent, part therapist: sound familiar?

2nd Home Agents — Tue, 28 Jan 2020 21:43:00 -0500

Have you ever said to your clients, “how does this make you feel?”

If you’ve ever watched a successful realtor, you’ve probably noticed that not only do they know the business, but they also know how to advise people.

You’ve got to be a little bit of a therapist to help your clients make smart decisions!

Having trouble with this concept? Consider this: how would you want someone to help YOU? How would you want someone to advise you?

Emotions can run high when making big decisions: people get excited, and partners can get mad at each other.

It’s your job to assess and help people make good decisions. When you take on this role, you’re going to be remembered as someone who truly cares about their clients!

This week on the Selling the Dream podcast, I’m encouraging you to ask more people how they feel, and help them work through the decision-making process!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

To be successful, you need to be good at two things: knowing the market, and helping your clients navigate the decision-making process.

You have to be a little bit of a therapist in this business.

Emotions can run high during the home-buying process.

Think about how you’d want someone to work with you and help you make decisions.

If you help counsel your clients through the process, they’ll know just how much you care!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 147: Todd Beckstrom Shares How to Skyrocket to Expertise

2nd Home Agents — Fri, 24 Jan 2020 15:06:00 -0500

How much did you sell in your first year as a real estate agent?

Imagine making nearly 6 figures your first year, and then skyrocketing to the top selling agent in your second year!

How would you do it? What would be the one activity that would lead you to that level of success? What tools would you use? How often would you be reaching out to your database?

The key to being able to serve your clients well is by establishing yourself as not just an expert, but as THE expert. You’ll see it in my marketing: I tell clients that I know one section of Maui inside and out - and I do!

I may not know the other islands of Hawai’i, or even other parts of THIS island - but I know everything there is to know about real estate in this one area!

Once you’re THE expert, your ability to serve your clients will skyrocket - and so will your commissions!

Todd Beckstrom is here this week on the Selling the Dream podcast to share how he established himself as an expert. He spent hours everyday learning the market, and getting to know everything there was to know. He went from a business plan to top-selling agent within a year - how did he do it?

What is the one thing that Todd does every single day to help posture himself for success? You’ll have to listen to this week’s episode of the podcast to find out!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Todd Beckstrom and his business.

Todd and Tom met at national convention: it’s a great place to meet and network with people!

Todd started his business with a marketing plan: that was one of the first things that he did to help achieve success.

Spending $11,000 in the first month in business turned around into $93,000 the next month.

Todd became the top agent in his market within 18 months.

Don’t just show up and say that you’re a salesman: go into things with a plan and commit financially to your success.

Know your strengths, and learn how to leverage them.

Todd focused on educating himself and getting to know his market better than anyone else: no matter what people were looking for, he knew where it was!

Eddie, Todd’s mentor, told him to get to know the market. Once he followed that advice, he became the top seller!

Prospecting is Todd’s #1 activity: he spends at least an hour every day making calls and connecting with past clients.

Email your former clients something of value 6 times a year. Make a connection and keep yourself on their radar.

Todd has an assistant who handles his mailing list: she’s worked for him for the past 18 years.

Reconnecting with clients creates incredibly mea conversations: in fact, they may be the most meaningful conversation you have with that person!

When it comes to working with your feeder market, you have two ways: through realtors, or through potential clients. You have to market to them differently!

Target your feeder market with social media that establishes yourself as the expert.

2nd home sales can have the longest gestation period: as many as 12 years!

You’re selling something that is an asset! Make sure you market it as such.

The biggest mistake you can make is to not stay connected with previous clients. Don’t just get paid and move on!

Has someone sent you a lot of referrals? Reward them! You may pay a thousand dollars for a vacation, but that’s nothing compared to the commissions they brought you!

Until you’re an expert, you really can’t help anybody.

Remember: it’s NOT all about you. Focus on your client first!

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

Bomb Bomb Video

Connect with Todd Beckstrom:

Website

Facebook

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 146: Impress Your High Net Worth Clients

2nd Home Agents — Tue, 21 Jan 2020 08:00:00 -0500

How do you help your high net worth clients?

You have the ability to impress your high net worth clients by offering even higher levels of service.

We all know that most of our clients own more than one piece of property: maybe even more than 2! Taking time to prepare reports about their market will help them understand more about the value of their property, and give them material to pass on to their financial advisors.

Preparing a report of the real estate that you have helped them acquire gives you the chance to ask an important question: do you have any more properties you want me to add to the report?

The more that you know about your clients, the more opportunities to serve them you will find!

Learn about a simple way you can get more information that can convert to more leads, sales, and referrals. Don’t miss this week’s Tip Tuesday episode of the Selling the Dream podcast!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Most of our clients own more than one home.

Are you taking the time to create reports about the market where they own a home?

If you create property reviews, they are probably not getting that from any of the other agents who have helped them!

When you create a report for the home that you have helped them buy, follow up and ask if they have any other homes that you can add to their next report!

Going the extra mile creates an opportunity to ask for referrals.

You can share the portfolio with their financial advisor.

This is just another way to provide value above and beyond client expectations.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 145: Michael Tudorie Shares How to Build a Networking Group

2nd Home Agents — Fri, 17 Jan 2020 08:00:00 -0500

Are you part of any networking groups?

They can have a huge impact on your business: being connected to like-minded people working in similar industries can bring in many qualified leads.

Networking groups don’t have to be hard: they can be as simple as assembling a group of various professionals from similar industries. You’ll want to invite people strategically: you want to work with like-minded people!

Who would you invite? Michael has invited various professionals, from commercial real estate agents, financial planners, business coaches, lawyers - they’re all able to come together and encourage each other to become better in their business.

Michael Tudorie is here this week on the Selling the Dream podcast to share how he has created his networking group, and how it’s impacted his business. He doesn’t get leads from sources like Zillow - most of his business is from referrals! By creating networking opportunities, he’s built a solid team of go-to professionals he can turn to when he needs anything, and he’s become their go-to guy!

Want to be inspired how you can create strategic connections? Don’t miss this week’s episode of the podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Michael Tudorie and his business.

Normally we talk to second home agents, and Michael is working a traditional market, but he is killing it at making connections, so we had to bring him on the show!

Michael got good in his business by becoming super niche-focused.

Focus on one area, and get to know it well! You’ll be able to tell your clients everything they want to know, instead of selling in an area you’re 45 minutes away from.

When you’re focused on a niche, your leads are going to be better.

Technology changes how you approach referrals: when you have places like Zillow to bring in leads, it can make you reliant on these resources!

Whenever you make a change, you’re going to see a hockey stick growth trajectory. Be ready to wait out the immediate dip!

Organization and strategy will go hand in hand when you change your focus and go hyper local.

Michael shares how he schedules and coordinates an event to connect with the community.

A key to events is follow up: don’t try to sell at the event, but use it to get leads.

You can have different price point events for various clients.

Consistency is an incredible strength: it will pay off.

Michael spends 2 hours a day working on followup - every Monday through Friday, he’s on the phone following up with people.

Texting and video is a great way to get in touch with your leads!

Networking groups and mastermind groups are a great way to connect: you can be intentional about who you invite to those groups.

By the way - send me an email if you’re interested in attending our Mastermind groups!

Michael and Tom talk about what kind of people you should invite to a networking group.

Mentorship makes a huge difference for your business, and helps you connect with like-minded people.

If you want to be successful, read!

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

EZ Texting

Bomb Bomb Video

Connect with Michael Tudorie:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 144: It’s Time to Review, Assess, and Act!

2nd Home Agents — Tue, 14 Jan 2020 01:13:00 -0500

Have you reviewed all of your sales from last year?

If not, I’d like to encourage you to take an hour or two and do this.

List out all of your sales, and look for some patterns: where did the sales come from? Were they referrals? Was it through your sphere of influence? Was it a lead?

Now, look for commissions. How much did you make on each sale? When you know this, you know what sources are the most valuable!

Take a look at your budgeting and marketing plan: how much are you spending? How are those dollars working for you?

Once you understand all of your numbers, you can make a solid business plan for the year ahead. You can more strategically spend your marketing dollars, and eliminate systems and processes that are not as profitable.

This will help you streamline your systems, and create more time and income for yourself.

This week on the Selling the Dream podcast, I’m encouraging you to take the time to develop your 2020 vision! It’s time to take a look at what you did in 2019, and see what you can learn and apply to 2020 to do even better.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

It’s time to review, assess, and act!

Review all of your sales from last year.

Figure out the source of the sale: leads, sphere of influence, referral, etc.

Calculate commissions, to know which source is most profitable.

Assess your costs: how much are you spending on marketing?

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 143: Shawn Clayton Shares How Business Has Thrived Since 1930

2nd Home Agents — Fri, 10 Jan 2020 17:04:35 -0500

More than 60 years and counting - at least, that’s what I thought before I started talking to Shawn Clayton.

Turns out, Clayton and Clayton was founded in 1930, and the family-owned real estate business has been going strong in the Jersey Shore area ever since!

But how can a business thrive so long? In an industry plagued with burnout, and a short lifespan, any small business that has spanned generations must be something special!

You’ll be amazed as Shawn is sharing his strategies that a lot of what he does is implement the practices we’ve been talking about, and being consistent for years.

Shawn is here this week on the Selling the Dream podcast to share how he has stepped into the family business, and he pulls back the curtain to share some of his best strategies to continue to build a business to last for future generations.

Want to be inspired how your actions today can create a legacy business? Don’t miss this week’s episode of the podcast!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Shawn Clayton and his business.

Shawn is a 4th generation agent! The family business has been active since 1930.

Since they are less than an hour and a half from New York City, Shawn is able to work with many leads from the city.

Go after the loyalty business: when you’ve been around for a while, you’re able to capitalize on connections that you’ve spent years building!

Shawn shares a little bit about how real estate has changed during nearly a hundred years of business: for 3 generations, nothing really changed in how the team marketed, and in the last generation, everything has changed!

Trying to keep up with all the changes? Put yourself in places to get educated! Go to conferences, tradeshows - anything that will help you learn and grow and keep up!

You have to be patient to work a secondary market: the gestation period can take years.

Go to places that help you connect with people. Those connections that will bring you business are intentional. You have to get into communities where you can get to know people.

Be intentional about keeping in touch with your leads: you never know when you’ll get a followup from someone who had a family member purchase from you years ago.

Make yourself a resource: build trust so that when people have a need, they will reach out to you.

Every transaction you make will direct and lead you to where you’re supposed to be.

Creating a family business can build a lot of loyalty.

When you’re around for generations, people trust that you will still be there in 10, 20, 30 years.

Shawn shares how they are using social media to market themselves: the key is to keep it real and don’t be afraid to fail.

Tom and Shawn talk about the reality of working with your spouse: it can be rough, and there is a learning curve.

Shawn has structured his team to be a SEAL team: every member is cross trained.

Offering new services can bring in a new clientele! Shawn shares how they expanded their services to include short term rentals.

Those renters can often be turned into leads for future purchases - it’s all about the follow up!

Shawn shares how the business has survived through all the ups and downs in the market.

Shawn’s #1 piece of advice for new agents: connect with someone who knows what is happening so they can be your mentor and help you learn and understand the business.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Shawn Clayton:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 142: Brave or Perfect: Which Are You?

2nd Home Agents — Tue, 07 Jan 2020 09:04:43 -0500

Are you brave, or are you trying to be perfect?

When I was at the National Association of Realtors Convention, I heard Billie Jean King speak.

I was fascinated by her topic, where she shared about how we have been trained to tackle life from a very young age.

From her perspective, boys are raised to be brave, and girls are raised to be perfect. That’s screwed up, you know? There are exceptions - we know some boys that are raised to be perfect, and some girls who are raised to be brave.

But how does that upbringing reflect in our work? How does it impact our choices?

This week on the Selling the Dream podcast, I’m encouraging you to choose to be brave, not perfect! You’ll see how striving for absolute perfection will hold us back from being able to achieve.

Which are you choosing in 2020? Brave, or perfect?

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

I listened to Billie Jean King speak at the national convention.

Boys are raised to be brave, girls are raised to be perfect.

Perfect isn’t what you want: you want to be brave in your business!

You’ve got to be brave, you’ve got to get dirty.

Success comes with risks.

Do your homework: be brave, not stupid.

Selling the dream requires bravery.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 141: December Mastermind Call Recap

2nd Home Agents — Fri, 03 Jan 2020 09:14:00 -0500

Do you remember when we talked to Jay Otlewski? We talked to him in episode 119, where he shared one of his best resources: a book that he wrote himself!

Jay found that his target clientele lived outside the Phoenix, Arizona area, but were buying homes in Arizona.

How could he best serve them? He’d taken the time to get to know their desired communities, and the exact types of people who lived in those areas. But how could he make the connection from a distance?

That’s when Jay, a math guy, sat down and wrote a book. It wasn’t hard: one Sunday morning, coffee in hand and a dog in his lap, Jay just started writing down all the questions his clients had. He answered them, one by one.

Within hours, Jay had the first draft of his book.

When he published it, and began using that book as a marketing tool, he established himself as THE real estate expert in active adult communities in the Phoenix area, and his business has dramatically changed.

One little 6x9 book brought in hundreds of qualified leads who believed that Jay was THE real estate agent to help them find their dream home!

After I talked to Jay for his interview, I know that I had to bring him back to speak to our mastermind group. We asked him all the questions, and got all the details. If you’ve ever thought you couldn’t write a book in your business, well, I’ve got news for you: you can!

Don’t miss this episode, where Jay breaks down again just how he created one of the best lead generators in his business, and be inspired by how you can too!

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the December Mastermind call, and this month’s guest trainer, Jay Otlewski.

Catch Jay’s interview on episode 119 of the podcast!

Jay shares that he is on the call to tell about how he wrote a book, and it ended up being an incredible source of leads.

When you pick a niche, you can get to know it and serve it WELL. That’s one of Jay’s keys to success!

Jay took time to walk through all the communities that he wanted to serve, and get to know them, and the types of people who lived in each. It took him nearly a month to do that.

Most of Jay’s buyers are from out of state: so how can he target them?

He became the expert, and found ways to prove his expertise. One of the most important ways that he proved he knew the area was by publishing a book.

Our clients and leads can tell if we truly know what we’re talking about!

The cost to produce a book is miniscule to the value it will bring to your business.

Not sure where to start? Just start with an outline, and figure out what you want the chapters to be.

If you’re not feeling sure about your spelling and grammar, you can always reach out to your connections - you never know when you’ll find the right person for the job!

Jay made his book 6x9, because it fit the size that he commonly read, and is easy to ship.

You don’t have to fill all of the space - don’t just write fluff! Answer the questions that your ideal client is asking, so they are guided to the sale!

Black and white print will be the most affordable option: color printing can double the price for your book. The exception for this will be the cover: make that in color if you can!

Jay orders 250 copies of the printed book at a time: buying in bulk lowers the price.

You can get an ISBN, and even put a price on the back of the book just for fun.

Writing the book won’t take too long: just sit down and start answering questions. The more you answer, the more you will think of, and next thing you know, you’ll have a book! Jay spent the most time formatting.

Create a personality in the book: Jay used a character, a guy named Steve, to help his ideal client be able to envision themselves in the process of buying a home.

Jay also used Issuu (linked below) to have the book online for people to read.

When you create, be focused! You can always expand later.

Get your team involved in the creation process!

You can send a PDF of the book to your leads, but they are more likely to read a physical book.

Join us for the next mastermind on January 8th, where Jessica Forrester will be sharing how she works with her ISA’s!

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jay Otlewski:

Website

LinkedIn

Resources Mentioned:

Issuu

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 140: Happy New Year!

2nd Home Agents — Tue, 31 Dec 2019 08:23:12 -0500

I always love it when our episodes land on holidays - that means that I get to bring you super special greetings!

It’s almost the new year, and lots of people are making their new year’s resolutions.

I’m going to be honest: I think new year’s resolutions are bullshit!

As a small business owner, I’d like to encourage you to constantly be making new goals for yourself and your life and business. Instead of waiting for the new year, or new month, when you think of something you want to do, start it immediately!

You don’t have to wait for a “new start” - just make a commitment to yourself and your business, and take action immediately.

If you are starting out the new year with resolutions and goals, that’s awesome! Just make sure that you stay committed, and keep going!

I’m excited to hear how making - and sticking to any resolutions you make ANYTIME in your business helps you grow! Thank you for joining me on this Tip Tuesday episode of the Selling the Dream podcast!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Happy new year!

Many people are making new year’s resolutions.

Instead of making a plan and goals at the beginning of the year, start making your goals happen immediately!

If you want to change your life, don’t wait for the new year, week, or month. Start immediately!

Make sure you have short term goals, mid range goals, and long term goals.

When you make those goals, make a commitment to yourself, your family, and your business.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 139: 2019 Year in Review

2nd Home Agents — Fri, 27 Dec 2019 10:58:50 -0500

It’s almost 2020, and we’re taking a walk through some of my favorite episodes of the podcast in 2019.

First of all, thank you so much for listening to the podcast - it’s been a great year, and I’m honored to have been able to share so much valuable information with you all.

From talking about how to use social media to connect with people, understanding how different demographics want to be sold to, to being consistent in providing value, we’ve talked about some of the top marketing tips that will completely change your business.

It was hard to pare down the gems we’ve heard over this past year, but we did our best: did we talk about your favorite?

Make sure that you tune in to hear some of the top episodes of the Selling the Dream podcast from 2019.

Before we dive in: start your new year with an amazing network of the best second home agents. Make sure that you create your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the end of year review episode of the podcast.

Establish yourself as an expert in your area - make sure that people know that you are the leading expert, and that when they subscribe to your list, they will get that information from you.

Get in their inbox every week - be consistent.

You can make a private Facebook group, and invite people to join - they only get the info by joining your group! Create insiders, and they’ll be coming to you for their information.

Create boosted posts for your feeder markets: even something as simple as “guess the price” for the house can bring in lots of interaction!

Sharron Srivatsaa shares the story of the 5 Club: a group of entrepreneurs that get up at 5am daily to start their day with motivation and encouragement.

Pat Hyland talks about millennials and real estate: how can you sell to their demographic?

Your millennial client just wants to understand the process: be ready to help your client understand.

Chelsea Pietz helped us understand what to post on social media, and how social media engagement is so important for connecting with your clientele.

Private messages create better conversations - make sure you’re connecting with your clients on a deeper level. They also take away the pressure of creating conversations on a public forum, and make for a more comfortable scenario.

Keep your team informed: your affiliates, your broker, your team - they can’t help you if they don’t know what’s going on.

When you’re a high-power agent, as many of us are, you’ve got to check yourself to make sure that if you’re experiencing a high turnover, that it’s not because of YOU.

Make personal connections with your clients - if they love boating, talk about boating! Connect over passions.

If you’re joining the real estate industry, make sure that you understand what you’re getting in to: know what is driving you, and how you can use that to be successful.

Who you work with matters, so don’t join just any brokerage.

Todd Conklin shares about team: should you go out on your own, or should you join a team?

Don’t look at yourself as a salesperson: you’re helping people understand data.

You’re walking your client through the decision making process.

Create lasting relationships: help your clients see the data and the intangible all at the same time.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes: we’ve got great plans for 2020! Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 138: Thoughts on Christmas Eve

2nd Home Agents — Tue, 24 Dec 2019 10:53:14 -0500

I just want to wish you a merry Christmas, and share a few thoughts with you.

This is a season of hustle and bustle, with people running around all over the place, helping clients, and getting shopping done.

In the middle of all of the chaos and craziness, I’d like to encourage you to set aside some time, whether you celebrate or not, to spend with your family.

Give your family and friends the present of your presence: make sure that you’re setting aside time, no matter what you believe, to celebrate why you are here, and those who are around you.

I’m excited to share a special Christmas greeting with you on this Tip Tuesday episode of the Selling the Dream podcast!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Merry Christmas eve! I just wanted to pass on a special message for you.

This season is a busy time of the year, especially for resort markets, as clients are in town and visiting your area.

Take a minute to enjoy time with your family, and those who are around you.

Give your family the present of your presence: don’t let clients take all of your time.

I hope it’s an amazing holiday, and an amazing time with your family and friends.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 137: Jessica Forrester Shares What It’s Like to Hire an ISA, Part 2

2nd Home Agents — Fri, 20 Dec 2019 06:59:46 -0500

Have you hired an independent sales agent (ISA)?

When Jessica started her boutique brokerage (don’t miss last week’s episode where she talked about the process), she knew that she was going to have to get some help for it to grow!

The next big step was hiring an ISA, and training them to be the perfect new teammate.

Jessica had the good fortune of a referral from within the Tom Ferry network, but that’s not all it takes to hire a good ISA: it takes trust, training, and team!

This week on the Selling the Dream podcast, Jessica Forrester is sharing with us about the process of hiring and training her ISA, and answering all of our burning questions, like how they handle pay, location differences, and some of the things that she watched for in the process of hiring her ISA.

This week is part two of two episodes talking to Jessica - make sure you don’t miss part one! She set the foundation last week, and now she’s giving those top tips that have helped her business explode!

Before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces part 2 of this 2 part podcast episode.

Part 1 was all about a boutique brokerage: part 2 focuses on the hiring process!

Jessica shares about how she found her independent selling agent (ISA).

What does an ISA do? Jessica’s ISA finds data on her leads; gathers information about interests, birthdays, or even what information they need: what questions are leads asking, and how can Jessica’s team answer them!

The ISA visited Jessica on the ground to get to know the team, and get acquainted with the area: she spent 10 days there getting to know the ropes.

Best case scenario: your ISA lives locally, and works with you. If you have an off-site ISA, you want to have someone who you can trust.

What are some things that Jessica looked for in the hiring process?

Jessica looked for someone in the same time zone: anyone 2 hours or more offset from your local time may not be a good fit for scheduling.

Want to bring in more business? Get to know your community well! Know everyone in a location, and turn yourself into a resource for them.

If you’re working in a secondary or resort market, don’t lose out on business by not following up - keep your name in front of people.

Don’t write off realtors in your database - they can be an amazing source of referrals!

Have clients interested in investment properties? If you have the resources, you can create business by helping investors connect with resources set up to use AirBnB or VRBO.

You don’t want to turn into a management company, but just being a resource makes you a go-to agent!

Jessica shares her experience with coaching, and how it’s completely changed the trajectory of her business.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes. Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jessica:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 136: Have You Made a ‘Thankful List’?

2nd Home Agents — Tue, 17 Dec 2019 08:15:00 -0500

When was the last time that you made a ‘thankful list’?

I sat down recently, in light of the holiday season, and decided to create at thankful list.

I wrote down names of clients from transactions I’d had this past year. Team members who helped with sales. Fellow realtor connections.

As I went on and on and on, it made me think about how important it is to not just be thankful for all of these people who have made an impact on your business, but to express that thankfulness to them!

When we take the time to express that gratitude, we create our own culture of gratitude that changes not only us, but also others who work with us in the industry, and we can start a powerful movement.

I’d like to challenge YOU to make a ‘thankful list’ too! And then go tell those people how thankful you are for them!

Don’t miss this week’s Tip Tuesday episode of the Selling the Dream podcast!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Tom shares about the creation of his ‘thankful list.’

Who is on the thankful list?

Fellow realtors, clients, leads, team - anyone who has impacted the business!

When you express gratitude to the people who have helped you, you create a culture of thankfulness!

It’s the perfect time of year to reach out, and tell people how grateful you are for them.

Gratitude stands out: the simple act of saying thank you can bring in more amazing referrals!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 135: Jessica Forrester Shares What It’s Really Like to Open a Boutique Broke rage, Part 1

2nd Home Agents — Sat, 14 Dec 2019 03:15:24 -0500

Have you ever thought about starting your own brokerage?

You love team, but are thinking about what else you can do in your business.

It’s not easy; that’s for sure! We’ve talked endlessly about how to make the decision to join a brokerage, or if you should be an independent agent. We’ve talked about what it’s like to be part of a SEAL team, or just what goes into making a solid team.

But what is it really like to start a boutique brokerage, with a small number of dedicated agents?

What can be possible in your business, if you were to go out on your own? Hand pick a team of similar (or different) agents, and go out on your own?

What could happen? How could it completely change your business? What questions should you ask yourself, and what do you need to be prepared for?

We’re exploring all of these questions in this week’s episode of the Selling the Dream. This week is part one of a two episode series where I am talking to Jessica Forrester about her experiences starting a boutique brokerage. It took years for them to get started, but once they got going, the sky’s the limit!

Jessica shares insights gained by years of experience working in several different markets until she created the PERFECT spot just for her.

Before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Jessica Forrester, and part 1 of this 2 part podcast episode.

Jessica shares how she got into real estate, and how much she loves working in the second home market: she loves helping make dreams come true.

When Jessica moved from Texas to Florida, she joined a team.

How did she pick a team to join? She looked for the data, to find out who was successful in the area.

She contacted ten of the top agents in the area to see if they had a team, ended up interviewing three different agents to see about joining their team, and chose from there.

Through the brokerage that she worked with, she ended up meeting future teammates, and establishing relationships in the industry.

Eventually, Jessica started her own team: they had different agents that fulfilled unique roles and made the team well-rounded.

It was not easy: the new team worked 24/7 for the first few years.

The team grew and adapted as they learned how they could best serve their market.

Tom asks Jessica how they set up their boutique brokerage and the timeline for starting the company: it didn’t happen overnight!

Jessica wanted to start her boutique brokerage for people who wanted to do more, and experience higher levels of growth in their business.

The key with a small boutique brokerage is for the team to have a reputation, but also for each agent to get individual recognition.

Implement systems and scalability as quickly as you can: those keep you from burning out.

Jessica shares how they handle the money and payments for each transaction.

How do they pick people to potentially work with them? Jessica shares the criteria that she looks for in potential real estate agents on their team!

Video messaging is a great way to connect personally! Try Bomb Bomb to send video messages to potential clients or team members.

It’s ok to be selective about who you bring into your brokerage: people who come in because of money are the people who are going to leave because of money.

Jessica shares how they follow up with leads, and what they outsource.

Come back next week for part 2 of this interview with Jessica.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes. Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

Bomb Bomb Video

Connect with Jessica:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 134: Oh No! I Screwed up! Now What?

2nd Home Agents — Tue, 10 Dec 2019 00:00:00 -0500

Have you ever screwed up?

We did, recently.

We’d planned a client showing, and arrived at their house. They didn’t realize we were going to caravan - the whole thing was chaos!

Afterwards, we had our client happiness ambassador get them a gift, and we personally delivered it. We said “sorry we screwed up!”

They said it was no big deal, but we wanted to make sure that they knew: our mistakes ARE a big deal, and we’re always going to be making sure that we always make things right!

You can screw up: it’s what you do afterwards that is so important because it’s an opportunity to show clients how you’re willing to go the extra mile to take care of them.

If you’ve ever messed up, you won’t want to miss this Tip Tuesday episode of the Selling the Dream podcast!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Have you ever screwed up?

Sometimes we all do things wrong, and it’s how we react to those things that matters!

Screw ups are a great opportunity to show your client how much you care about taking care of them.

Even if it isn’t really our mistake, mistakes create an opportunity to connect.

You can make clients feel important when you go above and beyond.

Just go out there and be proactive on creating an excellent client experience!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Resort & 2nd Home Real Estate Agents Facebook Group

Resources Mentioned:

The Power of Moments book

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 133: Jeff and Melissa Krantz Ask if Your Team is Competition, or Collaboration?

2nd Home Agents — Fri, 06 Dec 2019 07:00:00 -0500

What do you expect out of your team?

If you’re an independent agent, or part of a brokerage, one thing is for sure: you’re not doing this real estate thing alone!So what do you think of when you think of team? Do you think of them as your competition? Or do you look at them as being partners to help you in your success?

Your team can make or break you. Your team determines:

How you feel about work

How you’re trained to serve your clients

How you get leads

How you show homes

How you bring in your income

As real estate agents, we’ve chosen this work because we want the freedom that comes with it: so choosing the right kind of team is going to be crucial for your journey!

We’re exploring all of these questions in this week’s episode of the Selling the Dream. We’re bringing back one of our favorite real estate team leaders, Jeff and Melissa Krantz, to talk about about team, how they’ve created team culture, and how they help new real estate agents find the perfect team.

Before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Jeff and Melissa Krantz.

Your team is not your competition: they are there for collaboration, to help YOU be better!

Team is there to help teach you how to start out right in your business.

For example, when you’re starting out, make sure that you’re building your database. Jeff and Melissa share their best practices for building a database.

It’s the “little” touches that count - keep it personal!

Team trains you to treat your business like a business. Best case scenario, you get a contract: worst case scenario, you’re unemployed.

Team can bring great synergy to your business.

Agents join the world of real estate to be the master of their own destiny - so how do you find the right team for that?

Jeff and Melissa talk about how they help new agents connect with the right team for them - you don’t just try to fit in anywhere! It should be a two way interview!

You also need to help new agents know if they’re going to be a good fit for the company, if they are looking at joining a brokerage.

The key is quality over quantity.

Jeff and Melissa talk about how they prepare for a potential recession, and how they work to add spokes to their money wheel.

Know where your business is coming from, and invest in that!

A business plan isn’t something you create one time and never look at again: consult it often, and let it be your guidebook.

New team members aren’t just getting a job: they are building a business. They join YOU because they need help knowing how to build the business.

Don’t commit to too many lead generation sources: pick a few, and utilize them well.

Help your new team mates make a 30 day plan, a 90 day plan, and a 1 year plan for success.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes. Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jeff and Melissa:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

EXCLUSIVE Resort & 2nd Home Real Estate Agents Facebook Group

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep 132: Are You Meeting Your Client’s Expectations?

2nd Home Agents — Tue, 03 Dec 2019 00:00:00 -0500

Are you meeting your client’s expectations?

That’s no longer enough!

With Zillow, Redfin, Realtor.com, and all those websites out there, your client’s expectations can be easily met!

See, you have to strive to exceed your client’s expectations! If you aren’t going above and beyond, you are not making a lasting impression.

We’ve just hired a CHA - a client happiness advocate - because exceeding expectations is so important to us.

Our clients are so amazed after each transaction: they are so amazed by how we’ve gone above and beyond for them! When it comes time for a referral, you know they’ll be thinking of us!

You won’t want to miss this Tip Tuesday episode of the Selling the Dream podcast, where I remind you that just meeting your client’s expectations isn’t enough!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Are you meeting client expectations? That’s no longer enough!

Our clients are hit with so much information, and can get their expectations met easily elsewhere.

We hired a CHA - client happiness advocate, and that’s made a huge difference!

One of the keys in knowing how to understand your client - what is important to them? What do they do?

When you learn facts about your client, put them in your CRM so you can remember them!

This helps your clients and leads know that you are actually paying attention to what they say, so they trust that you are listening to them when they tell you what they need!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 131: November Mastermind Call Replay: Traditional Marketing Techniques

2nd Home Agents — Thu, 28 Nov 2019 19:48:00 -0500

What do pies and real estate have in common?

If you listened to our November mastermind call, you’d have lots of ideas about how you can use pie. But I’ll get right back to it.

These days, there are so many new techniques that real estate agents can use to market. You can bring in leads via social media, or drop targeted ads on YouTube. You can get as fancy as you want!

But sometimes, especially in the secondary market, what people really want is a combination of technology and tradition. They want those personal connections.

Are you looking to be more effective with how you do your personal marketing? Looking for that perfect combination of technology and tradition?

Then you’re going to love listening to this month’s mastermind call. We’re sharing real life experiences from agents who are out there selling the dream.

Oh, and that pie? Make sure that you listen to find out how agents are giving out pies to help connect face-to-face with their communities!

Denise Brown is moderating this month’s mastermind call. She’s used many traditional marketing techniques as she works in Whistler, Canada. Because of data privacy laws, she’s had to find creative ways to market the resort homes she’s representing, and she’s making it happen!

She’s here to help inspire us on how we can serve our clients and leads at our best.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the mastermind call and this month’s moderator, Denise Brown.

Want to hear the episode where Tom interviewed Denise? Check out episode 107!

How do you gather leads when you don’t have access to records? Denise talks about how their team gathered information.

Denise found that the key was to stop working ON the business, but instead, work IN the business.

When working with secondary markets, you have additional issues to overcome: all traditional marketing is geared towards traditional markets.

Don’t be afraid to create canned formats. Not sure how to work with a client? Create a basic template, and use it over and over.

Provide “advisor” value for your clients: help people find useful hints and tips and tricks they may have overlooked.

When connecting with your potential leads and clients, offer them value! Help them see the value of their home, what has sold in their neighborhood, and more.

Plan your content based on your market: if you’re super niched, quarterly may be too much.

Drive people to your blog or website to get information. You can’t share it all in a newsletter!

Isolate data as much as you can to give people the information that is relevant to them.

When you hold events, remember: people want to be invited and included. They may or may not attend, but they want you to invite them.

Want to connect with people? Get pie! Everyone shares how they have used pie to connect with their communities.

If you hold a pie event, try to have a photographer too so that you get pictures.

Don’t forget that we are professionals: we earn money when we are consistent and doing our job well. People trust us to help guide them; they come to us for help.

Members of the mastermind talk about what they do when there are restrictive laws, such as rental restrictions.

People looking for an investment have to do work, and work with someone they trust.

When you want to cash flow a property, you have to take emotions out of it.

Don’t miss the next mastermind call: if you’re interested in joining live, email Tom: his email address is tom@tomtezak.com

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes. Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Denise:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 130: Time for Thanksgiving

2nd Home Agents — Tue, 26 Nov 2019 08:05:00 -0500

What matters most?

I heard this story at the national convention, and wanted to share it with you.

This guy was sitting on a plane, and feeling really upset. He’d had a fight with his wife, and things weren’t going his way.

In that moment, however, he paused and realized something powerful.

Real estate agents can get so caught up in the hustle and the drive of selling, and constantly building our business. We get mad at situations, and people, and just get caught up in all of that.

But at the end of the day, what is most important?

You won’t want to miss this Tip Tuesday episode of the Selling the Dream podcast, where I remind you on what we should be giving thanks for!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

And by the way: I’m thankful for YOU! Thank you for listening, thank you for supporting the podcast, thank you for leaving ratings and reviews. You’ve helped this podcast grow and get where it is today, and I couldn’t do it without YOU.

Highlights of this episode:

It’s time for thanksgiving!

It’s time to focus on what matters most!

Don’t get so caught up in the hustle and bustle of everyday life that you miss out on what is really important.

Be thankful for your family, be thankful for your spouse, for your kids.

Remember WHY you do what you do.

Don’t forget how you got to where you are today.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 129: Anne Eliason: How to Survive and Thrive in a Changing Real Estate Market

2nd Home Agents — Fri, 22 Nov 2019 14:46:37 -0500

Have you ever thought about starting over?

Maybe leaving everything behind, and starting in a new place. Perhaps a resort market; the place you’ve always dreamed of.

On this podcast, we talk a lot about selling the dream to our leads and clients: but we are living our own dream!

We’ve chosen to live a more flexible job where we can set our own hours, do the work that we want to do, and the only thing that stops us from making limitless income is the number of hours in the day and our drive to do the work!

So what if you were to go to an entirely new market? What would happen? What could you expect?

It will be an adventure for sure - and that’s what we’re talking about on this episode of the Selling the Dream podcast! Anne Eliason made the move from Arizona to Hawaii, and she’s here to share the details.

She’s been through so many major changes during her real estate career, and has not only survived, but she also has thrived. I’d like to challenge you to listen to this episode, and think about how she’s adapted and changed throughout her career, and what you can implement in your own career as you embrace change and unpredictability.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Anne Eliason and her business.

When there was an economic downturn, Anne sold EVERYTHING - she did whatever deal came her way.

Got someone you want to work with? Consistently reach out to them! Anne wrote hand-written notes weekly to a company that she wanted to work with. It took 3-4 months, but they went to HER when they had a need because she had been consistent.

If you’re going to reach out, be strategic - find out who the decision makers are and connect with them.

When you’re chasing a client - especially a big client, like working with a bank and foreclosures - know your strengths and how to leverage them. Be ready to say NO if it is completely draining to you!

Big clients often require that you play by their rules: so you have to know if you’re willing to do that; if it’s your style.

“Regardless of the market, there’s something for everyone.”

Anne found herself with an opportunity to change after a breakup: she decided to move to Hawaii from Arizona, and rebuild her business.

When Anne started working in her new market, the pipeline was longer because it was a resort market: keep that in mind if you ever change markets!

If you’re moving to a new place, reach out to old clients! Update them, tell them where you’re going, and ask for referrals. You also never know when someone is ready to buy a new home and wants to work with someone they trust: YOU.

Know what you have to offer, and ask clients if that is what they want!

Anne chose to focus on open houses: for two years, she had an open house almost everyday.

When starting over, you will need to build a strong web presence. That was one of the first things that Anne focused on.

In the beginning, she spent roughly $2000 a month on advertising. That did bring in a lot of leads.

There are so many ways to run your business: the key is to be adaptable and do what works best for you, whether it be advertising, working in your database, or referrals.

Important: if you’re going to pay for leads, understand the funnel! Get to know the system.

You may have a very long gestation period with clients. You just have to stay patient and connected.

Your brand is your reputation. Focus on the value you provide.

Do the right thing and the money will follow.

Tom shares briefly why he moved from Joliet, Illinois to Maui.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes. Leave a review: you never know when it will be read on the show!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Anne Eliason:

Website

Facebook

Instagram

YouTube

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 128: Let’s Go On a Road Trip!

2nd Home Agents — Tue, 19 Nov 2019 19:14:29 -0500

When was the last time you visited your feeder markets?

Did you know that referrals make up a big portion of my business? In fact, this year, I’ve paid out more than 25 referrals.

That doesn’t happen by accident, however.

I do a lot of work to create a network.

One of the best ways that you can create that network is to do some research into your top feeder markets, and then go connect!

Take your stats with you: if you tell agents in that area that you’ve sold multiple houses in the past year to people from their market, they need to start connecting so they can get that referral money! You’re ready - and you WANT - to give it to them!

You won’t want to miss this Tip Tuesday episode of the Selling the Dream podcast, where I share my simple tips on how you can increase your referrals and expand your business!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

I love referrals! I’ve paid more than 25 referrals this year already.

Are you visiting your feeder markets?

Do some research: where are your feeder markets? It might be time to take a trip to them!

Set up some info packets about your services, what you have to offer, and your referral program, and go on a road trip to connect with others in the area!

Does your company have an office in your feeder market area? Do you have a connection to someone working in that area? Ask if you can go do a presentation at their office!

Share information about how their clients are already buying in your market, so they should get a referral bonus from you!

You can teach them tips and tricks on how to connect with their clients, and what to listen for so they can maximize their potential referral payouts.

I can tell you from personal experience that laying that groundwork and making connections can make a huge impact in your business. You can turn yourself into the go-to agent for your area!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. If there’s ever a topic that you’d like to hear us cover on the podcast, just send me a message: my contact information is below.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 127: Thomas McCormack on Ditching Traditional Marketing to Sell Luxury Real Estate

2nd Home Agents — Fri, 15 Nov 2019 08:00:00 -0500

Are you trying to sell luxury real estate with traditional marketing methods?

If you’re breaking into the luxury real estate market, and trying to market the same way that you’ve always marketed, I have news for you: it won’t work!

Luxury real estate requires a completely different approach to marketing. You aren’t selling someone their everyday home.

This is their dream home.

The home conveniently located in the heart of the big city, close to shopping districts and 5 star restaurants. Or with a mountain view, just a few miles from a favorite ski resort. It may even have a palm tree swaying in the front yard in the ocean breezes.

You can’t market dream homes the same way that you market everyday homes…but what has to change?

How can you differentiate your marketing to reach your ideal buyer, who is ready to buy their dream home?

In this episode of the Selling the Dream podcast, I’m talking to Tom McCormack. He’s based in the Jersey Shore - which is so much more than just the location of a reality TV show. He’s been working on the luxury market for years, and is here to share his experiences in marketing himself uniquely to luxury market buyers, and exactly what it takes to attract his ideal buyer..

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Thomas McCormack and his business.

The view to selling luxury real estate is to elevate the view: don’t focus on things that aren’t realistic to the area.

Thomas is using the campaign “Live Like a Local” to help his leads and clients see what it’s really like to live in his market.

That campaign uses agents who are using their phones to capture “real life.”

Be nice to everyone: the gardener, the cleaners, the valets. You never know where your next referral will come from! If you do even a decent job, they’ll remember you!

How do you change your marketing to capture your ideal market?

It’s all about getting your message out on a regular basis.

Focus on creating a value proposition which provides MORE than the average brokerage. Show how you take care of all the details that matter.

You can’t sell luxury real estate by putting it on the internet and hoping for the best: it’s all about the relationships.

Don’t be afraid to work with an agency to help convey the messaging that you are focusing on. It may require a high-end logo, or rebranding yourself.

People who buy luxury real estate want to feel like they are special, and that didn’t happen by accident.

If you’re considering changing your branding, and your look, think first about how you want your clients to think of when they see you!

Be willing to go outside of your comfort zone when trying new branding: look at the other things that are also bought by your ideal client, whether it be cars, clothing, or other high end brands.

Remember: luxury items don’t advertise the item itself. They showcase a lifestyle.

Thomas shares the associations that he is a member of, and how they impact his business, and where things are REALLY happening for him and his business.

When you have a property, make sure you’re connected to other agents - make sure that they know about it. Other luxury agents can be a fantastic source of leads.

Thomas shares his top tips for anyone new to the industry.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Thomas McCormack:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 126: Are You in Control? Or Does Your Business Control You?

2nd Home Agents — Tue, 12 Nov 2019 00:00:00 -0500

Are you in control of your business, or is it controlling you?

Many real estate agents find themselves stuck, never able to get past a certain level in business.

I think it comes down to one thing: they are controlled by their business.

They are working constantly, and cannot let go of tasks. They don’t trust anyone to do things as well as they do these tasks.

When you can’t let go of tasks, then they end up controlling you. In the industry, you have to pass off some of these tasks if you want to be able to grow in your business.

But how do you let go? How do you work with an assistant? How do you relinquish control?

Start small and strategic. Find something that won’t matter if they mess up. Hire someone to help you on a transactional basis.

It’s like therapy: just take one step at a time. Recognize that there is nothing that they can screw up that you can’t fix together.

Once you accept that, you’ll be able to train an assistant to be able to help you process even more transactions every year.

One of the best parts about letting go of some control is that you’re able to enjoy your life! You get to spend time with your family, go on vacations, and enjoy your time. When you let go of control, you’ll be amazed at the difference.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Are you being controlled by real estate, or is it controlling you?

Can you relinquish control of your work? Are you outsourcing?

It’s time to let go of some tasks! Hire out tasks.

Relinquish that control and hire someone and train them to do the tasks.

Don’t try to do everything.

Having trouble letting go of tasks?

Start by hiring an assistant to take a few tasks off your plate.

Learn how to trust others with tasks that allow you to grow.

When you learn to let go of tasks, you’ll be able to spend time on creating a life that you love.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 125: Scott Cutter on Creating a Luxury Sales Experience Without Zillow, Realtor.com

2nd Home Agents — Fri, 08 Nov 2019 14:12:00 -0500

Do you feel like you rely on data in your business?

Zillow, Realtor.com, MLS - all those places are invaluable sources of data that can drive your business and help you make decisions.

But what happens if you don’t have any of that data: how do you sell then?

There’s a lot that you can do: but the key is to commit to your lifestyle, and serving your clients and leads with the highest level of integrity.

Sometimes that means that you give them information that means they don’t purchase from you. That also means that you’re helping them make “non-intoxicated” decisions: making sure they aren’t “under the influence” of their love for an area, and unable to make smart decisions.

In the luxury market, you’re not making a one time sale. You’re serving a client who will become a lead generation machine. You’re making a customer for life. They learn to trust YOU as their guide through the process.

People have learned that they can trust what I have to say about Maui - I have jumped into that Aloha life, and eat, breathe, and sleep it. I’ve almost always got on a Hawaiian shirt, and I’m here to help them find the BEST place!

So jump in, because you’re truly selling the dream!

If you’re interested in hearing more about how Scott Cutter has paved the way for real estate agents in Costa Rica, make sure you listen to this episode of the Selling the Dream podcast.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Scott Cutter and his business.

Scott sells real estate in Costa Rica, where there isn’t a Zillow database; no MLS!

They’ve created their own data feed for their clients.

Data can be good and bad: data often makes your clients and leads feel like experts already, and make them feel like they don’t need YOU to be their guide.

How does Scott work without MLS? He’s started a network of realtors working in Costa Rica, and they promote each other’s listings.

Lifestyle marketing is key in a resort market.

Remember, there is a lot of mediocrity out there: establish a reputation of being someone who will always do the right thing.

When you are committed to helping your clients make the right choice - even if it means not buying with you - you’ll win in the long run!

Your job is to help clients get past the initial feelings they have for the area and choose the absolute best place for them that serves their lifestyle. They don’t want to make “intoxicated” decisions.

“You’re not making a customer for one sale: you’re making a customer for life and creating a referral source.”

Don’t sell, sell, sell: instead, listen, listen, listen!

When you decide to use technology, commit to it. Give it time to work. Results can take time.

One key to selling in resort markets is truly selling the dream: sell the lifestyle.

Don’t be afraid to make “real life” videos: know what your market will respond to. It can’t always be professionally produced videos.

Looking for the magic silver bullet that will help your business grow? There is no magic silver bullet! It just takes time, and staying true to your values and serving your clients at your very best.

When working in the luxury market, remember that you provide multiple layers of value.

You’re not just someone who got lucky and met the rich guy buying a house: if you’re successful in the second home/luxury market, it’s because you worked hard and treated your business like a business.

To be successful in your market, eat, breathe, sleep and LIVE your lifestyle. Embrace it, whether it be ALOHA or Pura Vida! Own it.

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Scott Cutter:

Website

Facebook

Instagram

LinkedIn

Pinterest

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 124: How Are Your Exit Interviews?

2nd Home Agents — Tue, 05 Nov 2019 00:00:00 -0500

The sale is done once the papers are signed…right?

Wrong!

Want to learn how you can be the best real estate agent out there? Want to learn more about what people are thinking through the process, and what you did right - or even, what you did wrong?

You’ll get all the information that you need, if you’re just willing to ask!

If you’re not doing an exit interview with the people you work with, you are missing out on valuable feedback.

Have you ever quit a job? Many times, before you can get your last paycheck, you complete an exit interview. That’s meant to give a chance for feedback, for a company to learn more about your experience working for them. That feedback can help the company to learn more about what they can do to keep employees in the future, and how they can improve.

I believe that if you ask, your clients will be happy to give you feedback!

Exit interviews are a crucial time where you learn about the people you have served, and how you could have served them better. It can also lead perfectly into the opportunity to ask for referrals, and find more ways to serve them in the future.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Are you doing an exit interview after you’ve closed a sale?

Your clients will want to help you be better: all you have to do is ask.

Asking for feedback helps you learn what you can do better.

When your clients know that they are making a difference in your business, they are more likely to give feedback.

Here are some questions to ask:

What caught you off guard during this process?

What frustrated you?

Was the process easy?

Why did you pick me/my team?

By the way: asking why your clients picked you helps plant the idea of referrals! When they remember why they chose to work with you, it makes them more likely to tell their friends to work with you!

Ask clients why they are buying/selling? Are they going through life changes? Are there other ways you can serve them?

Ask, did you like the people we worked with? Whether it be the escrow company, attorney, inspector, etc.

Asking about the people that you work with can also help alleviate any potential problems in the future.

Finally, ask for a review! Tell them where they can review you: your website, Google, Facebook, LinkedIn.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 123: Maximize Your Database: October Mastermind Meeting

2nd Home Agents — Fri, 01 Nov 2019 16:24:20 -0400

Where do the majority of your leads come from?

Are they cold leads, or referrals? Are they coming from other agents in your feeder market? Are they from friends and family?

What if you had a database that brought in most of your business? That would be amazing, right? Imagine not having to go out and chase new leads, but being the “go to” real estate for your area.

That’s reality for Alan and Betsy Thompson, the leaders of this month’s Selling the Dream mastermind meeting. Every month, we hold a virtual mastermind meeting, and have been excited to share the recording of the meeting on the podcast!

You may remember this month’s moderator, Alan Thompson, from episode 93, when we talked to him about how he gets his business from his database. We had to bring him to the mastermind meeting so that people could ask their burning questions.

Have you heard any guests on the podcast, and had more questions for them? Make sure you send me an email: tom@tomtezak.com, and I’ll see what I can do to get you an answer. You might not be the only one with questions.

Wondering what is up with these mastermind meetings, and interested in joining in? Send me an email, and I’ll send you the details on the next meeting!

If you’re interested in hearing more about how Alan and Betsy compiled their database and turned it into a lead generating machine, make sure you listen to this episode of the Selling the Dream podcast.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces welcomes everyone to the Mastermind, and introduces Alan, the leader of the October meeting.

Theme of the meeting: maximizing your database.

Alan shares his history, and how he got into real estate.

Alan had stepped away from his original real estate job, and took a break. When he came back, he decided he was going to do it differently.

Betsy and Alan sat down and went through their connections, and made a database of all their connections.

They went deep in the data: from ages, occupations, favorite sports teams and hobbies. Alan and Betsy know their database!

It took 4 months to compile that database.

When putting together your database, make sure that you have a name and at least one connection point.

The hardest thing was staying with their model. Alan and Betsy had decided that they wanted to work the relationship and database angle, so when they started, they had to stay laser focused.

By October 2019, they have done more than 200 transactions using their database.

“There’s no one in our database that we don’t know.” ~ Alan Thompson

It’s ok to focus on the numbers: that data helps you make smart decisions.

As Alan and Betsy have continued, they are digging deeper, and really focusing on one zip code.

Why all those datapoints? So you can connect meaningfully. If their favorite sports team won a game, you can email them and congratulate them!

It’s your lucky day! Alan and Betsy send handwritten birthday cards every month, with a scratch off lottery ticket inside.

When you go to networking events, take a ziploc bag with you and collect all the business cards into one bag so you can remember the connections you made at the event.

Alan breaks down how his team works: how many people are on the team, and what they do.

Coaching is key, and puts you in a higher “ecosystem.”

Make sure that you’re present, and connecting with people. Say happy birthday, notice their life events.

Alan and Betsy make Boomerang videos of their clients with their new homes: now, people are excited to get to have their own Boomerang after they close on their house!

Make sure you subscribe to the Selling the Dream podcast so you don’t miss any new episodes.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Alan and Betsy:

Lucky Homes website

Resources Mentioned:

Census Bureau

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 122: Do You Have an “I” Problem?

2nd Home Agents — Tue, 29 Oct 2019 05:00:00 -0400

When you’re marketing your business, how often do you use the word “I”?

“I sold this house above market value…”

“I hold an open house every weekend…”

“I...I...I…” Stop talking about yourself! If you’re marketing how awesome you are, you’re doing it all wrong. Clients don’t care about YOU!

Yes, they want someone professional. They want someone successful. They want to work with someone who is going to help them.

But at the end of the day, they don’t give a crap about you!

You’re there to guide them through the process of being the hero of their own story. If you haven’t read Building a Story Brand (link below), then you need to get it, so that you can clearly see your role in their journey.

It’s not about you - it’s all about being their mentor and their guide.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you have an “I” problem?

Guess what? Your client doesn’t give a crap how great you are!

Clients want you to be professional, successful, and awesome. But they care most about how you will guide them in their story.

If you’re marketing yourself and how great you are, you’re doing it all wrong!

Instead of marketing yourself, talk about the stories of clients you have helped.

My dad always taught me, “do the right thing for your clients and the money will follow you.”

Focusing on money or your goals will make the business fall apart.

When you focus on your client’s best interests, your career will change.

Make the clients the hero of the story, not you!

Make sure that as you’re selling the dream that you are selling your clients dream: not yours! Because it’s not about you.

Resources mentioned

Building a Story Brand book (amazon link)

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling real estate: you’re selling the dream.

See you next time!

Ep. 121: Tyler Steenken Shows How Better Data Brings Better Leads

2nd Home Agents — Fri, 25 Oct 2019 06:26:24 -0400

Is there a neighborhood that you want to be THE real estate agent in?

I know how that feels: I have this one small area of Maui that is the epicenter of my business!

Even in my advertising, I tell people that I don’t know much about other areas, but if they want to know about this ONE particular area, there is no one out there who knows it like I do.

That kind of knowledge WORKS! People trust you as the leading expert in that area.

But what happens if you know the ins and outs of the area, but you don’t know all the people who are there? You don’t know what’s driving their decisions.

What are their ages? What is their income? Who is about to retire? Who is starting a family? Who has kids who are leaving home and starting out on their own?

See, the more you know, the more effectively you can market, because you know what they just might need, and how you can best serve them!

But aside from going door to door and talking to every single person, how are you going to get that data?

If you’ve been in the real estate business for a while, you might already know where you can find some of that kind of data. You’ve thumbed through volumes listing demographic information about neighborhoods, filling in some of the missing information.

This week on Selling the Dream, I am talking to Tyler Steenken, who works with Cole Information. Cole Information is one of the industry standards for collecting data for real estate agents and local businesses marketing in their community. Tyler has worked with Cole Information for more than 15 years, and he knows how to work with people to find the data that they need. We’re talking about how to get data, and what you can do with that data in your business.

Just so you know, this is not a commercial for Cole. Of course, we’ve worked with them, and had a great experience. But I wanted to bring someone from Cole onto the podcast so that you could learn about some of the unique resources that are available to you, even for second home agents. If you don’t innovate and learn about resources available to you, you’ll quickly find yourself becoming irrelevant...and wondering what happened to all of your business.

If you’re interested in getting more detailed information about your market, make sure you listen to this episode of the Selling the Dream podcast. Better data brings better leads, so make sure you’re working with the best data available to you!

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Tyler Steenken, and his business with Cole Resources.

Tyler describes Cole Resources is in a nutshell.

You used to be able to buy directories that helped you know more about the demographics of an area, and who was living there. Cole Resources created those directories to help marketers dig into their local market.

Directories give you access to data that helps you make more sales.

Tyler tells the story of how Cole Resources went from printed books to becoming an online resource.

If you don’t adapt and change, you’ll quickly become irrelevant: that drove Tyler and his team to find new ways to innovate!

Want to “own” the business in a neighborhood? You can’t predict all the major life changes that the homeowners will have, but when you have data available, you can market more strategically!

Want data? You can bulk download it from Cole Resources!

How can you use this data? You can use it to refine your advertising; to help you choose your demographics on Facebook ads.

Note: there are those who opt out - so the data isn’t perfect! But it gives you a LOT of information to work with.

Having data doesn’t replace the relationships: it gives you a head start in creating those relationships.

Are you interested in being able to market to your feeder market? You can’t door knock there, but you can use data to learn more about them, and advertise to them more effectively!

By the way - if you decided to check out Cole Information, make sure that you say you heard about them on the Selling the Dream podcast!

When you work with a company to get lead information, make sure that you tell them what you’re looking for. They may be able to work with you to get you even more personalized information!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Tyler Steenken and Cole Information:

Website

Facebook

LinkedIn

Twitter

YouTube

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 120: Are you Setting Goals?

2nd Home Agents — Tue, 22 Oct 2019 12:38:46 -0400

If you’re not setting goals, 2020 is the perfect time to start!

Every year, as the new year is on the horizon, it’s time to start thinking about our goals. I ask myself questions like the following:

What kind of husband do I want to be?

What kind of businessman do I want to be?

Who do I want to serve this year?

How do I want to be involved in my community?

When it comes to setting goals, I don’t just look at what I want to accomplish in my business. I look at everything: personal, spiritual, relational - the whole package!

Over the years, I’ve learned a lot about goal setting, and I’ve made a full booklet that I use to help me set my goals.

Not only have I created that booklet, but I want to share it with you! So send me an email (tom@tomtezak.com), and I’ll get you a copy of it!

I want you to get your 2020 vision, and I’m here to help.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

It’s time to start setting goals for 2020!

For the upcoming year, our goal is “Perfect Vision 2020.”

When you sit down and make your goals, think about everything you want to accomplish: not just your business goals.

Think about your personal goals, your spiritual goals, your professional goals: they all work together!

Success isn’t how many dollars you put in your bank account. It’s how many hours you spend with family, spent doing things you love, spent in your community.

If you don’t have a target, you’ll never hit it. It’s ok if you don’t hit every goal you create, but make them so you have something to aim for.

Email me (tom@tomtezak.com) and I’ll email you my goal workbook.

The three hours or so that you set aside to set goals will be worth it!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 119: Jay Otlewski: How a Math Guy Wrote a Book and Brings in Qualified Leads

2nd Home Agents — Fri, 18 Oct 2019 05:00:00 -0400

How much knowledge do you have in your brain?

You know the ins and outs of your market. You know the exact questions that your leads are asking.

Have you ever thought about writing down all of that information, and publishing a book?

Creating a book is a great freebie item that you can send to any potential leads. This helps establish your authority (especially if you are serving a niche market that can take longer to convert to a sale).

But it sounds intimidating ...publishing a book? Isn’t that a lot of work?

Jay Otlewski, from Phoenix, Arizona, is here to share how he wrote a book that serves his niche perfectly, and acts as a lead magnet to bring in new business. Not only has Jay capitalized on his knowledge acquired over years of serving as a real estate agent, but he’s figured out how to turn that book into a lead-generating machine.

Best of all - Jay didn’t study writing. In fact, he’s a math guy. But when he sat down with a cup of coffee and a notepad, and made a list of all the questions he could answer, it wasn’t long until he had finished writing the definitive 100 page guide to buying a home in an active adult community in the Phoenix area.

If Jay can do it, you can too! Make sure you listen to this episode of the Selling the Dream podcast to get inspired on how you can use an eBook to attract even more qualified leads to your business.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Jay Otlewski, and his business in Phoenix, Arizona.

When Jay moved to Phoenix, he decided to niche down and learn everything he could about “active adult communities.” He wasn’t even old enough to join one, but he focused on learning everything about them.

Reminder: you don’t have to live a niche to serve it effectively. You can serve second home buyers and not own a second home. You can serve luxury real estate and not own a luxury home. It’s all about being educated.

In the beginning, Jay was going to sell to EVERYONE - but then he niched down deep.

When you know what motivates buyers and sellers, your job becomes easier.

To serve his niche, Jay wrote and published a book!

To write the book, Jay thought of all the questions he’d ever been asked, and just started writing down the answers. The result was a 100 page book!

“Writing it was a lot easier than I thought; it was a matter of knowing the answers to questions and then writing them out.”

Need an idea for a book? What are the questions that you answer over and over again?

Jay uses the book as a lead magnet. The cost per copy (including shipping) is about $7. Not bad when it can convert to a potential sale!

A book offers knowledge and expertise.

Don’t be afraid to niche. Doctors have specialties, and know the ins and outs of one particular area.

You aren’t trapped in your niche: it doesn’t mean you can’t serve anyone else. It just helps you determine which business you are going to focus on and pursue.

Make sure that your book serves your niche. Jay’s book serves those looking to purchase in active adult communities. It does not cover first time homebuyers.

If you’re a new agent, Jay has some advice. Pick a niche that you love, and dig deep into it. Get to know everything about it, and how you can best serve that niche. Get a coach or mentor to help you as you’re digging into your business.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Jay Otlewski:

Website

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 118: No Transaction? Ask for a Review Anyway!

2nd Home Agents — Tue, 15 Oct 2019 20:27:00 -0400

Not every interaction with a client results in a sale.

Working in the second home market can be a long process. You know how it goes: you’ve just shown a bunch of amazing houses, and you’re sitting in the car together, talking about what you’ve seen, and you hear those words:

“We love it, but we’re just not ready yet.”

That happens! Many times, it takes years for someone to make the final decision about a second home, or a resort home. Those of us working in second home markets know that it can take a long time.

But reviews are a HUGE part of what makes people choose to work with you. So what would happen if you started asking potential clients and leads who hadn’t purchased a home yet if they would leave a review for you?

There’s no reason why they can’t share a review on Google, Yelp - anywhere! So go ahead, ask them to rate you and review their experience working with you!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

It can take a long time for a buyer to make a decision about a second home: it can take years!

So how can you get reviews for your business?

You don’t have to only ask transactional buyers/sellers to leave you a review: if you’ve worked with them, they can review you!

So just ask for reviews! They can leave you a review on Yelp, Google, Facebook.

It’s a great way to ask, “hey, did I meet your expectations? Did I help you?”

When people tell you they aren’t ready to buy, turn that into a favorable experience for you!

They may not be ready at that exact moment to make a decision, but when they are, they’ll remember how great you are to work with!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 117: Tyra Rudrud on Joining a Franchise

2nd Home Agents — Fri, 11 Oct 2019 08:00:00 -0400

Real estate agents ask this question a lot. Should I be on my own, as an independent agent, and embrace the freedom of running my business exactly how I want? Or should I join a franchise, and reap all of the benefits of being part of a larger organization, and all of the support that comes with it?

Ultimately, there’s no one-size-fits-all answer: you have to do what works best for you and your business goals! Every time I ask this question, I get different reasons for why they chose what they did, and it makes sense for their business and their goals.

There are a lot of factors that drive the switch:

Does this serve the real estate agents on my team?

Does this help us serve our leads and customers?

Is this the right financial decision?

Does this help us grow our business?

That doesn’t even scratch the surface!

I made the transition myself, from indie company to franchise, and when I listened to this week’s guest, I knew that she had incredible value to share with anyone considering that process.

Tyra Rudrud, from Vail, Colorado, is breaking down the transition process on this week’s episode of Selling the Dream. She’s sharing more about the thought processes behind making such a huge change, and tips and tricks on how you can make the transition seamlessly.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Tyra Rudrud and her business in Vail, Colorado.

Tyra describes the iterations of her business: how she started in real estate, the market that she serves, and how the office has changed over the years.

When Tyra found that their independent company was not working anymore, the team ended up joining a franchise.

The process of making this decision is NOT easy!

Are you thinking about making the leap from independent to joining a franchise? If your agents are uncertain, it’s important to show the benefits of being part of a franchise, and how it will help them.

Questions to consider: how can we stay relevant to our market? How can we best serve our agents?

Pay attention: the world is changing, and so is how real estate works. What you have set up in the past may not be enough to keep you going in the future.

Joining a franchise brings agents a whole new world of resources: make sure that, if you are transitioning, that you take the time to teach your team how to use these tools so that they can be even more effective. Many times, the tools that a franchise has access to are far better than an indie brokerage.

There is so much information available to our leads: it’s important that agents be well-trained in how to get the best content to leads.

Going through the transition to a franchise is hard because the process is often kept confidential, so not everyone is privy to all of the details.

.When Tyra and her team joined a franchise, they did it quickly: from start to finish, it was less than 6 months.

Tyra shares some of her secrets to success: 99% of her business comes from referrals!

When you’re working in a luxury market, give luxury gifts! It may exceed the tax deductions you can take, but sending them something that they will have either on display or actually use is important.

When working in the luxury or vacation market, those relationships are key! Make sure you keep in touch so that when they are in town, you can drop by and keep the relationship going (and continue your referrals!).

You can use online resources like Zillow or Realtor.com, but focus on relationships!

If you’re a brand new agent, Tyra has some advice. Get involved in your community! Get to know people, and what’s going on.

Remember, you’re more than just a salesperson. You’re an advisor.

If you’re part of a company that is making the transition from being indie to a franchise, give the owners some grace. They are making the tough decision to serve YOU and your business better.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Tyra Rudrud:

Website

Facebook

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 116: Are You Relevant on Social Media?

2nd Home Agents — Tue, 08 Oct 2019 08:00:00 -0400

What does it mean to be relevant on social media?

We keep hearing training about how to use social media saying that we need to be relevant: but what does that mean? How does being “relevant” impact our approach to social media?

So how can we be relevant with the people that connect with us?

See, many people use social media as the ultimate networking tool, and “add” or “follow” others.

When you get these friend requests, or new followers, what should you do? I’m here to tell you one simple trick that will help you have an instant personal connection with all of these people, and how you can learn exactly what you need to do to be relevant to them. Best part: it’s super easy, and only requires one simple question!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

What does it mean to be relevant on social media?

When you engage on other people’s social media, make comments that make sense!

Why do people want to be your friend or connect with you on social media? They want to connect with you in a significant way; they want to learn more about you!

Learn why people want to be a part of your world: when you get a random connection, reach out and ask them why they chose to connect with you!

When you reach out, you have automatic dialog and a connection!

Don’t be afraid to check out profiles of people who want to connect with you and learn more about them too!

BONUS: make sure you go listen to episode 103, where I talked to Chelsea Pietz, who share quite a few Facebook and Instagram secrets.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 115: Randall Hannaway on Building Strong Team Culture

2nd Home Agents — Fri, 04 Oct 2019 12:38:47 -0400

What is the most important foundation of your business?

Leads? The market? Location? Understanding the ins and outs of the industry?

If you’ve been in the business for a while, you might know what I’m about to say: the culture is everything.

Your office culture will be the key to your longevity in the industry. How you interact with others, how you learn and are mentored, and how you eventually take the lead in shaping the industry and investing in future agents and industry leaders.

When you master culture, and find one that fits your needs, odds are, you’re going to last.

Get ready to hear all about team, and how Randall Hannaway has worked hard over the years to build an incredible team of more than 75 brokers.

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Randall Hannaway and his business.

Randall started with just himself and one other, and now there are 75 people working with him! He decided that he didn’t want to be the boss, so he found someone to take that role in the office.

Randall shares about their office culture and the steps it took to develop a close-knit culture and team.

How did Randall transition from the role of the leader to working as a salesman? He shares the story, and how his mindset helped him step down and make the best decision.

Randall is one of 25 owners now: all of the original brokers had the chance to buy shares, and are all now joint-owners.

“When people become an owner, it changes how they think.”

Tap into the talent that surrounds you: if you’re in a group, surrounded by people who have gifts and abilities, it’s a shame not to tap into that.

Build your company with a good foundation: build the culture first, and then build the business around that culture.

When Randall interviews new potential brokers or workers, the main thing they talk about is culture, and how that person will fit in.

“Real estate is a competitive business, but we’ve proven we can work together.”

Teams that work well together build incredible amounts of trust.

How does sharing commissions work in teams? Tom and Randall discuss some of the ways this impacts the team culture.

When they get a new team member, they try to match them with a mentor that they connect well with, and have backups in case those mentors are not available.

Mentors learn so much in the process of teaching others.

Tom and Randall discuss compensation for those who mentor.

What is the most important thing that you can do to build a solid real estate career? The first thing you can do is get an understanding of the big picture, and how everything works together.

Get out there: it takes courage to ask for help from others, but it helps you learn. Don’t be afraid to make mistakes; you learn from those!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

Ninja Selling (book)

Connect with Randall Hannaway:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 114: Your Clients Want to Hear From You!

2nd Home Agents — Tue, 01 Oct 2019 14:30:40 -0400

Can you imagine putting your house on the market, and hearing nothing for months?

I recently shared about my experiences as a second home buyer, but did you know that I also sold a second home? In this Tip Tuesday, I’m here to share my perspective - but this time, as the seller.

Anytime that you sell a house, it can take a while. Maybe it’s a slower market, maybe it’s time to lower the price. Maybe there aren’t a lot of open houses. You know that it can take a while for anything to happen, and the seller can quickly start to wonder what is going on.

How can you avoid these transactions from becoming a nightmare, both for you and your clients?

Communication is a huge element! Radio silence is no good. Don’t have anything to share? Then call the seller to say that you love them! Keep them updated, and give them ideas on what they can do to help move the house.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Recently, I shared a tip from the perspective of being a second home buyer: now I’m here to share something from the perspective of a second home seller!

Sellers want to hear from you!

Keep your clients in the loop: even if there’s nothing going on, reach out and get in touch.

Be personal: if you automate it, make sure that it matches the transaction.

If things are slow, and nothing is happening, then communicate with ideas! Tell them how they could help things move along. Maybe more open houses, maybe lower the price.

Don’t have anything to share? Just tell them that you love them! Reach out to your client and tell them that you appreciate them.

Send them screenshots of ads you’re running: show them what’s going on!

Communication helps bring about more referrals, because people want to know that you’re doing the work.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 113: Todd Conklin on Taking Care of and Building Your SEAL Team

2nd Home Agents — Fri, 27 Sep 2019 05:00:00 -0400

What is the hallmark of a successful team?

If you’re like any real estate agent, you’ve thought about the age-old question. Should I be independent, or should I be part of a team?

Building a team sounds exciting: not having to pound the pavement on your own, being able to delegate the tasks that you’re not good at, or even having the time to invest in building relationships, because you’re not bogged down in doing everything it takes to keep your business going.

This week on the podcast, we’re taking a different approach. I’m being interviewed by Todd Conklin, a coach at The Corner Office Coach. One of the main themes that came up in our conversation was this concept of team, and what it really takes to lead a team, and be part of it.

I couldn’t do what I do without my team. From the part-time mom who helps with mailing out materials, my marketing guy - we all have an integral role in helping sell the dream.

You’re going to want to tune in to hear all about these concepts of team, what you need to be aware of, how you can work effectively with them. There is some gold in this episode!

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Todd Conklin, and shares that this episode is going to follow a slightly different format.

Todd asks Tom: should a real estate agent be part of a team?

Here’s the real question: what are your business goals? Do you need to be part of a team to accomplish those career goals?

“I’ve seen many teams that are on the outside successful, and on the inside broke.”

Leading a team requires clarity and focus.

Why start a team? If you have more leads than resources to follow up with them, and you’re seeing countless things falling through the cracks, you might be ready to start a team.

Don’t start a team just to get exposure: you have to be the rainmaker first before you bring others in. If you can’t bring in your own leads, a team isn’t going to necessarily fix that.

When it comes to selling and buying in resort markets, the experience is everything: word travels fast. A good experience can be amazing for your career, and a bad experience can be devastating.

A resort market lead often has a longer nurture time: 3-4 years. If you have a team, you need to make sure there are other viable financial opportunities for them.

“The consumer is being pelted by opportunity.”

When it comes to training teammates, Tom expects those he trains to be so good that they become the “competition!” If they aren’t at that high level, he didn’t do his job right.

“If you’re going to be a team leader, you need to look at things and know what you’re good at, and know what you suck at.”

Tom calls his team a SEAL team: everyone is trained at a high level, and most of the team members can take on almost any role.

If you’re a team leader, make sure you note this: the value of a team to many of your members is consistency and reliability. That builds trust with your team.

How can you change your mindset? It requires that you take a step back, and evaluate. Meditation can also help reset. Coaching can be a huge catalyst for change.

Eventually, you find that you can’t do everything, and have to let go of things that you have loved. What happens to your business then?

Don’t forget that you have to be the mayor; you have to be the evangelist. Create consistency and trust.

Tom shares his story: how he moved from Illinois to Hawaii, and how he found his niche serving realtors focusing on the secondary market.

Todd shares about his podcast, Corner Office Coach.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Todd Conklin:

The Corner Office Coach Website

Facebook

Instagram

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 112: Problems Happen; It's How You Solve Them That Matters

2nd Home Agents — Tue, 24 Sep 2019 16:29:46 -0400

On this week's Tuesday Tip, Tom talks about problem solving, and how not confronting an issue can often make things worse in the long run. Tune in to hear more.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 111: Listen in on the Selling the Dream September Mastermind Call

2nd Home Agents — Fri, 20 Sep 2019 17:43:00 -0400

I’d like to invite you to join in on our monthly mastermind call.

The first Wednesday of each month, we’re gathering together a group of your top peers, and we’re talking about topics in our industry. A guest speaker leads the hour long call, and we dig deep into the things that we can do to help our business reach the next level.

There’s magic in training, and bringing successful people together. You’re exposed to new ideas; new and different ways of doing things.

As we talked through different questions, and best practices, and experiences, I could see everyone having “aha moments” and getting new ideas for their business.

For this episode of the Selling the Dream podcast, we’re doing something new: we recorded the call last month, and are sharing it with everyone who couldn’t be there for it live.

I can’t wait for you to dig in and listen to the mastermind call.

However, it would be even better if you joined us live for the next one. It’s the first Wednesday of each month (the next one is October 2), at 10 AM PDT, 11 AM MST, noon Central, and 1 PM eastern.

We’d love to see your face on the next meeting! To get information about how to join, email me at [email address].

But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces the mastermind call, and the guest speaker, Matt.

Matt shares about a recommended book resource: Building a Story Brand by Donald Miller.

Creating a story brand is about helping your customer be the hero of their story. You’re there to be the one who helps guide them into being the hero they are meant to be.

How can you share the “story” of your clients? Get pictures of all your clients with their new home, and get testimonials to go with them! When new leads come in to your office and see those pictures, they see how you have helped lead others through their story.

We’ve made story part of our marketing: “Over a thousand stories and counting.” Then, we say “Your story here.” That helps people get started thinking about how we can help them with their story!

Tom shares how he asks his luxury clients to send pics of them enjoying their resort property.

More than ever, people need us to help guide them through creating a story!

Starting thinking through your clients as being “stories,” not just a client or lead.

Make sure clients know just how much you appreciate them.

Shifting gears and talking about disruptors in the market…the conversation moves to the concept of creating raving fans. Capitalize on moments to create unforgettable experiences in the home-buying process.

Never underestimate the power of moments.

Remember that change comes one piece at a time: introduce new things to your team and take it one step at a time until the change becomes natural.

Mike shares about what his team looks like (lean and mean), and how they work together.

“When the leader is excited, everyone is excited.”

Discussion: “how do independent agents throw client appreciation parties and get more support?”

Discussion: “how do you ‘love on’ clients who are long distance?”

Eventbrite is a great way to run an event - you can also create a max number of people who can be part of it to keep the event exclusive.

Tom wraps it up: make sure you come to the next one on October 2nd!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Resources Mentioned:

Building a Story Brand Book

The Power of Moments Book

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 110: ‘Tis the Season to Give Back

2nd Home Agents — Tue, 17 Sep 2019 13:42:20 -0400

The holidays are coming, and it’s time to think of ways that you can intentionally give back to your community.

While you’re giving back, it helps a lot to build your reputation in the community if you can get others in your community involved.

Conducting a food drive is a great way to get involved! Partner with a local food bank, and with a little effort, you can create a community around giving.

For this week’s Tip Tuesday, we’re talking about how you can give back during the holidays, build rapport in your community, and get your community involved. We talked about this on episode 34 of the podcast, but this advice is so good that I’m bringing it back!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

The holidays are coming, and I wanted to remind you of something that Stephanie Reid, our guest from episode 34, shared with us.

It’s time to start giving back: you can organize a food drive in your community.

You can get postcards, paper bags, and cards affordably. You can use your mailing list to get the word out: tell people you are doing a food drive!

Take a few days and go door to door, passing out the bags for people to fill with donations.

Tell them you’ll be back within the next few days to pick it up.

Work with a food bank in your area: they often have tips and tricks to help you run a successful food drive!

Toy drives are also fun! Provide pizza and drinks, and have a toy be the entrance fee.

There are plenty of opportunities for you to give back, especially this time of year.

Giving back is a positive way for you to be part of your community: remember, we’re not selling real estate, we’re selling the dream: and sometimes it’s all about what we do!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 109: Mike Guzzardo on Be True to Yourself and Your Passions

2nd Home Agents — Fri, 13 Sep 2019 03:55:00 -0400

Are you true to yourself in your business?

I’m talking about more than just ethics and values - I’m talking about digging deep into the things that you love, and making sure that is part of you and everything you do.

It’s easy to get caught up in the job of selling the dream. Since we’re working our own business, we don’t always have someone telling us to punch the clock or go home.

But when you’re true to your passions and what you enjoy doing, it just may impact everything about your business.

When I sat down with Mike Guzzardo to record an episode of this podcast, that was the biggest thing that stood out. In fact, it’s one of the things that made us connect: our shared love of boats and the water.

Mike and his wife, Jules, work together in Discovery Bay, California. They’re water people, and have gained a reputation of being water people in their community. They know boats, they know real estate on the water, and with just a few questions, can matchmake any potential clients with the perfect home.

Because they know boats, and boat people, they can do that. Mike and Jules have stayed true to their passions, and the community knows it, and trusts their expertise. In fact, now 60% of their business is through referrals.

I can’t wait for you to hear Mike’s insights and what he’s learned over the years.

Before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Mike and his business.

The thing that has worked for Mike for 20 years (and still works today) is being true to himself and not trying to be something they’re not.

Mike and Jules are water people through and through: they’ve gained a reputation in their community, especially for any events that involve water.

Being true to their passions was a key to work/life balance, but it also meant that their fun activities helped them network with even more people (but they had no idea it would, and had never planned it to go that way). Their business is approximately 60% referral based!

Mike is a proponent of protecting the environment, which has made many people want to work with him because they appreciate his ethics and values.

Working as a husband and wife team takes a lot of work: they had to work 4-5 years before they really hit their stride and were able to work within their strengths.

Coaching helped them define their roles and really be able to work well together.

Talk to your clients about their passions! Tom tells the story of how he and Mike connected over boats.

Being an expert in the area helps Mike and Jules be successful: because they are boat people, knowing about the kind of people they are working with helps them match people with the best hours for them.

Understanding the driving force of the decision will always help you serve your clients at a higher level.

The best CRM to use? The one you actually commit to and use!

Keep your customer’s goals in mind: it’s more than just a sale.

Tip for success? Role play! Practice on people who are not actual customers: that can earn you $10,000+

One piece of advice for new agents: have you thought of another job? Truthfully, who you work with matters, so interview brokerages and interview agents. It will make a world of difference, because if you are at the wrong brokerage, it will depress you. Don’t sign up with the first place that will take you.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Mike and Jules:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the Second Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 108: Secrets of High-Performing Real Estate Agents

2nd Home Agents — Tue, 10 Sep 2019 03:58:00 -0400

If you’re like me, you’re a high performer.

You’re also - like me - probably not physically capable of doing everything on your own.

You rely on a team that helps you get everything accomplished. Take a moment and say thank you to all the people who are supporting you! Your assistant, your affiliates, your team member, boss, or even your broker.

“But wait a minute, Tom,” you might say. “I don’t have good luck with finding a team; it’s just never worked out.”

Well, friend: it might be time to look in a mirror. What if it’s you?

I know that I have to be very mindful when I’m working with my team: I can be like a steamroller and flatten them! When we work together, we’re able to accomplish even more.

For this week’s Tip Tuesday, I’m sharing with you the importance of team, and how invaluable they are to high performers like me.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

Do you have a team that helps you get everything done? Get out there and thank them!

Thank your team for everything that they do to help you be successful.

Make sure that your team gets credit where credit is due!

Having a hard time appreciating your team? Things not working out? You can find a better team! It’s ok to find people who are a better fit.

Feeling like you’re just always down on your luck when it comes to team? Take a look in the mirror, it just might be YOU.

Take the time and effort to work well with your team, and not steamroll them. You’ll see amazing results!

High-performing agents have a lot of potential, but we need the support in order to be able to reach that potential.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 107: Denise Brown on Why You Should Never End the Conversation

2nd Home Agents — Fri, 06 Sep 2019 15:18:00 -0400

Have you ever had an offer on the table, and only heard crickets?

Negotiation can be compared to a game: you’ve got to play it right to get the results you want!

You don’t want to be the one to end the conversation...in fact, you want to be able to keep it moving forward so that you can serve people.

Months, or even years later, you may be shocked when people come to you. There have been instances where people sitting on the other side of the table come back to you because you were the one serving and making the process as easy as possible.

When you seek to make that process easy for either the buyer or the seller, you get to be part of keeping that conversation going, and you never know when it’s going to pick up again!

Denise Brown has been in the real estate business for more than 20 years, and combines her background in law, marketing, and sales to help her be the best she can be! She lives in and serves a thriving market in Whistler, Canada, home to one of the most spectacular ski and bike resorts in the world. She’s here with some of her best tips and tricks.

Side note: have you created your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today.

Highlights of this episode:

Tom introduces Denise and her business.

Denise says that a key to her success is that she treats her business like a business. She has an office, and those people that she works with come to the office so they can work together.

Virtual Assistants can be invaluable! Denise has one who gets website leads, calls them immediately and qualifies them, and then does a live transfer.

Direct mail can be a good source of leads. It helps with name recognition and awareness, but it can take years to pay off.

Fake it ‘till you make it - sometimes you have to show your lifestyle to show people that you are the one uniquely suited to meet their needs.

One of Denise’s hallmarks of every transaction is kindness. She wants everyone to experience a pleasant and easy transaction, no matter the part they are playing.

Be the kind of agent that others want to work with again and again - you will have a reputation in the industry.

Never be the one to end the conversation. You may be surprised how just a little effort keeps it going and keeps people coming back to you.

Make sure to keep a long-term view, especially when watching the closing schedule.

Fill the voids: find ways to meet needs.

Remember what generates money in your business. If you’re feeling distracted trying to do everything, take it to the basics.

Get mentoring to fill in your knowledge gaps.

Denise creates a monthly newsletter for her email list. She has market info, shares interesting community events, links to new listings, and information about the area in that newsletter.

Don’t be alarmed when people constantly delete your emails - it could be that they just don’t need your services right now, but in a few weeks or a few months, they will need you. They may want it at some point.

One piece of advice for new agents: get your database started right away. That is your best source of leads and will bring in money.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Denise:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

Have you made your free profile on the 2nd Home Agents website? Go over and get started: it’s FREE. Click here to register, make your profile and get listed today.

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 106: The One Thing You Should Not Do to People

2nd Home Agents — Tue, 03 Sep 2019 18:19:56 -0400

Ever had someone tell you what to do?

You have an idea, and they shut you down, saying you should do something else instead, or telling them how to do it.

In our house, we get excited about a lot of ideas, so we have a saying: “don’t shut me down!”

Instead, we practice something more important: listening to the idea, and giving ideas on how they can successfully achieve their goal.

That way, instead of shutting down ideas, you turn yourself into one of their biggest supporters!

For this week’s Tip Tuesday, I’m sharing with you the importance of listening to ideas. No matter what, whether it’s a spouse, a new agent, a client: it’s good to listen to ideas instead of inadvertently shutting them down.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

We always want people to have ideas.

When people get shut down, they get closed off, and don’t share more with you!

Telling someone what to do ensures that they won’t be sharing more with you.

In our house, when someone shares an idea and gets excited, we want to be part of that! But we’ve learned to be quiet and listen!

The trick is this: instead of telling them what to do, give them ideas on how they can be successful at their goal.

Nobody likes to be told what to do, but we ALL like being supported in our goals!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 105: Gem Mutlu on Slow Cook Your Business

2nd Home Agents — Fri, 30 Aug 2019 03:58:00 -0400

Would you compare your real estate business to a slow cooker, or a microwave?

We like microwaves: they bring fast results! Put your food in, press a few buttons, and two minutes later, it’s done.

In business, we often want microwave results, but the key to a long lasting business is to treat it like a slow cooker.

It may take a long time to warm up, and slowly cook the food, but it’s delicious. You just can’t beat some meals that come from a slow cooker: the flavor is just incredible.

For a slow-cooked business, it can take time, but it’s built to last!

Many people try to get their business off the ground fast, microwave style, just to see it explode.

Gem Mutlu has been in the real estate business for more than 20 years, and is a prime example of how a slow-cooked business works. He’s been spending years developing relationships and building his expertise in the area, and is now seeing his business explode exponentially. He’s working in the Boston market, and is here to share his best advice on building a slow-cooked business.

Highlights of this episode:

Tom introduces Gem and his business.

Gem shares that the last five years have been game changing in his business, as he’s seeing results of all his hard work.

Building a business is like building a house: you have to do it brick by brick. When people try to rush it, things don’t always go so well.

Gem has a few hallmarks of his business: do right by all clients, and honor the people who have honored him.

When someone helps you, do what you can to help them back!

Gem throws client appreciation parties to show his clients how much he appreciates them. These are meant to be fun opportunities to show his clients how appreciated they are. This also helps bring people together.

Thinking of doing the same? Talk to your CPA to learn how you can use it as a tax write off, and what you may or may not do that could impact the ability to write it off.

The phrase “it takes a village” can also apply to your business.

Encourage people to bring friends to the party, and build those connections.

Leverage the story of these parties - bring in a photographer, and get pictures of all the new friendships being made.

When connecting with people, look for ways to solve their problems and serve them. This will help bring in referrals!

Whether it’s a fellow real estate agent, or someone looking for a home, treat them the same and find ways to serve them.

Remember, building a “slow cooked” business means that you don’t keep an eye on the money: you focus on the people.

Real estate agents fear the internet, but the reality is, true connections are the most powerful in our business.

How can you increase your referrals? Ask! Consider running a referral competition, and give a great prize to the person who brings you the most.

Specific advice for agents serving the second home industry: work in college towns! Many parents will consider buying a condo, and renting it to their college-aged student, and recoup their costs by renting out the other rooms.

One piece of advice for new agents: if you had a $15 budget, and 3 people to meet with (your mother, your sibling, and an old high school buddy), split the money in 3 parts, take them out for a cup of coffee, and just ask, “what can I do for you today?” Just looking for ways to go out of your way to help others will push you far!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Gem:

Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 104: Turning Adversity Into Opportunity

2nd Home Agents — Tue, 27 Aug 2019 08:00:00 -0400

Have you ever had a friend or neighbor tell you “Hey, sorry, we know you’re in real estate, but we’re going to go with this other agent”?

It can feel like a punch to the gut! In fact, I’ve seen many real estate agents complaining about this on social media.

This is part of being a real estate agent, and we’ve got to get used to it. But did you know that you can turn this into an opportunity to learn and grow as an agent?

Listen to this week’s Tip Tuesday to see how I flip adversity into opportunity!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show.

Highlights of this episode:

We all have had that experience where someone has chosen a different real estate agent instead of us.

When this happens, make sure to wish them the best!

Ask for feedback: “can you tell me why you chose a different agent?”

To avoid putting them on the spot, tell them that they are helping you become a better agent, and serve your clients and leads at a higher level.

“The more that I learn about why people choose what they do, the better I can serve.”

Asking for feedback like this is hard, but it will help you be better!

You may get feedback that something you are doing is turning away potential customers.

This can help you avoid complacency and keep up with technology.

Remember: some of the wealthiest people in the world were created during the most challenging times.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 103: Chelsea Peitz on Mastering Social Media Stories

2nd Home Agents — Fri, 23 Aug 2019 17:28:00 -0400

Does social media make you quiver with fear?

Are you trying all the new things that you’ve learned, and done successfully in the past? But now, you’re watching your views and engagement drop?

Social media is dynamic and constantly changing: just when you start to think you’ve mastered it, it changes and evolves AGAIN.

When we record episodes of the Selling the Dream podcast, we go live on Facebook, and share the episode. I find such value in the content that all of our guests are sharing, and want to make sure it’s out there for everyone to find!

But lately, our Facebook live views have been diminishing, which means that we get to go on a social media adventure to find ways to expand our reach and share this podcast with even more people.

As part of that adventure, I’ve invited Chelsea Peitz, a Snapchat and social media guru, onto the show so we can talk about social media, and how you can maximize your presence.

Chelsea is an expert in using Instagram stories, and shares so many helpful hints and tips that you can implement today in your social media. She shares all kinds of valuable, super helpful information, including connecting your Instagram and Facebook stories (and what kind of accounts you can connect), how much to post per day, what kind of hashtags to use (and how many to use).

Make sure you listen to this episode of the Selling the Dream podcast to be inspired by Chelsea and her vast knowledge of social media. Make sure that you give her a follow on Instagram, and send her a DM - mention that you heard her on Selling the Dream, and she’ll give you a FREE Instagram bio audit.

Highlights of this episode:

Tom introduces Chelsea and her business.

Chelsea says that the biggest thing on social media is anything with “CRM - camera first, real time, message enabled.” That covers Facebook stories, Instagram stories, Snapchat, and more!

We’ve noticed that Facebook live hasn’t had as much juice lately: Chelsea and I talk about why, and what we can do to combat that!

Remember: Facebook prioritizes personal content rather than promotional content.

On Facebook, live video will perform better than pre-recorded, and one good photo will perform better than multiple photos (or an album).

Don’t share YouTube videos on Facebook: upload the video directly to Facebook. They want to keep you on their platform, so won’t share your link as well if it’s a YouTube link.

Instagram stories are like reality TV; you can start conversations with real people all over!

If you have a personal Instagram account, you can post the same stories to Facebook and Instagram at the same time! If it’s business, you can only post to a business page vs a personal profile.

You don’t have to spend a lot of time on these stories: if they are 5 seconds, and you post 10 a day, you’ve only really used a minute of your time!

The easiest way to build engagement is to engage on others’ posts.

When you’re on stories, you can say “if you’re thinking about buying or selling a second home, send me a DM!” that helps bring the connection to your messages so you can privately help the person. No one else needs to know!

60% of stories are watched with sound on.

Have good photos, but focus on the captions to encourage people to engage with your content.

When it comes to hashtags, think about what people are searching for! No one is searching #realestate or #mortgage. They are looking for practical things, like #phoenixrealestate or #mauirealestate.

Do your research on hashtags and use a variety. You should be using 20-30 hashtags.

Make your instagram almost like a blog.

Interested in trying LinkedIn? It’s an amplifier of your message, and a great way to connect with new people.

But remember, as with all platforms, LinkedIn wants you to stay on LinkedIn, so make sure your content doesn’t lead off the platform!

Remember that not everyone will love you. Taylor Swift and Cardi B are both successful artists, and have wildly different brands!

If you’re brand new in the business, find an expert in the field, and learn. Learn who your audience is, and how you want to serve them. Identify your unique value proposition.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Chelsea

Facebook

Instagram

Twitter

YouTube

Don’t forget, when you follow Chelsea on Instagram, send her a message and tell her you heard her on Selling the Dream, and she’ll give you a FREE Instagram Bio audit!

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 102: Best of Selling the Dream’s Tuesday Tips

2nd Home Agents — Tue, 20 Aug 2019 08:00:00 -0400

We’re continuing the 100th episode celebration with an episode with 5 of our most valuable tip tuesday episodes!

We’ve loved Tip Tuesdays: these short episodes are so valuable and filled with quick tips that you can apply to your business immediately and see results.

This episode features 5 of our favorite episodes: which ones would you have added? Make sure you email me and tell me what your favorite episodes were!

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests on the show!

Highlights of this episode:

The path of mediocrity is wide, so let’s choose the narrow path of excellence! It’s simple to take the easy path, and bounce around.

Keeping focused puts you on the path to excellence.

If you’re a brand new agent, here’s my #1 piece of advice: fund your retirement account! Don’t wait, it could lose you thousands of dollars. I didn’t start until I was nearly 40, and I regret that more than anything.

Wanting to break into a new market? Pick a dream 150 houses, and focus on those ones! It will be hard, but keep that focus. Be unique in how you reach out to those people.

When I was a kid, I saw a presentation at school about being positive, and that has impacted my life even today! We were encouraged to believe in ourselves and our dreams. That belief has impacted my career as a realtor.

Last, complacency is so destructive. Our industry changes so fast, that if you don’t focus on keeping up, you won’t be able to serve your clientele as well. Pay attention to the news, and keep up with training!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 101: Pat Hiban on What it Really Means to Sell the Dream

2nd Home Agents — Fri, 16 Aug 2019 12:51:00 -0400

What is one of the number one things that you can do to help a second home buyer?

Is it about having the best connections, or the best house to show them? Or is it how fast you are to call them back?

If you answered “educate them,” then you’re correct!

See, a second home buyer has a completely different mindset than a first home buyer. There are a lot of pieces of the process that are the same, but at the end of the day, the mindset is totally different.

The key thing that your client wants is for you to educate them with integrity and transparency.

Pat Hiben illustrates that quite well by sharing the story of how he bought his second house. He’d researched a few areas, and thought he knew what he was looking for. When he met a real estate agent at an open house, that agent was able to tell him exactly what it was that he wanted, and helped him find the perfect house.

I’ve invited Pat here on the podcast to talk about what it really means to sell the dream, and he’s sharing his story about how he grew his own real estate business, sold it, and now has a thriving podcast (with more than 800 episodes!). He’s created hours of training content to serve real estate agents. If anyone knows how to sell the dream, it’s Pat.

Make sure you listen to this episode of the Selling the Dream podcast to be inspired by Pat. And just a heads up, Pat is giving away FREE copies of his book, 6 Steps to 7 Figures. All you have to do is pay shipping. Click HERE to get your copy.

Highlights of this episode:

Tom introduces Pat and his podcasts, and explains how he serves the real estate community.

Pat created a podcast, “Real Estate Rock Stars” and has created online trainings for real estate agents. But how can you apply Pat’s training for a second home agent?

Second home agents have to learn how to think differently to serve their clientele, whether it be a 2nd home, or a 12th home - you have to learn how to serve your client!

Pat shares how he sold his high-volume team. He shares strategies on how to get paid for it, who to sell it to (you can’t sell a high-producing team to just anybody), and how you can make that transition.

“At the end of the day, all of this is a relationship business.”

When purchasing a second home, the buyer wants you to educate them: they want to understand the process, and most of the time, they prefer that interaction to be face-to-face!

As an agent, our job is to make the process smooth: don’t try to save $4 and lose the deal. Trust and transparency is key.

You weren’t hired to be a negotiator: you were hired to help someone find a house.

When Pat bought his second house, he did a search on the internet to find some possible areas, but ultimately met his agent through an open house.

What made him choose to work with that agent was that he knew the area, and helped them find the right fit: an area that wasn’t even on their radar!

“Live the lifestyle or else you’re a false prophet” - people looking for a second home choose you and trust you as the expert!

If you take away one thing from this episode, it’s to create relationships. Turn everyone into a potential friend!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Pat

Real Estate Rockstar Radio

Pat’s Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 100: Sharran Sratsaa on Making Everyone Feel Like a VIP

2nd Home Agents — Tue, 13 Aug 2019 11:56:00 -0400

Have you ever listened to someone, and been so blown away by everything that they said?

That’s how I feel about Sharran Srivatsaa.

Sharran has accomplished so much: he’s a member of the real estate community, moderates daily 5 a.m. calls, and inspires thousands of people.

For today’s episode, he’s sharing with us two key elements that we all need to make everyone feel like important: a VIP email list, and a closed Facebook group.

The VIP email list is connecting with your leads, continuing to deliver exclusive content to them. They’ve opted in, told you they were interested, and you’re serving them.

The closed community, commonly held on Facebook, is a place where your community can gather. They are able to share information, and are united by a common interest: how you are serving them.

If you’re working with a feeder market, and serving people interested in your area, can you imagine the impact of an insiders group, where locals and those interested in your area unite, and share information? You’ll escalate that all-important know, like, and trust factor!

This episode will inspire you on how you can strategically connect with your community, and explode that trust factor.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests like Sharran on the show!

Highlights of this episode:

Tom introduces Sharran and his business.

“Invest your money in figuring out what people want.”

Real estate agents get into the business for two reasons: freedom of time, and uncapped income potential.

No one has the capacity to do both of those things without help!

Most lead generation sources don’t have lifetime nurture, so it’s important to find strategic ways to connect.

Sharran recommends two key elements: create a VIP list, and create a closed community on Facebook. Both of those places give you connections and keep you in people’s minds.

We’ve all heard “know like and trust” - but we can’t accomplish that without familiarity, which is the fastest way to trust.

You’ve got to find a way to be where your people are.

The faster you can turn them into an insider, the better!

Cadence is key: be consistent, and people will come to expect the connection with you.

A private group on Facebook is an easy way to connect with people: all paths lead to your Facebook community.

You can use this community to build up a source of information, connecting locals with those in your feeder markets, and they can have insider information into the areas people may be considering moving to!

As the moderator, you may not be explicitly selling anything all the time: you’re creating valuable connections to information.

This keeps you in their feed for FREE!

Your VIP list and closed community are the best strategies for connecting: everything else feels intrusive.

“Everyone wants to feel like an insider.”

Sharran tells the story of how he started the 5am Club: his health was not well, and he was constantly working his business. Changing his relationship with his time changed his relationship with his business and now inspires thousands of people every day!

If you take away one thing from this episode, it’s to create cadence. Cadence builds familiarity, which builds trust!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Sharron

Website

Facebook

Instagram

LinkedIn

Twitter

5am Club website

Our SPECIAL link

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 99: Looking Back on Milestone Episodes of Selling the Dream

2nd Home Agents — Fri, 09 Aug 2019 14:08:00 -0400

Can you believe that we’re almost at a hundred episodes of this podcast!

I’m blown away when I think about the people I’ve been able to interview, the guests we’ve had on the show, and how much real estate we’ve talked about! Our guests represent literal millions of dollars in sales, and are each successful in their own right, and bring so much value to the table.

I’d encourage you to take time to scroll through all of the episodes where ever you like to listen to podcasts, and listen and learn: if you finish all the episodes, it would be like finishing a master class on real estate!

As we’re celebrating our hundredth episode this upcoming Tuesday, I want to take a few minutes to share about some of MY favorite episodes.

Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us get even more amazing guests!

Highlights of this episode:

Tom reminisces on a hundred episodes - almost a year of podcasting!

Here’s some of the highlights during the hundred episodes.

In Episode 13, Gary Gold talked about how he “doesn’t give a shit.” No matter who you are working with, whether it be a celebrity, or anyone, just help them find the home of their dreams!

In Episode 27, Tom Ferry talked about creating an avatar for your clients: know WHO you serve, what they are like, how many kids they have - know all of these things! Once you know all of this, you can target them effectively with ads.

In Episode 45, the Houstons told us about how they beat Zillow and brought in more leads.

In Episode 53, David Knox, an international trainer, talks about identifying the motivation for a second home buyer. Hint: it’s not all about the money!

In Episode 41, Matt Farnham talked about reinventing his brand: he found a way to turn himself into a trusted guide rather than “just a real estate agent!”

Chris Kwon shared how he uses videos: that’s episode 11. You want videos that are more than just property showcases!

In Episode 93, Alan Thompson tells us how he uses his database to bring him all the business he needs!

Tammy Pack shared in episode 83 about how being a problem solver brings great success.

In Episode 57, I got to tell Roh Habibi that he was a second home agent!

Jim Wahlberg gave us the secret to the Facebook formula in episode 29.

Christophe Choo showed us behind the scenes of high-end Beverly Hills real estate in Episode 59, and the advice that Gary Vaynerchuk gave him that changed his business.

Tom ends with some inspirational advice on having a “can do attitude” and making it happen!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 98: How to Beat Real Estate Websites

2nd Home Agents — Tue, 06 Aug 2019 14:10:00 -0400

Have you ever had a potential client say, “I don’t need you, I have this online real estate website!”

Or maybe they say that by never returning your calls.

Either way, we all know that it happens! With the rise of online shopping, it just makes sense that people would turn to the internet to help them make decisions for some of their largest purchases!

But you have a secret that could help them find the home of their dreams: you know what’s NOT online, and it just may be the perfect fit for them!

So how can you beat Zillow, Redfin, Realtor.com, and all of those websites?

Offer an exclusive connection to your leads to help them find the home of their dreams!

Are you trying to beat the online options? Listen to this week’s Tip Tuesday episode of the Selling the Dream podcast to find new ways to beat websites and offer a personal touch.

Highlights of this episode:

The rise of online shopping has led to more clients using websites to research housing options.

So how do you become the person that they need?

There are many sellers who are “off market” sellers - and because of relationships, you often have that insider information!

Ask your relationships if they are interested in being on your contact list, and if you can contact them if you have a potential buyer! Many will say YES!

Use your Zillow listing, and in the remarks section say “I have a list of 27 other properties in this area that are not listed online - contact me for details!”

You can also use your Facebook and Instagram to share info about these off-market locations with your leads to show them that you have the inside scoop.

Don’t forget: many high-end sellers don’t list their properties on MLS, so make connections with other agents in the area, and use that opportunity to expand your referrals.

By having connections to places not listed in MLS, you become a go-to agent for your leads!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 97: Yvonne Arnold on Building a Highly Focused, High-Performing Real Estate Team

2nd Home Agents — Fri, 02 Aug 2019 08:00:00 -0400

Have you ever broken down the structure of a SEAL team?

They’re all highly trained specialists, the elite of the elite. They know what they’re doing, and they have their eyes on the prize!

Working together, they are able to accomplish their goal. But if things go badly, and one is unable to do the work, that doesn’t cripple the entire operation! They are all so well-trained that any one of them can step up and take the lead.

What would happen in your business if you operated like a SEAL team? Instead of working with a lot of agents, what if you were picky and worked with only a few? What would happen to your business is every single person was able to pick up another person’s tasks?

That would change how you run your business, right? It would open so many opportunities!

Today’s guest on the podcast, Yvonne Arnold, has been in the real estate industry for nearly 40 years - she’s gone from answering phones in her brother’s office to having her own business and closing deals in two completely different markets!

One of her secrets to success? Running a SEAL team! Make sure you listen to this episode of the Selling the Dream podcast to learn the results of running your business like a SEAL team!

Highlights of this episode:

Tom introduces Yvonne, and how she got into the real estate business.

Yvonne started out as an inside sales associate, and never looked back!

An overnight success never just happens: it takes a lot of time!

Yvonne and her husband worked with a subdivision in Idaho when they switched their home: they moved from Southern California all the way to Idaho!

Know your market’s cycle: Yvonne found that Idaho was about 15-18 months behind California.

When you learn the timing, you learn to be prepared for what is coming, such as seasonal trends and cycles.

The internet is changing the face of real estate - people aren’t just buying seasonally. People can just log onto the internet anytime and shop for a home!

Having a subdivision helped kick start Yvonne’s business.

However, their key source of business is relationships!

Because they lived and worked in California so long, they still have relationships and are still making sales!

That means that Yvonna and her husband hired a person to be there on the ground, and they provide the leads and split the commission.

Be honest with your clients! If you’re being creative with your business, and using tools like Facetime, tell them!

Your leads don’t necessarily want a specific person to work with; they want your service!

Yvonne has a SEAL team - all the members work together, are highly specialized, and all of them are trained the same way and can do all the work!

This allows team members to have down time, and take actual vacations, AND it helps the team be able to fill in for each other!

Be customer-centric in your work.

In marketing, choose where you want to compete. In the mailbox? In email?

When you’re looking at the news in the industry, it’s important to ask yourself, how can my actions impact my business? How can I put myself in a better position?

Yvonne has been a coach for 10 years now.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Yvonne Arnold:

Yvonne’s website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 96: Why You Should Create a Real Estate Podcast

2nd Home Agents — Tue, 30 Jul 2019 08:00:00 -0400

Have you ever considered starting a podcast for your real estate business? You may protest, thinking it’s too hard.

Almost a hundred episodes into my podcasting journey, I’m here to tell you that you can do it!

But what can you talk about?

Everything! Talk to people who help show the local flavor of your area, former clients, the major, home inspectors - these are all ideas of people who will have great things to share with your listeners!

Even better, I sit down and record multiple episodes at a time (have you ever seen me in the same shirt in some of my YouTube videos? That’s why!). That way, I can sit down, and get it done!

Now, from my podcast, I am able to get those episodes turned into blog posts, email content for my newsletter, social media content - I have so much content now to share!

Having a podcast has helped me connect with many unserved second home agents who needed support, training, and inspiration on how they can be even better! Thinking about adding a podcast to your money wheel? Listen to this week’s Tip Tuesday episode of the Selling the Dream podcast to be inspired

Highlights of this episode:

One of the spokes on my money wheel is a podcast! But why a podcast? A podcast creates an opportunity for you to reach your market in a new way!

Creating a podcast is actually quite simple: just get a microphone and get in front of some video and talk! Interview anyone who has good information for your community; whether it be local government officials, school officials, the mayor. They all have important information for your listeners!

You can help capture the flavor of your area, so that potential buyers get to learn about life in the area, and what they are getting themselves into. They get a taste of the local flavor.

Get past clients on the show: they can talk about their experience, and what it was like working with you!

Once you have your podcast, you can repurpose it - turn it into a blog, share bits of it on your social media, send it in an email. It will give you so much content!

All you need is your phone and a small mic.

Want to know how to start a podcast? Go find episodes 49 and 51, and I’ll tell you exactly what you need to do!

Be consistent with releasing episodes: people subscribe, and they do get used to you sharing new content when you’re consistent. If you miss one, don’t freak out - just make sure you have one the next week!

If you’re not comfortable with video, that’s ok! Just do an audio episode.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 95: Mari Sennott on Second Home Market Tips and Marketing Strategies

2nd Home Agents — Fri, 26 Jul 2019 15:38:00 -0400

How do you get cold leads in your vacation market?

If you’re living in a vacation paradise, you may have multiple strategies on how you reach those second home buyers! You know who I’m talking about...those people who want to turn their vacation life into their real life.

You’ve become acquainted with your feeder markets, you’ve learned what kinds of people come to your market on vacation, and what they are looking for!

Relationships have brought in referrals, and you’ve dug deep into your community, but how are you going to creatively bring in those cold leads, especially leads from outside the area?

Thinking a little “outside the box” can help bring them in, and bring you those new relationships that will result in sales!

This week on the podcast, I’m talking to Mari Sennott. She lives in Cape Cod, and has been in real estate for more than 20 years! Mari has gotten very creative with how she’s bringing in new leads, and I’m excited for you to get some fresh ideas and strategies from her.

Highlights of this episode:

Tom introduces Mari, and how she got into the real estate business.

Mari credits being a “people-oriented” person as her secret to success, and her skills connecting with people have led to countless referrals.

Keep connected with former clients: Mari holds “client appreciation parties” for them! This helps make it easy to stay in touch.

“Any CRM is great if you use it” - make sure you are using the systems that you have!

Mari invites people to open houses, and has a partnership with a local ice cream truck! She pays the ice cream man for all the ice cream that visitors get, and often pays even MORE than the amount of ice cream that clients have eaten.

These relatively inexpensive things have a big impact.

Know when to do open houses, and when NOT to do them - avoid major sporting events or major local events.

Marketing online can take time - some of the platforms, such as LinkedIn, take a longer time to gain traction.

If you have to focus on ONE social media platform, Mari recommends Instagram, hands down!

Don’t forget old-fashioned print ads: Mari still runs print ads in the local newspaper, and often gets calls from out of town guests who picked up a paper to get some “local flavor.”

Mari uses video to connect with people, and builds relationships through that.

Use all resources available to you: Mari is a premier agent on Zillow.

Another option for ads is at the local movie theater: you can get your ad up in the queue in front of a captive audience, and Mari gets calls from her theater ads!

Coaching is one of the most important investments Mari has ever made! It helped her get out of her comfort zone in her business.

Coaching helped Mari focus her time and energy, and see results.

Mari estimates she has at least ten spokes on her money wheel (don’t know what a money wheel is? Go listen to episode 79 of the podcast!)

When working with an out of town client, Mari does a lot of preparation work! She does a Zoom meeting with them in advance to get to know what they are looking for, and help determine the best marketing plan for helping them.

Mari’s advice for a brand new agent would be to get a mentor; get some help. After that, she says to know your market, and know your statistics.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Mari Sennott:

Mari’s website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 94: One Trick to Help People Remember Your Location

2nd Home Agents — Tue, 23 Jul 2019 08:00:00 -0400

Are you on my email list?

If you’re in one of my feeder markets, I’m about to tell you a trick that I use to help you know where I am! You may not realize that I do, but once you see it, you won’t be able to miss it!

See, you may come across people who aren’t going to buy real estate in your market, and that’s ok! But here’s the thing: they may be a source of referrals. They may know someone or meet someone who is interested in buying in your market. You want them to remember you, and remember where you serve.

Even more important, you want the other real estate agents you’ve networked with to remember where you are. You can really start stacking up those referrals!

But how can you stand out in all the emails that they get every day?

That’s why I use this one trick in my emails to help people remember exactly who I am, and where I am THE real estate expert. Interested in knowing that trick? Listen to this week’s Tip Tuesday episode of the Selling the Dream podcast!

Highlights of this episode:

In a second home market, it’s so important that we network with agents all across the country.

If you can, go out and meet people, find them on Facebook - make that connection to build a large referral network!

You also want to keep that connection: so find something of value to say; share some social media tips, tips and tricks you’ve been learning, or something to help other agents out!

Here’s my secret to help you stand out: in the subject line, put your name, and the market that you serve FIRST - that way, even if people don’t read the email, they see two things: your name, and where you’re at!

Even if they delete your email, you are still building location association with those folks.

Make newsletters for those other agents - tell them that you’re selling second homes to people from that market, and that you’re not paying out a lot of referrals!

These are small tips, but could result in several referral sales per year.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 93: Alan Thompson on How Investing in Relationships Builds a Sustainable Real Estate Business

2nd Home Agents — Fri, 19 Jul 2019 08:00:00 -0400

What if you never got another lead again?

What would that do to your business? How would your business change without cold prospecting?

Would your warm market be able to sustain you? More than that, can you imagine experiencing an upward trajectory in your business, when only working with your warm market?

Most of us spend time capturing leads, building systems to manage the prospects that come to us. We don’t know how serious they are about buying (yet), so we’ve got our work cut out for us.

What if there was a different way, in which leads came to us, ready to buy? That already know, like, and trust us, and are ready to buy a home?

Alan and Betsy Thompson took a break from real estate, and when they decided to come back, they revamped their approach and strategy. Instead of chasing leads, they decided to focus their efforts on developing relationships.

That strategy has paid off, as their business has grown exponentially.

This week on the podcast, I’m talking to Alan. I’ve asked him to share his story, and the strategies that he used to build a thriving business working with their warm market. Instead of chasing leads and cold-calling people, they’re able to build relationships that have created not just a sustainable business, but one that continues to grow year after year.

Highlights of this episode:

Tom introduces Alan and how he got into the real estate business.

After 6 years in the business, Alan decided that he wanted a break, and took several years off.

When he came back to Chesapeake, he and Betsy decided to get back into real estate, and have been working it for 20+ years!

Alan and Betsy operate with a very small staff.

Ad spend goes down a LOT when focusing on relationships, and you still get results!

In the first half of 2019, they closed on more deals than they did in all 2018.

Key: build your database, and KNOW it! Know birthdays, favorite sports teams, pets! When you have this data, you can make sure that you are memorable. Did a person’s favorite sports team win? Send them an email and say “hey, I bet you’re really happy today!” Take treats for their pets when you visit!

“We don’t call them clients, we call them relationships.”

Alan and Betsy have approximately 1100 relationships in their database.

Every person in their database is sorted by relationship: some people are more likely to give referrals than others.

Use social media, but with a personal touch. Did Facebook tell you it was someone’s birthday? Send them a card in the mail!

They can track more than $250,000 in commissions just from Facebook - and they’ve never spent a dime on ads!

Know your community - are you in a military community? Take people flags for Memorial Day, the 4th of July, and Veteran’s Day.

Do local events: have a barbeque, give away pies on Thanksgiving. Do activities that connect you with your community, and be visible! Greet people and get to know them. Socialize the whole time.

Give away door prizes at your events, and use it to get their contact info. You can ask people if they would like an estimation on the value of their house, or if they know someone who would be interested in buying or selling real estate.

We work with people who know, like, and trust us. They see us around town living life, not dressed in a fancy suit and tie.

The more you invest in relationships, the more your true social network grows.

Alan and Betsy clean through their database at least twice a year, ensure that people are classified correctly, and update any information.

Don’t take it personally when people you have relationship don’t buy or sell with you. You don’t know what other people they are connected to, and if there was social pressure to use another realtor, like maybe their sibling, or the wife of their boss.

If Alan could start over now, he would START his business, focused on building relationships, instead of focusing on just completing transactions.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with Alan and Betsy:

Lucky Homes website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 92: Ask the Right Questions to Serve Your Leads

2nd Home Agents — Tue, 16 Jul 2019 08:00:00 -0400

When you’re working an open house, or on the floor at your real estate firm, what questions are you asking your clients?

Asking the right questions can mean the difference between a lead who chooses YOU to be their agent, or a complete customer service failure.

You have to be strategic in the questions that you ask, because it’s like a “choose your own adventure” book: the answers that people give will help you know exactly how to serve them!

These questions go beyond just serving them: they create a connection and a bond between you and that person.

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on how asking the right questions will help you serve your leads exact needs.

Highlights of this episode:

What questions are you asking people at open houses/on the floor?

Ask: “where are you from?” This will help you get to know your feeder markets, and help you establish connections!

Ask: “where are you staying?” This can help you know more about their budget! Are they staying at a budget motel? Or are they at the Four Seasons? You can learn about their lifestyle just by their answer to this question!

This allows you to give recommendations! People want to get to know more about the area, and get to know what amenities are around! You can help them get to know the area.

Ask: “When did you arrive?” If they JUST arrived and are already looking at real estate, you know that they are SERIOUS and ready to make things happen!

Ask: “When do you leave?” This helps you know their timetable.

These connecting questions can give you valuable information without asking questions that some people may be reluctant to answer. In the process, you’re building connections and trust.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 91: Confessions of a Second Home Buyer

2nd Home Agents — Fri, 12 Jul 2019 13:44:00 -0400

It’s no secret that this podcast focuses on helping real estate agents focusing on serving second home buyers and agents focusing on selling luxury real estate.

But have you ever thought about how interesting it would be to go through the second home buying experience, with all the knowledge that you have learned, and see what it would be like?

Recently, I had the chance to experience the second home buying experience from the other side of the table: as a buyer.

My wife and I decided that it was time to buy a second home. We did some research, identified our target market, contacted three different agents to get started, and made the trip to San Diego.

During that time on the other side of the experience, I was able to see a lot of things with an agent’s perspective, comparing and weighing my experience as an agent with my experience as a buyer.

That process is always fascinating, and rather enlightening. I gained a lot of insights that have confirmed my customer service philosophies - you’ll want to give the episode a listen!

This week on the podcast, it’s just me; no guests. I’m breaking down the process from the other side, as a buyer. What did I see, what did I learn, what was the process like. I hope it’s helpful for you to hear about the second home buying experience from the other side; listening to the thoughts and ideas of the buyer.

And yes - in the end, we did buy a condo!

Highlights of this episode:

Tom introduces the episode, and about his decision to invest in a second home.

When it comes to buying a second home, make sure you know where your buyer is interested in looking! Just because they come to you doesn’t mean they are interested in buying in your specific community.

Know where your clients are coming from: once you know their perspective, you’ll be able to serve them effectively!

First impressions matter! Tom worked with three different agents, and was upfront about that fact from the beginning.

Most second home buyers are a little older, and more tactile: the print materials that you hand them matters. Be organized, and have details for them.

Tip: if you take a second home buyer out to eat, take them out to eat in the community where they are looking at purchasing their home, so they can get an idea of the feel of the place before they make a purchase.

Sell the lifestyle, not the home. Help your potential buyer see the big picture: remember, you’re selling the dream, NOT real estate!

Sometimes, the process evolves: Tom realized that his wish list was a bit unrealistic, so it evolved and changed through the purchasing process.

Consumers want more information! Know that your clients have access to data: they will do their research on real estate websites. Be prepared for them to have access to knowledge, some even that perhaps you don’t have access to!

Be ready to explore similar options to what the buyer has told you: remember, “buyers are liars” and don’t always know exactly what they want.

Find ways to communicate with the husband AND wife when selling a home: getting individual answers helps you to pinpoint the best options. Sometimes, spouses don’t communicate well through this process because one doesn’t want to offend the other.

Use this line: “If you could get any of these properties right now, without any regard to price, which would you choose?”

Help educate your second home buyers on the community they are joining! If they are from out of town, they don’t know the local experience. Connect them with resources.

Keep your clients informed as to what to expect throughout the process. Contracts and communities are different: they may have done this before, but it’s different every time!

Follow up is key! After you talk with your second home buyers, transcribe the notes and send them to the buyer. Connect with them: you can get referrals and make sure that they have been taken care of!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 90: Serve Your Clients with a Professional Real Estate Portfolio

2nd Home Agents — Tue, 09 Jul 2019 08:00:00 -0400

After you’ve helped your client purchase a house, you’re done, right?

You know just as well as I do that the work has just begun! They may be busy unpacking boxes and moving in, but you’re going to be able to get more leads by expanding the relationship to help bring in even more business!

Each transaction connects you with another person who can bring in leads, and serving the extra mile helps bring those leads in - and helps you stand out as someone who every one of their friends should work out.

I have created real estate portfolios for my clients for years - sending them a quick financial report on their property, keeping them updated.

By creating a real estate portfolio for your clients, you’re able to present them with a professional snapshot of their real estate investments.

Best part? If you offer to add any other properties to the portfolio, they’ll give you even more information about themselves, and help you know your feeder markets, and perhaps even help you be able to expand your referrals in other areas!

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on how going the extra mile and creating a real estate portfolio can help bring referral sales and make you stand out!

Highlights of this episode:

Are your previous clients still in the homes that you sold them?

Consider sending them an annual portfolio: it provides a snapshot of the value of their home.

If you know their other homes, especially as you’re serving second home sales, include the other home in the portfolio. Use the tools that you have at hand to provide an aggregate value.

Don’t have data on their other homes? Make the portfolio, and say, “if you have any other homes you’d like included, let me know!” They’ll tell you!

Package it nicely - print on a nicer paper, get a branded folder to put it in, and include a cover letter.

Make sure that you ask them if they have anyone who needs a digital copy: maybe their financial planner would benefit from the data, or their trust planner.

When you do this, you stand out as a trusted advisor: just like a financial planner would help them!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 89: Ray Chin on Educating Before Selling and His Secrets to Real Estate Success

2nd Home Agents — Fri, 05 Jul 2019 08:00:00 -0400

Do you ever find yourself frustrated by how many sources of information there are for your clients and leads?

From apps to video messaging, targeted advertising to Facebook and Instagram: there’s a lot to navigate!

At the core of all of that, however, is one thing: the relationships.

In luxury real estate, and when serving a second home market, those first name relationships are gold. When you make a significant connection with someone, and serve them, you’ll be connected to them for years to come. They just may come to you years later, with an old folded brochure in hand, looking for you to help find their dream home.

When you establish yourself as a meaningful connection, and find ways to serve those connections you make, it will come back to you for years to come.

Today, Ray Chin is here on the podcast to share how he made the transition from corporate to superstar real estate agent, and how he works relationships in his business.. I met him at an open house before he made the move over to Maui, and have watched him work hard to create relationships and educate people and empower them through the process of buying and selling homes. He’s here to share about how he leans into his superpower - cultivating relationships - to help hundreds of people find their dream home. As he’s done that, he’s also had the chance to even change his community as well.

Highlights of this episode:

Tom introduces Ray, his area of expertise, and how he is connected with real estate.

Ray worked hard on creating connections: he held so many open houses so that he could create relationships and get to know the people in the area he served.

“Be an expert in your area: if someone sneezes in your area, you should know about it!”

“I’ve never sold them; I’ve educated them!”

When you’re working in a secondary market, professionalism and education is key: people want you to be the expert.

The size of the transaction doesn’t matter: it’s about working with clients that you enjoy serving. Within 30 seconds of meeting a person, you’ll know if you will mesh.

We’re not so much real estate agents; we’re more like real estate advisors.

Marketing works differently for the generation that you want to reach. For Ray, personal networking is gold! He barely uses social media to market himself, but he associates with high level brands and connections.

First name connections can help reinforce your presence and validate your authority,

Be strategic in your networking opportunities and you create low-hanging fruit for referrals.

Ray doesn’t use the internet to create relationships: he uses it to solidify them.

Being connected and creating relationships allows you to be able to make a major impact in your area. Ray was able to help influence the community to help improve the area he lived in, creating better schools.

If you’re a brand new agent, and want to learn from Ray, he has a tip: get a mentor. It will help you learn what you need to do, bring you connections, help you learn your strengths: it will help posture you for success.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Ray Chin for being on the show! You can connect with him here:

Ray’s Website

Facebook

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 88: Serving Two Markets Keeps Income Consistent

2nd Home Agents — Tue, 02 Jul 2019 08:00:00 -0400

If you’re working in a second home market, or serving the luxury real estate market, you know that there are ebbs and flows! However, you don’t have to give up consistency in your income!

You can mitigate those ebbs and flows by marketing differently to segments of your audience. You essentially create not one, but TWO markets that you implement unique marketing strategies for.

One campaign is to luxury buyers: you know their needs, how to serve them! You show them in your advertising that you’ve got what it takes!

In your other marketing campaigns, you are serving investment property renters. You show them that you know what they need: that you are equipped to serve them. You know how to serve even from a distance, as many are looking for potential investments in other locations.

When you have two completely different markets that you serve, you’re able to keep your income consistent: after all, the bank doesn’t care which market your income came from!

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on how you can mitigate any potential market slumps by having two audience segments!

Highlights of this episode:

How many markets do you serve?

When you create two markets, you set yourself up for steady income year round!

Many resort markets are seasonal, which means there are “off” months.

Create a second market for yourself by being in touch with locals, and offering to help meet any of their second home needs!

When you create two completely different segments, you have two different campaigns going at all times. You meet totally different needs.

When you’re in seasonal work, you can easily forget that there is a market year-round that you can serve.

Diversify your advertising, and focus on serving your markets year-round, and you will keep your income levels up year-round!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 87: Heather Connor on How to Manage Your Investment Properties

2nd Home Agents — Fri, 28 Jun 2019 16:44:00 -0400

A second home is a great investment: until all of a sudden, it’s not. But how can you avoid pitfalls and high costs of a second home investment?

Let’s say you find affordable real estate, and are looking at getting into purchasing it as an investment home. How will you know that it’s a good investment? And how can you make sure that you find the right kind of tenant? How can you avoid the house eating all of your profits?

For those of us who are serving second home buyers, there are a lot of questions that can help them get the absolute best investment. By knowing the right questions to ask, and helping steer them towards the right strategies for buying, tenanting, and managing their property, we can make the investment process easier!

Today, Heather Connor is here on the podcast to share her best advice for those looking at investment properties. This episode will help you serve your clients more effectively, teaching you the right questions to ask, and how you can guide your clients toward the easiest experience ever.

Highlights of this episode:

Tom introduces Heather, her area of expertise, and how she is connected with real estate.

Do you ever help clients look at potential rental units and think “that’s not safe.”?

You should KNOW what kind of investment properties you want: have a list beforehand.

When you rent the right kind of property, your goal is to get fewer complaints from tenants.

Fixing stuff constantly costs more time and energy than it is worth.

Know the market: don’t be the kind of investor who takes on just anybody, or any property. Be aware of potential red flags!

Use guidelines for your decision-making process.

This is not an easy business! You’ll have to make hard decisions.

Hiring a property manager can be an intimidating process at first.

Buying an investment property? Be aware; you’re buying a job!

For agents, don’t be afraid to defer buyers to property managers for the best data.

Listen to experts to know what needs to happen with properties. That will help you get the best money.

Think about your mental health.

Use tools to measure risks, and use systems to mitigate those risks! Think ahead, and protect yourself from lawsuits.

KNOW YOUR PROPERTY.

Do your best for your renters!

Make sure you have a contract to protect both you and your tenant.

Be informed: knowledge is so important to you in this process of having an investment home.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Heather Connor for being on the show! You can connect with her here:

Heather’s Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 86: Tips to Help Real Estate Investors Get the Best ROI

2nd Home Agents — Tue, 25 Jun 2019 08:00:00 -0400

As a real estate agent working in the second home market, you’re going to meet all kinds of home buyers!

When working with investment buyers, there are lots of things to consider:

What kind of return can they expect on their investment?

What kind of expenses can they anticipate?

How can they find a second home in the best place to help have the best return on that investment?

What “hidden costs” do they need to be aware of?

Today in the podcast, we’re talking about investment buyers: those second home buyers who are purchasing another home with the intent to rent it out, as an investment home. Tom Tezak is here, along with special guest Lori Gill, for another Tip Tuesday episode of the podcast, inspiring YOU on how you can prepare your clients who are investing in real estate.

Highlights of this episode:

When you work with real estate investors, and people who are buying properties as an investment, you can help them differently!

First of all, you need to have a property manager that you can trust - they will help you get the best ROI.

Make sure that your goals and expectations are in alignment so that you can find the best investment for your money.

Before “falling in love” with a house, make sure it will be a good return….what are factors that will impact the long-term value of the house?

Look into the basics: school districts, future potential maintenance issues, etc.

Help them learn about hidden costs and issues that could potentially arise.

By helping them ask the right questions, and research the right things, they are postured for their best return on investment!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 85: Doug Devitre on Using Screen-to-Screen Selling to Reach Second Home Buyers

2nd Home Agents — Fri, 21 Jun 2019 08:00:00 -0400

What happens when you’re working in a secondary home market, and many of your clients and leads don’t live close by?

Many of the homes that you sell are going to be second, and maybe even third, fourth, or fifth homes. These are the dream homes; the vacation homes that your clients have always wanted.

These homes may be in harder-to-get to locations, or your clients and leads live in different cities.

This increases the chances that your interactions with your clients are going to be on the screen: but how can use screens and video to be able to better connect with your clients, helping lead them in a personal, easy home-buying experience?

We all know that face-to-face contact often yields the best connection and communication, but sometimes, it just isn’t practical.

Today, Doug Devitre is here on the podcast to talk about his experiences serving real estate agents in using video and screens to connect even more effectively. He’s made thousands of videos, and is a pro at connecting with people through the screen. He’s here to share some of his favorite tips and tricks on how you can use video to connect with your clients and build trust, even from a distance.

Highlights of this episode:

Tom introduces Doug, his area of expertise, and how he is connected with real estate.

How can you use technology to connect with home buyers who may not be able to get on location?

First: you have to be willing and able to admit that you have to adapt and change in the industry! Be ready and willing to learn new technology to help you adapt and serve others.

Real estate has historically been a face to face business. Now, we have to adapt.

That’s where applications like Zoom come into play! You can use Zoom for FREE to have video meetings.

By the way: you don’t have to have fancy equipment to record! Doug is using his cell phone and mic!

You can also play with virtual backgrounds on programs like Zoom to personalize the experience.

Consumers are familiar with apps like FaceTime: but if you have a client that is an Android user, that’s not going to work! You have to find programs and apps that work no matter the operating system.

Video helps you communicate more effectively: let’s say you get a lead, and you give them a link to have a Zoom call! They get to see you face to face, you pull up the MLS, show them some places, learn about what they are looking for, and build that trust.

You can also do virtual open houses: have a Zoom link on your site, and invite people to come join the event!

If you use your computer, you can get a good HD webcam for around $100 - that will help you as you use video more extensively!

You can also try the app Marco Polo: this is a video walkie-talkie on your phone that you can use to communicate with your leads and clients.

Just a tip: put a smiley face sticker next to your webcam - people tend to frown when they’re thinking or typing, use a reminder to help you smile and be engaging and inviting!

Look at Alexa: think “voice first” in serving your clients. These Alexa devices are being used in smart homes to help create a user experience.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Doug Devitre for being on the show! You can connect with her here:

Doug’s Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 84: One Question You Should Ask Every Client

2nd Home Agents — Tue, 18 Jun 2019 08:00:00 -0400

There’s one question that every second home agent should be asking every single lead, and every single client you’ve done business with.

How many houses do you own?

This simple question will tell you exactly how you can serve that client.

We all know that second home buyers have a different perspective when it comes to home buying. They’ve been through this before; they have an idea of what’s going on.

When they buy an additional house, their goal is to get through this process as easily and painlessly as possible.

Asking this one question will tell you exactly where their head is out, and how you can serve them. And, you never know - learning more about their other homes just could bring about some new referral business!

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on one question you should be asking every single lead and client.

Highlights of this episode:

Ask all of your clients and leads: how many houses do you own?

Questions help you learn how you can potentially serve your clients! Are they looking to have a new primary residence? Are they buying another home because they want a vacation home?

When you ask questions, you learn about them, and how you can serve them, and how you can be a valuable resource to them!

Second home buyers often have a lot more buying power: they have different expectations and needs for their home.

It’s more about being “easy” than simply satisfying their housing needs.

By asking questions, you are able to communicate with your clients on a higher level.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 83: Tammy Pack Takes Over the Vacation Home, Vacation Rental Market

2nd Home Agents — Fri, 14 Jun 2019 08:00:00 -0400

Have you ever considered getting into the vacation home market?

Imagine living in a town of 10,000, and having more than 2 million visitors per year!

Sounds like the right kind of investment for a savvy homeowner who wants to work in vacation rentals. But how do you get into that market?

As many of us are serving second home buyers, they may be looking to purchase investment homes, wanting to add another spoke to their personal money wheel. Learning how to navigate a vacation home market, or a high volume vacation rental market will help you meet their needs at a higher level.

Today, Tammy Pack is here on the podcast to talk about her experiences working in the vacation rental industry, especially in a high volume tourist industry. Her deep knowledge will inspire you on how you can view investment rentals, and serve your clients who are looking for another potential stream of revenue.

Her mastery of social media and deep industry knowledge makes her a vacation market expert, and I’m excited for you to learn from her.

Highlights of this episode:

Tom introduces Tammy, her area of expertise, and how she got into real estate.

She chose to live and work in Fredericksburg, Texas - a town of 10,000 that gets around 2 million tourists per year!

Tammy got started in tourism real estate when they invested money into their home and loved the results.

At one point, Tammy owned 25 units and rented them out to vacationers!

She learned the main points: have a great website, and have great photos.

From there, Tammy just grew and grew, and the logical next step was obtaining her real estate license. She wanted it for her own real estate investments, but soon realized that she was spending at least 8 hours a week helping others with the business aspect.

When she started selling to others and helping them, she quickly became the #1 real estate agent in the area.

Figuring out the “sweet spot” in your market is important: don’t price too low or too high!

Tammy has a team that works together, a lot like a brokerage. They spend floor time together, working on leads. They’ve built community, and work well together.

Sometimes, going “over the top” is going to get attention: that’s just how Tammy is, and it works for her!

Connecting and engaging on social media, especially Facebook, has earned Tammy quite a following.

Invest in yourself from day 1 - people will notice.

Know your progress: if you don’t know your numbers, you can’t score yourself.

Workflow, workflow, workflow! It will save you so much time!

By producing quality content, Tammy’s team was able to more than double their following in a matter of a day! Viral content is HUGE for growing your audience.

If you’re in a resort market, get websites for the area! Create content that helps others, and get your name out there.

It’s hard in the beginning to get all that stuff in place because you don’t always start with cash flow: but it brings results!

Experience as a consumer will help you so much as you work in new and different markets: that’s been a key to Tammy’s success.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Tammy Pack for being on the show! You can connect with her here:

Tammy’s Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 82: How to Increase Your Circle of Influence

2nd Home Agents — Tue, 11 Jun 2019 08:00:00 -0400

Growing your network is so important for your business.

The more people you have in your sphere, the more chances you have to grow. But you have to do the work to create that network of go-to people. You won’t meet new people if you keep doing the same old thing that you’ve been doing.

But how can you get out there and get to know new people? Glad you asked! This episode of the podcast is five tips on how to increase your circle of influence - and you know me, there just may be a bonus tip that I’ve found particularly helpful.

Best part is: most of these tips are easy and won’t cost you lots of money!

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on how you can grow your circle of influence.

Highlights of this episode:

Your network needs to be nurtured - relationships don’t just happen!

Join your local Chamber of Commerce: you run a business; you qualify.

Offer to be part of the board of a non-profit. When you volunteer, you get noticed in your community, and people get to know you.

Be involved in your community: there are so many opportunities to volunteer.

Join a gym: not only is it good for your body, but it brings networking opportunities. When you’re consistent, you’ll build a community there.

Get social! Look for social groups in your area; a country club, rotary club - there are clubs and groups for every kind of interest.

Bonus tip: throw a housewarming party for your clients. Encourage them to invite all of their friends, and YOU pay for it! All their friends will see what a great agent you are, and want to work with YOU!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 81: Randy Roesch Gives Tips About How to Break Into a New (to You) Market

2nd Home Agents — Fri, 07 Jun 2019 07:00:00 -0400

Have you ever found out about a company moving into your area, and knew that there was an opportunity for new business?

Many people will move to the area, and they’ll need a place to live! You’re ready to serve them….right?

Well, if you’re finding out about that relocation in the news, I hate to tell you this, but you’re too late!

In order to be able to help those big companies, you’ve got to have connections, and be out there talking to people.

Not all is lost: be ready for those referrals, and find ways to be able to help the new people coming to your area.

Want to make sure that you don’t miss out on big opportunities like this? You can get information by attending local community events, networking, and being involved in your local chamber of commerce.

Working as a relocation realtor is very different from most other real estate jobs. You’re going to thrive on referrals. Those referrals will definitely have higher fees perhaps than what you’re used to, but really, you never know: it could end up being strategic for your business!

Today, Randy Roesch is here on the podcast to talk about his experiences in a hot market: Reno, Nevada. He found out about companies moving to the area, and was able to leverage that housing need to provide exceptional value. He’s here on the podcast today to share tips about how you can maximize that value, and serve a new (to you) market, and he’s also sharing some lessons he’s learned along the way.

Highlights of this episode:

Tom introduces Randy, his area of expertise, and how he got into real estate.

Randy started in development, and transferred over to sales in 2007/2008 - he had to learn FAST how to bring value to clients!

Going through a changing market brings lots of new perspective and helps you learn and grow: even in a down market, there is business to be hard; you just have to adapt!

A down market can help weed out those who aren’t professional or committed to WORK and those who survive will be able to serve clients on an even higher level!

Hot tip: the Reno, Nevada market is one of the fastest growing markets...and there’s room to continue growing!

How do you get to work in a HOT and growing market? When you find out that giant tech firms are going to a new area, or that there is going to be major commercial growth, you have a HUGE opportunity to find business.

While the relocation business is a tough one to get into (many companies also look for a 30-50% referral), it can be a strategic business decision.

If you’re going to do relocation, just be aware that business won’t be the same as many other real estate strategies: don’t be afraid to niche!

Instead of targeting BIG companies, who may already be working with others, and hiring relocation services, look for smaller companies, perhaps with 10-30 employees.

By the time you hear about a company moving into town via the news, it’s too late! Get talking to people, and go to local chamber of commerce events, and community events.

Dollars spent to market to our sphere are better spent than dollars spent to market elsewhere: use your current database to get referrals!

Keep your communications simple, visual, and easy to understand.

Choose your email CRM carefully: make sure you do the research so you don’t get blacklisted.

300 solid contacts with all data points is better than having a database of 800 contacts with missing information: use that information for multi-point marketing. Call them, send them mail, and get in their email inbox!

The value of an organized database is immense: take the time to clean it out!

A well-organized and maintained database can be the source of almost all of your leads! Some agents are able to exclusively work from their database!

Always know your pitch; know exactly who you serve, and how you serve them: be ready to share what makes you unique and special.

Take chances with marketing: there’s a chance that even a small tweak could skyrocket your results.

Try A/B testing: if an email doesn’t “stick,” then the next day, change the subject line and try again!

Look at the analytics: making changes in your marketing doesn’t mean anything if you don’t look at the results. Make sure that what you are spending money on is yielding results!

If you are great at everything, then you should be hiring somebody who's great at something that's more cost effective for your dollar per dollar performance: it will free you up to do the things that matter!

Not good at processes? Hire an assistant! Know your personality; know what you’re good (and not good) at! In business, especially, it’s crucial to your success that you know yourself. It helps you choose effective behaviors.

The DISC test is scarily accurate: it will take a while to fill out, but it will give you valuable information!

Randy’s biggest piece of advice to new agents: get a coach and learn.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Randy Roesch for being on the show! You can connect with him here:

Luxury Reno Tahoe Website

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 80: Yesterday Does Not Limit Your Future Success

2nd Home Agents — Tue, 04 Jun 2019 07:00:00 -0400

Do you ever stop and rest on your laurels from a previous success? Or have you ever spent time beating yourself up for a missed sale, or a failure?

I’m here to tell you that what you did yesterday doesn’t impact today’s success!

In fact, many who are successful may not be successful in the future if they don’t tune in to the market and stay up to date with changes! The possibilities are out there for us all. If you’re tuned in and listening to the market, anything is possible.

Tom Tezak is here for another Tip Tuesday episode of the podcast, inspiring YOU on how what you did yesterday does not limit your future success.

Highlights of this episode:

What you did yesterday doesn’t indicate your future success!

Were you successful yesterday? Don’t rest on your laurels!

Did you feel like a failure, struggling with your career? That doesn’t mean you can’t find success just around the corner!

No matter where you are, and what you’ve done, the possibilities are out there!

Even if you’ve been successful for the past 20 years, that doesn’t mean that you will continue to be successful. In fact, if you keep doing the same thing, and not adapting to the needs of the market, you may not be in the same place next year!

Ask yourself these questions: is what I’m doing working? Is what I’m doing successful?

Be ready to adapt to keep up with the changing market!

Always be learning - you may need new knowledge to better serve your market.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 79: How Many Spokes Do You Have in Your Money Wheel?

2nd Home Agents — Fri, 31 May 2019 08:00:00 -0400

How many sources of income do you have?

Just one? Or are there other ways in which you bring in more income?

We all have what I like to call a “money wheel.” The spokes are our income, and help that wheel move forward. Most people have 2, maybe 4 spokes.

If you only have one spoke - one source of income, what happens if that breaks? What happens if that money stops coming in? I believe that everyone should have multiple spokes in their money wheel; multiple ways in which our business brings in money.

You know that many of your clients purchasing their second, third, or even fourth homes think differently about money than the average first time home buyer. You probably are also aware that they bring in multiple streams of income.

Discipline yourself to think like them, and you’ll be able to serve them even more effectively!

Today, I’m here to share 33 possible spokes for your money wheel, and how you can bring in even more income. You don’t have to incorporate all 33 of these spokes, but if you can incorporate a few more slowly into your money strategies, you’ll see a difference.

Highlights of this episode:

Tom introduces the concept of the money wheel, and having multiple sources of income: this episode of 33 creative ways to add extra income to the spokes of your money wheel

1 - Go geo farming

2 - Use direct mail!

3 - Get the database of people in your sphere of influence

4 - Go to Happy Hour mixers and meet people!

5 - Use open houses to connect with people

6 - Go to new places; new bars, exercise classes, and socialize!

7 - Join a social community and connect with people

8 - Call expires - they already are interested in buying or selling!

9 - Find “for sale by owner” listings and find potential clients

10 - Create a system in your database

11 - Go knock on doors!

12 - Sign up for Zillow Realtor to capture leads

13 - Get a website that has lead generation and CRM

14 - Do a video show about your community

15 - Do Facebook lives!

16 - Create regular client events

17 - network with other realtors and ask if they have any clients looking to buy second homes in your area.

18 - Travel and get to know other offices and realtors

19 - Do an old school newsletter for your community

20 - Find agents in traditional markets and mentor and help them

21 - Create a weekly podcast to promote yourself and your team

22 - Hire an assistant

23 - Follow up with people you meet and get business cards from

24 - Try a new ad campaign

25 - Try something extreme, like air painting

26 - Get a CRM - there is money in that database!

27 - Scrub your database

28 - Follow up with former clients

29 - Create a marketing plan on Facebook

30 - Create a marketing calendar

31 - Create a marketing plan for Instagram

32 - Hire a coach to help you grow

33 - Send your clients a yearly “review” of real estate in the area, to help them know the value of their home and market trends - keep on the top of their radar!

Implement just a few of these new ways to bring in money, and you’ll quickly start to add more spokes to your money, and increase your income!

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 78: How to Recover from “Oh Sh!t” Moments in Business

2nd Home Agents — Tue, 28 May 2019 04:00:00 -0400

We’ve all had that ‘oh sh!t” moment, right? I mean, after all, everyone makes mistakes. If you haven’t made one yet, well, it’s coming.

Life happens. Mistakes happen. But then what? What happens after you make (the inevitable) mistake is going to be what sets you apart.

When you own up to the mistakes that you make, even if it costs you, it will help propel your business forward. It may cost you money today, but the consequences of a cover-up could haunt you the rest of your career.

Tom Tezak is here for another Tip Tuesday episode of the podcast, sharing how owning your mistakes helps you mitigate the potential repercussions.

Highlights of this episode:

Everyone makes mistakes! If you haven’t made one yet, get ready, because it’s coming.

Things happen - when you’re balancing multiple deals, working off multiple checklists, something can get missed.

What response could you have to a mistake? You could try to cover your butt.

Own up to your mistake! It’s hard to get mad at someone who owns up to what they’ve done.

You want to be known as “the guy who did the right thing” rather than the person who tried to blame someone else.

We’re in this for the long haul: one deal is not going to make or break us; one mistake is not going to make or break us.

I’ve been there, done that, and know that sometimes you just gotta write the check.

Just be honest: it will be better for your health, business, and your life in the long run.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 77: Brooks Burton on Being Part of a Franchise vs. Staying Independent

2nd Home Agents — Fri, 24 May 2019 11:56:00 -0400

Are you part of a franchise, or are you an independent agent?

There’s not a WRONG answer to this question: it really depends on the market, your personal fit with the company, and if it’s going to help you serve your clientele effectively. Both have their advantages and disadvantages.

Your choice to either join a franchise or be a lone agent will impact your business, so it’s something to carefully consider when it comes to finding your “home.”

But how can that choice impact second home realtors?

Consider these questions:

Where do your leads come from?

How are you leveraging referrals?

Where does your expertise come from?

How are you getting training? Practical education can be key in serving your second home buyers!

How are you networking with other agents? Are you cold calling other agents to get to know them, and searching out referral opportunities?

Asking these questions will help you as you decide how you want to structure your business.

Today we’ve honored to interview Brooks Burton, Chief Operations Officer over at Windermere. With his experience in the industry, he has great feedback on one of the big burning questions: should you be an independent agent, or should you be part of a franchise?

Highlights of this episode:

Tom introduces Brooks Burton, Chief Operations Officer at Windermere.

One major benefit to joining a franchise is to quickly and automatically grow your network. This network is also full of paid resources for you to have access to and use, such as paid trainings.

Because of this, often franchises can have higher sell rates per agent - Windermere has 13.4 transactions per agent!

Brooks gives some real estate predictions: we will start to see more people buying homes online, but they’ll mostly want to see and experience homes before making such a big purchase.

More knowledge often equals more repeat business. This is very important for those of us who focus on the second home market niche!

Don’t fear online business: it’s a different business model, and there is always room for a different business model. You’ll figure out how to deal with it, and better serve your clients.

Remember, were not in a commodity business. We’re in a service business that ends up selling this commodity.

How can franchises better serve second market buyers? Make sure to go to networking events and get lots of referrals, and leverage relationships with your peers.

Should you be independent? It just really depends: there’s no right or wrong answer. It’s really about what works for the individual. Some markets are definitely easier for independent agents.

So what are the advantages to being part of a franchise? Training, technology, and resources. All of those are often brought in for you when you’re working with a franchise.

If you’re interested in growing a larger team, and working with a franchise, you can look at Windermere.com, and they’ll let you know if you’re a good fit.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Brooks Burton for coming on the show! You can connect with him here:

LinkedIn

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 77: Quick Tips on How to Increase Your Referrals by William Tong

2nd Home Agents — Tue, 21 May 2019 14:16:00 -0400

Ready to see an uptick of referrals?

It’s relatively simple: once you get good at connecting people, and providing incredible value to others, you’ll become a master of referrals. You’ll gain a reputation among other agents as being someone they can trust to care for their clients.

Becoming a master of referrals for second home agents is important because your market is unique. They’ve already been through the home-buying process before, and want to know that they are working with an expert. You know how to uniquely serve them.

William Tong is here for a Tip Tuesday episode of the podcast, sharing how he has become a master of referrals, and how they drive his business.

Highlights of this episode:

Tom introduces William

Give and share information with everyone! Gain a reputation for being generous in the value that you provide.

If other agents know that you put clients first, they will feel good about giving you that referral.

Be intentional about connecting people with the best connections.

Events are an incredible way to connect with agents.

At events that he attends, William wears a red polo and uses the hashtag #ReferralRed - get known for

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

YouTube

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you Friday for a full episode!

Ep. 76: Jonathan Hawkins on Using Storytelling to Make Selling Look Easy

2nd Home Agents — Fri, 17 May 2019 04:00:00 -0400

What story do you share with your clients? Or do you even share a story?

Social media is a powerful tool for real estate agents, letting us connect like never before.

When you consistently use those social media tools to tell stories, you’re going to see results in your sales.

Storytelling is effective in sales: when you share simple facts, two parts of your brain are stimulated. When you share a story, you engage FIVE parts of the brain - including the part where the hearer imagines themselves as part of the story!

You tell the story of a house, and the lifestyle of the family who lives in that home, and you’ve hooked a potential client as they see themselves living in the story that you’re telling.

Doesn’t this sound familiar? Remember: we don’t sell homes, we sell dreams.

Today we’ve honored to interview Jonathan Hawkins for the Selling the Dream podcast. Jonathan jumped into real estate all-in, and quickly skyrocketed to the top. He used social media and storytelling, and made selling look so easy that other agents came to him, looking for help with their social media strategies.

Jonathan is passionate about helping others, so from those requests, The Hashtag Agent was born, and Jonathan now trains real estate agents in how they can use storytelling in their social media, and break negative perceptions that people have of the industry.

Highlights of this episode:

Tom introduces Jonathan Hawkins and his business, The Hashtag Agent.

After 5 years in real estate, Jonathan Hawkins founded a company called The Hashtag Agent to help train real estate agents in how to use social media to promote themselves.

Jonathan hadn’t had a plan: he just jumped all-in and aggressively took action.

“I didn’t have an option, and had to work,” Jonathan says. “If you want to make it happen, it’s going to work.”

That produced powerful results, and other real estate agents took note!

In the beginning, Jonathan’s social media looked nothing like it does today: he learned the art of storytelling and sharing his personal story through trial and error.

Jonathan never saw himself as the expert, but he was always willing to help others who came to him with questions.

A lot of agents don’t like social media because they don’t always know what to say, and don’t want to show the hard things.

When it comes to social media, pick a position and stick with it. Not everyone will love it, but the people who do love what you have to say will be the best clients for you!

Social media is for storytelling.

Only two parts of your brain are used to process facts, but 5 parts of your brain are activated when you tell a story! The audience envisions themselves as part of the story!

Check out the book, “Building a Story Brand” by Donald Miller - it’s a great resource for learning how to tell your story.

The Hashtag Agent began when people were coming to Jonathan looking for training in how to use Instagram or Facebook effectively; wanting to find training in ads.

Now they are creating tons of content teaching storytelling, and how to make selling part of the big story.

How can you use storytelling to sell second market homes?

Don’t assume that clients know how it works! Don’t be afraid to show the story of the sale, so that people learn how to do it by watching someone else’s story.

Make sure to be telling stories through your testimonials for those new clients. Most feedback tends to be generic. Use an anonymous survey through Survey Monkey or a similar program to anonymously gather the results and get good feedback.

People who see your social media are going to be at different stages in life: make your ultimate goal be serving your clients.

Want more resources? Go to www.thehashtagagent.com (make sure you spell out “hashtag”) and find resources from Jonathan.

Go out there, and tell phenomenal stories that your clients want to be a part of.

Use this resource to help you in working with your clients.

Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people.

Special thanks to Jonathan Hawkins for coming on the show! You can connect with him here:

Jonathan’s website

Facebook

Instagram

Twitter

LinkedIn

YouTube

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 75: What Does Velcro Have to Do With Real Estate?

2nd Home Agents — Tue, 14 May 2019 22:46:20 -0400

Today, tune in to find out how something as simple as velcro might change your entire perspective on how you do business.

Ep. 74: William on Foreign Investor Opportunities

2nd Home Agents — Fri, 10 May 2019 07:00:00 -0400

This week, Tom sits down with William Tong...who didn't realize he was a 2nd Home Agent! He doesn't necessarily deal with resort buyers, or with traditional investments buyers, but rather with a super-specialized group of foreign investors--primarily from China. William has so much valuable insight on how to take the best care of your clients, so tune in to hear more!

Ep. 73: The Path to Mediocrity is Wide

2nd Home Agents — Tue, 07 May 2019 04:00:00 -0400

Do you know what path you're on? Mediocrity is an easy path to follow along, but finding success can be a little bit more challenging. Tune in to today's Tuesday Tip!

Ep. 72: Matthew Gardner on the Economic Forecast and More

2nd Home Agents — Fri, 03 May 2019 05:00:00 -0400

Join us on Selling the Dream, as Matthew Gardner, Chief Economist for Windermere, shares his predictions for the US and Global Markets...and learn how millennials may fit into the future of real estate in a different way from past generations.

Make sure to visit www.2ndHomeAgents.com to join the community of 2nd home, resort, and investment real estate agents.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 71: Scrubbing Your Database

2nd Home Agents — Tue, 23 Apr 2019 00:00:00 -0400
Ep. 71: Scrubbing Your Database

Ep. 70: Fred Haywood on Maui Real Estate and More

2nd Home Agents — Fri, 19 Apr 2019 05:00:00 -0400

Fred Haywood was one of the earliest real estate agents on Maui, and with years of experience he has an amazing perspective to offer. Tune in to hear more!

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 69: What Type of Anchors Do You Have?

2nd Home Agents — Tue, 16 Apr 2019 15:03:00 -0400

Although it may sound like it, this week's Tuesday Tip isn't about boating. Wondering why we're talking about anchors? Tune in to find out how to keep growing and progressing!

Ep. 68: Angela Ching on Advice for Team Coordinators, Assistants, and Leaders (Part 2)

2nd Home Agents — Fri, 12 Apr 2019 22:11:00 -0400

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 67: Are Your Clients Buying Without You?

2nd Home Agents — Tue, 09 Apr 2019 03:00:00 -0400

You may not realize it, but your clients are probably buying homes...without your help! Tune in today and hear how you can remedy that.

Ep. 66: Angela Ching on Advice for Team Coordinators, Assistants, and Leaders (Part 1)

2nd Home Agents — Thu, 04 Apr 2019 15:12:00 -0400

Angela Ching gives advice to Tom about what a team leader, coordinator, or assistant should know.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 65: The Power of Emotion + Drama

2nd Home Agents — Tue, 02 Apr 2019 03:00:00 -0400

"Drama is very important in life," says Julia Child, "You have to come on with a bang. You never want to go out with a whimper. Everything can have drama if it's done right. Even a pancake."

Well, if Julia Child can bring drama to a pancake, you can bring it into real estate and make it work to your advantage. Tune in for today's Tuesday Tip where things may get very dramatic.

Ep. 64: Over the Shoulder Coaching #2

2nd Home Agents — Fri, 29 Mar 2019 14:34:00 -0400

Join us for the second installment of "Over the Shoulder Coaching" on Selling the Dream!

Ep. 63: Mr. Can-Do

2nd Home Agents — Tue, 26 Mar 2019 00:00:00 -0400

"All you need is positivity!" is the basis of today's tip. Let Tom give you some great insights into how changing your mindset can make a huge difference in how you handle your business.

Ep. 62: Lori Gill on Property Management

2nd Home Agents — Fri, 22 Mar 2019 03:00:00 -0400

Seattle-based property manager Lori Gill joins Tom today, where they discuss what it takes to be a successful property manager. Lori doesn't just look after a handful of properties; she's taken property management to the next level, with three offices in the Seattle area. Lori has so much great insight into the world of property management, you'll definitely want to hear what she has to say.

Born and raised in Seattle Washington, Lori Gill has been involved many facets of the Property Management industry for over 25 years. She i is the broker/owner of Lori Gill & Associates, and their services extend to single family residential homes, condominium units, commercial properties and multi-family apartment communities.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 61: Knock, Knock! Who's There?: Doorknocking for Success

2nd Home Agents — Tue, 19 Mar 2019 03:00:00 -0400

This is a follow-up to last week's episode on VMA Farming, so if you haven't yet--go listen to that one, too! Tom has some great tips about everyone's least-favorite activity: doorknocking. It might not be fun, but it can certainly be lucrative, and with these tips you'll be able to make it a little easier.

Ep. 60: Christophe Choo on Maximizing Content & Creation in Real Estate

2nd Home Agents — Fri, 15 Mar 2019 03:00:00 -0400

Christophe Choo joins Tom on the podcast this week, and they have a great conversation about the many uses of online content when trying to maximize your marketing reach. Listen with a pen and paper this week, because you'll want to take notes!

Christophe Choo sells luxury real estate in the Beverly Hills, Hollywood Hills & Los Angeles area. He and his team are committed to bringing you the finest properties, people, businesses and activities here in Beverly Hills & Los Angeles. If you are looking to purchase or sell a luxury estate, home or condominium in the Westside areas of Los Angeles, California, give him a call at (310)777-6342.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 59: The Best Marketing Piece...EVER!

2nd Home Agents — Tue, 12 Mar 2019 03:00:00 -0400

Tune in as Tom discusses the "Visual Market Analysis," or "VMA" for short. This has been undoubtedly the most lucrative, successful marketing piece that Tom has utilized for marketing and farming in luxury markets. Tune in to hear how you can make this piece work for you!

Ep. 58: Roh Habibi Asks Realtors the Important Questions

2nd Home Agents — Fri, 08 Mar 2019 03:00:00 -0500

Roh Habibi (Million Dollar Listing San Francisco) joins Tom for this week's interview on Selling the Dream, where they quickly get in-depth on marketing, client rapport, and much, much more. We're so happy to have Roh on the show this week--tune in and hear more of his fantastic advice on how to make the most of opportunities in your market area.

Roh Habibi, the founder and principal of the Habibi Group, has an intrinsic passion for all facets of real estate.Renowned locally and globally, the multi-cultural and multi-lingual Habibi Group possesses a unique knowledge of foreign markets. With fluency in English, Farsi, Dari, Arabic, and Spanish, The Habibi group specializes in working with foreign investors, developers and clients unfamiliar with the SF Bay Area landscape to provide a streamlined process from fruition to completion. With a background in finance and wealth management, Roh is able to leverage his knowledge of tax and estate planning to expertly guide his clients through the real estate investment process.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 57: Do You Have Broken Systems in Place?

2nd Home Agents — Tue, 05 Mar 2019 03:00:00 -0500

We all have systems, but the real question: are they working? A lot of times, we have systems in place, but they are repeatedly failing and making life harder, not easier! Tune in today to hear more about how to fix your broken systems.

Ep. 56: David Knox Cuts to the Chase (Part 2)

2nd Home Agents — Fri, 01 Mar 2019 03:00:00 -0500

Tune in for part two of Tom's fantastic interview with real estate coach, David Knox. David provides lots of great insight and tips on how to maximize your business, satisfy your clients, and reach the successful end goal without too much stress.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 55: Making an Impact with Buyer & Seller Books

2nd Home Agents — Tue, 26 Feb 2019 16:30:00 -0500

It's a tried a true tactic, but it isn't always done right. Today, we're talking about the power of getting books into the hands of potential clients. Tune in to hear more!

Ep. 54: David Knox Cuts to the Chase (Part 1)

2nd Home Agents — Fri, 22 Feb 2019 15:30:00 -0500

This week, you can hear the first half of Tom's incredible conversation with David Knox. David has so many insights and techniques that will benefit all realtors, and he gives some much-needed, cut-to-the-chase real talk that will get you questioning your own habits as a real estate agent.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 53: Creating a Lifestyle Guide for Your Real Estate Team

2nd Home Agents — Tue, 12 Feb 2019 06:00:00 -0500

On today's Tuesday Tip, we talk about creating a Lifestyle Guide to display some of the amazing reasons to live in your resort or second home market. Tune in for more information!

Ep. 52: Kenny Ward on Starting Your Own Podcast (Part 2)

2nd Home Agents — Fri, 08 Feb 2019 20:54:00 -0500

Join Tom for Part 2 of his conversation with Selling the Dream's behind the scenes producer, Kenny, as they talk about the technology involved with creating a podcast.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 51: Using Market Statistics to Your Advantage

2nd Home Agents — Fri, 08 Feb 2019 20:37:00 -0500

Today, Tom discusses how to address a "numbers person" by using market statistics, visual graphs, representations, and more to target a specific type of client and keep them engaged. Listen in to hear more!

Ep. 50: Kenny Ward on Starting Your Own Podcast (Part 1)

2nd Home Agents — Tue, 05 Feb 2019 16:48:00 -0500

Join Tom and Kenny (Selling the Dream's Behind the Scenes Producer) for part one of their explanation of how to create your own podcast. In this section, they give you the tools and resources for how to start creating your podcast concept, how to plan and execute, and more.

Ep. 49: "What's Your Why?" - The ONE Question You Should Be Asking Every Client

2nd Home Agents — Fri, 01 Feb 2019 16:13:00 -0500

It is paramount to know your client's motivations when they're looking for a second home or investment property--don't forget to ask! Listen to this week's Tuesday Tip to get some insight into how to start this conversation.

Ep. 48: Tim Smith on Marketing Like Magic

2nd Home Agents — Fri, 01 Feb 2019 04:45:00 -0500

Tim Smith stopped by the podcast this week to share some amazing tips about some of his out-of-the-box marketing ideas, and gives Tom and the listeners a great background on his career and how he launched himself to where he is today.

Tim Smith's name is synonymous with the coastal Orange County real estate market, where his well-established reputation and unmatched market knowledge have made him a front-runner in the industry. ... Distinguished buyers and sellers entrust Tim to guide them through every step of the real estate process.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 47: Over the Shoulder Coaching #1

2nd Home Agents — Fri, 18 Jan 2019 18:39:00 -0500

For this week's installment of Selling the Dream, we're introducing a new segment called "Over the Shoulder Coaching," where Tom sits with a "Mystery Agent" from his agency, and you get to be a fly on the wall as he provides them with real, candid advice about the real estate market. Stay tuned for more Over the Shoulder Coaching, interviews, Tuesday Tips, and more!

Facebook: www.facebook.com/SellingTheDreamPodcast

Instagram: @2ndHomeAgents

Ep. 46: Shawn & Wendy Huston on Selling in a Lake Community

2nd Home Agents — Fri, 11 Jan 2019 07:00:00 -0500

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 45: Even the Laziest Agents Can Make Money This Way!

2nd Home Agents — Tue, 08 Jan 2019 03:00:00 -0500

Sometimes you just can't help it...you feel a little lazy. But when you get lazy, business is bound to slow down. Tune in to this Tuesday Tip to find out Tom's trick that can help even the laziest agents get new business.

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 44: Matt Farnham on the Pitfalls of Perfectionism (Part 2)

2nd Home Agents — Fri, 04 Jan 2019 18:12:00 -0500

Join Tom and Matt Farnham for the second half of a great interview. They have a great conversation about perfectionism in the real estate world, connecting with your client base, and much more.

Since becoming licensed in 2004 he constantly challenges himself to improve his knowledge and skills year after year. Matt joined Crown Point Realty as Broker/Owner in late 2011 and enjoys mentoring his team and teaching the principles he has learned to them. Customer Satisfaction is the highest priority to Matt. He believes the best way to build a successful career in Real Estate comes by creating Raving Fans. Matt and the other principals of Crown Point work to teach and train this philosophy to their Agents.Matt's business can be summarized by the three words of Crown Point's slogan: Integrity, Service, Results. Matt strives for this in his business while representing our industry with Professionalism, Responsiveness and Respect. Matt is supported by a wonderful support staff and most importantly by his bride, Leslie Farnham and their 3 children.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 43: Starting the New Year Right!

2nd Home Agents — Tue, 01 Jan 2019 03:00:00 -0500

The start of the New Year is a chance to start fresh, reevaluate goals, and plenty more. Hear what Tom has to say about starting the year right in this week's Tuesday Tip from Selling the Dream Podcast!

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 42: Matt Farnham on the Pitfalls of Perfectionism (Part 1)

2nd Home Agents — Sat, 29 Dec 2018 08:01:00 -0500

Join Tom and Matt Farnham for the first half of a great interview. They have a great conversation about perfectionism in the real estate world, connecting with your client base, and much more.

Since becoming licensed in 2004 he constantly challenges himself to improve his knowledge and skills year after year. Matt joined Crown Point Realty as Broker/Owner in late 2011 and enjoys mentoring his team and teaching the principles he has learned to them. Customer Satisfaction is the highest priority to Matt. He believes the best way to build a successful career in Real Estate comes by creating Raving Fans. Matt and the other principals of Crown Point work to teach and train this philosophy to their Agents.Matt's business can be summarized by the three words of Crown Point's slogan: Integrity, Service, Results. Matt strives for this in his business while representing our industry with Professionalism, Responsiveness and Respect. Matt is supported by a wonderful support staff and most importantly by his bride, Leslie Farnham and their 3 children.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 41: A Christmas Reminder from Tom Tezak

2nd Home Agents — Tue, 25 Dec 2018 03:00:00 -0500

Merry Christmas and Happy Holidays from Tom Tezak and everyone here at Selling the Dream! At this special time of year, Tom has a special reminder for his listeners.

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 40: Gary Gold on Celebrity Real Estate and More!

2nd Home Agents — Fri, 14 Dec 2018 03:00:00 -0500

This week, Tom sits down with Beverly Hills Realtor Gary Gold and talks about everything from selling celebrity homes to real estate coaching. Gary has some great insights into what buyers are really looking for, and what really matters when you're marketing to them.

Gary Gold is a marquee name in luxury real estate and his sale of The Playboy Mansion sets a record as the first residence to sell over $100,000,000 in Los Angeles. Gary is also one of its most successful trend setting agents. He’s an internationally recognized expert known for his creative use of technology, marketing and publicity to sell some of the finest homes in the world. Gary is further distinguished by the rare ability to secure high net worth, qualified buyers from digital marketing. This success, year after year, continues to produce a steady stream of buyers from not only the Los Angeles area, but throughout North and South America, Europe, and Asia.

Gary has sold thousands of estates and luxury properties over the course of his career. High-end developers have consistently relied on Gary’s broad expertise on projects ranging from luxury condominium developments to major estates. He is a sought after speaker, panelist and educator at industry conferences. Gary has been cited as an expert for publications and broadcasts that include CNN, Fortune, Barron’s, Wall Street Journal, The Washington Post, Access Hollywood, CBS Evening News, e! Entertainment Television and The London Telegraph.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 38: Michael LaFido on Breaking Into the Luxury Market!

2nd Home Agents — Fri, 07 Dec 2018 03:00:00 -0500

Join us this week as Tom sits down with Michael LaFido, author of Luxury Listing Specialist Book: Dominate Luxury Listings in Your Market and co-host of Chicagoland Real Estate Podcast. Their conversation hits many topics, but has a strong center around marketing and differentiating yourself from the competition, especially when trying to break into the high-end, luxury market.

Throughout his career, Michael has learned the importance of “lifestyle” and direct response marketing versus “traditional marketing”, which has become the key to his success. This marketing approach is based on years of research, coaching, trial and error, and feedback from some of the worlds best marketers. Michael teaches top producing real estate agents worldwide to “think like a marketer” and not like “traditional” agents. Over the past fifteen years, LaFido and his team developed a method that takes a more comprehensive, proactive approach to marketing a home. Every property is assessed with the homeowner, and a customizable blueprint to position the home in front of more buyers and brokers is created. Our goal is to create massive exposure and press both online and offline to targeted both buyers, brokers, and influencers worldwide.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 37: The Best Investment You Can Make as a Realtor

2nd Home Agents — Tue, 04 Dec 2018 16:04:00 -0500

Today, Tom shares his number one piece of merchandise to invest in as a Realtor. It'll help you leave a lasting impression that could pay off in a big way. Curious to know what it is? Listen in to find out!

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 36: William Bolls on Selling Real Estate in a City of Renters

2nd Home Agents — Fri, 30 Nov 2018 04:00:00 -0500

This week, Tom chats with William Bolls, a Rockstar Realtor based in the Big Apple. William shares some inside tips on what it's like to work, sell, market, and more within this unique city that is dominated by renters, rather than buyers. Tune in to find out how William handles this, and much, much more!

William Bolls is a NYC real estate broker with prominent industry recognition and an acute understanding of the New York City real estate market.

https://williambolls.com

https://www.facebook.com/WilliamBollsRealEstate/

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 35: Branding on a Budget

2nd Home Agents — Tue, 27 Nov 2018 21:08:00 -0500
Ep. 35: Branding on a Budget

Ep. 34: Stephanie Reed on Connecting with Your Community as a Realtor

2nd Home Agents — Fri, 23 Nov 2018 20:17:00 -0500

This week on Selling the Dream, Tom gets to chat with Stephanie Reed of Sun Valley, Idaho. Stephanie gives tons of ideas for maximizing your potential as an agent in a 2nd Home Community. She also shares some great tips for connecting with your community and making lasting connections with potential clients.

Stephanie has called Sun Valley home for 41 years. Having grown up in the Wood River Valley, she can truly attest to the unique quality of life and sense of community the area provides. This knowledge has allowed her to provide clients with great insights to the market trends of the valley. Having started her real estate career in Seattle, Washington and in Charlotte, North Carolina for six years, both large metropolitan markets, she realized she wanted to be part of the Wood River Valley again and enjoy all it has to offer. Stephanie returned with her competitive edge to the Wood River Valley to continue that success, and moving back to her hometown, Stephanie was quickly immersed back into her active lifestyle of bike riding, hiking and skiing. She contributes her success to keeping her clients informed from start to finish, her strong work ethic, and being able to listen to her clients' needs and wants, thus finding them just what they are looking for.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 33: Michael Fanning on Tech & Development in Real Estate

2nd Home Agents — Fri, 16 Nov 2018 20:14:00 -0500

Michael Fanning gives us the scoop on what it's like to work behind the scenes for one of the biggest real estate companies in the world, and also provides some amazing insights on how to maximize your use of technology to grow your real estate business. Tune in to hear more!

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 32: Be The Mayor of Your Market

2nd Home Agents — Tue, 13 Nov 2018 03:00:00 -0500

Have you ever wanted to be Mayor? Well, looks like you chose to be a real estate agent instead, but have no fear: you can still be Mayor...sort of! Tune in to find out what this means!

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 31: Robin Milonakis on Orange County Real Estate and More

2nd Home Agents — Fri, 09 Nov 2018 22:26:00 -0500

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 30: Your Best Thinking Got You Here

2nd Home Agents — Tue, 06 Nov 2018 14:14:00 -0500

What does it mean to say that "Your Best Thinking Got You Here"? Well, for one it means that you can always be striving for more and thinking of new ways to approach problem solving. Tune in to hear a little more and get inspired to strive and become a better and better agent.

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 29: Jim Walberg on Using Social Media to Your Advantage

2nd Home Agents — Fri, 02 Nov 2018 21:05:00 -0400

This week, Tom chats with Jim Walberg, who has utilized Facebook, Instagram, and more to create ongoing, strong relationships with current and past clients, as well as potential clients! Some may say that social media is a distraction--Jim disagrees. Listen to this week's interview to hear how really using social media with purpose can put you right at the forefront of everyone's minds.

Jim Walberg is California real estate veteran in the Top 1% of Realtors nationwide, Jim Walberg is deserving of and humbled by his professional achievements. Yet his greatest honor is the repeat and referral business he continually receives from a loyal clientele.

Visit us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/

Join the 2nd Home Agents Community: http://www.2ndhomeagents.com/

Ep. 28: You're Missing a BIG Opportunity to Make More Money

2nd Home Agents — Tue, 30 Oct 2018 00:00:00 -0400

Did you know you could be making WAY more money as a 2nd Home Agent? Seriously! There's one big question that you're probably forgetting to ask, or possibly you're just not asking it in the right way. Tune in today, and hear what Tom has to say on this Tuesday Tip!

Visit us on Facebook: https://www.facebook.com/SellingTheDr...

Join the 2nd Home Agents Community: http://www.2ndhomeagents.com/

Ep. 27: Tom Ferry's Top Advice for 2nd Home Realtors (and More!)

2nd Home Agents — Fri, 26 Oct 2018 06:15:00 -0400

This week on Selling the Dream, it's Tom x2! That's right, this week, Tom Tezak sits down with Tom Ferry, the top real estate coach in the industry. Tom gives a unique perspective on how to operate in a second home market, shares some marketing musts, and much, much more! Tune in for the full interview!

Tom Ferry is the #1 ranked Real Estate Educator by Swanepoel Power 200 and the best-selling author of “Life! By Design” and “Mindset, Model and Marketing!” As founder and CEO of Tom Ferry International, the real estate industry’s leading estate coaching and training company, Tom’s ever-growing influence impacts professionals through rigorous accountability coaching, the popular #TomFerryShow delivering free, fresh and relevant real estate tips weekly, highly engaging training events, two best-selling books, and as a noted keynote speaker.

Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Join the Community: http://www.2ndhomeagents.com/

Ep. 26: Nickel Tour: Get Clients Without Wasting Time!

2nd Home Agents — Tue, 23 Oct 2018 00:00:00 -0400

This Tuesday, Tom is bringing you one of his most successful tactics for acquiring new clients: the Nickel Tour. Have a listen, and see what this tour is ll about. It's a great way to make a solid, memorable connection with clients...without forcing any sales interaction on them.

If you like the Nickel Tour and want to learn more about it, make sure to visit 2nd Home Agents website. You'll find a template for the Nickel Tour under the "Resources" page (or better yet, just click this link!)

Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Join the Community: http://www.2ndhomeagents.com/

Ep. 25: Jamie Engel on Selling the Dream in the Florida Keys

2nd Home Agents — Fri, 19 Oct 2018 02:28:00 -0400

In this episode, Jamie Engel tells us about selling everything from historic mansions to mobile homes along the coast--and all with top market prices. You won't want to miss her tips, and this amazing conversation!

Jamie Engel is a top-producing agent who works with a group of passionate and experienced real estate professionals dedicated to the fine art of buying and selling luxury real estate in the most sought-after areas of the Florida Keys including: Islamorada, Key Largo, Marathon, Big Pine Key and Key West.

Jamie is a well-seasoned expert in selling, buying, marketing, advertising, internet technology and social media. Her goal is to help consumers make smart real estate decisions that move their lives forward. She can assist you in all areas of the home buying and selling process.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 24: How to Make Facebook Live Work for You

2nd Home Agents — Tue, 16 Oct 2018 03:00:00 -0400

In this day and age, social media is unavoidable, especially when it comes to business. Tune in today to hear Tom's take on the best ways to use Facebook live, along with a quick on-the-spot tutorial!

Selling the Dream Podcast on YouTube: https://www.youtube.com/channel/UChQ6EyLRV-26Pbr4Z_Voj9A

Find us on Facebook: https://www.facebook.com/SellingTheDreamPodcast/?modal=admin_todo_tour

Ep. 23: The Man Behind the Curtain: Interview with a Loan Officer

2nd Home Agents — Fri, 12 Oct 2018 04:56:00 -0400

On this week's Selling the Dream, Tom interviews one of the Top 50 Loan Officers in the country. Our guest is based on Maui, and has plenty of knowledge and tips to offer for agents looking to help their clients get the best loan possible!

If you like this episode, please make sure to rate us on iTunes and follow us on Facebook!

Ep. 22: Complacency: The Path to Destruction

2nd Home Agents — Tue, 09 Oct 2018 13:58:00 -0400

If there's one thing that can be an agent's kryptonite, it's complacency. The moment you start to sit back on your laurels is the moment everything can start to get away from you, or worse: you can get out of touch with the industry and market! Tune in to this Tuesday Tip from Selling the Dream and learn how to avoid complacency at all costs!

Ep. 21: Mary Bartos on Finding Success in Marco Island

2nd Home Agents — Fri, 05 Oct 2018 00:00:00 -0400

This week, Tom sits down with Mary Bartos to discuss the ins and outs of selling real estate in Marco Island, Florida, and also gets some phenomenal tips in the process. This is an interview you'll definitely want to listen to!

The Bartos Group provides value based solutions to sellers. Our full service marketing plan produces tremendous results. Our experience in technology, marketing and sales, makes us uniquely qualified to analyze the real estate market and lead you in selling your properties. For buyers, we offer a wealth of resources and services to streamline your buying experience and help you find your Piece of Paradise.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 20: Understanding Loans, Down Payments, and More When Buying a Second Home

2nd Home Agents — Tue, 02 Oct 2018 05:06:00 -0400

This Tuesday, we have loan officer ready to explain the different types of loans when buying a second home, and what they will mean for you in the long run.

Ep. 19: Jordan Kamikawa on What No One Tells You About Becoming a Realtor

2nd Home Agents — Fri, 28 Sep 2018 17:38:00 -0400

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 18: 10 Fresh Video Ideas

2nd Home Agents — Tue, 25 Sep 2018 00:00:00 -0400

With this Tuesday Tip, we give you our ten favorite video ideas and help you create fresh and engaging video content to help you maximize your online reach and find new clients!

Ep. 17: Neil Lyon on Finding Real Estate Success Without Technology

2nd Home Agents — Fri, 21 Sep 2018 20:36:00 -0400

In the modern world, most people think a Realtor's life is intertwined with social media at all times. In many cases, this is true--but not for Neil Lyon. Hear about this and much more on this week's Selling the Dream!

Neil has been a top producing broker in Santa Fe for many years. He has been the most productive broker in the majority of the past 10 years. A licensed real estate agent since 1975 and a licensed broker since 1979, Neil moved to Santa Fe in 1993 and was the managing broker of Sotheby’s International Realty until 2002, when he stepped down to devote 100% of his time and energy to working with sellers and buyers.

Neil has been associated with Sotheby’s International Realty since 1984, with the exception of a 12 month period, when he was president and CEO of a 15 office real estate brokerage in Fairfield County, Connecticut. The sale of that company reunited Neil and Sotheby’s International Realty in 1991.

Ep. 16: Turning Your Phone Into Your Real Estate Superpower

2nd Home Agents — Tue, 18 Sep 2018 08:05:00 -0400

If there's one tool that you can utilize for maximum results, it's the little computer you're carrying with you at all times: your cell phone! Tune in to this Tuesday Tip, where Tom tells you not only why, but how to use your phone for the best possible results with clients, colleagues, and potential clients!

Ep. 15: Rick Cheever Shares His Top Agent Tips

2nd Home Agents — Fri, 14 Sep 2018 15:34:00 -0400

On this episode, Tom sits down with Rick Cheever, a long-term real estate agent and coach with the Tom Ferry Coaching Organization. Rick shares so much valuable information for Realtors both new and experienced. You won't want to miss this interview!

If you're interested in getting involved with Real Estate Coaching, you can check out Tom Ferry, where Rick is a coach!

About Rick: An exceptional diverse career and life! A business development and turn-around management specialist. Living throughout the world, embracing change and culture, loving failure for what it brings and continually working outside our comfort zone is key to growth. Although it's taking most of my adult life to discover my "Why" I now know that there is much more to gratification and happiness than possessions and a title. Being a part of a person's success is more than I ever imagined would contribute to fulfillment in life. I've lived more than five lives, more than one person has a right to!

Ep. 14: How to Know if Your Client Should Rent or Buy

2nd Home Agents — Tue, 11 Sep 2018 09:35:00 -0400

This Tuesday Tip will help give you insight into understanding your potential clients right away, and knowing if they should rent or buy. How can you make this call? You'll have to listen to find out!

Ep. 13: Vicki Steffan on Easing Clients Through the Escrow Process and More

2nd Home Agents — Fri, 07 Sep 2018 23:04:00 -0400

In this week's interview, Senior Escrow Officer Vicki Steffan dives deep into the escrow process, gives us her background, and lots of tips for a smooth escrow process for agents, buyers, and sellers alike.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 12: Work Hard, Save Hard: Tips for Growing Your Wealth as a Realtor

2nd Home Agents — Tue, 04 Sep 2018 00:00:00 -0400

Being a realtor can be lucrative, but it's important to know how to keep that wealth growing in many avenues. Tune in to this Tuesday Tip to learn more.

Be sure to follow us on Facebook for more updates and extra bonus tips!

Ep. 11: Chris Kwon on Creating Engaging Video Marketing Pieces

2nd Home Agents — Fri, 31 Aug 2018 23:20:00 -0400

Chris Kwon is a realtor with a creative arts background, which is a stellar combo when it comes to marketing! Listen in as Tom picks his brain for some marketing tips, and learn the value of creativity in the real estate industry!

You can see the videos that Tom and Chris discuss on Chris's Facebook page. Click here for the "disappearing trick" video and here for the video with his adorable daughter!

Chris works primarily in the Newport Beach area of California, and can be found online at his website or on Facebook.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 10: Top Tips for Event Planning and Client Relationships

2nd Home Agents — Tue, 28 Aug 2018 21:09:00 -0400

This week's Tuesday Tips brings us some great event planning tips. Hosting events is a great way to keep in touch with your clients and keep a good relationship and reputation with them. Not sure where to start? Fear not: Tom's Tuesday Tip will get you headed in the right directions!

Ep. 9: Nancy Tallman on Blogging and the Secrets to Her Success

2nd Home Agents — Fri, 24 Aug 2018 00:00:00 -0400

With today's interview, Nancy Tallman reveals some her top real estate techniques, from life balance and scheduling to weekly blogging and online presence.

A consummate professional and one of Park City, Utah’s most consistently successful Realtors, Nancy Tallman specializes in innovative and effective marketing strategies, aggressive negotiating and creative problem solving on behalf of her highly satisfied clients. Her clients are so pleased with their results that referrals account for 65 percent of Nancy Tallman’s client portfolio. Nancy works with a select number of buyers and sellers at any one time. When you work with Nancy, you are not pawned off on an assistant or buyer’s agent. You get her expertise 100% of the time to make the purchase or sale of your home as efficient and profitable as possible.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 8: The Dream150 & Breaking Into the High End Market

2nd Home Agents — Tue, 21 Aug 2018 00:00:00 -0400

With this Tuesday Tip, Tom shares his Dream150 techniques, tips, and more, and teaches you just a few ideas that could help you to break into the high-end market.

Ep. 7: The Krantz Team on The Power of Making Relationships and More (Part 2)

2nd Home Agents — Fri, 17 Aug 2018 00:00:00 -0400

They're back!! The Krantz team returns for Part Two, they talk social media, real estate coaching, and the value of forming genuine relationships. But more importantly: they want to be on your Christmas Card list! What does that mean? Listen and find out!

Jeff Krantz, Owner/Broker, CLHMS™, is the founder of Krantz and Associates and has been affiliated with Lake of the Ozarks for over 40 years. His parents owned Point Breeze Resort from 1969 to 1982, and remained second homeowners after that time. Jeff's love of the lake resulted in becoming a full time resident in 1990 and began his career in Real Estate in 1993 . He enjoys the challenges of the Real Estate Industry and enjoys leading the team with his wife, Melissa.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 6: Wet Signatures, Dry Signatures, and More with Vicki Steffan

2nd Home Agents — Tue, 14 Aug 2018 15:14:00 -0400

With today's Tuesday Tip, escrow officer Vicki Steffan explains the difference between wet signatures, dry signatures, and more. Vicki has so much valuable information to share, and great stories from her years as an escrow officer on Maui. Keep an eye out for her full interview in the coming weeks!

Ep. 5: The Krantz Team Selling the Lake of the Ozarks (Part 1)

2nd Home Agents — Fri, 10 Aug 2018 00:00:00 -0400

This week on Selling the Dream, we sit down with Jeff and Melissa Krantz, who work as a team to sell luxury real estate in Lake of the Ozarks. They share some of their best tips and practices, and of course, detail what it's like to be one of the most successful and long-lasting real estate teams in their market.

Jeff Krantz, Owner/Broker, CLHMS™, is the founder of Krantz and Associates and has been affiliated with Lake of the Ozarks for over 40 years. His parents owned Point Breeze Resort from 1969 to 1982, and remained second homeowners after that time. Jeff's love of the lake resulted in becoming a full time resident in 1990 and began his career in Real Estate in 1993 . He enjoys the challenges of the Real Estate Industry and enjoys leading the team with his wife, Melissa.

Connect with me (Tom):

2nd Home Agents website

Facebook

Instagram

YouTube

Subscribe to the Show

Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below:

iTunes

Spotify

Stitcher

As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.

See you next time!

Ep. 4: Help Your Clients Always Get Their Way

2nd Home Agents — Thu, 02 Aug 2018 18:58:00 -0400

Today, Tom shares his "Fall In Love With Three" technique, which helps them always get their way.

Ep. 3: Jay Bond on Top Secret Marketing and Branding Tips

2nd Home Agents — Thu, 02 Aug 2018 18:38:00 -0400

Realtor Jay Bond knows a thing or two about marketing and creating a lasting impression. Today, he shares some of his best tips with us, including using his memorable namesake to make his mark on the California real estate community.

As Real Estate Specialists in San Luis Obispo County, Jay Bond and the 007 Real Estate Group understand the high level of stress involved with buying our selling your home. Our team focuses on reducing that stress, by taking a comprehensive look at your situation and real estate goals. The 007 Real Estate Group prides itself on providing the level of customer service you would expect from a true professional. Jay Bond is a full-time REALTOR with the 007 Real Estate Group in San Luis Obispo California.

Ep. 2: Jason Pantana Shares His Tips For Targeted Marketing

2nd Home Agents — Thu, 02 Aug 2018 17:48:00 -0400

Today on Selling the Dream, Tom Ferry's Marketing Expert Jason Pantana gives us some of his top tips and techniques for Second Home & Resort Realtors. Hear what he has to say about targeting Facebook and Google ads, advertising with a high-level absentee owners, utilizing public information to your advantage, and more!

This episode was recorded live at the first-ever Tom Ferry Marketing Edge event in Chicago. Jason hosted the event and provided amazing insight and panelists for hundreds of Realtors.

Jason Pantana guides real estate professionals through current and emerging trends in consumer behavior, sales, online marketing, and entrepreneurship. As a national speaker and business coach, Jason arms audiences and clients with insight and ingenuity to build a smarter business.

Ep 1: Anne Eliason on Becoming a Top 5 Realtor on Kauai

2nd Home Agents — Thu, 02 Aug 2018 00:20:00 -0400

This week on Selling the Dream, Anne Eliason gives us the scoop on selling luxury real estate on the island of Kauai in beautiful Hawaii. She details the ins-and-outs of her ultra-successful internet marketing plan, her secrets for connecting and creating committed clients, and reflects on her earlier real estate days in Scottsdale, Arizona. We also garner some insight onto how Anne managed to become one of Kauai's Top 5 Realtors...in less than five years! All of this and more on this week's Selling the Dream!

Anne Eliason views the world as full of opportunity. Having had many adventures of her own, Anne has seen the world through many sets of eyes. From snow skiing in Whistler to water skiing in Wisconsin, hiking foreign mountains and walking local trails throughout Kauai, Anne is always ready for new experiences. “I like challenging myself and learning new things,” she said. Her zest for life, learning and culture has taken her all over the world. And now, a wealth of ventures has brought Anne to Kauai to expand her real estate expertise.