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Real Estate Success Rocks | Top Producing Agents Who Value Excellence, Personal & Professional Growth

I'm Patrick Lilly, the founder of Real Estate Success Rocks, an organization devoted towards assisting you in fulfilling your dreams in business and in life. We've partnered with REV, a select group of top producing agents, to bring you the best content in our industry specifying what works in today's market place and what does not, how you can grow your business on your terms, and be inspired to do more with your life. So what does success mean to you? And how do you create a meaningful life and business? For some it may be becoming the #1 agent in your market, for others it might be spending less time at work without comprising service or profit, or possibly it involves your personal or professional legacy. Through our podcasts we will explore relevant topics that inform, clarify and inspire while providing concrete tools and actions to achieve your unique goals. Our aim is to align your personal and professional lives to be in harmony, promoting true success and ultimately, true happiness.
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Aug 15, 2017

James has a BS in Marketing/Management and a MA in International Care and Community Development. He is the Chairman Elect of Family Lines, an organization that reaches families from all walks of life by recognizing the value of an involved, engaged, loving father.

He and his wife, Maurita are members of the Medical Teams International Puget Sound Leadership Council, a global health organization that empowers communities to live full and healthy lives. James is also a Guest Lecturer at Northwest University College of Social and Behavioral Sciences speaking on Leadership and entrepreneurialism from a global context. 

As an accomplished Resucceed Coach, James works with successful already achieved individuals seeking the fullness that a life with success can offer. Today we're discussing the importance of fulfilment in ones life, and how we can forget the things that are really important. 

In this episode, you'll learn..

  • Why did you throw away our to-do list?
  • How do you know you need to resucceed?
  • Why are high achievers so unhappy?
  • Science of sleep
  • Why it is important to ask great questions
  • How to transform your yearly business plan
  • Telling others what you want (and knowing it)

Links and resources mentioned in this episode.

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Aug 8, 2017

Sean Horrigan is the principal of PR Guy, a Boston based consultancy that helps small to mid-size businesses grow and flourish through powerful PR and strategic social media campaigns. Today we're talking about doing your own PR, and the value of connecting with journalists for maximum exposure.

In this episode, you'll learn..

  • How to create a customized media list 

  • Start with 15-20 bloggers, journalists

  • Follow them on social, read their posts/columns

  • Create a relationship

  • Become a resource

  • Why press releases no longer work?

  • What is a pitch and how to craft your pitch to the press?

  • Editorial Calendars: How agents can use editorial calendars to generate press

  • What is an editorial calendar?

  • Where to find editorial calendars?

  • Photos are important!

  • Does your property have a story/history?

  • What makes it unique? 

Links and resources mentioned in this episode.

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Aug 1, 2017

Chris Drayer is CoFounder of Revaluate, the data company that leverages predictive analytics to determine who’s most likely to move. Revaluate has been recognized by Stephan Swanepoel as a 2017 Top 20 Trendsetter and is a 2017 Inman Innovator award finalist.

Chris has been in Real Estate Tech since the dawn of Twitter. Previously, Chris launched RealSatisfied in the US and helped grow FloorPlanOnline’s Virtual Tour business. Today we're talking about predictive analytics, and how it can identify potential clients early, based on living or career changes and situations. 

In this episode, you'll learn..

  • What are predictive analytics
  • Why they are important to your business
  • Components - life event triggers
  • Sources for triggers
  • Sphere vs. online leads
  • Costs

Links and resources mentioned in this episode.

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Jul 25, 2017

Roger Hall is a business psychologist. He has been doing executive coaching and leadership development with business leaders throughout North America since 1998. Today we're talking about how to understand and react to clients' behaviour appropriately, to break through confrontation and fear for a positive outcome. 

In this episode, you'll learn..

  • Part Realtor, part psychologist
  • 5 Negative Emotions
  • Default Emotions
  • Honey Talk
  • Worry - A specific type of fear
  • Flooding in men
  • Four Horsemen of the Apocolypse

Links and resources mentioned in this episode.

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Jul 18, 2017

Roger Hall is a business psychologist. He has been doing executive coaching and leadership development with business leaders throughout North America since 1998. Today we're discussing information overload, and how our modern environment can lead to mental burnout.  

In this episode, you'll learn..

  • Daily Decisional Load
  • The Lie of Multitasking
  • Technology delivers information faster than we can consume it
  • Ever Increasing Sense of Urgency
  • Because we can, we think we should
  • Too many choices — leads to decision paralysis
  • Solutions:  
  • Use Less Information
  • Schedule Time Away from Information
  • Sift and Trash
  • Set Limits
  • Respond on your own time
  • Use technologies that work for you

Links and resources mentioned in this episode.

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Jul 11, 2017

Jere has been in the business 14 years, currently operating in Brookhaven and Buckhead of Atlanta, GA. In 2016 she was named as one of the top 3 agents company wide for Atlanta Fine Homes, Sotheby's international realty, selling 30 units for $25 million. She has been consistently in the top 5 company wide over the years, and has only just formed a team as of 2017. Today we're discussing delivering value, and how it's important to give a little before getting something in return. 

In this episode, you'll learn..

  • What does it mean to 'Deliver Value'
  • Deliver first, then ask for business
  • How to do so through phone, mailings, emails & social media

Links and resources mentioned in this episode.

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Jul 4, 2017

Richard has been in the business for 37 years, & in 2016, he and his team of 7 sold 95 sides with a GCI of over $2 million. One of his specialties is working with foreign buyers, who make up about 30% of his business. Today we'll be talking with him about locating international clients, and the various differences that apply when working together. 

In this episode, you'll learn..

  • Why work with international buyers
  • What's different
  • What do you need to know
  • How do you get into the marker
  • Cultural differences

Links and resources mentioned in this episode.

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Jun 27, 2017

Wendy is Co-Owner of Papasan Properties, operating in the Austin area. In 2016, she and her team of 13 sold 192 properties. Today we're discussing hiring assistants, how they can benefit you and the best way to approach the hiring process.  

In this episode, you'll learn..

  • getting in business with great people
  • who should be your first hire
  • how do you go about that
  • slow to hire/quick to fire

Links and resources mentioned in this episode.

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Jun 20, 2017

James serves the DC, Metro area, and in 2016, he and his team of 13 sold 147 units for $76 million. Today we're talking about lead conversion, and going through some highly effective techniques to take your clients to a successful closing. 

In this episode, you'll learn..

11 Ultimate Conversion Techniques:


1. GIVE them what they want (Price, etc- give them more)
2. FAST, FAST, FAST (Lauren)
3. Multi-media approach (Call, Email, Video Text, Video Email)
4. CTA
5. Price Bracket Email (PBE)
6. Know your Numbers
7. Get them IN the Office
8. Set an Appointment
9. Consumer Benefit instead of Sale Driven
10. Create a Niche

11. Utilize your own RE Terminology

Links and resources mentioned in this episode.

  • nellisgroup.com

 

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Jun 13, 2017

DAVID OSBORN was raised in Europe, educated in Great Britain, and completed his studies in 1990 at the University of Texas at Austin majoring in Economics. David’s real estate career took off shortly after he opened his first Keller Williams brokerage in the mid-1990s. He is presently the principal owner in the 10th largest real estate company in the US with over 4,500 agents responsible for more than 25,000 transaction sides and exceeding $9 billion in sales in 2016. David has been voted for three consecutive years in the top 100 most influential people in Real Estate according to the Swanepoel Power 200. He is an operating principal and/or investor in five Keller Williams Regions and nine Market Centers.

In addition to owning regions and brokerages, David is the principal of a private equity group that has bought and sold approximately 1,000 homes. He owns more than 1,500 apartment units, office, retail, and industrial buildings. His group has bought and sold tens of millions in notes and distressed assets, improved the quality of the assets, sold them for profit, or retained them for cash flow. He is a primary investor or operator of more than 35 profitable real estate–related businesses, a Managing Partner of Align Capital and currently does, or has done, business in more than 40 states and Canada.

Firmly rooted to the principle of knowledge-sharing and giving back, he is a founder and operating partner of GoBundance, an accountability-based group of hard-charging, generous entrepreneurs living exceptional lives. Further, David sits on the board of the One Life Fully Lived non-profit, Habitat for Humanity Austin and is a member of YPO/WPO Austin, TIGER 21, and contributes to various causes—from fighting cancer to building clean-water wells through charity:water to helping lift women and children out of poverty in Ethiopia through A Glimmer of Hope to making sure little humans get more than a little care at Dell Children’s Hospital. David is the proud father of two beloved daughters and one amazing son and is married to the wonderful and talented Traci Osborn.

In this episode, you'll learn..

  • Goal Setting
  • Building Wealth, 
  • Setting a vision for your life

Links and resources mentioned in this episode.

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Jun 6, 2017

 

Larry is an expert in finding people, and acquiring their personal information. Today we'll discuss how this has huge benefits with generating new property sales. 

In this episode, you'll learn..

  • Ladder of influence
  • Viewing all human communication
  • Triangling
  • Empowerment & recognition

Links and resources mentioned in this episode.

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May 30, 2017

Seth serves the Baltimore and suburbs area, and in 2016, he and his team of 10 sold 140 units for $38 million. He's been in the business for 10 years, and today we're discussing conflict, and how to promote positive interactions in any circumstance. 

In this episode, you'll learn..

  • Ladder of influence
  • Viewing all human communication
  • Triangling
  • Empowerment & recognition

Links and resources mentioned in this episode.

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May 23, 2017

Roberta is an established real estate and life coach, and is known as the 'six figure real estate coach'. Today we're discussing ease to profit ratio, which involves maximizing efficiency and also shifting perspective to achieving in a more meaningful way. 

In this episode, you'll learn..

  • Ease-to-profit ratio 
  • How we got there
  • alignment
  • Inspired actions vs motivated actions
  • Implementation

Links and resources mentioned in this episode.

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May 16, 2017

Sasha has been in the business for 9 years, & in 2016, she and her team of 5 sold $43 million in Charlottesville, Va. Today we're discussing how to collaborate with developers to generate new properties for sale. 

In this episode, you'll learn..

  • Finding unrepresented luxury builders
  • How to interview them 
  • Getting to know you meeting
  • Narrowing down your selection
  • Analyzing for growth
  • What value do you bring to the developer
    • direct marketing to other agents
    • market research & competition
    • move-up buyer program
    • social media and branding
    • client care during building process
    • past client marketing

Links and resources mentioned in this episode.

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May 9, 2017

In this episode, you'll learn..

  • Why me?
  • Why this?
  • I know the job & I can do it
  • I want to do it
  • Why not hire me?

Links and resources mentioned in this episode.

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May 2, 2017

In this episode, you'll learn..

  • CROP

     

  • Being clear / conscious

  • Ready /relaxed

  • Open / optimistic

  • Present / on point

  • 4 leg of the stool approach to preparing for a presentation or pitch

  • We are confused by our shifting mountain of priorities

  • Unless we are centered and in the moment when we sell we cannot put our best foot forward

Links and resources mentioned in this episode.

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Apr 25, 2017

Dawn is a Broker Associate serving the Silicon Valley and Santa Cruz County beach communities of California. She's been in the business since 2004, and in 2016, she & her team of 3 had a volume of $34 million. Today we're discussing Average sales prices, and how increasing yours will affect your business in numerous positive ways. 

In this episode, you'll learn..

  • Simple formula from Jay Abraham's "3 Ways to Grow Your Business"
  • Identify & define who your client is
  • Mindset (approach, attitude, skills, language, presentation) for going after higher price points
  • Accreditation
  • Referrals (making sure the referrals you take are matching with your goals)

Links and resources mentioned in this episode.

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Apr 18, 2017
Karen has been in the business 15 years, and currently serves the DC Metro area. In 2016, she and her team of 10 had a volume of $70 million. She's also the author of "Real Estate Success in 5 Minutes a Day: Secrets from A Top Agent Revealed"; featured as top real estate book choice INMAN 2017;  INMAN and Real Trends Contributor. Today we're discussing leads, generation, including how to find and maintain them over long periods of time. 

In this episode, you'll learn..

  • Leads are all around me
  • Licensed to view houses
  • Catch buyers and sellers when you can
  • Count your leads and make your leads count
  • Database is your databank

Links and resources mentioned in this episode.

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Apr 11, 2017
Seth serves the Baltimore and suburbs area, and in 2016, he and his team of 10 sold 140 units for $38 million. He's been in the business for 10 years, and today we'll be discussing with him the importance of asking powerful questions, and how they can completely change the dynamics of your interactions. 

In this episode, you'll learn..

  • How asking powerful questions change your life
    • Curiosity vs Judgment
     
  • Types of questions (pyramid)
     
  • Examples
    • Questions to spur business growth
    • Relationship questions (beloved & team)
    • Some of your favorite questions

Links and resources mentioned in this episode.

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Apr 4, 2017
Yoko is based in Marin County, CA, and in 2016, she and her team of 4 sold 46 units for $32 million. She's been in the business for 12 years, and today we're discussing with her the process of becoming extraordinary in both your career and your personal life. 

In this episode, you'll learn..

  • On being average
  • Being mindful of your intentions
  • Live with curiosity; be inspired 
  • Honor your Commitments
  • Have Perspective 

Links and resources mentioned in this episode.

  • http://www.frontporchrealtygroup.com/

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Mar 28, 2017
Chandra Hall is the Managing Broker and owner of Colorado Mesa Realty LLC, and Chandra Hall Seminars, which provides informative seminars for real estate professionals. Today we're talking to her about marketing plans, and how they can deliver effective and sustainable results in your business. 

In this episode, you'll learn..

  • Why use a marketing plan
  • What elements are in a good plan
  • How to do it
  • Successful plans from other agents

Links and resources mentioned in this episode.

 

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Mar 21, 2017
Get Seen Be Heard came to fruition when DIY-PR Maven Christina Daves and Social Media Strategist Karen Yankovich encountered struggling realtors and recognized a market absence for combining social media and PR to grow a real estate business and maximize a realtor's exposure. After joining forces, Christina and Karen have taken their tactics and helped realtors leverage modern tools to get seen, be heard, and position themselves in front of potential clients faster and louder than their competitors.

In this episode, you'll learn..

  • Retain clients from your social media platforms
  • Incorporate free publicity into your marketing strategies
  • Make use of free social media & PR tools together to gain massive exposure & success in your business

Links and resources mentioned in this episode.

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Mar 14, 2017
RJ is a team leader at Keller Williams Legacy 1 in Chandler Arizona. Debbie is a top broker in Casa Grande, Phoenix. In 2016 she and her team sold 302 units for $43.6 million. Today we're discussing DISC profiles, including how they can be used to better understand people, and improve your interactions in any business or personal situation. 

In this episode, you'll learn...

  • What is DISC?
  • Why is it important?
  • How can it be effective?
  • Using DISC for communicating with clients, friends & family. 

Links and resources mentioned in this episode.

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Mar 7, 2017
Shaun is the world’s only Certified Digital Marketing Professional and FAA Licensed UAS Pilot. Shaun is the Owner, Pilot, and Managing Director at The Pikes Peak Guy Drone Services and a Certified Customer Acquisition Specialties with The Lead Profit™, Colorado Springs leading Digital Marketing firm. Shaun not only have unique insights into the drone industry, its rules and regulations, but is also highly skilled in all facets of Digital Marketing, and specializing in helping Realtors use marketing assets like drone video to sell properties faster, and acquire new customers.

In this episode, you'll learn...

  • What is a Drone?
  • Why use one?
  • FAA Drone regulation changes in fall of 2016  
    • The specific FAA Drone rules/laws that apply to Realtors and how to take advantage of these new rule changes. 
    • Why Realtors may be in the best position in 2017 to take advantage of the new FAA rules to sell more listings, and sell them faster by using drone videos. (The role of video in marketing today and in the future)
    • How and where to use a drone video to market a listing and rise above the competition (pun intended).
    • How Realtors can create drone videos themselves (legally) and 5 great tips to help them succeed when doing this on their own.
    • How to hire a professional drone pilot, what to expect and how choose the right pilot to work with.
    • What to do with your drone videos - How to tap into Facebook’s hidden database of homebuyers to help you use your drone video to sell your listings faster.

Links and resources mentioned in this episode.

 

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If you would like to take our free 1 hour course on what every realtor needs to know about drones in 2017, here is a link to the replay: http://bit.ly/2mgEsiO

Drone Policy for Brokers http://bit.ly/2luPX8h Coupon Code for show listeners “PPGLILLY2017” gives you $30 Off 

 

Feb 28, 2017
Michael is the author of '7 Levels of  Communication', which was recently named by Forbes as one of the 20 best sales books of all time. He is also a popular speaker and coach in the Atlanta area. Today we're discussion rituals, and how they can help organize your time, and remove the stresses of decision making. 

In this episode, you'll learn...

  • Why have rituals?

  • Systematization & routine
  • Sunday night

  • Nightly

  • Mornings

  • Pre-leave

Links and resources mentioned in this episode.

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