The Real Estate Sales Podcast Jimmy Burgess

Communicating with sellers during a shifting market is critical to helping people make the best decisions for themselves and their future. In today’s episode of The Real Estate Sales Podcast, Jimmy shares a local sales meeting discussing how to frame information in the best way to your community.
Signs the market is changing:
The capital market begins to tighten, whether residential or commercial. When businesses can’t access more capital, business growth stagnates. Volatility in the market as a whole. Are new jobs being created? Are stock prices changing? Consumer sentiment - Because people use pending and projected numbers to estimate real estate, it is often one of the last elements of the economy to shift. How the people around you are feeling, and the consumer sentiment around the economy can be powerful predictors. There are three types of people in a changing market: people who make things happen, watch what happens, and wonder what happens once it’s over. Be the first type. Discussing market information with clients:
Know your stats, including average days on the market and average company statistics. Your competitive advantage lies in knowing more about the industry and our communities. Gary Keller’s book Shift discussed the market shift earlier in the 2000s. While it doesn’t all pertain now, it does deal with managing prospective sellers and maintaining the relationships through conveying information.  Maintaining information based on historical data alone wastes time and money because it doesn’t corroborate with the current market information. Pull up acting, pending, and sold homes within the last month. If a seller’s comparable home is priced far above that, and you bring that to their attention, they’ll be much more capable of making an informed decision for their future. Conversations are still the foundation of real estate:
Whether through phone calls, open houses, or lunch with a prospective client, those conversations fuel the transactions that make real estate possible.  People like hearing from realtors - we have the information they need to know. Make phone calls, have conversations, and use these interactions as seeds to obtain new clients when the market shifts again. The shift in the market requires a shift in mentality. If you can master that change, you’ll be prepared and ready for success later. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Want to learn how to generate more online leads through Facebook and social media channels? In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by the Co-Host of Elite Agent Secrets, Andrew Dunn, to learn how to keep your pipeline full of quality and relevant leads.
Why should agents use online channels to find new leads? Predictability.
Many agents look for referrals from friends and family when generating leads. When you put yourself in that position, you’ve put stress on a relationship that isn’t needed. On average, say you’ve spent $5 per lead and received 100 leads. Statistically, about 30% will pick up.  Suddenly, you’ve spent just $100 for 35 quality conversations with interested leads. Social leads generate many leads that prevent agents from putting all the stress on a single conversation that must lead to the right outcome. Use the social media channels that work best for your business:
For Andrew, the majority of his work lies on Facebook and Instagram. However, whichever ads yield the best leads for your business. YouTube and Tik Tok are other potentially powerful channels. Walking through the basic steps for online social ads:
Select ‘special ads’ in housing, start with a spend of just $10-15 per day (which generates about 100 leads per month), and implement a lead generation campaign. Select the people living in a location via an area pin drop. Because a good starter campaign has a low ad spend, keep ads to just Facebook and Instagram main feeds.   Draw attention through your ad copy. Explain the location and the available houses in the area with a call to action. On the click-through form, the more questions you ask, the better-quality (but fewer) leads you’ll get. The follow-up is everything:
The secret to converting online leads? Get in front of them as soon as possible.  These are real human beings, and setting up the meeting is the main contributor to conversion. Once you have leads, you must have a system to organize and structure them, like a CRM. Andrew’s final takeaway? Fail fast and fail often. The biggest obstacle you’ll face in online ads is just getting started. Tune in to the Elite Agent Secrets Podcast on Spotify, Apple Podcasts, and anywhere else podcasts can be found. For examples and strategies for how to coordinate online ads, follow Andrew on YouTube.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

Leading a business often takes a keen eye and a willingness to learn new things. In today’s episode of The Real Estate Sale Podcast, Jimmy is joined by the CEO of The Ebby Halliday Companies, Chris Kelly, to help teach real estate professionals how to identify opportunities for growth and change for a better client experience.
Panic is the tendency during real estate shifts.
There are many things realtors can learn by observing changes, tactics, and strategies used outside real estate. When you get excellent customer service, ask yourself how you could incorporate similar elements in your own business. It isn’t about the product but the attitude in the communication exchange. Personalize your interactions:
Whether online or in-person, creating a personalized voice demonstrates authenticity and trustworthiness. You can solve someone’s problem, even if you aren’t ‘the person.’ People will remember that type of service. Look for inspiration to make yourself better, regardless of the industry.  For more information and content from Chris, connect with him on LinkedIn and follow Ebby Halliday on Instagram at @ebbyhalliday_realtors.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

John Maxwell’s book “The Five Levels of Leadership” and blog post “The Rule of Five” are powerful and influential tools to gain inspiration for lifelong success. In today’s episode of The Real estate Sales Podcast, Jimmy applies this methodology to real estate to explain how we can use just five principles in our real estate careers to make a lasting impact.
Rule #1: Sharpen your ax
Study, learn, and understand how to create opportunities that generate results. The better you prepare, the more powerful your swing will be. Rule #2: Speak to one past client or one person in your SOI
Starting with the low-hanging fruit is the best way to get the ball rolling; your past clients already know, like, and trust you. By speaking to one person per day, you’ll maintain relationships that generate referrals and get your day started on the right foot. Rule #3: Add value to five homeowners personally each day
This could be done in several ways - sending unsolicited video CMAs, checking in by circle prospecting, or sending newsletters containing market updates. Focus on adding value to homeowners to get new listings. Rule #4: Add value to give potential buyers personally every day
Check in and offer value and insights to buyers in the market. They’ll be more likely to like and trust you to conduct their transaction when they’re prepared to buy. Rule #5: Add five people to your database every single day.
The more people you can add value to, the more opportunity you have for business. Whether it’s through circle prospecting, open house, or people you meet at your kids’ track meet, create a systematic approach to add value to them. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

The Power of One More by Ed Mylett teaches you to reach your goals by doing ‘one more.’ It’s the compounding effect of one more thing in anything in life that will help you succeed. In today’s episode of The Real Estate Sales Podcast, Jimmy explains seven situations where the power of one more can project your real estate game to the next level. 
One More Conversation:
Adding just one more conversation in your day can yield 300 more calls a year (depending on how many days you work.) On average, every 50 real estate conversations yield a transaction; six more closes is a great additional income you can channel into your business. One More CMA:
This is an opportunity to add value to a current homeowner, putting you in motion to generate more listings down the line. Providing an updated market analysis makes you top-of-mind when the homeowner is looking to buy or sell in the future. One More Open House:
The more face-to-face interactions with customers, the better. It generates buyers and other potential sellers, giving you the opportunity to generate leads from both sides of the transaction. One More Meal:
Your relationships with your sphere of influence will grow if you spend more time with them. When is the last time you’ve taken those individuals out for breakfast, lunch, or dinner? Check-in, ask them how they’re doing, and stay top-of-mind to encourage referrals and recommendations. One More Farm:
Geographical farming is the best tactic for steady real estate clients. Find another neighborhood that fits your criteria of expertise and see which areas are potential candidates for listings and business. One More Video:
Shooting video gives people the opportunity to know you better.  Compound your marketing efforts by shooting evergreen video content people can watch for years. One More Thank-You:
This could be someone you know professionally or personally. Who are the people you should take the time to express gratitude toward?  The Law Of Reciprocity is real, and it is all the more powerful by integrating more gratitude throughout your day. Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.

It’s no secret that creating high-quality video content is the key to unlocking the next stage of your real estate business. But how do you start creating content your audience wants to consumer? In today’s episode of The Real Estate Sales Podcast, Jimmy is joined by Realtor and Video Influencer Brad McCallum to discuss his approach to creating high-engagement content people want to see.
Every realtor can use video content:
Whether you’re in a large, competitive market or the only agent in a small-town community, video content is good for you. Growing a channel of viewers can seem like a daunting task. But just like you invest in your finances, investing time and effort into building a youtube channel yields compounding returns.  Video content is perfect for realtors because the low-hanging leads are the people who regularly watch and engage with your content because there is an existing and established rapport.  Practical nuances of video creation:
YouTube is an ad platform - its primary goal is to sell. Keeping users watching your content encourages YouTube to show your content to more people.  Hook their attention as soon as your video begins, whether through an opening line or relevant information; anything to evoke emotion or interest. Get someone past thirty seconds by showing them the best things first. Brad’s process for making great content: 
Make numerous pieces of content focused on the features you know will interest people. Ask questions to engage your audience throughout the video, and film multiple forms of content at once to save time and money when shooting. Create a basic, reusable filming sequence that generates the listing content that shows you’re a competent realtor. Make content focused on the benefits, not the features.  Agents who better engage and interact with their communities will find great success in the coming change to the real estate market.  Check out Brad’s YouTube page to see how he creates his content, and follow him on Instagram at @the.real.brad.mccallum for more content.
Do you have a video or content idea perfect for your business? Share it with Jimmy! Connect with Jimmy Burgess on LinkedIn and Facebook, and his YouTube channel.  If you like what you heard today, we’d love it if you’d share a rating or review and then subscribe to the podcast and tell others about it. You can find The Real Estate Sales Podcast on Apple Podcasts, Google Podcasts, Spotify, Audible, and our website, The Real Estate Sales Podcast.