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

Top 3 Mistakes Real Estate Agents Make When Communicating With Their Clients- EP 173

Monday Jan 16, 2023

Monday Jan 16, 2023

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica welcome Jesse Zagorsky, an agent and influencer who runs The Live Love San Diego Homes team. The question they are fighting over today is the top 3 mistakes real estate agents make when communicating with clients. Are you making them? Tune in and find out.



Episode Highlights:

  • Jesse introduces himself. He has been a coach, trainer, owner of his own brokerage with his mother for 14 years with his mother prior to what he is doing now. He is very familiar with all aspects of real estate.
  • Jesse’s book is the topic of the cardinal sins of text, DM, and email. Most communication style books are boring but Jesse decided to take them on in a new light.
  • What is the deal with email driven communication? Jesse has an interesting success story when he lived in Thailand for a year and was still able to sell hundreds of homes in San Diego.
  • When you nail clear communication, your efficiency grows and reaps great benefits as Jesse can attest to.
  • Do people like calls or should you text first? How have things changed?
  • Concise is key. You are writing to people who are busy doing a lot of other things at the same time. 
  • What is the most important thing in creating text messages and emails? Jesse also talks about previewing and bullet points.
  • What is digital rapport? Jenn, Monica, and Jesse discuss how it works.
  • Jesse recommends asking one question at a time. Jenn says that is super annoying.
  • Jenn suggests knowing your client and what their needs and preferences are for  communication.
  • Do you reread your messages before you send them?
  • Monica asks Jesse to talk about mirror matching and how to establish with the client how they would like to communicate. 
  • Jesse says he will honor a clients wishes and will also ask to make a call if a call is deemed necessary even if it was already stated as not their first preference.
  •  What about using pictures and GIFs?
  • What is texting acceptable and not? 
  • What is voice texting good for?
  • Jesse shares a story from how he shifted things at the beginning of covid and how it started to really save him on time.
  • Know how to ask and answer questions in an appropriate way that gets the information that you need.
  • Monica says remember the importance of telling the client what you're going to do and circling back to tell them that you did in fact do what you said.
  • Want free training and shows? Check out Jesse’s site: ttps://theagentcollective.com/



3 Key Points:

  1. “More and more of our communication in real estate and as human beings is going to written”, says Jesse. He discusses how communication is evolving and the importance of nailing clear communication.
  2. The black to white ratio is in a message where black is the text, white is the space around it. So many are guilty of writing huge block emails or text messages that are a page of scrolling. How should you change it up? 
  3. Jenn, Monica, and Jesse discuss honoring clients wishes, digital rapport, and helping clients make it through stressful times in their lives.

 

Resources Mentioned:

 

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

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/

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

 

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

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




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Should Buyer Agent Present Offers Directly To The Seller?- EP 172

Monday Jan 09, 2023

Monday Jan 09, 2023

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica duke it out over whether or not a buyer’s agent should present offers directly to the seller. Monica sees a potential disaster zone in that situation whereas Jenn has a different perspective. Tune in for all aspects around this potential scenario.

 

Episode Highlights:

  • Jenn shares about a house she just bought in the city with no HOA and her plans for it.
  • Monica says that a buyer’s agent presenting directly to the seller sounds like a disaster zone…Jenn says it sounds amazing.
  • Jenn says if it worked this way where buyers agents presented directly to the seller maybe she would represent more buyers, she explains why.
  • Does it depend on who the listing agent is?
  • How would it change how the buyer’s agents talk to their buyers?
  • Monica says then are sellers required to sit through all the presentations? Jenn says they should be able to pick a top few.
  • Monica tells Jenn that she thinks it is a great idea because she knows her own level of skill. What about the disadvantages if an agent wasn’t great in front of the seller?
  • Monica says that the buyer’s agent should be able to convey the needs of the buyer through the contract because that is what it is there for. 
  • What are the real pros and cons to buyer’s agents presenting to sellers?
  • Jenn believes that this scenario could raise the sales skills standards in the industry.
  • What about a buyer’s agent sitting down with a seller’s agent?
  • Monica mentions Ryan Bowan who creates a video to send along with his offers.
  • Would you as an agent make a video to detail the bullet points ?
  • How would you help the buyers seem relatable to the sellers in your offer pitch? Monica and Jenn discuss ideas.
  • What is neuro linguistic programming? What are the concepts?  Monica talks about it briefly.
  • It matters who is on the other side of the deal. Presenting a level of professionalism could be expressed through video.
  • Tiebreaker, Robin Katz, from One Sotheby’s in Miami, FL. She believes buyer’s agents should have the opportunity to present. She has personal experience with it she shares as well.
  • Robin talks about how things differ from the past and how much more used to be in person and the possible advantages of meeting the sellers in person. 

 

3 Key Points:

  1. If buyer’s agents could present directly to the seller it would likely change how they talk to their buyers and also improve communication and a clearer understanding of what buyers are right.
  2. “Monica says a buyer should not pay for the buyer’s agent's inability to have a discussion in front of the sellers. They should be able to convey the buyer’s needs through the contract, that is what it is there for”, says Monica.
  3. Jenn and Monica discuss the true pros and cons of a buyer’s agent presenting to sellers.

 

Resources Mentioned:

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

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/

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

 

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

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

 

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WWYD: The Difference Between An Offer Of Compensation Vs Cooperation- EP 99

Wednesday Jan 04, 2023

Wednesday Jan 04, 2023

 

This is a special series of The Realtor Fight Club Podcast where we talk about situations that are potential ethics and professional standards violations. What Would You Do in these situations? All cases mentioned and the code of ethics can be found at www.JenniferMurtland.com/Vault 

Resources: 



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

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/

Ghostpostr - https://www.ghostpostr.com/ (Get Facebook daily posts for FREE!)

 

Cyberbacker - https://cyberbacker.com/ (Get a special gift simply by saying you heard it on Real Estate Fight Club)

 

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

 

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

 

 

 



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Working With A Client Who Wants Out Of Their Real Estate Contract- EP 171

Monday Jan 02, 2023

Monday Jan 02, 2023

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica duke it over what to do when your client’s have buyer’s remorse. Are there ways that you can help prevent buyer’s remorse? What should real estate agents be doing to give buyers a realistic picture of commitments and also always express that they are supported? Tune in.

 

Episode Highlights:

  • Jenn says step number one to avoid buyer’s remorse is to not work with buyers. Monica says that is a fantasy non-reality.
  • How can buyer’s remorse be preventable?
  • Are you doing buyer’s consultations? Monica explains what to discuss- the steps that you take them through to ensure what their desired outcome is. She says so many agents are not doing this and it is hurting them and hurting their buyers.
  • What is a pop tart agent? You need to set expectations.
  • Monica and Jenn discuss what they would say during the buyer’s consultation to address buyer’s remorse.If you go to https://jennifermurtland.com/Vault/, you can get a buyer’s agreement that you can edit to fit your needs.
  • Jenn advises, “Sell more, don’t freak out.” 
  • People only move because of something else emotional that is going on. Jenn says they could just be freaking out in general, not really having buyer’s remorse.
  • What if you ask your buyer’s together where they are on the scale of terrified and don’t want to buy the house so excited and can’t wait to own a new house. Monica says the answers to that are so key and protect your buyers from getting in a situation that costs them money and not their desired outcome.
  • You can’t put your own need for cash into the emotional ride of buyers.
  • How far do you push? How many questions do you ask and how do you consult when someone calls and says it was a big mistake and they want out?
  • What about attorneys? Jenn brings up the possibilities and also encourages to make sure the buyers feel you are on their side. Monica shares some verbiage regarding it.
  • Make sure to bring it up with buyer’s that they will likely freak out and bring it up multiple times if applicable, like if you see signs that it could be going that way.
  • 2023 is your year! Call Jenn and Monica if you have been curious about what it would be like to work with them.
  • Tiebreaker, Kim Costa, joins the episode today; She is with Atlanta Fine Homes Sotheby’s International Realty.
  • Kim is writing a book on this topic specifically. She has created a process called, ‘The Wheelhouse Process’ for when she is helping clients look for the perfect home. She explains how she categorizes the needs and reasons for moving and how it really helps.
  • 72-80% of everyone who bought a home in the last two years have some major regrets. Kim says, “They bought too quickly."
  • Jenn asks Kim what to do about buyer’s remorse. 
  • Kim says the very first step is to be with them and listen. Seek to understand if there are underlying issues or what the real problem is.
  • Don’t simply react. Stay calm and make a plan of resolve.



3 Key Points:

  1. How can buyer’s remorse be preventable? Jenn and Monica discuss
  2. A buyer’s consultation is very effective in asking to thoroughly understand the desired outcomes of the buyer(s) and to address things like what is the cost of true buyer’s remorse?
  3. Kim Costa, the tiebreaker for today, is actually writing a book on this topic specifically. She shares her process for helping clients look for the perfect home. 

 

 

 

Resources Mentioned:

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

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/

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

 

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

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



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WWYD: Which Personal Interests Need To Be Disclosed ?-EP 98

Wednesday Dec 28, 2022

Wednesday Dec 28, 2022

 

 

This is a special series of The Realtor Fight Club Podcast where we talk about situations that are potential ethics and professional standards violations. What Would You Do in these situations? All cases mentioned and the code of ethics can be found at www.JenniferMurtland.com/Vault 

Resources: 



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

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/

Ghostpostr - https://www.ghostpostr.com/ (Get Facebook daily posts for FREE!)

 

Cyberbacker - https://cyberbacker.com/ (Get a special gift simply by saying you heard it on Real Estate Fight Club)

 

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

 

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

 

 

 

 

 




 

 



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Are You Struggling To Convert Real Estate Leads Or Are You Lazy?- EP 170

Monday Dec 26, 2022

Monday Dec 26, 2022

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica have a special guest on the show, Grant Wise, the founder of Witly. The question they are collectively addressing today is: Are you struggling to convert your leads or are you just a lazy agent? They might ruffle a few feathers today!

 

Episode Highlights:

  • Grant Wise is the founder of Witly, an automated ad platform. 
  • “The Pyramid of Problems” is an illustration that Grant came up with to help agents visualize the struggles that they will encounter as they go into business whether they are a new agent or someone in the first 3-5 years who feels stuck.
  • The industry average for online lead conversion is 0.8%. Why?
  • Every agent goes through a cycle where they work way too many hours and get burnt out really fast. You have to get the right systems and processes in place.
  • After processes and systems are in place and things are functional, what is next?
  • What about scale? Grant talks about the journey to get there.
  • Approximately 75% of people that are searching on Zillow have no intention to buy a home, they just like looking at houses.
  • A lot of Grant’s clients are converting around 2%. There are some simple things agents can do to boost conversion.
  • Most agents do not come into the industry as business people. It is a “fall back” profession for so many. 
  • Grant is of the theory that most real estate agents are not lazy because there is a difference between being lazy and uneducated. 
  • What are the tips and tools to not be the ‘lazy agent’ or the one who is continually doing the things that are not working? 
  • What about the sales funnel? Grant reviews the types of leads and how you have to create the experience to move them through.
  • Connection is a big piece. Grant has worked with a lot of people and top performing teams. He does something called relationship remarketing. How does it work? 
  • Even for top producers, the connection piece can make such a huge difference. Grant watched a company in Orlando go from 3 million in annual production to 33 million. Grant’s team helped them generate 3500 leads and engagement with their video content.
  • When agents make a change from transaction focus to relationship focus, everything can change for you.
  • If you’re not building a relationship with your client socially, someone else is.

 

3 Key Points:

  1. Grant Wise is the founder of Witly, an ad platform. He created an illustration called the pyramid of problems to help agents visualize the struggles they will face. Lead generation and sales conversion are the first two and he explains why.
  2. There is the learning of how to get customers and then there is the learning how to operationalize the process of getting customers- two different problems, Grant explains. 
  3. Grant is about education. He shares tips and tools to get into action and create an experience for people that can really help you take off. He explains relationship remarketing.

 

 

 

Resources Mentioned:

 

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

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/

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

 

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

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



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WWYD: Possible Violations Of Commissions- EP 97

Wednesday Dec 21, 2022

Wednesday Dec 21, 2022

This is a special series of The Realtor Fight Club Podcast where we talk about situations that are potential ethics and professional standards violations. What Would You Do in these situations? All cases mentioned and the code of ethics can be found at www.JenniferMurtland.com/Vault 

 

Resources: 



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

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/

Ghostpostr - https://www.ghostpostr.com/ (Get Facebook daily posts for FREE!)

 

Cyberbacker - https://cyberbacker.com/ (Get a special gift simply by saying you heard it on Real Estate Fight Club)

 

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

 

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

 

 

 

 

 

 



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Should Agents Pay For Leads Or Take Give A % Of The Sale At Closing?- EP 169

Monday Dec 19, 2022

Monday Dec 19, 2022

On this episode of the Real Estate Fight Club Podcast, Jenn and Monica are talking about a topic that is specifically in Jenn’s wheelhouse: lead generation and referral costs. How should you be lead generating and how  do you know what you’re getting when you pay for leads ? Don’t miss out!

 

Episode Highlights:

  • Should you pay for leads up front or should you just pay a percentage like a referral fee back to the source? 
  • Monica talks about lead generating companies versus agent to agent.
  • What about leads up for bid?
  • Different companies have different policies in how they charge for leads.
  • Have you heard about Zillow’s flex plan?
  • Jenn explains how her gut reaction is to pay on the percentage. 
  • Are you a good converter? Monica talks about what makes the most sense for you if that is the case.
  • Jenn says she thinks it is a bad idea to personal hire an ISA.
  • Monica advises that she would not lock in for 12 months up front because what if the leads suck? You will want to be able to pivot.
  • What are the different lead sources that you pay up front for?
  • When does it make sense to pay a flat fee upfront?
  • In real estate, 85 % of agents are lost every three years… Jenn warns against following the “shiny object” because not all lead generating sources that you pay for are going to provide good solid leads.
  • If you are an agent and you want to partner with Jenn and Monica to make a lot more money without paying commission, call or text Jenn at (513) 400-1691.
  • Monica puts some math to hypothetical scenarios that Jenn and her sort through.
  • Jenn and Monica list all of the questions you should ask of lead generating sources.
  • Tiebreaker Tiffany McDonald joins the show from eXP Cincinnati. Jenn asks her how you should pay for leads.
  • Tiffany talks about referrals versus generic lottery or leads. She shares tips on how she gets referrals from other agents.
  • Think about what type of referrals you prefer and is sustainable for you personally.
  • Always consider the value of your time.

 

Resources Mentioned:

 

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

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/

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

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

 

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WWYD: Are Service Dogs And Emotional Support Animals Considered Pets In Fair Housing Laws?- EP 96

Wednesday Dec 14, 2022

Wednesday Dec 14, 2022

This is a special series of The Realtor Fight Club Podcast where we talk about situations that are potential ethics and professional standards violations. What Would You Do in these situations? All cases mentioned and the code of ethics can be found at www.JenniferMurtland.com/Vault 

Resources: 



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

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/

Ghostpostr - https://www.ghostpostr.com/ (Get Facebook daily posts for FREE!)

 

Cyberbacker - https://cyberbacker.com/ (Get a special gift simply by saying you heard it on Real Estate Fight Club)

 

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

 

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



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Should Agents Only Get Paid When The House Sells?- EP 168

Monday Dec 12, 2022

Monday Dec 12, 2022

 

On this episode of the Real Estate Fight Club Podcast, hosts Jenn and Monica fight about whether or not agents should get paid only when the house sells. Monica says we all just accept what it is and assume the way it has always been but what if as agents, we question it? What if there was a different pay structure? Don’t miss this one!



Episode Highlights:

  • Monica shares a personal story of when she spent 50 hours in a dog kennel for her 50th birthday to raise $50,000!
  • Jenn says she thinks that agents should get paid like lawyers- paid for the time and a bonus for winning.
  • If there was a retainer would fewer people hire agents?
  • Monica says it is always about the money but Jenn says it never is and that a retainer fee would not change and that buyers and sellers could be charged.
  • Monica believes that the pay is actually set up right and agents should get paid when they deliver.
  • Jenn proposes what if though you thoroughly do your job and the client just simply changes their mind?
  • Monica asks Jenn what the most valuable aspect is of the agent's role from prospect to sale. 
  • What about buyers? Monica says she has never questioned how they get paid. 
  • Jenn shares about “Better Call Saul”. Go check it out on the YouTube page.
  • If the department of justice is questioning the pay of agents Jenn says agents just question too and get in front of the change.
  • If buyers had to pay hourly what would happen? Monica says it would blow up the industry and be terrible, Jenn disagrees.
  • Go to https://jennifermurtland.com/Vault/ to get a strong buyer consultation.
  • Tiebreaker, David Sciplin joins the show; He is a veteran realtor with Coldwell Banker out of San Jose, California.
  • David shares circumstances when he has had clients bail even though he did his job. He shares good advice on how to handle the different situations that may arise.



3 Key Points:

  1. Monica believes that the set up is correct - agents get paid when they deliver on what they agreed with the client and sell the house. 
  2. Jenn brings up the possibility of agents delivering exactly what was expected and agreed upon but then clients simply changing their mind. She says then there is no doubt that agents should get paid even without the sale.
  3. David, the tiebreaker on the show shares circumstances when he has had clients bail even though he did his job. He shares good advice on how to handle the different situations that may arise.

 

 

Resources Mentioned:

  • David Sciplin - 408-647-6326
  • david.sciplin@cbrealty.com

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

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/

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

 

Cyberbacker - https://cyberbacker.com/ (Get a FREE gift by simply saying you heard it on Real Estate Fight Club)

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



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