by Neil Mathweg | Oct 10, 2016 | Podcast
If you are looking for creative real estate ideas, this episode is filled with things that my guest, Ray Wood and I have found to be not only creative but also effective at generating leads that turn into listings. This is part two of our conversation and it’s just as packed with gold nugget ideas as the first episode was (be sure you listen to that one as well). These outside-the-box ideas are things you can implement right away, exactly as we describe them. But you should also consider that these ideas may get your creative onion juices flowing so that you come up with your own hairbrained schemes that turn into new listings and happy customers for you. This Onion Juice episode is packed with goodness. Get in on it by listening.
Give to Get Marketing could be your golden ticket to more home listings!
Have you heard about “give to get” marketing? It’s a term that my guest, Ray Wood coined and it’s how he describes the process of giving great value to people in order to build relationships that eventually turn into leads, referrals, or sales. It’s a creative approach to real estate that most people don’t utilize because they are too afraid. What are they afraid of? They think they might give away too much, that they’ll have nothing left to offer. But the exact opposite is what ends up happening. When you give it all away, people come back to you as grateful, trusting fans and many times wind up giving you business. Listen to how Ray describes what it looks like to do it right, on this episode.
What might happen if you offered a “seller seminar” in your community?
One of the ways I’ve found to do real estate creatively is to host seller seminars or workshops. Take the time to think through this one, because it’s a natural way to tap into the natural desire sellers have to sell their home quickly and for the price they want. If you can put together a truly helpful seminar that teaches people the little things they can do to make their home the most attractive property on the market and walk them through what to expect in terms of paperwork and processes, you’ll quickly become a trusted person in their eyes – leading to more listings. It’s a no-brainer that you’ve got to try. Find out how Ray and I do it, on this episode of the Onion Juice podcast.
People are looking for valuable information. Are you willing to give it to them?
What are the reasons you go traipsing around the internet? I’ve found that most people are surfing for one of two reasons: entertainment and information. As a real estate agent, you have the opportunity to provide both, if you are willing to do it. People who are looking to buy or sell a home will be drawn to you if you provide them valuable information they truly need and do it in a fun, laid-back, or entertaining way. It’s one of the many creative real estate ideas that Ray and I talk about on this episode, so don’t miss out by ignoring the play button on this one!
The more perfect you are, the less people can relate to you.
When you’re interacting with people – in real life or on social media – don’t worry about being all made up and perfect. I know, that’s the idea we get from news programs and TV shows about what you’re supposed to be like if you appear on camera or post a picture of yourself, but trust me, people can’t relate to your perfection. They need to see that you are the real deal, a flawed person just like them. When they see that you mess up and admit it – or laugh about it – they find you winsome and attractive. And I’m all about attracting clients, as you know. My guest, Ray Wood has tons of great stuff to share on this episode so please be sure you listen to his creative ways to do real estate and get more listings as a result.
Outline of this great episode
- [0:27] My introduction to this episode (part two) with Ray Wood!
- [4:24] What is “Give to Get” marketing?
- [7:06] Where people go wrong with this approach.
- [8:40] What about doing a seller seminar in your community?
- [14:00] The value of knowing the soil in your community and nurturing new residents/buyers.
- [20:21] Begin relationships using social media.
- [25:00] Why you HAVE to reach out to past clients consistently.
- [28:21] Leveraging corporate relocations to get more listings.
- [32:18] How to do a “What’s My Home Worth?” campaign.
- [33:00] Paid sites you can use to get leads.
- [34:24] Advice for a new realtor who’s having issues getting rolling.
Resources & Links mentioned in this episode
Our sponsor: www.KnightBarry.com
Part 1 of this two-part conversation with Ray Wood!
Text “OJ Notes” to “44222” for SHOW NOTES
Or if you want My listing presentation test “Listing” to “44222”
www.TopAgentsPlaybook.com – Ray’s podcast
www.RealEstateAuthors.net – The site where Ray ghost-writes
www.RaysGreatestHits.com – Ray’s lead webite
Gary Vaynerchuk
www.PrintReadyAds.com
Brian Buffini
CoreFact
Every Door Direct Mail
My episode with Michael Meier – Social Media for Realtors
Skipper Bud’s Boats in Madison, WI
www.SearchSaltLake.com
My episode with Dustin of SearchSaltLake.com – Leads from Uber Driving
Dustin’s post on “Moving to Salt Lake City?”
www.ListingsToLeads.com
www.AgentMachine.com
Dave Ramsey Endorsed Local Providers
www.ServiceForLife.com
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by Neil Mathweg | Sep 5, 2016 | Podcast
You are the only one who knows how to be yourself.
You were built, created, made to be exactly who you are! There’s nothing beneficial to trying to imitate somebody else in the industry who you think is cool, or doing it right. Don’t get me wrong – there’s always a place for learning from others and modeling what they do – but when it comes to the personality and “why” behind you and your brand, it’s YOU that makes all the difference in setting you apart. On this episode, I’m chatting with my friend Jason Frazier about a whole slew of things but they all center around this issue of being yourself. Listen carefully. You could learn a new perspective that will help you stand out from the crowd and get more business.
Being yourself enables you to attract instead of chase your prospects.
You hear me talk about all kinds of social media platforms on The Onion Juice podcast – SnapChat, Facebook, Instagram – and the reason I like many of them is because they have components of what they offer that enables me to be raw and real. I can show people a snapshot of my life and family and town that draws them to like me. (Honestly, I think they really DO like me). And that’s one of the primary components in the “know-like-trust” formula that makes modern marketing work these days. So please – PLEASE – be yourself – and you’ll find people attracted to WHO YOU ARE.
You’re fighting for attention with everyone out there, right? So how do you win?
With the advent of social media and the ease of producing content on the internet the competition for attention is getting harder and harder every day, right? You can’t expect to win the attention of everyone if you were copying what everyone else is doing. In this episode, I am talking with my friend Jason Frazier, who is a pro at being himself and letting his following see who he really is. If you listen carefully to what Jason has to share you will learn that it is not what you do that’s most important, it is who you are.
Your clients are out there for the taking… and you can get to them without a lot of cash!
I really believe that your clients are out there for the taking. Nobody is really working hard to impress them with authenticity and character, they are still using the old tired gimmicks that were common years ago and still don’t work. If you will take the time to figure out who you are and position yourself as that person, you will find that people who gravitate toward your philosophies and beliefs will gravitate toward you. You will be attracting clients instead of chasing them and find that your lifestyle and business work a lot more smoothly because of it. That’s what this episode of the podcast is all about, so be sure to listen to my conversation with my friend Jason Frazer.
Forget all the copycat tactics if you are going to be yourself.
Most real estate agents out there are trying to copy what the top producers do. I am all for finding effective approaches to things and implementing them in what I do, but I’m never going to stake my claim on doing things just because a top producer does it. On this episode, you will hear me talk with my friend Jason Frazier about the kinds of things that make you, you – and why you need to capitalize on the uniqueness that is inherent in your personality and viewpoints, and how it will gain you more clients than you think it will. This episode is at the core of everything I do on this podcast so if you listen to this episode you will understand where I’m coming from, and spades!
Outline of this great episode
- [0:34] My introduction to this episode of the podcast.
- [1:29] Do you want to come to Madison, WI for the 52nd episode?
- [4:41] Introduction to Jason Frazier, the Real Estate CIO.
- [11:21] What does it mean to be a media company that happens to sell Real Estate?
- [17:14] How Jason practices authenticity and why he thinks it’s important.
- [23:26] What Jason recommends for agents who are starting out brand new.
- [28:22] The biggest problems Jason sees real estate agents making today.
- [34:04] What Jason thinks about SnapChat and Instagram Stories.
Resources & Links mentioned in this episode
Our sponsor: www.KnightBarry.com
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by Neil Mathweg | Aug 22, 2016 | Podcast
If you can figure out this relationship marketing thing, you’ll win in the long run.
That’s because people buy from and work with people – not companies or experts. Of course, there are exceptions to that statement but overall people will work with the person they trust. So if you spend your time building relationships through the WAY you market you’re going to find people coming to you when it’s time for them to buy or sell a home. On this episode, I’m walking you through how I see this relational marketing thing working today. I hope you’ll take the time to listen.
We real estate agents only have two things we can market: our properties and ourselves.
I for one will market myself first every time. It’s not because I’m an egotist and think I’m the bomb, it’s because I want to get to know people and build relationships that last. I firmly believe that people will use me as an agent when I attract them – and I’ll attract them when they are able to get to know me – and start to like me – and want to connect with me socially. When I’m their friend it’s much easier to become their agent when the time to buy or sell comes. I believe it… and I feel like I’ve proved it over and over in my career. On this episode I’m going to give you some tips on how you can market yourself most of all.
Keep your inspirational quotes to yourself and get real with me brother!
I’m noticing a lot lately that agents are trying to position themselves as experts – posting lots of quotes and pithy sayings on social media. I guess that’s OK except that I don’t think it’s really what we need to be going for. You need to let people see the real you, the guy who lives a normal life like they do. They don’t need your inspirational quotes, they need your real life interaction. That’s how they’re going to get to know, like, and trust you – and THAT is the basis for every business transaction. I’m waxing philosophical about the issue of relationship marketing on this episode – and that’s just a taste.
A great way to build a common bond and attract people is to express passion about your city.
In case you haven’t noticed I really love Madison, Wisconsin. It’s my town, my place, my home – and I’ll talk about Madison to anyone who will listen. In some ways my passion for my town has made me a “go to” guy when it comes to people seeking advice about what to do, where to go, places to experience, etc. in Madison. And when they want to buy or sell a home in Madison, guest who they think of. Not you – me. 🙂 I want you to be able to do the same thing in your town and I’m going to show you how on this episode.
What’s on your mind? I need to know for the next episode.
Every 10 episodes I do what I call “The Juice Bar” – an episode where I respond to questions or comments that listeners have left for me. Next episode is the big 5-0 and I need a few more questions to fill up the hopper. Have you got something on your mind when it comes to this relational marketing stuff, social media, or attraction instead of chasing? I’d love to interact with your thoughts on the next episodes. Would you mind sharing them with me? Take a listen to learn how you can let me know what you’d like me to address next week.
Outline of this great episode
- [1:20] The method behind the madness of the Onion Juice podcast.
- [4:40] The dollar shave club proves that marketing wins.
- [10:40] We have two things we can market: ourselves or our homes.
- [13:52] Content that makes you more real to your followers attracts people.
- [16:51] Why being passionate about your city is a winner.
- [20:42] How you can connect with me – and send me your questions for the next episode.
Resources & Links mentioned in this episode
Our sponsor: www.KnightBarry.com
Dollar Shave Club
Ask me your questions for episode #50! – The Juice Bar!
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by Neil Mathweg | Jul 25, 2016 | Podcast
We’re about to send you back to the future! (I had to say that, sorry). That’s because I’m fired up to talk to you about Real Estate Technology on this episode of the podcast. And it’s not the type of technology you might be thinking of when I say that phrase. Yes, we all love our computerized MLS listings and such, but with the rise of social media and more and more changes happening every day, there’s a whole lot more that can be considered real estate technology than there used to be. On this episode I’m going to talk about what’s coming down the pike in terms of how real estate business technologies are changing and what we can do to keep up with the changes so our business doesn’t decline or get left behind.
Real estate technology is NOT what you think.
There are all kinds of existing real estate tech tools out there that help us do our jobs day to day. You know what they are so I don’t need to give you the review. But on this episode of The Onion Juice I’m going to give you some food for thought regarding other technologies that you should or could be using that would make your use of those traditional ones more frequent (which means more activity in your pipeline) and more effective (which means more sales). I really get excited thinking about these things. Take the time to listen so you can get your own creative juices flowing about how YOU might be able to leverage the technologies that are being created for your own real estate success.
If you’re not providing value, your marketing is a waste of time and money
Not too long ago you could put an advertisement in your local real estate magazines with a headshot of your beautiful mug on it and people would call you up to talk about buying or selling a home. But that’s by far the smallest avenue through which real estate agents get their leads these days. Marketing has changed. Buyers are more savvy to the tricks that marketers have played on them for years and want to see you prove yourself to them before they will trust you. How do you do that? By providing HUGE VALUE to them before the sale. On this episode I’m going to show you how easily social media technology makes that task and give you some insights into what you might be able to do in the future to build the relationships that turn into clients and sales.
The American Family DreamBank is an example of kicking butts and taking names (in a marketing sense)!
I live and work in Madison, Wisconsin – and I LOVE my town! American Family Insurance is based here in Madison and has just opened up an amazingly brilliant public space that has everyone talking. Following the theme they’ve been promoting in their television and radio commercials they have opened the DreamBank here in downtown Madison. It’s a place where anyone can come, free of charge, and take classes, learn skills, and receive truly valuable things – and it’s all funded by AFI. Why would they spend so much money? Because they understand that their generosity will pay off as the public develops a more and more favorable perception of their company through the effort. What can you do to create more value to your community to ensure that you are top of mind when they need your services? Get some more ideas on this episode.
Powerful Real Estate Technologies are coming – but you’ve got nothing to worry about.
I hear it all the time – naysayers who are fearful that technology will cost them their jobs as real estate agents. I get their concerns but don’t share them. Not at all. The reason I don’t feel threatened by technological advances in real estate in the least is because I know that real estate is and always will be a RELATIONAL business. All the technology in the world can’t replace the human touch that has to be present in most real estate transactions. People trust people, especially in the most significant situations (like buying or selling a home). Keep focusing on building trusting relationships with your clients and when the Real Estate Technology comes knocking on your door, you won’t have anything to worry about.
Outline of this great episode
- [0:28] My introduction to this episode – and my brand new studio!
- [1:37] Why we have it made in terms of the opportunities we have to socialize.
- [6:41] The educational model of providing value and the American Family Insurance example: The Dream Bank.
- [10:17] Another example: Our second office, located inside a local health club.
- [13:22] How I’ve been using Facebook LIVE to build community and start conversations.
- [16:46] Why you should consider podcasting about your town/city.
- [18:59] 2 new things coming from Facebook (at least I HEARD they are coming).
- [23:13] The fun of witnessing a phenomenon like Pokemon Go… and what it has to do with this topic.
- [26:30] The Game to Relationship to Sales approach.
- [28:31] My thoughts about Snapchat Geofilters and how we can use them for marketing.
- [29:30] How people are using virtual goggles to sell houses.
- [31:00] Why human relationships will never go away in real estate: the tickle and yawn effect.
- [33:00] Don’t let the tools overcome your passion to build great relationships.
Resources & Links mentioned in this episode
Our sponsor: www.KnightBarry.com
American Family Insurance Dream Bank
SnapChat Geo Filters
Facebook Future Features
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by Neil Mathweg | Jul 18, 2016 | Podcast
As a real estate agent your listing presentation is one of the most important things you do. It’s where you truly “make the sale” with your prospective client. It’s where you make a personal connection that engenders trust. That means you have to do it well. No – you have to do it incredibly, amazingly, stupendously well. How do you do that? You’ve got to get my video demonstration to see how I’ve successfully done it throughout my career. But you also want to avoid the mistakes that I see over and over in the listing appointments that agents present to their prospective clients. Today I’m covering those mistakes. Avoid these.
Make your first call with a prospect SSS: Short and Sweet, Stupid. 🙂
When I was trained on how to receive a call from an interested prospect I was given a list of 20 questions (maybe not 20, but it feels like it) that I was supposed to ask that prospect on that first call. They were supposed to “pre-qualify” the person. But what I’ve found is that too many questions in that first call tend to irritate the client because they are calling around to lots of agents just trying to get the ball rolling. They don’t want to be bogged down in a long phone call. So what I do is get some basic information and then set the listing appointment. When I’m face to face – man, that’s where the real magic happens. Today’s episode goes in depth about this mistake and 4 others that agents make on their listing presentations. You need to know this, so please – take the time to listen.
Putting the house tour before getting to know the client is WRONG.
When you show up at the door of a prospective client’s home for your first listing appointment, what do you do right away? Most agents I’ve talked with or worked with suggest a tour of the house right away. DON’T DO IT! It’s vital that before you deal with THINGS you make a connection with the PEOPLE – because people are more important than things every, single time. When your client gets the feeling that you care about them (and you give them that feeling by sitting down at the kitchen table and asking questions) you make an impression that most of the other agents they’re talking with don’t. That’s your leg up on the competition that gets you many more appointments than you lose. Today’s episode will help you get more listings and increase your bottom line, so be sure you listen.
In your listing appointment you’ve gotta’ be real! Shut your mouth and listen.
I’ve come to believe that most prospects who call you out for a listing appointment have already done at least a small bit of research about you or your office. You don’t need to go in there and try to “sell them” on who you are and what a hotshot you will be for them. That kind of bravado sets the wrong tone. You want to listen so you can understand them, their concerns, their needs, their desires, and their hopes for the transaction. When you understand THEM you will find that you’re able to cater your responses and even your CMA to the very things they are hoping on getting out of the relationship. It’s “Trust Building 101” and I’m going to talk about it on this episode of The Onion Juice.
Never, NEVER take a CMA to your listing appointment. Never.
I feel so strongly about this one and I get a good deal of pushback about it, but I’ve found it to be one of the most important things to a successful listing appointment. DON’T take a CMA with you on the first appointment? Why? Because showing up with a price for their house already determined often shuts the door on them working with you. Most people already have an idea of what their property is worth and right or wrong, they want that opinion to be validated. When you come in immediately with a price that may be lower than their expectations you lose the chance to help them understand that price compared to the market and adjust their thinking going forward. You’ve got to hear my entire explanation on this one. Trust me, it will make you more money!
Outline of this great episode
- [0:24] Neil’s introduction of this episode about Listing Presentation mistakes.
- [2:00] A summary of my client-grabbing listing presentation format.
- [10:20] Today in social media.
- [12:16] The first mistake: Mishandling the first call you receive.
- [15:13] Mistake #2: Walking through the house first.
- [16:27] Never act like a hotshot, professional, or superstar.
- [18:54] Mistake #4: I never take a CMA to the first appointment.
- [22:55] I don’t get the “prelisting package” agents covertly drop off for clients.
- [25:52] How you can get my “full version” of a super effective listing appointment presentation.
- [28:00] Find me on Snapchat, Facebook Live, and more platforms – I’d love to meet you!
Resources & Links mentioned in this episode
Our sponsor: www.KnightBarry.com
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Join Neil On Facebook Live every Monday at 3pm CST at facebook.com/onionjuicepodcast
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If you are looking for creative real estate ideas, this episode is filled with things that my guest, Ray Wood and I have found to be not only creative but also effective at generating leads that turn into listings. This is part two of our conversation and it’s just as packed with gold nugget ideas as the first episode was (be sure you listen to that one as well). These outside-the-box ideas are things you can implement right away, exactly as we describe them. But you should also consider that these ideas may get your creative onion juices flowing so that you come up with your own hairbrained schemes that turn into new listings and happy customers for you. This Onion Juice episode is packed with goodness. Get in on it by listening.
