Real Estate Fight Club
 

Real Estate Fight Club

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Real Estate Fight Club is a podcast for realtors, hosted by Jenn Murtland from Team Synergi Real Estate and Monica Weakley from My Coach Monica. Tune in to hear two different viewpoints about topics agents face every single day! Jenn’s direct, ‘no holds barred’ approach is in opposition to Monica’s softer, 'more relationship-based' approach, and when the two get together… it is a battle for the ages! No matter who you align with, you will walk away with solutions for today's real estate challenges from experienced real estate professionals.

Episodes

This Is Why Real Estate Teams Do Not Work! - Ep. 189

Monday May 08, 2023

Monday May 08, 2023

Episode 189: This Is Why Real Estate Teams Do Not Work!

 

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica are discussing Jenn’s favorite topic: Why Real Estate Teams Don’t Work! They are going straight to the source and down to the nitty gritty. They have guests joining the show who actually know how to build successful teams: Chris Watters and Susanna Medrano from the Watters International Realty. Do not miss it!!



Episode Highlights:

  • Jenn and Monica hit the 5 mistakes that agents make when trying to build a team or deciding whether to build a team.
  • Why don’t teams work for so many people? This is a topic that Jenn and Monica actually probably mostly agreed on. 
  • A great agent might not translate to a great leader.
  • Monica and Jenn have previously talked to Susanna on the podcast about common objections. 
  • Jenn and Monica have learned from Susanna about how they build teams differently and are so successful. 
  • Chris shares about when he got started and realized quickly that he didn’t see a clear trajectory going forward with the big box realty he was with and the frustrating experience he found himself in. 
  • In the summer of 2010 Chris needed to hire people to start handling leads. It was a disaster at first. He talks about what went wrong.
  • Chris decided to “burn it all down” and restart. He explains how they changed the focus. After two years it was wildly successful with 100 million in sales and 325 closings in a single year.
  • There is an opportunity cost. Chris says that when you make the decision to take a few steps back to go forward, there will be a sacrifice with it. 
  • Jenn mentions that as Susanna says, “Body does not equal revenue.” It is not just hiring people, it is hiring the right people.
  • 85% of realtors are getting out of the business in the first 3 years. Jenn points out that the chances of hiring producers is really low. How do you figure out who is the “right who”? 
  • The selection process for a team is crucial. Chris shares their strategy and process.
  • Chris says you can really only make a decision about someone after seeing them in action. The decision really isn’t in the interview. What do you look at in each interval of time to determine how it is going?
  • What about fitting in with the culture of the team? 
  • How do gauge coachability? Susana talks about how month two is crucial in seeing how an agent is going to operate.
  • Some team owners think they don’t have an expense from agents who aren’t performing. Chris and Susanna debunk that myth.
  • You can’t be all things to all people. You have to decide who you're going to be and be committed to the process of finding agents who are only going to produce at a high level. 
  • Some people think they are good leaders and coaches but Monica warns that sometimes it is just not true and they are truly focused on just wanting to sell, not caring about others.
  • If you have a big ego can you have a successful team? 
  • Not all leads are created equal. A big mistake teams make is the opportunities they create (or don’t) for agents.
  • What do authentic leaders need in the bank? 
  • Chris and Susanna have 18 teams under them across the US and Canada. They are in all varying sizes of markets. He gives advice on how much you need to get started.
  • Monica asks Chris to share keys to success.
  • Who is a better salesperson - introverts or extroverts? Chris and Susanna weigh in with their opinions.
  • Susanna has advice for the person who is trying to transition from high producer to team leader.
  • Chris discusses training. He says that being a great real estate agent comes down to 3 skills; He reviews them and explains why.
  • What are truly the things that drive results? 
  • Real estate teams are not for everybody. Chris talks about times he has talked people out of it and why. 




3 Key Points:

  1. Chris Watters from Watters International Realty shares his frustrating experience with a big box realty where he started out. 
  2. Susanna and Chris give the 5 top mistakes of building a real estate team.
  3. You can’t be all things to all people. Chris advises, “You have to to decide who you’re going to be and be committed to the process of finding agents who are going to produce at a high level.” 



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)

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What Was The Source Of Your Last Listing? - Ep. 188

Monday May 01, 2023

Monday May 01, 2023

What Was The Source Of Your Last Listing?

 

On this episode of the Real Estate Fight Club Podcast, you are in for a treat with a ton of good ideas and brainstorming. What was the source of your last listings? Where can you expand and grow? Do you feel stuck? There may be plenty of opportunities in your sphere or right around the corner that you are not tapping into. Tune in to hear all of the best advice from Jenn and Monica today. 



Episode Highlights:

  • Monica asks Jenn what the sources were for her last couple of listings.
  • Who is working on their sphere? Where do referrals come from in your spheres?
  • A lot of sellers are coming to open houses. Monica says she thinks open houses in general are coming back. How can you leverage it?
  • Jenn has a 7 level Open House Checklist for your strategy. Call, text, or find her on Social.
  • Monica’s last sources were from “sphere” because they don’t do cold calling. If you’re a new agent, don’t be discouraged about waiting for a sphere to be developed and generate leads for you. She has advice about how it works.
  • Over 50 people responded to this survey with Jenn and Monica on where their lead sources came from. 
  • What about circle prospecting and visiting neighborhoods?
  • Have you heard of Ghost Poster to help with content?  https://www.ghostpostr.com/ (Get It For FREE!)
  • Many people have success with Facebook Groups and investing in people's lives.
  • Jenn recommends really looking at the data to determine which tools and strategies work consistently overtime for you.
  • Do you have a plan for engaging with past clients? You don’t want to be a past agent, you want to stay a present tense agent. Jenn and Monica talk about how you can do that.
  • Expired phone prospecting?
  • Monica shares a story about how being human and helping people pays off.
  • Can you find a niche that other people do not do?  Monica says put together a campaign and offer to other agents to refer business. 
  • How can you get leads from business to business? You could be leaving a lot of opportunities on the table. Jenn and Monica brainstorm about it and Monica provides language to bring to honest conversations so everyone benefits.
  • Jenn gives good follow up questions to see if people really are connectors or not. 



3 Key Points:

  1. Jenn and Monica talk about the responses they got back from agents regarding their recent listing sources
  2. What does it feel like to be a past client of yours? Referral from past clients is a major source of listings. Jenn and Monica brainstorm how you can continue to engage with clients after the deal closes so that you stay their “present tense agent.”
  3. Business to business is something agents often don’t take advantage of but you may be leaving a lot of opportunity on the table. Jenn and Monica help with what you can do and say to build those bridges.



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)

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Can You Advertise A Pocket Listing?

Monday Apr 24, 2023

Monday Apr 24, 2023

Can You Advertise A Pocket Listing?-EP 187

 

This episode of the Real Estate Fight Club Podcast is part of a series called, “Realtor Jail” where they discuss professional standards, committee cases, and code of ethics violations. Rachel Reel from Chicago, IL  joins the show with Jenn to discuss advertising pocket listings. Tune in.

 

Episode Highlights:

  • What is a pocket listing? Rachel evaluates the term and defines it. 
  • What type of clients typically fall in the pocket listing category?
  • Rachel talks about scenarios when you may be approached for a pocket listing.
  • Confidentiality and privacy are two big reasons why a listing doesn’t leave a brokerage.
  • What is the difference with a private listing or an in between listing where it is not on the full MLS but in sort of an agent database only?
  • In Illinois, Rachel explains that they have a private listing network and talks about how it works and why it is used.
  • There are waivers/signs that are signed by clients who wish not to list on MLS.
  • Rachel explains the inherent unethical behavior that can happen with pocket listings because of the common dual agency and lack of competition.
  • “If a seller is asking you to find a buyer, you have to have the approval in writing”, explains Rachel.
  • What about random non-legal forms?
  • Rachel reads specific codes that address these pocket listings.
  • Jenn talks about theoretical scenarios with For Sale By Owners.
  • There are different types of listing agreements and some that are not allowed on the MLS.
  • Jenn talks about how real estate business is done around the world. Rachel adds that many envy the MLS system of the US though it has its issues. 
  • What are the “do’s and don’ts” of private listings?
  • Jenn talks about the “coming soon” listings. Where do they fit?
  • Rachel explains that if there is a sign up or you are advertising a property in any way it needs to be accessible in the agent database even if it is not public yet.
  • There is license law and code of ethics; What are they there for?
  • Rachel explains the key factors that create chaos and why it is important to keep the correct order.




3 Key Points:

  1. Rachel defines what a pocket listing is. There are a lot of different rules in different states and among the different MLS, etc. that may make it vary slightly but there are factors that are the same across the board.
  2. Rachel explains that you must always have approval in writing from a seller to find a buyer. What needs to be included to make it official? Rachel talks about rules and liability.
  3. Jenn and Rachel talk through specific scenarios of For Sale By Owners and friends who ask for help or casual requests to “soft advertise”.



Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)

 

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Are Real Estate Agents Collaborative Or Competitive?- EP 186

Monday Apr 17, 2023

Monday Apr 17, 2023

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica duke it out about whether real estate is collaborative or competitive. Does it depend on how many deals you do? What are the pros and cons to the two perspectives? Tune in to get the full scoop.

 

Episode Highlights:

  • Monica says life is good and full of opportunities. What do you do when you have too many?
  • Jenn talks about how setting priorities will filter what you say yes and no to.
  • Jenn herself does not feel competitive about real estate but she does think many do see it that way.
  • If you are among the agents who do 4-5 deals a year, a large percentage of your total is in each deal therefore you have a lot at stake and probably a more competitive mindset.
  • How do you get in the way of your client’s best interest?
  • Monica says this can depend on what lens you’re looking at it through.
  • Just because you have an agency relationship doesn’t mean you have to be combative.
  • What is most beneficial to you? To the client? To the industry?
  • Monica loves to compete for business but she explains when and how that plays out.
  • If you are a top producing agent and you’re looking at this business from a competitive, scarcity standpoint, Monica has a challenge for you to think about.
  • Where do you look for collaboration?
  • Monica talks about how she handles other agents who are hard to deal with.
  • What about condescending agents?
  • If you’re a newer agent there are ways to de-escalate situations with agents who have been in the business awhile and are getting frustrated.
  • Jenn and Monica have advice about your focus and adjusting the amount of deals as well. 



3 Key Points:

  1. Jenn talks about how she wishes real estate was more collaborative. She herself is a collaborative person and things the team approach makes sense but taking a look at agents internationally, she thinks the general consensus would be competitive.
  2.  Monica would say that it is collaborative. She discusses the different lens agents may see the industry through and what is most beneficial overall for you, your client, and the industry.
  3. Jenn and Monica discuss tips for when co-op agents are combative or uncooperative.

Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



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Two Most Common Objections Agents Hear When Dealing With Buyers.- EP 185

Monday Apr 10, 2023

Monday Apr 10, 2023

On this episode of the Real Estate Fight Club Podcast, Monica and Jenn have a special guest, Susanna Medrano. Nobody likes objections so they are taking the topic head on for you so you can gain confidence in handling them; Don’t miss it!



Episode Highlights:

  • Jenn introduces Susanna Medrano, the Sales and Leadership coach for Watters International Realty.
  • Susanna says, “You are not meant to be a realtor if you cannot overcome objections.” She says it is like a right of passage. She works with agents from all over and in all different brokerages.
  • Jenn guesses that one of the biggest objections is waiting until interest rates go down.
  • The “just looking” and “just waiting” hodge podge make up a lot of the objections that Susanna encounters.
  • The number two objection now is that interest rates are too high which had not been on anyone’s radar in any recent years.
  • Susanna advises starting with getting your mind right when prospecting.
  • Objections will happen whether you are brand new or a veteran. It is not personal, it is a part of the sales cycle.
  • What is a true objection and what does it help you understand about the client?
  • In the “just looking” there is opportunity to move in to help. Susanna talks about how you move in for a more direct response and conversation starter. She discusses questions to bring up and get them thinking more.
  • Jenn asks Susanna to talk about what the stipulations are for a lead and knowing whether or not something is a lead and if it is a good one as many agents get stuck there.
  • One key question to ask any consumers is, “Have you had the chance to see inside any houses?”
  • Monica says many agents when they hear “just looking” go after trying to understand the timing instead of what the client is working for. She says it is a dead end.
  • Susanna talks about when you may have to do a courtesy showing.
  • When you take the time to educate someone on the process, it will pay off.
  • There are differences in what you may be willing to do when you are new, building your career and when you are a more seasoned agent.
  • Work to understand the buyer’s mindset. 
  • Interest rates have gone up and the market has changed so much and it wasn’t six months ago, now- “At least one out of every three phone calls, a customer is going to bring this up”, Susanna says.
  • “Marry the house, date the rate” is a phrase Susanna has heard that helps her make analogy to the thought process on the shifting market.
  • Can you ask your client whether they have talked to a mortgage broker recently about the options?
  • What about investment properties?
  • Monica likes to talk about affordability rather than interest rate. Susanna agrees and says that this topic keeps many agents up at night but there are ways to navigate and see if you can still move forward and if you can’t that's okay, save it for later.
  • Monica asks Susana how the conversation can be successful when you discuss how someone may be discouraged that they could have potentially afforded a more expensive house when interest rates were lower because the truth is that many people were overpaying and missing out on houses because of too many offers.
  • What about meeting virtually? What are the benefits?
  • As an industry, sales skills are missing with real estate agents. Susanna has a free mini course: https://salesminicourse.com/convert-leads-to-appointments and you cna find her on Instagram @: https://www.instagram.com/susanna.medrano/?hl=en

 

3 Key Points:

  1. Objections are going to happen in real estate; You have to be ready with confidence to handle them. Susanna advises to first get your mind in the right place when you are prospecting and realize that objections have nothing to do with who you are or what circumstances you are presenting in.
  2. Asking questions opens opportunities for you to engage with someone who may start with objections. Susanna says objections indicate desire and motivation of the client if you pay attention and think well about processing and responding.
  3. How do you deal with those who feel like interest rates are just too high? There is a lot of misinformation being spread too.

Resources Mentioned: 

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



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Do You Need A Website Or Is A Facebook Business Page Enough?- EP 184

Monday Apr 03, 2023

Monday Apr 03, 2023

 

On this episode of the Real Estate Fight Club Podcast, Jenn talks to Ron Chio from Clever Quokka; they are arguing about the topic, “Do you need a website or is a facebook business page enough?” If you have never heard of a quokka, get ready to learn what that is about also. Tune in now for a fun, informative show.



Episode Highlights:

  • Jenn introduces Ron Chio and asks him to explain what quokka is. 
  • Can’t you just have a facebook business page? Isn’t it basically the same thing as a website? 
  • How many people do you have on your Social Media platforms and why does it matter?
  • Ron talks about the limiting factors of Social Media.
  • What different things do websites offer that Social Media does not? 
  • Jenn asks, what about visibility- people being able to find you as an agent on Social Media versus on the web.
  • Ron says when he sees a website it automatically seems more trustworthy.
  • If you have huge amounts of follower on Social Media there is opportunity but Ron suggests there is still missed opportunity if you don’t have a website to follow that up with.  
  • At https://cleverquokka.com/website-ready/, Ron helps agents build websites.
  • Ron shares his top tips to do websites more effectively.
  • Who are you targeting and what is your niche?
  • Jenn and Ron talk about content creation and bringing value.
  • Defining your goals, niching down, and creating key values are foundational to the plan of website building.
  • Professionalism is always a must  as well as relatable photos for emotions to resonate.
  • Find the free guide in the Resources section of the Show Notes below to get ready to build a successful website.
  • Agents like to be efficient and to the pont. Ron has advice so that you don’t waste your time.
  • Ease of navigation on your website is crucial and is it converting to leads and are the leads turning into revenue.
  • How do you use search engine optimization and leverage your website?
  • Jenn asks Ron to talk about what his company Clever Quokka does and about his free guide.



3 Key Points:

  1. Ron Chio talks about his opinion of Social Media platforms and the limiting factors he sees with them for business use and growth.
  2. Ron shares his top tips to do websites more effectively. His company, https://cleverquokka.com/website-ready/, helps agents build websites.
  3. Defining your goals, niching down, and creating key values are foundational to the plan of website building.

 

 

 

Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!) 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



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Can A Seller Accept An Offer Anytime?- EP 183

Monday Mar 27, 2023

Monday Mar 27, 2023

On today’s episode of Real Estate Fight Club, they are going to find out if they are going to realtor jail! Rachel and Jenn are going to talk about whether or not the seller can accept an offer prior to the expressed end date. Is there a problem with it and if so, whose problem is it? Tune in!

 

Episode Highlights:

  • Rachel brings up a scenario where a buyer wants to change their mind and accept an offer before the agreed upon date.
  • Jenn says she doesn’t think it violates a code and also a seller can do whatever they want.
  • Rachel explains why the buyer’s agent was so upset in this particular scenario. Should the listing agent have called them to tell them they had another offer?
  • A seller may think, “If they really liked it, why don’t I have the offer?”
  • Jenn addresses the elephant in the room of when it is posted on the MLS that they will review all offers at a certain day and time ‘unless the seller accepts something sooner’ ; The second clause doesn’t need to be said as Rachel points out because the seller can always change their mind.
  • Rachel talks about better wording to explain the intentions but also leave room for changes should they need to because the reality is if a seller gets a really great offer they aren’t likely to go through an entire weekend of more showings and headache, what would they?
  • Is it a violation of the code of ethics still because of the interaction with the buyer and their agent in regards to this situation?
  • What does it mean to seek cooperation and what factors are evaluated when determining whether or not an agent is working in the best interest of the client. 
  • If you don’t ask the questions, the listing agent doesn’t have to disclose if there are other offers but if you ask, they are obligated to tell you unless the seller has said otherwise in which case they would say they are not authorized to disclose.
  • In the particular scenario today, an agent assumed and did not ask the questions so they were waiting to put an offer in.
  • Rachel talks about a time when she was told she couldn’t ask the questions but she knew she could and had a screenshot of the code of ethics and how it got her buyer the house.
  • Be the resource for your client and bring them value. When there are so many moving parts in a contract with loopholes, you have to know them and be able to solve the problems.
  • You have to know what you can and cannot do as an agent.

Resources Mentioned: 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



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Should Buyer Agents Present Offers Directly To The Seller?- EP182

Monday Mar 20, 2023

Monday Mar 20, 2023

What if you, the buyer’s agent, had to present your client’s offer directly to the seller. On today’s episode of the Real Estate Fight Club podcast, Jenn and Rachel talk about changes that would fundamentally change the way real estate agents do business. Tune in!

Episode Highlights:

  • Rachel has been an agent for about 18 years and has been on the Pro Standards Committee for 8 of those years, currently serving as the 3 time past chair.

  • Jenn describes Rachel as “passionately nerdy about all real estate rules”.

  • Saul Cline, is also on the show today, who has been licensed to sell real estate for over 47 years and he was an original team member of realtor.com and the creator of NAR’s technology program we know as e-pro.

  • Saul talks about the paradigm shift is actually a reverse paradigm shift and how things repeat themselves as he has seen in his experience in the business. 

  • What will it take for you to get in front of a seller yourself so you can passionately make your buyer’s case to them?

  • Saul talks about the process of an offer.

  • What attitude should you have toward carrying out your duties and responsibilities as a real estate agent? It might seem like common sense but many do not operate on them appropriately.

  • Rachlel says, “Nothing good ever happens when you put a buyer and a seller in  a room together and let them talk about it.”

  • Tune in to the “What Would You Do (WWYD)” Episodes of this podcasts to hear more scenarios of buyers and sellers interactions.

  • Jenn talks about how buyers would want the right representation if this practice comes back.

  • Can the same thing be done virtually that is done face to face?

  • Why would you hire you? Saul talks about the implications opposed to your competition and how it should be represented in your marketing.

  • Jenn says that the cost of being an agent has gone up in the last 30 years. 

  • Saul says marketing is MUCH cheaper than it used to be.

  • Rachel talks about trends in activities and technology that have impacted the way business works in real estate.
  • Does the super agent actually perform at the interest of the seller or buyer?
  • How do you differentiate yourself from the competition?
  • Jenn talks about problems that buyers agents would have with speaking directly to the client.
  • Rachel talks about what education the public needs.
  • What about escalation clauses?
  • As a real estate agent you have to understand the terms to present them in the best way on behalf of the client. Rachel says there are too many times that buyers don't get their offers accepted because their intentions were not communicated appropriately.
  • What about AI?

 

3 Key Points:

  1. Saul Cline reviews the process of an offer when a buyer is ready to make one. He talks about the differences between what it used to be like and what it is like now.
  2. What are the pros and cons of presenting for the buyer directly to the seller?
  3. Saul talks about compelling argument statements to the real estate consumer and he along with Jenn and Rachel give advice for you to think about the process as a whole especially in the changing market.




 

 

 

Resources:

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)



 

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7 Critical Questions To Convert An Open House Lead, With Brian Bartholomew- EP 181

Monday Mar 13, 2023

Monday Mar 13, 2023

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica bring you the hot topic of open houses coming back with special guest, Brian Bartholomew. Tune in for all of the info.

 

Episode Highlights:

  • Monica says real estate agents have forgotten how to act with open houses and really need to get back into the mode of doing them.
  • “Agent B”, Brian Bartholomew, is the team leader brokered by Circa Properties in North Fullerton, California.
  • Jenn talks about what she sees when agents are holding open houses. She asks Brian to talk about how you use the opportunity effectively to make and convert leads.
  • Where do you start with marketing?
  • Brian’s team has 7 qualifying questions to ask people at an open house to build trust with them and figure out where they are at.
  • What is the first thing you should do when people walk in at an open house?
  • How do you make a personal level? 
  • People don’t like to sign in. How do you handle it?
  • Brian likes to ask people what made them choose the house that they are in currently. 
  • What do you need to know about location? 
  • Brian talks about how many open house signs his team puts out.
  • “Foot traffic can turn into a later lead”, says Brian.
  • Know the timeline of what people may work with.
  • When do you start to figure out the qualifications of the potential clients?
  • Do not just hand a paper flyer to someone and say, “Let me know if you have any questions.”
  • What kind of service do buyers want for you?
  • Jenn and Monica ask Brian if he would meet up with someone who was not a client or on his radar who wanted to go see a house or two. 
  • What about door knocking?
  • Will a certain number of buyer consultations will lead to a certain number of closed buyer deals?
  • If you have a hole in your time block where you’re not doing anything else, what should you be doing?
  • Jenn asks Brian to share about his referral network across the country.

 

3 Key Points:

  1. Due to the trends of the last few years, many agents have not had to work at the art of marketing and open houses; The tides are now changing. Jenn asks Brian to describe how to maximize opportunity at an open house.
  2. Jenn, Monica, and Brian talk about the conversational process of generating leads at an open house.
  3. What are the do’s and don'ts of success for open houses? Brian reviews them to prepare you for the market now.

 

Resources:

https://www.tiktok.com/@agentbrealtor?lang=en

https://agentbteam.com/

 

Thank You To Our Incredible Sponsor Partners (Get Great Discounts with these links)

Ghostpostr - https://www.ghostpostr.com/ (Get It For FREE!)

 

Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

RedX - https://www.theredx.com/fight-club/

Achosa - https://www.achosahw.com/  (Use the Code FightClub)






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Can Real Estate Organizations Be Sued By The United States Of America?- Ep 180

Monday Mar 06, 2023

Monday Mar 06, 2023

On this episode of the Real Estate Fight Club Podcast,  Jenn introduces the series called, ‘Better Call Saul’, where they discuss what is currently impossible, that if it were possible would fundamentally change the way real estate agents do business. Rachel Real is the co-host with Jenn on this one; Today the topic is you are being sued by the United States of America. Don’t miss it!

 

Episode Highlights:

  • Rachel Real is the co-host today. She has been an agent for 18 years and has been on the Pro Standards Committee for 8 of those years, currently serving as the three times past chair.

  • With Jenn and Rachel is Saul Cline, who Rachel says is the “godfather of real estate technology”. He has been licensed to sell real estate for over 47 years and an original team member of realtor.com. Rachel shares some of his biggest accomplishments.

  • Saul says real estate companies have been sued by the United States of America many times.

  • Why have real estate companies been sued on antitrust? Saul explains and brings up some known hot topics from the past.

  • The National Association of Realtors (NAR) changed its code of ethics after coming to a settlement with the USA. Rachel and Saul discuss the details. A new leadership of the Department of Justice tried to go back on the settlement. What happened?

  • There are 2 paths of litigation taking place in the real estate industry. Saul explains them.

  • What does civil litigation mean for agents?

  • Saul discusses the changes of MLS and offers of compensation.

  • As real estate agents and members of NAR, who defends you?

  • What do your fees go towards with NAR? What if you didn’t pay them and there wasn't an association ?
  • Jenn asks Rachel what would happen if agents didn’t have those people pulling for them.
  • Rachel explains how RPAC steps in.
  • Rachel brings up a few things RPAC is working against currently to protect costs.
  • If you want to better understand NAR, RPAC. DOJ, etc. check out thedataadvocateblog.com,  the “Real Talk” group on Facebook, or saul@bettercallsaul.realtor.

 

 

Resources Mentioned:

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Coach John Kitchens - What type of Agent are You? What is your RIGHT Career Path Take this quick quiz and find out - https://www.realestatecareeraccelerator.com/

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Pipeline Pro Tools - https://pipelineprotools.com/fightclub/  

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