What is that up you guys! Bob Collopy here and it looks like you want to get some leads
right? So maybe you just got your real estate license and you're starting out
or maybe you just want to up your real estate game start getting more deals,
more consistent deals. If you're just starting out you might think oh well I
got this real estate license and maybe the brokerage that I joined will go
get me leads and people off the street will just, like, come into the
office and stuff and I'll be there and that's-- you know--that's not
really how it works. Yeah you might get pitched a few deals here and there
and things from your brokerage itself but in reality you actually have to go
out there and get it yourself. And if you start doing this in a very methodical
way, you can actually start building yourself and building your business.
Which is how you need to think about this, because if you just start trying to
think about this in terms of like being a Salesman--
right-- if you think you're just a Salesman who goes up and shakes
hands with people, is super charismatic and your whole job is just to convert
the leads... well first off you have to be really great with charisma and stuff and
then you have to ALWAYS be good at that. Because the big negative of just using
that strength, if you have it at all, is you're always gonna be chasing the next
lead. You're always gonna be chasing the next deal. You'll never have things
coming to you--which is a problem. Especially if you're feeling off that
month or that week. There's no stability to it.Sso that's the first thing: think
about it as a business and how we're gonna grow it so let's get
practical: how are you actually gonna do this?
How you're gonna first start out-- the simplest thing to do is to approach your
friends and family. This has probably occurred to you, but the way you
do it is you need to start positioning yourself in their minds as
THE real estate expert of their circle, right? So like everyone has a circle of
people they know and you might have someone who really knows, you know, you're
always like wow that guy is really good with numbers! Or that girl is really
with science! You need to be the person who's really good at real estate. So they
think of you when they have that problem. So what you'll do is you go up to them.
You say "hey if you have any real estate questions or needs" (or something
essentially say this) "come and ask me and I'll help you out." You'll go get those
answers and you can even leverage your brokerage because
hopefully you'll have a good mentor or broker in there who can help you get
those answers so that you can relay them to other people. So don't be too
worried about putting yourself out there that you know real estate because if
anything, you can go and get with that team. So what you do from there is now
that you've asserted yourself in your circle (at least very basically.)
It's on their radar. Now you need to start trying to get reviews from them.
So do a real estate deal with them no matter what it is. A lot of the time
you're just thinking of the sale, but you also really need to be doing the rentals.
Because the review from a rental is every bit as valuable as it as if it was
from the sale. And what you're gonna do with these reviews is you're gonna put
them online. You're gonna put them on Yelp, Google local, Realtor.com--whatever
works for you. Whatever your niche is. Also you can maximize those reviews
by the way. If there's more than one person, like if you're doing a sale and
they're a couple--well get both of them. Or if they're roommates and
they did a rental (which is the case a lot of the time with people in my age
group and younger) a lot of times there's like four roommates there. Well
get four reviews! Why get one, right? You just quadrupled what you can get out
of that because you did help all of them. If they were your clients and they moved
into this place right and that will start building you up both inside your
circle of influence and especially outside your circle. Because I got
maybe six or seven reviews on Yelp and then I got a call. They were like "hey,
we looked at your reviews online, we looked at your website" (which we'll get
back to in a minute) "we looked at all your stuff and we're interested in you
selling two million dollars worth of real estate
that we have." And I never even met these people! But because they looked at all my
branding and my marketing, they said "hey this guy's worth a call." And that's
awesome. You see the power in that? You can start getting deals without having
to pay for leads.. without having to go out there and hustle all the time.
This platform over time will grow for you and grow for you and start bringing
you deals and also, it'll help you convert deals of the people you actually
find. Because the best sale in the world-- where you actually get a client where
you sign the agreement that now they're your client--is when they've convinced
themselves that you're the right person. Not you twisting their arm convincing
them. Because they're always gonna be like "I feel like I was forced into it" if
you do it that way. But if they can go online and see everyone else likes you,
they see that your website is clean or your personal website, your Facebook page--
and it all lines up-- that's the best type of conversion you can get. They
are owning their decision. So with your branding you need to make sure that it
actually reflects your strengths. Now you might think "well I don't have any
strengths. I haven't done any deals." or maybe "I've done one or two rentals big
deal." Well.. you got to have some strengths in your life. I mean you did get a real
estate license so you know how to do something. You just need to emphasize it.
Like if you joined a really exclusive, really great brokerage then that can
actually be one of the strengths. Because hopefully you have a team there that you
can rely on. And that can be good especially if you're new because they
might be like "well I don't want to put it on on my biggest financial decision on you" but
you know the broker is a big deal. Been around 40 years and they're working with
you. Or my thing was I was the relative nerd right? I was really good at reading
the book three times on real estate and then I'd go out and Google more. And I
just kept checking things and watching these YouTube videos and--
clicking that like button! Because I really appreciate it when people put up
really great content. But basically that was my strength so I did everything I
could to look like the guy who knew more things. Because you can take over your
page on Yelp and stuff--and you should. You want to be in control of your own
image, so take control of those accounts and make sure they're all consistent
with one another of your strengths. So next is, let's say you've gotten a dozen--
whatever amount--of reviews. What you can do now, because this might not solve
everything for you upfront, you can help other agents who are really doing well.
They have maybe a dozen listings at any given time.. 20-30 listings at any given
time. You can offer to do their open houses because they can't physically be
at all of them or they just don't want to deal with it anymore.
Like I'm one of those agents who does not want to go to all my deals at all. No
thank you. But if you're just starting out that's awesome because you can go
out there and shake hands with everyone. Because all of them are probably looking
to buy a house or at least they're thinking about it and you can start
getting face time with all those people. And when you give them that card, they'll
go look hopefully at your website, your pages and everything that you've now
taken control of and you've put reviews on. And you'll be more likely to convert
them. So you see how this by doing it this way you're creating a machine that
will always help you whether you actually do want to go out there
aggressively and do it, or if you just want to you know eventually sit back and
be able to get referral business. And referral business will become, hopefully,
more consistent for you after about two to five years--depending how much you hustle
and how much success you get on it. So in these first two years, yeah, maybe
you do need to hustle a bit more. I know I did. But if you start this NOW,
it's gonna do you a lot of favors. Don't do ten deals and then they barely talk
to you anymore because it's gonna be so much tougher to get those reviews. Start
doing it this way. And also, if you put it up on Google and everything, it takes
time for you to go up higher and higher on the on the pages of Google and Yelp
to get noticed. So all this just takes time. It's like kind of like
building your credit--you can't just get have a perfect score day one. You have to
build it right at eighteen and get some credit cards, right? So this is
the same idea. So since you got to the end of the video: I'm willing to help you
guys with something, all right? I think this is
kind of cool. So if you guys put up your marketing--you can comment your account,
your Facebook page or Yelp, your website even, and I will gauge whether or not
your brand is at least consistent with what you're trying to convey about
yourself. Now I'm not gonna guage whether or not it's good all right? I don't want
to get into that, and also I don't know because I don't know your strengths. I
don't know your specific audience. I don't know your specific market, your
niche. I'm just gonna check whether or not it is actually consistent. And I
think that'd be pretty helpful. I think just about anywhere else they
would declare that as spam.. so you get to spam me essentially! And I will comment
on it and hopefully everyone else on there will stay positive and do
the same. Don't be meany butts on there because I will delete your comments if
you're a meanie butt. So yeah let's try that out and I'm
looking forward to putting out more content. So if you have any suggestions,
I'm also willing to take a look at that as well and even shoot it. Alright guys.
Thanks! Bye.
Thanks for watching!