On this episode, host Keri Shull presents at the HyperFast Digital Dive Deep Event on how to land more off-market opportunities using sixteen different strategies. Learn how to gain an advantage and differentiate yourself as an agent, by executing on these smart strategies. Episode Highlights:  If you want to differentiate yourself, go out and find off-market properties. Off-market opportunities are a huge attraction to buyers. If you can create these opportunities, you will own your market. People will refer you more business when you find them a home they could not have found without you. An off-market property is a property that is not listed on the MLS. Your job is to be proactive and to find what your buyers are looking for. Look at who the absentee owners are. Reach out to landlords and ask them if they'd consider selling. Use Zillow to find people who are trying to sell homes themselves, contact them, and try to get your clients in the door. Imagine you find the right property in the tax records. Do a letter drop and target those specific sellers. The more specific you are in your letter, the higher your callback rate will be. Use Craigslist. There are still FSBOs who put their homes on Craigslist and Facebook Marketplace. FSBOs and FSBO websites are a good place to find off-market listings. Also look at vrbo.com and airbnb.com because some of those people are not able to get income right now. Befriend gatekeepers. They can be powerful referral sources when you provide value to them. Keri always gave little gifts to the person at her front desk. Look out for gatekeepers and have their back. Top agents can help you get deals done. Based on the criteria your buyers want, you can sort sold listings and then sort by the agents and call or text them and ask what they have coming up in that neighborhood. Builders who are prominent in a community meet with many sellers. Builders will give you plenty of opportunities if you build a relationship with them and refer back to them. Remine is a tool you can use to search. Call your MLS and ask if they have Remine. Remine takes data and layers it based on the habits they've seen for consumer spending. Remine can help you reduce your cost on farming based on data.  All of this is giving you the power to influence sellers to think about selling and to influence your buyers by proactively letting them know how you're handling challenges. Expireds and withdrawns are worth checking in on. Try to procure those opportunities for your clients. Look at probate records. There is a legal right for you to request information from the county. Social media is an obvious place where you can post about buyers with a need. Tell your SOI what you are looking for. Some local companies post the listings they have that are coming soon. When you use these strategies, you will have something valuable to share with your clients about what you're doing on their behalf. Hire a VA if you're too busy to execute on these strategies on your own. 3 Key Points: Finding off-market opportunities will help you dominate your market. There are many places to find off-market opportunities for your clients. It’s your job to be proactive. People will refer you more business when they know you can help in a proactive way. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for free here Keri Shull: Linkedin, Facebook, Instagram Remine real estate software

On this episode, host Keri Shull speaks with Ruth Krishnan at the HyperFast Digital Dive Deep Event about how to leverage Facebook groups for leads. This episode will help you think about how to find groups where you can make an authentic contribution that will allow you to build your business.  Episode Highlights:  Ruth Krishnan generated 15 million dollars last year off a Facebook moms group that she was in. Many lead-gen tactics can take a long time. Facebook groups generated leads for Ruth very quickly. Ruth is the mother of two boys and being part of a moms group came up organically. Moms groups ask for a lot of opinions and referrals. She saw she could fill a need in the group when there were many real estate questions. Ruth noticed that another realtor posted about whether people would like a market update. She then hosted a meeting and realized that she needed to first make an offering. Ruth shares about her background in interior design and how that adds value to her business. As a value proposition to the Facebook group, she offered to teach people tips and tricks for elevating their spaces. She messaged them separately, gathered their emails, sent an email with event details, and re-advertised it to the Facebook page. Twelve families came to the event and they did a Facebook Live to the group. She gained four clients from that event. She's always trying to figure out what kind of content people respond to. Authentically marketing after capturing emails is very important. Be active in the groups in a genuine way. Ruth is creating evergreen content that can live on her site forever. Creating content has been fulfilling for Ruth during this time. Finding a way to put your content into Facebook groups is another way to continue providing value for the community. Ruth is doing all of her interviews over Zoom right now. Usually they are 20-30 minutes long. Having interviews transcribed is really good for SEO. Ruth uses her personal page in the Facebook groups. Ruth is in two main moms groups. One is a very active group with 12k members. When someone says they're interested in an event, she will DM them, friend them, and get their email address. You can rank highly in search engines by providing good content. Ruth moves towards her strengths and that continues to bring her business. 3 Key Points: You can leverage Facebook groups in your community to generate leads. Engage authentically in the groups you’re in.  Look for ways to offer value to the group through providing relevant content, hosting events, and identifying needs within the group.  Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for free here Keri Shull: Linkedin, Facebook, Instagram Ruth Krishnan website, Facebook, Instagram, Twitter, LinkedIn Rev transcription service 

On this episode, host Keri Shull speaks with Dean Aguilar at the HyperFast Digital Dive Deep Event about how to achieve fast growth through creating high engagement on Instagram. This episode will help you think about how to build your personal brand, extend your organic reach, and focus on quality engagement.  Episode Highlights:  Dean Aguilar is a San Diego agent who has earned 22 deals from Instagram alone in the last year. Dean began his real estate career in the DMV. He later moved to San Diego. If you're providing great value on Instagram, clients will eventually reach out. You're building a tribe and an audience with your social media content. Keri shares a lot of vulnerability in her personal brand. Getting people to know, like, and trust you requires vulnerability. A lot of agents have similar feeds and they feel generic. Your content should be 70% likes, interests, vulnerability, family and 30% real estate.  Most of us are too worried about presenting instructional type information vs. real-life scenarios. You can get attention and opportunities through building an engaged platform. Dean uses one primary account. If people engage with you on Instagram and you have high engagement, they will show your content to more people. If you’re looking to extend your organic reach, invoke two-way conversations. Your caption beneath the picture should tell a story. You can even use a call to action in the captions. When you engage back with your audience, the algorithm will show that person your content more frequently. When you want a very specific call to action, you don't necessarily want to use your website in your bio. Use a singular call to action in your bio. Anybody who tells you that hashtags are going to grow your audience is lying to you. With influencer marketing, you borrow the audience of someone who has many followers and they are essentially shouting out your account. Keep in mind that when you run promotions there's a dropoff. What we're really looking at is engaged, raving fans. They can bring you to the stage but they can’t make you perform. You must deliver good content to build an audience.  3 Key Points: If you're providing great value on Instagram, clients will eventually reach out. Engagement matters more than follower count. You need to build your personal brand around you, and be vulnerable. Resources Mentioned: Learn more about Hyperfast Academy; Keri Shull Careers Keri Shull: Linkedin, Facebook, Instagram Dean Aguilar Instagram, website Digital Muse Media  

During this episode, you’ll hear Sharran Srivatsaa present at the HyperFast Digital Deep Dive Event. Listen to learn how providing options can overcome objections, and the steps to take before, and during, a listing presentation to set yourself up to win.    Episode Highlights:  Sharran Srivatsaa poses the question: In this market, who gets hired? In a traditional market, the agent has to get two “yes”s from a potential client. The first is a “yes” from the client to working with the agent. The second is the “yes” to get the deal done. In this market, there’s an additional “yes”. Agents feel like they have to convince potential clients to actually list their home first. The kind person is the person who gets hired right now. Sharran describes his philosophy on peoples’ capacity for B.S. He feels that the current situation is putting people on edge, and less tolerant to B.S. This is why leading with kindness is a better tactic than aggressive sales techniques. Trying to convince someone to do a deal isn’t the best idea right now, because Sharran feels it will lead to a bloodbath if the deal goes wrong. It’s not about objections, it’s about options. If you’re getting objections, it’s because people don’t understand the options. Sharran recommends a technique of entering the conversation from the prospect’s mind. What questions might they have, and what are their fears? If you want to win, it has nothing to do with the presentation. It has everything to do with your actions before you arrive at the presentation. Confirming and re-confirming appointments in a thoughtful way can go a long way in building trust. A structured start to the listing presentation is a great way to build rapport during a virtual meeting. Sharran outlines how he uses a public records report in his structured start. Often when you tell a client to do one thing, they feel cornered. When you give them an option, they are able to choose. Sharran discusses his strategy on acquiring a virtual walk-through of the prospect’s home before the listing appointment. Agents need to complete a medium match. If you’re asking a client for a video, you need to request it in video form. If you want an email, send an email. The more options and guidance you give a prospect, the more safe they feel. And right now, prospects may be more likely to hire the agent that they feel most safe with.  Sharran discusses the concept of the first 7 minutes, and how he uses the public records report to structure the listing appointment. Don’t shy away from talking about money. You need to get to the money conversation right away if you want to be viewed as the trusted advisor. The goal of the presentation should not be to pitch, but to create a plan. Co-creating the plan with the client throughout the presentation allows them to feel like they are in the process with you, which means they’ve already hired you. Sharran discusses the structure of the listing presentation, and the three pools of buyers. Co-creating a plan allows you to restructure the plan with the client if the house doesn’t sell as anticipated.  Successfully executing on a blueprint allows you to help build clients for life, and creates a strategy that you can duplicate to grow and scale your business. 3 Key Points:   The kind person is the person who gets hired right now.   It’s not about objections, it’s about options.   Safety is a top concern for potential clients right now, and providing more options and guidance can contribute to their sense of safety. Resources Mentioned: Learn more about Hyperfast Academy; Get 100 Free Tips from Dan here Keri Shull: Linkedin, Facebook, Instagram Sharran Srivatsaa website, Facebook Kingston Lane website  

During this episode, host Keri Shull speaks with Cory Rosier of Big Block Realty, from the HyperFast Digital Dive Deep Event, about how to attract the right recruits. Learn how Cory’s method of question-based selling has helped him to recruit an unbelievable number of agents.   Episode Highlights:  Make recruitment about the agent. Ask a lot of questions about them and their goals. If they're willing to sit down with you, they have a pain point. Understand the different personality types you may be working with. It's about how you listen and how you solve problems. Cory’s brokerage is really predicated on culture. They create a lot of video content to showcase their culture and differentiate themselves. Anyone at their brokerage who refers an agent gets entered for a Mercedes raffle. Keri copied this strategy. You can use your ads to bring together your culture and your value proposition to attract the right people. Keri and Cory analyze some of Cory’s most successful ads. At Big Block, they like to play hard, work hard, and provide value. Cory takes a soft approach to recruitment. He goes back to making it about them and asking questions. When talking, agree and repeat. Understand the presentation you're making. Their brokerage likes having a variety of personality traits. When hiring, figure out what the avatar is. In many situations, people grow too big, too fast. Once you build a strong culture, people will come to you. Look within and analyze where your talents are best serving growth.  Make the list of all the responsibilities in your job, circle what you don't love doing or you're not good at doing, and that will help you develop your first job description to hire somebody. Set realistic expectations for the people who are coming on to your team. Make sure your presentation is consistent and have fun with the interview. Don't burn bridges when things don't work out and leave the doors open. 3 Key Points: When interviewing agents, always make it about them and rely on questions. Understand the presentation you're making and be consistent with your plan.   Set realistic expectations for the people who are coming on to your team. Don't oversell. Resources Mentioned: Learn more about Hyperfast Academy; refer your clients kerishull.com Keri Shull: Linkedin, Facebook, Instagram Cory Rosier LinkedIn, Facebook Big Block Realty Big Block Realty 100% commission video Big Block Realty head shave bet video

On this episode, host Dan Lesniak presents at the HyperFast Digital Dive Deep Event on how to increase business through podcasting. Learn how Dan approaches his podcast and learn the basic things you need to know to get started on your own podcast now.    Episode Highlights:  Dan and Keri launched their podcast a little over a year ago and get 5-6k downloads typically. This took time. Podcasts are a way to get your own PR and make a play for pre-eminence. Jay Abraham teaches that you want to be known as the friendly expert. With a podcast you can get in front of more people and reach more prospects. First, create a plan and an outline. Get the equipment you need. Begin recording and editing. Distribute and promote. In the planning stage, consider what your style will be. You can do interviews, teach, or choose a monologue style. You can cover local content every other episode and then alternate with covering the process. You can do audio only or do a video version and put it on YouTube as well. This is not much extra work. You don't need to spend a lot of money on equipment. Plan out at least a quarter in advance. Schedule guests well in advance. Record and edit so you have a four-week backlog before you start releasing. Make micro-content for each episode to promote. To distribute, you can use several different hosts. Use a multi-channel strategy for promotion.  Your long-form content stays relevant for a longer time. Being consistent is key. Stick to your schedule. Make sure you have fun with this. It doesn't have to be overwhelming. It should be fun and interesting. Dan does not run out of ideas. He's always looking for people to interview. The key is to just get started. 3 Key Points:   Podcasting is an opportunity to establish yourself as an expert and increase your time in front of your current prospects and clients.   Create a plan, get the equipment you need, start recording, edit, then distribute.    Podcasting is not difficult. If it feels overwhelming, break it down into chunks. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching Dan Lesniak bio, Facebook, Twitter Keri Shull Team YouTube channel Dan’s favorite podcasting equipment Gary V. content pyramid Episode 1 with Gary V, Episode 2 with Grant Cardone, Episode 92 with Ryan Serhant

During today’s episode, host Dan Lesniak speaks with Cooper Stroman, a realtor on the Keri Shull Team, who focuses on working with developers. Listen to learn how to get more investment deals that can bring you massive opportunities for growth.    Episode Highlights:  Cooper Stroman pursued real estate due to the flexibility and the financial opportunity. His first couple of years were difficult. Then the Keri Shull Team reached out to him and he began to thrive in the team environment. He's now doing multi-million dollar development deals. Cooper looked for investment properties for the first time after meeting Sunil Saxena, co-host of the HyperFast Wealth Show. He also invested in his first deal with Sunil. He rolled the commission and got 15% on the return over 12 months. If you see something that looks underpriced for the location, you can start doing the math to see if the deal will make sense. You need to know the rules and what the zoning is. Look for the highest and best use of the property. Consider what may be allowed that isn't being optimized. Figure out your builder's cost. Then figure out how much the end product will be worth. If you can get directly to a seller, that's key. You can call and doorknock.  Cooper tells the story of convincing a seller to sell his home to them so they could develop the property. Many property owners won't think you're serious when you offer to buy their home. If you want to work with investors, you’ll look at hundreds of deals. When you're dealing with bigger deals there are bigger hurdles to get the deals to the finish line. If you can, create a win-win situation for everyone involved. Listening to Dan's HyperFast Wealth podcast with Sunil will help you get started with investing. Go to investor meetups. Get involved with a reputable developer who knows what they're doing. The capital piece is huge. Few can deliver access to capital. Cooper's biggest advice to a new agent is to join a team that provides you with training and leads. His advice to investors is to listen to the HyperFast Wealth podcast and to attend investor meetups.  The biggest challenge in Cooper’s career has been self doubt. Cooper shares about his hobbies and his five-year plan.  3 Key Points:   Working with investors requires research. Find a good property in a good location, know the zoning laws, figure out construction costs, then assess the project’s worth.   It’s invaluable to have a mentor starting out. Work with a developer that knows what they’re doing.    Know that there are bigger hurdles to closing on investment projects and you will look at many deals.  Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for free here Dan Lesniak bio, Facebook, Twitter Cooper Stroman LinkedIn, Instagram HyperFast Wealth Episode 153

During today’s episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Sunita Bali, a real estate agent in Maryland who completed 38 transactions last year as a solo agent, and is in the process of starting her own team. Listen to hear how Sunita has based her real estate career on exceptional customer care, which has led to consistent and constant growth.    Episode Highlights:  Sunita Bali is a real estate agent with 6 years experience in Maryland. She has based her career on exceptional customer care, which has allowed her to grow her business over the last 3-4 years. Sunita experienced a point where her business growth stalled, and that’s when she reached out to Dan Lesniak and Keri Shull to mentor her. Sunita details her education and career experience, and the incident involving her daughter that led to her entering real estate. Sunita admits she didn’t know what she was doing her first year in business, and did 1 large real estate transaction that year. Sunita went to a sales meeting and saw that other agents were netting over 1 million per year, and she wasn’t even getting acknowledgement. She took that desire to be the best and sought out coaching. The coaching helped her to grow her business, which in turn increased her confidence. Stay focused, and use the method that others have proven works. Sunita did 38 transactions in 2019 as a solo agent, although she did have some occasional help from a virtual assistant. Sunita is focusing on her 5-year plan, and has hired her first ISA and admin, and is now focusing on hiring a buyers agent. Sunita was bringing in a lot of online leads, but felt as though she was throwing them away as she didn’t have the staff to handle the volume. Dan agrees that with the pandemic going on, online leads are going to become more prevalent and more valuable. Sunita did well in the first quarter of 2020 due to the online systems she already had in place, which she feels has positioned her well for the remainder of 2020. Her biggest revelation in regards to marketing and advertising is consistency. Sunita feels that marketing cannot wait, it has to grow with you as you grow, because it helps propel growth. Consistency is really important, now more than ever, as peoples’ attention spans diminish due to being overstimulated. Her team plans out social media on a weekly basis, which Sunita approves, and then is posted on an automated schedule. Sunita utilizes a “power hour” to review her CRM for follow-up opportunities with her clients. She feels that if you don’t consistently follow-up with your clients, they will go elsewhere. Sunita details her system when working with buyers, setting expectations, and her 5-home showing strategy. Dan and Sunita discuss how home-buying isn't an emotion-less process.  Sunita has a pre-qualification process before she meets with homesellers, to learn more about the reasons for selling, expectations, and their personality style, so that she can tailor her presentation. She always goes to seller presentations over-prepared, even if she doesn’t need it. She feels it helps give her an advantage over her competitors. If you do a good job, the money will follow. Looking forward to the rest of 2020, Sunita’s excitement is that someone, somewhere needs her help. She feels that at the heart of everything, she is a helper. Sunita provides her answers to the questions in the HyperFast Round. 3 Key Points:   You always have to keep educating yourself.    Marketing cannot wait. It has to be done consistently and grow with you as you grow, because it helps propel growth.   Follow-up is essential in order to maintain clients and reach your full potential for growth. The money and customer care is in the follow-up. Resources Mentioned: Learn more about Hyperfast Academy; refer your clients to Dan/Keri at kerishull.com Dan Lesniak bio, Facebook, Twitter Sunita Bali website, phone (301) 984-7108

During this episode, you’ll hear Mike Cuevas and Valerie Van de Zilver present at the HyperFast Digital Deep Dive Event. Listen to learn how they create compelling videos that help them capture attention and expand their audience.    Episode Highlights:  Mike paints the picture of the viral video he presents. Val wasn't scared to step outside of the box. She embraces video. This video has over 50,000 views. Hear the audio for Mike and Val's viral video. Understanding your brand allows you to be yourself on camera. Creating content is about capturing attention. Val walks through what happened after she released the video. Val encourages you to get in front of the camera and put yourself out there. When you’re creating video consistently you’re fighting for the attention of your database. 72% of people will close with the first agent they speak and meet with. Video is about reminding people you are in real estate.  You don’t need to use your videos to sell. Use them to sell your personal brand. When you think about what sets you apart and make that part of your voice, you will stand out. We all need to find something that makes us different from everybody else. Build your brand by creating content consistently. Your personal brand is recession-proof no matter what the market is doing. Content creation is not lead generation. Mike shares the example of how Bed Bath and Beyond coupons work. You have to remain in constant communication with your audience. Few of your competitors are creating video content. Don't overthink creating videos. Create a strategy based on knowing who you are. Authenticity will attract your audience. Don't send your database to a landing page. Send them to your site. If you really want to build your brand, YouTube is a great ad platform. 3 Key Points:   Be willing to put yourself out there when creating video.    Remember that your job isn’t to sell on video, it’s to build your personal brand.   Video is about reminding people that you are in real estate.  Resources Mentioned: Learn more about Hyperfast Academy; Get 100 Free Tips from Dan here Keri Shull: Linkedin, Facebook, Instagram Mike Cuevas - Real Estate Marketing Dude website, YouTube, Instagram, podcast Valerie Van de Zilver website, YouTube Mike and Valerie Home Protection video  

During today’s HyperFast Wealth segment, host Dan Lesniak speaks with Chris Prefontaine, an experienced investor, coach, author, and business owner. Listen to hear his smart strategy for buying properties on terms that will give you three pay days.  Episode Highlights:  Chris tells us about his history with real estate, investing, and coaching. He doesn't use banks after the 2008-09 recession. He buys everything on terms. His company’s portfolio contains 50-60 properties at any given time and they are not on one loan. With owner financing, the seller takes the first position and they don't sign personally.  They even bought their office building on terms. With owner financing, they focus on free and clear property. With a lease-purchase, they rely on the principal pay down. Both scenarios are well protected during a recession. Because many buyers can't go through banks right now, they can go through the alternate route Chris provides to get mortgage ready. Their ads attract people who can't get loans during COVID.  They create three paydays per deal. The down payment, the monthly spread, and then the backend cash out in 2-5 years. The deal flow has increased during COVID. So many business owners froze during the pandemic. Those who shift will succeed. On the coaching side, some people are making a major career change. They are calling Chris and asking him how to use his system aggressively. In his coaching program, Chris helps brand new investors, as well as wholesalers and flippers, who want to tack this strategy onto their services. When it comes to buying on terms, some people are simply afraid of the unknown and need someone to show them how to do it. To find potential sellers they fish in three ponds: expired listings, FSBOs, and for rent by owners. Another category is buying a list of free and clear properties. Chris provides a detailed example of how a lease-purchase works. They use AppFolio, RentLinx, and Craigslist to find buyers. Pre-COVID they looked for buyers who needed credit enhancement. They also looked for self-employed people who needed to establish a longer tax return history. During COVID they are getting great buyers who are getting pushed out of the market. His biggest advice to new investors is to manage your expectations and commit for three years. In this market, you need to find a mentor who has been through similar cycles and storms. Chris recalls some of his favorite family trips. Chris shares their five-year plan to complete 1500 transactions with students.  3 Key Points:   You can manage a large portfolio of properties entirely on terms.   You can find potential sellers by looking at expired listings, FSBOs, and for rent by owners.   Many buyers are being pushed out by COVID and they are great candidates for a lease-purchase.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching Dan Lesniak bio, Facebook, Twitter  Smart Real Estate Coach website, YouTube, Podcast Real Estate on Your Terms (book) -- Get a free copy when you mention this podcast!

During today’s show, Sam Khorramian, CEO of Big Block Realty, presents at the HyperFast Agent Digital Deep Dive Event. Learn how to leverage B2B relationships and Google/YouTube to give yourself a way to do 48 more transactions with no spend.  Episode Highlights:  Sam’s strategy begins with the importance of referrals. Referrals are some of the best leads and business you can do, and they come with the highest amount of trust. Sam wants to help you build a scenario where you're coming to businesses with a value-first proposition to help them get exposure and customers. Sam's goal is to make a bunch of people feel obligated to reciprocate and refer him business. Sam interviewed a local insurance agent, made a few videos, and got them ranking on the first page of YouTube and Google. Sam explains the history of how he began creating content in this unique way. If you make four of these videos per month and each of those participants only send you one referral per year, that's 48 referrals. He realized he could build a predictable pipeline of referral business using this strategy. This also gives you extra exposure when they share the content with their database. The best approach is to find someone who understands the power of ranking on the internet and verify that they're doing a lot of business. Go to Yelp, find the category, filter by most reviewed, then find the people who understand the importance of getting reviews. Don't let the low number of reviews fool you. If you see an insurance agent with 20-30 reviews, that probably means they're doing well. Position the original phone call as a call with lots of value. Help them see the full picture of what you're trying to do. At the end, ask them to keep you in mind when they have discussions about real estate. When you upload a video, spend your time on the title, description, and tags. Before you upload your video, name the video on your computer using the keyword phrase you want the video to rank under. You must sell the click. Depending on where you are, you can rank people in the same industry under their local area keyword, which allows you to interview multiple people in your area while helping them all rank. Look at the title descriptions from the pages that are already ranking on Google. Take those, copy them into a Word document, and make them your own. Use Google keyword planner and it will give you the best tags to use. 3 Key Points:   You can create high-ranking online content for local B2B partners as a way to gain referrals.    Approach partners who understand the value of ranking online and are doing a high volume of business.    Use best keyword practices for naming your content to please the search engines. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching; The Keri Shull Team website Keri Shull: Linkedin, Facebook, Instagram Sam Khorramian website, LinkedIn, Facebook Video Marketing Blaster Link to pdf of Sam Khorramian’s presentation slides

During today’s episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chris Clark, an agent and real estate investor. Chris shares three ways you can get more investor business. Listen to hear tips that will help you stand out above the competition.  Episode Highlights:  Chris Clark shares how COVID-19 has affected his investment activity. The first two - four weeks people were very unsettled and unsure about how the pandemic would affect the market. Confidence rebuilt after the first four weeks and lenders re-entered the market.  Chris listed two properties in the last four weeks and will list the third tomorrow. The real estate market in the DMV is very hot right now. Agents are seeing multiple offers on properties. Hard money was hard to get when investors saw the stock market go down. Multiple lenders Chris likes to use took a five-week pause. One of the big ways to meet investors is to go to meetups. If you go to one meetup per week, you can meet ten new investors at each one. These meetups are usually free. Some charge a nominal fee. You're going to learn the basics at these meetups. You'll be able to have an intelligent conversation with investors. Going to meetups will help you become more educated about the basic terms and processes involved in real estate investing. If you're plugged in with your market talk to other agents and see if they have anything off-market that's distressed, that could be a good investment opportunity. There are deals on the MLS if you want to take the time to go through those deals. Meet with the investor, determine their criteria, figure out how to analyze it and then go find what they ask for and present it to them. If you're an agent working with high-end buyers or sellers, talk to them about your work with investors and present them that opportunity. There are not many agents that provide that service so if you can, it would set you steps above anyone else. Once you get in with a group, your access to investors will spread to their friends. It can multiply. If you can bring a developer the deal, and some money to help finance it, you'll command loyalty. Chris hopes the market stays this hot. He thinks there will be some buying opportunities. He will be looking for discounted distressed deals sometime in the fall to winter. 3 Key Points:   Attend investor meetups on a regular basis.    Focus on finding deals. Ask other agents about off-market opportunities.   Presenting the right people with opportunities to invest will help you stand out from other agents. Resources Mentioned: Learn more about Hyperfast Academy Get Dan’s book for free here  Chris Clark website, Instagram

During today’s HyperFast Wealth segment, hosts Dan Lesniak and Sunil Saxena provide insight into how their projects performed in the first half of 2020 and tell us what’s in store for the rest of the year. Hear the positive outlook for the DMV market and get the details on the status of their current projects. Episode Highlights:  Their development business wasn't affected too much by COVID-19. In general, they were still building and still getting permits. Sunil thinks Q3 will be about rebuilding as the world gets back on its feet. Q4 is just going to be phenomenal. Dan and Sunil have seven to eight projects in the pipeline, with five more they're looking at. Prices have been strong in the DMV area. The Keri Shull Team is having their best month ever. Dan says that the overall number of transactions went down but the ratio of buyers to sellers stayed the same or got even better for sellers. Their current projects are geared towards buyers with stable jobs. One project was postponed a few months, but they found some workarounds to keep building. Raising money became a little more difficult for developers because people were nervous. Other people thought it was a great time to invest in stock and some hard money lending dried up. It's harder right now for a developer to launch a project and close on it, so that will only make the inventory problem worse for the next 6-12 months. The permitting process has sped up because there are fewer projects coming into the DCRA. Dan and Sunil provide a rundown of their current projects. They have two very large single-family homes in the luxury area of D.C. where they are doing site work. That project is moving along very well and will deliver at the end of the year. Their Capital project is four units in the Ivy City area close to the Nike store. It's an up-and-coming area. They had to revise permits but they're out there doing work. This will probably be another end of year delivery. Randolph is three units near the Columbia Heights area. They had permit issues. They have four months of construction left. Columbia is one of their favorite projects. They are developing eleven beautiful units. The Benning Road project is in a rapidly transitioning area. They are near the end of the permitting stage for this project. The Chesapeake project is closing any day. It will be ten units next to a Whole Foods and a park. The final project, 10 units on the Georgia Avenue corridor, is under contract. They may hold this building for rentals. It's been a busy year for everyone but they've been focused on what they do best. 3 Key Points:   Prices have been strong in the DMV area.    Because it’s harder for developers to launch projects right now, there will be even less inventory in 6-12 months.   Dan and Sunil have an amazing portfolio because they’ve focused on what they do best.  Resources Mentioned: Learn more about Hyperfast Academy; The Keri Shull Team website; HyperFast Wealth website Dan Lesniak bio, Facebook, Twitter  Sunil Saxena LinkedIn

During today’s episode, Dan Lesniak speaks with Matt Leighton and Shawn Battle, experts in video and social media marketing for real estate. They share how they gained confidence in front of the camera, where they find inspiration for engaging videos, and why video marketing is definitely not going anywhere.  Episode Highlights:  Shawn and Matt share what led them to pursue careers in real estate. Always remember that you'll meet people at open houses. Connect with your sphere on a weekly basis. Initially, Shawn felt resistant to video, but Matt knew it was a good idea. As you become more comfortable in front of the camera, you’ll come up with fun ideas. Shawn got into a hot tub while wearing a suit in a house for one fun video. Not every video will be funny, but they can get the property some attention. They share how the idea for the Valentine's Day video came about. The goal with a listing video isn’t necessarily to sell the house. It’s to get attention. Their gimmick is that they're always in suits. Doing videos weekly will build your confidence level. You can use video as a portion of your listing presentations. Videos allow you to stay in constant contact with your sphere. Remember to market your actual listings and not just yourself. During the pandemic, more people have relied on video and 3D tours. This is a trend that is not going to go away.  Look at what the best agents in the country are doing and incorporate that into your business. If you're doing a good job with your marketing and you impress someone, you will get a referral. Your first video might be bad but it will help you make progress. Don’t worry about perfection. You’ll get better each time. The attention cycle is short. You have room to make mistakes and to learn from them. Many agents are afraid of standing in front of the camera. Decide that you don't care what other people think of you. Shawn and Matt share where they find inspiration for their videos. There's not just one way to make video work for your business. Get started by turning your phone around and filming yourself. New agents need to develop the self-confidence to be on video. A good video will keep doing work for you while you do other things. New real estate agents should find a mentor. Don't be scared to put your name out there. It's a mistake to be too transactional. Care about people genuinely. Remember to find a niche to focus on. Documenting the process is huge when creating content. People will watch long videos as long as they're entertained and learn from watching it. 3 Key Points:   Video can be used to target the attention of a hyper-specific local market.   The key is to get in front of the camera. Just get started.   When you create video on a regular basis, it’s easy to stay in front of your sphere. Resources Mentioned: Learn more about Hyperfast Academy; Get 100 Free Tips from Dan here Matt Leighton Instagram, YouTube Shawn Battle Instagram, Facebook, YouTube Hot Tub listing video, Valentine’s Day video   

During today’s HyperFast Wealth segment, Dan Lesniak and Sunil Saxena share a completed project while breaking down the numbers. This small two-unit project was delivered during the pandemic and still produced a huge margin. Hear what they paid to develop this project, what it sold for, what investors earned from the transaction, and more.  Episode Highlights:  A lot of wrenches were thrown at Dan and Sunil through the process, but this project did well. The top unit sold just before coronavirus. They got more on the top unit and got a little bit less for the second unit due to coronavirus. In development, some projects will hit at an optimal time and others won't for whatever reason. They experienced a black swan event with massive unemployment, but the D.C. market is resilient. Their typical buyer makes six figures and their jobs are resilient in the D.C. market. Dan is excited that they delivered a great project and that the numbers worked out very close to their projections. Investors from all over the globe want to invest in D.C. because the federal government will continue spending money and providing jobs. The jobs in D.C. tend to be high-paying jobs and they're always there. This project began when they bought an old row home in poor shape in 2019 for $650k. They spent a little more than $250k per unit in construction costs because it was in a higher-end area. The bank loan was in the 5% range. They probably paid $70-85k in interest. All-in they spent about $1.35m on the project. On the sales side, the top unit got just under $900k. The lower unit sold for $730k. Total sale was $1.63m and they paid out about $50k in commissions and taxes. Their net sale was $1.58m net profit. They still pulled in $230k. They paid investors $60k in preferred returns. This was a great project. They delivered 20% return on cost, and had a ton of margin over what they needed to pay investors. Dan is excited that they still hit their numbers and delivered. 3 Key Points:   D.C. is a resilient market that attracts investors from around the world.   When you buy properly and perform properly in a great market, this sets you up for success.   A quality project can succeed even during trying times. Resources Mentioned: Learn more about Hyperfast Academy; The Keri Shull Team website; HyperFast Wealth website Dan Lesniak bio, Facebook, Twitter  Sunil Saxena LinkedIn  

During today’s episode, host Keri Shull speaks with public relations guru Christina Daves, founder of PR for Anyone. Christina shares her three-step formula for building your business by getting PR famous. After listening today, you’ll have an actionable plan for how to get your story on the news in the next seven days.   Episode Highlights:  In 2010 Christina invented fashion accessories for medical boots. She became an expert in PR and was in 50 media outlets during her first year to promote her product. She began teaching people in real estate how to be successful in PR five years ago. The more visible you are to people, the easier it is for them to make a connection with you. In the Get PR Famous Formula, you need to be newsworthy, you need to create great hooks, and you need to find the right journalists. First, you need to create a brand. This will give you positioning and visibility. Pick one place to start with your PR plan. It could be television, but could also be newspaper, radio, or social media. Every person has a unique gift to offer the media. First, you need to be newsworthy. Remember that the media is looking for your story.  If you are quoted in a major media outlet, that gives you credibility. You build your digital footprint when you are in the media. Newsjacking is when you take a story that is hot in the media and leverage your expertise to get into the media. If you're constantly pitching stories to the media they will remember you. You can affiliate yourself with a non-profit if you really believe in a cause and then tie it in with your business. Another strategy is to collaborate with people. Christina shares the example of a realtor who partnered with a builder for a massive giveaway that received a lot of attention. Celebrity sells. Know your property and know if there's any history to it. You can also use holidays and the calendar for newsjacking. Monitor social media, especially Twitter for newsjacking opportunities. Check out the history of your property to see if that may be newsworthy. You must create a great hook. Look at magazine covers to gather inspiration for hooks. You can use Google to find the right journalists. When you're in the mainstream media, you can then share that on your social media. Use your content to establish credibility so that when major media outlets check you out, you've demonstrated your expertise. If you implement Christina's strategy, you could get media attention this week. Think of one idea you could use to pitch a story to the media. Make your writing easy and accessible. That will help you with your pitch. Keri and Christina help live participants brainstorm brilliant pitch ideas.  When you're thinking about stories, think about what's next. You can spend ten minutes each day pitching stories and have success. 3 Key Points:   To get media attention you must be newsworthy. You can achieve this easily by newsjacking.   You need a great hook to pitch a story successfully.     It’s easy to find the right journalists. Remember that they are looking for your unique story.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching; The Keri Shull Team website Keri Shull: Linkedin, Facebook, Instagram Christina Daves contact, website Email Christina at [email protected] The DIY Guide to Free Publicity (book)

During this HyperFast Wealth segment, host Dan Lesniak speaks with real estate investor Reed Goossens about how he built a massive business in under a decade. Reed shares how he found his first deal and the amazing path that led from it. You’ll be inspired to eliminate your limiting beliefs to take daily action towards your big goals.  Episode Highlights:  Reed Goossens grew up in Australia and moved to the U.S. in 2012. Prior to that, his experience was in structural engineering. He didn't want to spend his life in a cubicle so he became an entrepreneur. He went to his first REIA event within weeks of moving to America and was blown away by the information available there at a low cost. The barriers to entry here are low. Within six months, Reed bought his first triplex in upstate New York. He found this deal through small broker relationships. He didn't know anything but went out and gave it a try. He was sick of reading about investing and needed to go out and do it. The first deal got him going. His second deal involved a flip, and that flip helped him up his game. That's when he got into real estate syndication. They now control over a quarter billion dollars of multi-family real estate in Texas. Reed had an impactful conversation with a successful friend about the value of finding a mentor. Finding a mentor helped him to double down on where he was going. Through that, he built his own podcast and his own brand and co-syndicated on bigger deals. They buy between 15-30 million-dollar properties in Austin and San Antonio. They use third-party property management and their own asset management and construction management. They buy between 150-300 units at a time. Build up an investor pool so when you do have a deal you launch to that pool. They raise between 10-15 million dollars per deal, around 30-40%.  The key is to have a mentor. Surround yourself with people you aspire to be. Know that it will take time to build your portfolio. Reed talks about key mentors during his journey. Be willing to face uncertainty as you pursue new opportunities. Taking action is at the forefront of his mind. Over time you'll be able to take bigger and bigger steps. Challenge yourself. Getting rid of your limiting beliefs can take work, but it can be done when you take action consistently day after day. Reed shares about his experience writing two books. Reed offers his advice to a new investor. A mistake he made at one point in his investment journey was trusting others too easily. The best real estate investment he ever made was the first one because it got him started. If Reed had to start again he would do it all again. He'd build a personal brand, build a thought leadership platform, and grow his business from there. 3 Key Points:   If you’re still in the research phase, go out and find your first deal. It can start you on an amazing path of growth.    Finding a mentor can help you double down on your goals to accelerate your growth.   Keep challenging yourself and be willing to fail.  Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for the cost of shipping here; HyperFast Wealth website Dan Lesniak bio, Facebook, Twitter  Reed Goossens website, podcast, Facebook, Instagram, LinkedIn Contact Reed at [email protected] Rich Dad Poor Dad (book) Investing in the U.S.: The Ultimate Guide to U.S. Real Estate (book) 10,000 Miles to the American Dream (book)  

During today’s episode, host Keri Shull speaks with Ruth Krishnan at the HyperFast Digital Deep Dive event about how to land large corporate accounts. Ruth shares how she started her journey to increasing her price point. You’ll be inspired to make connections outside of your sphere as you hear how Ruth got creative about capturing large corporate accounts. Episode Highlights:  Last year Ruth's San Francisco based team did 130 million dollars in sales. Her average price point is 2.6 million. Ruth tells the story of the first ask she made to land a huge financial planning firm as a key account. She had a loose connection in a high-end financial planning firm. She called him and brought some coffee to his office. This was a big step out of her comfort zone. You don't have to start small. She began by asking what it would take to be the realtor for his company.  After their conversation, she called a realtor who fit his criteria and asked if she would want to do the account with them. They made a beautiful marketing book together, printed them, presented the book with gifts and had them delivered to his office. They go to that office every six months and have closed big deals as a result. Figure out how to have access to those people. It may not be through your friends. Provide tools for your clients so they have talking points so they look like they know a lot about real estate. She provides free advice on a regular basis. Ruth publishes a monthly newsletter and they love that data. One of Ruth's signature gifts is branded Yeti bottles that clients love.  Ruth also approached mastermind groups because she wanted to work with a room full of billionaires. Show up, do an amazing job, and it will lead to other opportunities. In the San Francisco Bay Area, many families have personal assistants. Ruth infiltrated that group. Ruth created a BNI group early in her career. Keri recommends either vetting the group or creating the group and hand-selecting members. Personal assistants manage all vendors for the families they work for. Ruth found out that the assistants meet regularly to discuss vendors. Sometimes Ruth brings a person she knows they need to hear from as a way of providing value to them. These groups think of Ruth as a connector and as a resource. Consider forming a relationship with a private school consultant in your area that serves high-income families. Once you get into relationships with these people, it's not that hard. When you present to a large tech corporation like SalesForce, you can educate them on demystifying the buying process. You can provide a market update and that will be fascinating to them. People are really interested in hearing what's happening with the market at this moment. The most referrals are done from real estate agents. Attorneys are also huge referrers. Get as many attorneys as you can in your BNI groups.  Think of the events in life that trigger people to buy or sell. Bring vendors connected to those events into your BNI groups.  3 Key Points:   You don’t have to start small. Figure out how to get access to the people you want to be doing business with.    There are many different groups you can approach when you’re looking to connect with high-earners. Consider contacting personal assistants, mastermind groups, private school consultants, hospitals, and more.    When you’re giving a presentation to a corporate account, recognize that you can demystify the buying process for them and provide them with a valuable market update. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Keri Shull: Linkedin, Facebook, Instagram Get 100 Free Tips from Dan here Ruth Krishnan website, Facebook, Instagram, Twitter, LinkedIn DEMA Facebook group PAN website  

During today’s HyperFast Wealth segment, host Dan Lesniak speaks with Matt Fullerton, a real estate investor who also helps educate and train new investors. In this episode, Matt shares how real estate investing has changed during the pandemic, who is selling, and where they are finding the best deals.  Episode Highlights:  Matt Fullerton is a lifelong sales guy. He began his career selling cars and left that business for private equity. Then he became associated with Express Home Buyers, a real estate investment company that was specializing in flips when he joined. They now specialize in wholesale. He started his own company in late 2018.  Matt shares his approach to buying distressed listings from agents. He also helps other established real estate companies by taking their old leads. If he gets them under contract, they split the profits. Their main exit is wholesale with no marketing. Because lender guidelines have tightened up during COVID, they are taking on more flips. During COVID they've seen landlords and vacation rental owners reaching out to sell their properties. On the buyer side, a lot of lending has tightened up. Some deals that made sense three months ago no longer make sense. In Dan's observations, getting investor money has become more difficult during these times. Renovated houses are in very high demand. The inventory shortage encouraged Matt's company to do more flips. Commercial and retail have taken a beating so there will be an opportunity there to pick up some commercial property and redevelop it. They're finding more townhouses and condos than they usually do because people often hold those as rentals. They think there will be a lot of opportunity in PG (Prince George County), Maryland. They're now finding great deals in the Baltimore suburbs. They're always looking for new list providers. They're looking at niche lists. For marketing, they use social media. They decided not to spend a ton of money on marketing during COVID. They don't have a lot of overhead and they don't have debt aside from properties they're working on. Dan has experienced great success with online leads. They founded a REIA group, the Real Deals Real Estate Investors Group. Matt tells people who are new to their REIA to get their real estate license. There's tremendous value in partnering with as many realtors as possible. Matt’s advice to a new investor is to not get trapped in other people’s dogma. He advises experienced realtors not to get trapped in their own way of thinking. When you're being rigid, consider other ways to look at the situation. The biggest challenge they faced was having to generate leads without any marketing. If you're a decent person and want to help people, you will succeed. Matt shares his love for the outdoors and traveling. In five years he wants to be setting up the companies he's part of for his exit. He will then pursue environmental work. 3 Key Points:   COVID has changed the landscape for real estate investing because getting investor money is more difficult right now.    There’s high demand for renovated homes, which encourages investors to consider flipping.   If you’re an investor, consider getting your real estate license to reap the benefits of referrals. Resources Mentioned: Learn more about Hyperfast Academy; The Keri Shull Team website; HyperFast Wealth website Dan Lesniak bio, Facebook, Twitter  Matt Fullerton Facebook, Contact him at [email protected] Chesapeake House Hunters website, Facebook The Real Deals REIA Facebook group

During this episode, host Dan Lesniak speaks with Coach Micheal Burt, a winning basketball coach who became an extremely successful corporate coach. Learn about Micheal’s six-step system for monster growth and the tips he has for realtors who are ready to commit to their success.  Episode Highlights:  Micheal Burt began coaching basketball teams in his teens. He spent a decade building a national championship program. Eventually, he started writing books about how he was winning games. He retired from athletic coaching at age 31 to start a multi-million dollar coaching company. His dream was to be the head coach and he decided to carry himself as a professional. Many people give up and don't become what they're capable of becoming. Humans have a prey drive. The problem is that it's never been activated. First we need to be exposed to the possibilities. Micheal describes when the possibility of becoming a successful speaker awakened within him. Micheal always had a desire to help people but didn't always know how to do it. Now he is teaching people how to coach. Micheal describes how Grant Cardone inspired him to scale his business. Micheal has a six-part system. First, you activate the prey drive. Next, there's explanation of service, legacy selling, follow up, extracting referrals, and becoming a person of interest. Micheal needed people to walk into his life to help him see his blind spots where he was losing money.  Many agents don't see their business as a business. Micheal discusses an agent he is working with who is opening a restaurant as part of his branding strategy. Real estate agents should strive to become people of interest. People make big decisions when they are relaxed. This is why people buy real estate on the weekend. You should be prospecting for 2-4 hours every day. People need to understand the entertainment aspect of prospecting. People make decisions when they're having fun together. The top agents are best at entertaining people and making them feel comfortable. Getting people in relaxed settings and holding events can have a big impact. Ask how you can do your own version of what other successful people are doing. Look outside your market and look outside your industry to find new ways to differentiate yourself. Micheal speaks to how his clients have pivoted during the pandemic. His clients are using virtual seminars, virtual summits, Facebook Lives, and other ways to offer virtual experiences. He recommends being highly engaged with your current client base, highly engaged with your past client base, pumping out content to your database all the time, hosting weekly podcasts, writing a book, and working a system to generate attention and leads. This is an industry that you can dominate. The biggest challenge he ever faced was coaching a team to a championship. If Micheal could go back in time, he would get coaching earlier in life. His biggest advice to a new real estate agent is to prospect 2-4 hours every day. If you're an experienced real estate agent, work on becoming a person of interest. In five years, Micheal hopes to be one of the top five motivators in the world. 3 Key Points:   When we’re exposed to the possibility of success, that opens up our motivation to succeed.    A coach can bring an outside perspective to your blind spots that are costing you money.   Real estate is an industry you can dominate by being highly engaged with your database. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching Coach Burt website; Facebook Single Digit Millionaire (book) The Richest Man in Babylon (book) Changing Lives Through Coaching (book) Everybody Needs a Coach in Life (book) The Accountable Church (book) Inside the Mind of a Monster (book) Living with a Monster (book)

On this episode of HyperFast Wealth, Dan and Sunil share a completed project that is currently under contract. This quality product was delivered despite the challenges of this unique time. Hear why the investors, developers, and clients are happy with the end result of this project so you can replicate this success story.  Episode Highlights:  Dan and Sunil feel proud that they delivered this quality product during COVID-19. Many people thought completing this project during the pandemic would be a disaster, but none of that happened. The unit above this one went under contract right away. This one took a few weeks longer. Despite the challenges of this time, it still sold. Sunil speaks to how you never really know. It was shaping up to look like a great spring market pre-COVID. You just can't predict things like that. Sunil shares his philosophy on delivering a quality product at the right price in the right place. If you're delivering the right product at the right price in the right location, there are buyers out there. Investors in this project are excited to be getting money since they invested it in this project and not in the stock market.  They are able to deliver the 15% preferred return that their investors signed up to get. They proudly provide a passive investment opportunity to investors. If you want to see what this property looked like before, this was one of the first podcasts they shot with Sunil. This space has transformed from a dilapidated row home to a beautiful, luxurious condo. Look forward to seeing more transformations in the near future! 3 Key Points:   If you focus on delivering a quality product at the right price in the right place, there will be buyers.    Real estate investing offers a great alternative to investing in the stock market.     Quality projects are a win-win for everyone: developers, investors, and clients. Resources Mentioned: Learn more about Hyperfast Academy; The Keri Shull Team website; HyperFast Wealth website Dan Lesniak bio, Facebook, Twitter  Sunil Saxena LinkedIn View where the property started HERE

During this episode, host Dan Lesniak speaks with a power duo in the San Francisco Bay Area, realtors and brand coaches Connie Chung and Kenny Gong. Connie and Kenny share their vision for successful branding that begins with telling authentic stories that demonstrate your character in a way that helps you build relationships. This is an insightful conversation about the power of telling your story and having vulnerable conversations.  Episode Highlights:  Connie and Kenny started their residential sales business in San Francisco. They recently turned their focus to coaching others on personal branding, authentic storytelling, and cultivating relationships. Kenny's father was an agent and developer, so he grew up with exposure to the industry. Connie and Kenny met through social justice work. Connie says that a lot of failures led her into real estate. She saw the potential for real estate to empower others. Connie describes the transition from social justice work to real estate. Storytelling involves connecting with people by telling them about yourself and being vulnerable. Kenny shares how it was natural to tell his story about why he pursued a career in real estate. Dan talks about how failure ultimately led him to try a career in real estate. Stories of how you got scrappy are what people connect to at the end of the day. When working with branding clients, they talk about the power of story. Then they talk about what makes someone's character. They then help identify stories that illuminate aspects of that person's character. You can translate the authentic life you're living into an authentic brand. They aim to teach people about branding through infusing their character through stories. When we can remember what keeps our clients up at night, we can connect with them on that level. You stand a chance when you establish trust and rapport. Many agents rely on prettiness alone for their branding. It's so easy to have a great looking brand these days. But when you exclusively focus on prettiness, your branding begins to look like everyone else's branding. People also tend to rely on stating their competence. When you're in a hot market, everyone provides excellent service. At first Connie felt she had to play the part of the "traditional" realtor. Remember there are many ways to be successful in this industry. You can be yourself. Connie and Kenny share about why they started a race and real estate roundtable. It's important to remember for realtors of color that their stories are important to share. They want to encourage people to share the story of their lives up to the point when they became realtors. This may involve family origin stories. Kenny knows that he illustrates the character traits that will attract the right clients to him through his stories. When you do your story work, your brand naturally becomes differentiated from everyone else. Kenny speaks about how important it is to him right now to have conversations that recognize that when we talk about being a white realtor or being a non-black realtor of color in this time, it's about recognizing our privileges. All of our stories are stitched together to create the tapestry of our lives. How are we showing up as white realtors and non-black realtors of color in this current conversation about race? The Thoughtful Realtor podcast is about how to show up in a way that feels holistic, in a way that feels real and honest. Part of thoughtfulness is getting uncomfortable. These conversations may be uncomfortable, but you have to have the conversations if you want to gain that other person's perspective. Connie shares how talking about racism can be scary and uncomfortable for her, but that her role as a coach and educator is to dive into the uncomfortable. Kenny ran into a stat that only 15% of realtors are people of color. When Kenny saw this disparity, that spurred the idea to create the roundtable. Realtors have a unique position as community leaders. Realtors have the responsibility to provide care and compassion to their communities. Connie says the reasons why people of color are underrepresented in real estate are multi-layered. When we see people like us who identify like us in certain roles, it helps us see ourselves in those roles. If you don't see potential and possibility, then it doesn't feel feasible for you. Dan speaks to the low barrier to entry in the real estate industry. He thinks many people are unaware of the opportunities within real estate. Kenny talks about the value of scrappiness and figuring things out in real estate. He loves that this profession allows for so much creativity. Connie says sometimes the biggest challenge they face working together is that they have too much fun and get distracted from the business. Kenny says it's a challenge to focus on the biggest impact they want to make and how to make that impact. Connie's biggest advice to realtors right now is to own your failures. Kenny says not to worry about getting messy. Their most used social media platform is Instagram. Kenny's favorite platform is TikTok. Connie shares about a business mistake she made. Kenny tells us he wishes he got into real estate earlier. In five years, Connie and Kenny hope that most of their work will be done online. Kenny would love to have a coaching program specifically for realtors of color. 3 Key Points:   Telling the right stories can help you attract the right clientele.    Many realtors make the mistake of emphasizing their brand’s prettiness or their personal competence in their branding. Differentiating yourself matters more.   Right now people of color are underrepresented in real estate. As community leaders, we can work towards greater representation.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching Get Dan’s book for the cost of shipping here Connie and Kenny website, Instagram  Email Connie and Kenny at [email protected] The Thoughtful Realtor podcast

During this episode, host Dan Lesniak speaks with Adam Collins, a commercial real estate broker. Adam shares how he sees the future of office space, why he thinks it’s important to be a  thought leader in your field, and how to build your business through a commitment to providing value. Episode Highlights:  Real estate has always been one of Adam Collins' passions. As soon as he started this career path, he instantly fell in love with it. Adam has been having many exciting conversations about the future of office space. There are some people who think of remote working as part of their business but also see a need for a collaborative space. Employees are looking forward to getting back into the office space for socialization. Adam shares some of the reasons why he is excited to get back to the office. A benefit of this time is that it has shown people where they've been inefficient. Video interaction is going to be a large part of many businesses going forward, even if it doesn't replace in-person interaction. Architectural firms are starting to put out new floor plans to offer new strategies for office spaces. To redesign an office space, you have to consider your company culture. Talk with the future leaders in your organization who you want to feel heard. Adam shares what has changed about his business during the pandemic. Historically, a lot of Adam's business was referral based. At the beginning of the year, he decided to start diving into other ways to generate leads. He is trying to utilize all of the avenues he knows. Adam wants to be the first person people turn to when they think about real estate. Having a strong presence on LinkedIn is helping him achieve that. It can be helpful for Adam to tell his clients what their peers are thinking. Dan emphasizes that being the expert is a long-term strategy. It's not just about selling on LinkedIn. Use it to share information. Try to be a thought leader. Adam thinks it's too early to know where supply and demand in commercial real estate is going in DC. There's already a bit of an oversupply. It's a very tenant-friendly atmosphere. Real estate is the #2 expense for most organizations. Co-working spaces are not in expansion mode. The people who can provide the most value right now will come out ahead in business. Adam’s biggest advice for a new agent or entrepreneur is to keep pushing through and take notes of your little successes. His biggest advice for an experienced agent or entrepreneur is to be consistent. His biggest challenge has been facing all of the little challenges added together. Adam shares his vision for the next five years. 3 Key Points:   There are exciting conversations going on right now in commercial real estate. Some people think working from home is the true future. Others are talking about how to capitalize on the market uncertainty to fuel an expansion of their office space. Others see a need for collaboration space.   LinkedIn can help you provide value in your space and help you establish yourself as a thought leader.    Right now it's not about selling your services. It's about helping others.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching; HyperFast Careers Dan Lesniak bio, Facebook, Twitter  Adam Collins LinkedIn; website Call Adam Collins at (520) 850-6451

During this episode, host Dan Lesniak speaks with Taylor and Ivo Pereira about their parallel real estate and site development businesses. Learn how this power couple operates multiple businesses, where they’ve identified opportunities for growth, and how they create value for their customers. Episode Highlights:  Taylor Pereira worked in the home remodeling industry and saw potential in becoming a real estate agent four years ago. Ivo Pereira works in construction. He does site development and has one of the fastest growing trucking companies in Northern Virginia. Many of the clients Ivo works with, when doing teardowns in Arlington, are also clients of Taylor's. They are currently pursuing more off-market deals. In site development you have land and want to put a building there. They prepare the land for construction and remove excess dirt. Ivo fell into site development via the trucking industry. Machines are very expensive. They own over a million dollars of equipment. That's an investment they put towards building their business. Stormwater management and stormwater mandates have become more important, so Ivo decided to dig deep into this topic. Being a one-stop shop helps control the schedule and the business.  They've limited the scope of the geographical areas they work in so they can prioritize quality service. A lot of people overcommit and then provide low quality work. When Taylor first started in real estate she didn't understand the process so she worked with a high-volume team. After 2.5 years on a team, she knew she could do it on her own and doubled her volume. Teams help you earn credibility as a new agent.  When people wanted dirt at their homes, Ivo would ask them why. He would then send the lead to Taylor. They tried signs and doorknocking, but once they got more involved in the industry they found texting and cold-calling worked well to find off-market leads Do your own research on the correct and legal way to text leads. They don't wholesale or try to find off-market properties as hard in Northern Virginia. They do that work in Southern Virginia. Taylor advises new agents to just keep going. Ivo recommends seeking mentorship to save time and money. If you can't afford a book, go to the library, or check YouTube. Experienced agents should never stop learning and push forward. Ivo emphasizes the importance of networking.  Ivo says not firing fast enough was his biggest business mistake. Taylor reminds us that business is never easy. Taylor and Ivo share their exciting five year plan for building their business and inspiring others. 3 Key Points:   Site development involves preparing land for new construction.    If you’re just starting out in real estate, joining a team will help you reach your goals faster.   Mentors will accelerate your growth. Read and learn what you can for free, then invest in paid mentoring.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  100 of Dan’s best real estate tips  Ivo Pereira Facebook, Instagram Taylor Pereira Facebook, Instagram Taylor and Ivo Made for More podcast

During this HyperFast Wealth segment, hosts Dan Lesniak and Sunil Saxena update us on their  eleven-unit Columbia Heights project. Learn how they acquired the four lots they needed, where they are in the permitting process, and why it’s helpful to have a completed model when you enter the pre-sell phase of sales and marketing. This is a huge learning opportunity for everyone  who follows along.  Episode Highlights:  Dan and Sunil speak to us from their Columbia Avenue project. The land has just been cleared. Sunil anticipates the project will take 5-6 months to complete. There are four lots. One is vacant. The other three have structures that are coming down. They got permits for the empty lot first. The product will be eleven beautiful condos in Columbia Heights. These will be large modern townhouses, around 2000 square feet each. The top units will have rooftop decks. People who aren't in the top units will get nice outdoor space as well. The first three lots were purchased as a bundle. They bought the fourth lot from a neighbor and it was a win-win for everyone involved. There was a developer that sat on the project for two years. The permit process was started. To get up to developing three units per lot, they had to go to the board of zoning appeals. Sunil is always anticipating the next steps. Getting the first one done will allow them to have a model and hopefully pre-sell more of the units. This is an exciting project with a lot of moving parts. 3 Key Points:   Always try to anticipate the next steps you’ll need to take so you can maximize the time you spend on a project.    If you’re looking for another lot to expand your project, approach neighbors.   Completing a model before pre-selling units offers huge advantages for marketing the property.  Resources Mentioned: Learn more about Hyperfast Academy; The Keri Shull Team website Dan Lesniak bio, Facebook, Twitter  Sunil Saxena LinkedIn Learn 10 Investment Tips here

During this segment of HyperFast Wealth, hosts Dan Lesniak and Sunil Saxena provide a status update on their current investment renovation, live from the property. Learn how the process is going, and why you should always be anticipating the next steps to minimize delays.  Episode Highlights:  Dan and Sunil are onsite of their current renovation project, and provide updates on the status. Sunil details the permitting and inspection process of the renovation, as well as the remaining sitework that needs to be done. Sunil explains where delays may come from, and how they can impact renovation projects. Sunil breaks out his projects into five phases. You should be anticipating, and preparing for, the needs of the next 2-3 phases. Ordering windows is a step that often holds a project up. Ordering them in advance of when they will be installed, can minimize any disruption. Taking occupancy is another step that can increase the project timeline. Sunil suggests making an occupancy checklist as far in advance as possible, in order to prepare for any issues or time delays. Anticipating the next steps helps to minimize delays, and complete your project faster. 3 Key Points: Site inspections and permitting happen throughout the renovation process; they aren’t just limited to the beginning stages. Delays can be a common occurrence in renovation projects. Anticipating, and preparing for, the next steps of the project can minimize delays. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Sunil Saxena LinkedIn Learn 10 Investment Tips here  

During this episode of The HyperFast Agent Podcast, host Dan Lesniak speaks with Kyle Russell, an agent who built his business quickly and is on pace to do thirty-six deals this year. Kyle built his career on customer service and leveled up when he joined a team that focused on training and creating the right environment for high performers.  Episode Highlights:  Kyle has built his career on customer service. Before becoming a realtor he worked for Enterprise Rent-A-Car and Edward Jones. He describes how he began his real estate career and what he was looking for from his first brokerage. Once you're the smartest person in the room, you're in a place where your growth is limited. When you're a first-time agent, you don't know what you don't know. After gaining some experience, you will start to identify where you need to grow. Kyle compares selling real estate to selling point-of-sale insurance and investment products. It's easier to sell something that people can see. Real estate is a much more complicated transaction. Kyle says that the beginning of his real estate career was awful. Dan reiterates that this is not an easy industry when you're first starting off for most people. Kyle faced the transition of going from a steady paycheck to an unpredictable income. He speaks to witnessing the amazing feeling people have when they buy a home. In the second year, Kyle could tell there was something he didn't know that he needed to know, which is when he went to the Keri Shull Team. Training made all the difference for Kyle and he started performing at a higher level. Dan emphasizes that you need the right environment to perform at a high level. Kyle’s biggest challenge as an agent is dealing with many different personalities. He describes the rewards of staying in touch with a family for three years and helping them eventually find the right home. His biggest mistake is lack of follow up. Kyle advises new realtors to get help and to seek training. Kyle shares where he would like to be in five years.  3 Key Points:   Training is vital in everything that you do if you want to be good at it.   Working in the right environment will help you achieve more.   If you want to grow quickly, don’t try to do it all by yourself.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Get a free copy of HyperLocal HyperFast book  Kyle Russell bio, Instagram, Facebook

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Jonathan Chvala, a new agent who is enjoying an amazing start to his career despite the lockdowns. Jonathan offers a refreshing perspective on being someone that clients can trust by building rapport, being relatable, and demonstrating expertise. Episode Highlights:  Jonathan Chvala has done twelve deals so far this year, which is three deals per month. This is an impressive achievement for a new agent. His love of people and numbers drew him to real estate. He also has an interest in architecture. His favorite thing about being an agent is supporting people through the emotional decision of buying a home. Jonathan describes how he builds trust quickly in the open house environment. Age doesn't matter in real estate. You are never too young or too old to succeed. Show clients they can come to you for help. In an open house, he asks buyers how long they've been looking. He tries to relate to what's going in their lives and in the world. He's demonstrating that he's down-to-Earth. Establish rapport, relatability, and expertise.  You have a thirty-second elevator pitch at open houses to sell them on your service. Jonathan tells prospective buyers about the team and how many deals they do that are off-market. The clients have a pain point because they've been searching for a while and Jonathan offers a solution to that pain point. He strives to be the approachable, friendly expert. Jonathan has approached open houses as an opportunity to create as many leads as possible. In the DC area, the market is still very competitive. Jonathan recently ratified a deal where they had to compete with twelve offers. They escalated 50k above the list price. He's encouraging buyers to take advantage of the lockdown because there are fewer buyers to compete with right now than there will be when it lifts. Dan and Jonathan discuss how to overcome the limitations of Zoom calls. Book a showing while you're on the Zoom call. Cultivate the mindset that you will close the next step of the process each time you meet. You just have to close someone 4 times and you can ratify a deal. The lockdown has been the biggest challenge of Jonathan’s career so far. He advises new agents to do everything and not to be lazy. 3 Key Points:   You can build trust within the first five minutes of meeting a prospect.   Identify a pain point early and provide a solution.   Develop a habit of closing the next step in the process every time you meet.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Jonathan Chvala Instagram, Facebook

During this episode of the HyperFast Agent Podcast, we hear a special webinar presented by Jason Redman, a wounded Navy Seal with an unforgettable story. Jason offers insight, optimism, and actionable steps for dealing with these unusual times.  Episode Highlights:  Jason Redman spent 21 years of his military career in SEALS teams. He was wounded during a high-level mission in Iraq.  We will all go through life ambushes. Major life ambushes can define you and make you better. Remember to maintain your humility as a leader and recognize that anyone can bring you a good idea. Jason shares the story of his first big life ambush. Jason describes the major ambush where he sustained his injuries. At first, he felt an overwhelming feeling of doubt and depression. He felt like there was nothing he could do and that everything was out of his control. It's easy to focus on the negative and on the bad things that are occurring. You can start to recognize that you can take ownership of your situation. Never buy into the idea that there's no hope. When he was on the ground and thought about what he could control, he knew that if he could get to the combat support hospital he had a great chance of making it out alive. He focused on staying alive. Stay awake to stay alive. The "X" is anytime when you're at the point of attack. You have to get off the X as quickly as possible. Focus on the future and the opportunity there in the moment. The Air Force called in fire that allowed them to get out alive. 96 hours later he was in a hospital in Bethesda, Maryland. There, he learned about all the damage that had been sustained. He went back to controlling what he could, looking for positivity, and getting off the X. He wrote a sign to place outside of his room telling those who wanted to be negative to go elsewhere. When we choose positivity over negativity, there’s a massive ripple effect. Individuals that get off the X the fastest thrive and grow and get better from it. In order to get off the X, you have to REACT to overcome. Jason explains the REACT acronym.  R stands for "recognize". First, recognize that you're in a crisis. The faster you can recognize there is a problem, the faster you can start to move off that X. E stands for "evaluate". Evaluate your assets and your inventory. The faster you assess, the faster you get off the X. A stands for "assess". Assess possible options and outcomes. C stands for "choose and communicate." When leaders are dealing with a crisis, sometimes they think too long about what to do. In a crisis, it's time to choose and communicate. When you communicate to others it gives them hope. T stands for "take action." The longer you sit on the X, the harder it is to move. Momentum is key. The three rings of excellence for productivity are point man, moving the needle, and GSD. A point man is an individual in the military trained as the navigator. A point man needs a clearly defined destination and a set course. In a crisis, you need to bring out your compass on a regular basis to make sure you're heading to your destination. In a crisis, your destination will often change. You have to be the point man for your own life. If we know our destination, then we need to achieve forward progress every day. Jason explains The Three Ps: There are three things you should write down every day that will keep you balanced. One physical, one personal, one professional. Right now he is putting out a massive amount of content as a way to move the needle. GSD stands for getting stuff done. When you write down your goals every day, get them done. Motivation will go away from time to time. Discipline is what makes the difference. The biggest key to motivation is finding your destination and setting that course. When we forget about our destination it's easy to lose discipline. Jason shares his morning routine. He had the epiphany that he wasn't pushing himself as hard as he should be in certain areas. Jason shares how he handles it when people don’t believe in his plans. Focus your professional P on bigger career goals. Jason shares about the books he gives others most frequently.  Jason shares how to support a friend who has been injured. If Jason has helped or inspired you, please spread the word.  3 Key Points:   There’s power in choosing to stay positive.   Take action quickly after evaluating your problem, assessing outcomes, and making a choice. Momentum matters.   Move the needle every day to get closer to your goal.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Keri Shull: Linkedin, Facebook, Instagram Jason Redman speaking website, coaching website, Twitter, Facebook, YouTube, Instagram Make Your Bed by Bill McCraven (speech) Download a copy of the REACT methodology here  The One Thing (book) The Trident (book) Overcome (book) Hannibal and Me (book)

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Eric Simon, creator of The Broke Agent, a platform for real estate comedy and entertainment. Eric shares how he approaches creating short form content to engage a large audience on social media. Listen to hear Eric’s tips for adapting to new platforms and leveraging different ways to connect.  Episode Highlights:  Eric Simon is an agent in Los Angeles. He started The Broke Agent five years ago for real estate comedy and entertainment. His content targets residential real estate agents. People don't need to hear about your property in escrow on their feeds. Include some of your pitfalls along with your successes. Don’t be afraid to share your hobbies and interests in your feed. Your feed doesn’t have to be a gallery of perfect pictures. Many agents simply aren’t content experts. Dan thinks most people need to post more. Remember that not everyone will see every post you create. In terms of posting about politics, be careful not to alienate your audience. Eric thinks Instagram is the perfect platform for real estate agents. Dan describes how he uses TikTok. Using TikTok will be beneficial in teaching you how content is going to be produced and consumed in the future. Even if TikTok doesn't help you build a following, it will help you build skills you can use on other platforms. Eric uses Twitter as a testing ground. Dan also uses it as a place to test ideas before putting them on Instagram. Dan remarks that you might connect with more sellers on Facebook. You may find more buyers on Instagram. Dan suggests that you should not ignore Facebook. Dan talks about their team’s strategy for using LinkedIn, which currently has great   organic reach. Eric shares ways he has explored creating long-form content. They discuss Gary V.’s content pyramid. Eric tries to repost his content to three platforms daily. Eric provides answers to the HyperFast Round. He emphasizes the importance of getting on TikTok now.   3 Key Points:   Being authentic in your social media posts may include documenting pitfalls along with your successes.   Getting on TikTok will teach you about the future of content creation and consumption.    Re-purpose your content across platforms.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  The Broke Agent website, Instagram, Twitter, Facebook Email Eric Simon at: [email protected]

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Nate Smoyer, host of the Tech Nest podcast and Director of Marketing at Avail. Nate shares how he found his way to property tech through his podcast, and how learning to focus forever changed how he approaches business and life.  Episode Highlights:  Nate Smoyer made his way into property tech through his podcast, Tech Nest. There are between 10-12 million landlords in the U.S. About 8 million self-manage. The majority of rental properties are between 1-4 units. By giving these landlords the right systems and tools, the rental experience is improved. Nate puts a whole month of rent towards improvements to his properties to attract great tenants. When he makes improvements, he hires other professionals to take care of these tasks. Nate describes his long journey to entering the real estate market and working with multiple agents to close his first deal before entering property technology. He was an agent for seven months. He shares what he learned about building a business during this time. Time blocking was the most valuable thing he learned. Understanding focus and applying that to everything else is a game changer. They discuss making a dream list of 100 clients. When Nate started his own business he invested in education and applied lessons he learned about focus and time blocking. Nate shares about the importance of investing in education. You need a system. If you don’t have one, buy one. He turned the dream list into a prospect list for his podcast. Nate used his podcast to build relationships and filter out potential clients. He describes reaching out to prospects to be featured on his podcast. He'd get the pre-interview phone call, emails back and forth, the phone call and the pre and post-show discussion. Then after the show he could follow up with a deliverable all before he'd ever bring up the topic of working together. Nate describes the three exit strategies he had in mind for his agency. Podcast hosts have the opportunity to learn from their guests. During COVID-19, Avail has seen an increase in late payments, partial payments, and non-payments. They have been focusing on marketing efforts since leaving the office in March. Nate provides his answers to the HyperFast Round. 3 Key Points:   Many agents don’t have a focus. Find your focus and leverage time blocking.   Smart entrepreneurs should think about possible exit strategies to look out for.    Podcasting provides many opportunities to build connections with people in your industry. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle;  Dan Lesniak bio, Facebook, Twitter  Nate Smoyer Facebook, LinkedIn, Twitter, Instagram Avail Tech Nest podcast The Millionaire Real Estate Agent (book) The Ultimate Sales Machine (book) 

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Shawn Kunkler, realtor, podcaster, and author of Insider's Guide to Homebuying: San Francisco. Shawn shares why he wrote his book, the vision he has for his new podcast, and why he focuses his entire business on relationships. After listening to this episode, you may just decide to write your own book.   Episode Highlights:  Shawn Kunkler spent many years in the martial arts world. He took a real estate course when a friend told him about the potential income. Writing his own book proved to be a very effective marketing piece. Being an author provides instant credibility. He decided to write his book after attending intensive training with Tony Robbins.  He spent one hour each morning working on writing and watched that effort accumulate. Dan highly recommends taking advantage of Tony Robbins' books and events. Shawn wrote the book intending to use it as a marketing piece. Shawn describes how he was able to grow his business so quickly. He has over twenty years of sales experience. Early on he realized that people didn't want to be "sold" to or hit over the head with sales tactics, so he decided to focus on building relationships. His client referrals tend to be hyper-focused and specific within the San Francisco area. Collaboration and increasing your network is going to give you more tools to solve problems. On his website, Shawn has a button for buyers, sellers, and agents. This allows him to send out referrals very easily. He is also trying to help other small businesses grow. The podcast he is launching is called Solopreneur 180 and it will be focused on small business growth. Referrals are the easiest leads to work. They are warm and predisposed to buy. If you can throw some money at your growth, the growth can be exponential. Shawn hopes to build a community around himself with his new podcast. He is also contemplating writing another book. During coronavirus, he has focused on calling past clients and asking how they're doing. It’s important to remember that agents are connectors. Seek the opportunity within this opportunity. Shawn plans to host virtual events for his clients via Zoom. If you're willing to adapt and stay in the game, there's a chance to get a higher share of the market once we get out of this. Dan and Shawn discuss the drawbacks of being a part-time agent. Sometimes your greatest competition is the random referral from someone's uncle or friend. When you're competing with a relationship-based referral, that can be a tough objection to overcome. Show up consistently in your relationships. Consider how your habits help you get closer to your goals. Shawn provides answers to the HyperFast Round. 3 Key Points:   Writing a book can establish you as an expert and lends you instant credibility with your clients.   Realtors are connectors that have the ability to help other small businesses grow.   Seek opportunities within challenges. You can find ways to adapt and stay in the game. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Shawn Kunkler website, LinkedIn, Facebook Insider's Guide to Homebuying: San Francisco (book) Solopreneur 180 website Tony Robbins 

During this HyperFast Wealth segment of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chris Clark, a real estate investor who quickly grew his company from zero to twenty-four deals a year. Chris shares insights about how to find capital for deals, how to find off-market deals, and how to use the MLS to get free leads. If you’ve ever considered flipping, this episode is packed with helpful advice.  Episode Highlights:  Chris Clark is a real estate investor who started out just two years ago. He quickly did enough flips to quit his day job. Chris shares where he finds capital for deals. He suggests always using commercial financing in some capacity and raising equity from networking events as well as family and friends. Once you understand how the majority of investors are raising capital, then you will know how to pitch. Chris shares what his first deal was like. Dan and Chris discuss how many of the best deals are found off-market. Chris describes how he financed the first deal and how much construction cost. Many people start off in investment and sales as a side hustle. Chris gave himself two years to pursue investing part-time. He quit his day job after 9-10 months when he saw the potential for growth. Chris describes the biggest deal he did in the first year he was working full-time. His typical flip rarely adds square footage. Usually, they keep the existing structure but gut the house. These are usually from 1200-3000 square feet and from $80k-300k. Chris has purchased several properties off the MLS and he was able to get good deals by making an offer quickly and then implementing a follow-up system. One of his go-to techniques is to come up with an exact number that shows he has plugged his numbers and there's a reason he has arrived at that number. If you're negotiating directly with the seller you're trying to get more of what their motivation is and understanding why they're selling. Really study what your local market is doing. Drive down those comps. Keep learning as much as you can. Chris shares his answers to the HyperFast Round. 3 Key Points:   Investing often begins as a part-time pursuit. When Chris began focusing on his investing full-time, his business doubled almost immediately.   When you’ve done a good job networking as an investor, people will start coming to you to see if you have opportunities available.   Looking for leads on the MLS doesn’t have to be a waste of time. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Chris Clark Instagram Summit Realty Group website, Instagram, Facebook

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Dustin Brown, an ISA Manager for the Keri Shull Team. Dustin shares how the inside sales team has adopted video calls to continue booking a high number of appointments during the coronavirus pandemic. This episode will highlight the importance of pivoting to find opportunities during this time.  Episode Highlights:  Dustin Brown started his real estate career with the Keri Shull team after working several call-based sales jobs. 90% of their calls are made to warm leads. Warm prospecting is an essential piece of the team’s business. They call from lists of people who have inquired. They begin with an intro and people usually remember that they inquired. They dial 200-400 numbers per day depending on the list. Usually, that amounts to about 30-40 live calls. They book between 5-8 appointments per day depending on the list. Pre-corona the average ISA on the team was booking 10-15 appointments per week. In normal times, agents usually meet with clients in their homes. They might also meet at the office or in a coffee shop. They book phone consultations for out-of-town buyers. Lockdown began around March 15th in the DC area. They put out a video about how to train their agents on Zoom immediately. They're using Zoom as a backup tool and treat it like a regular appointment. They've booked about 140 Zoom calls since March 15th. Dan and Dustin go through the numbers showing how video calls have allowed them to keep booking a high number of appointments. Don’t pause right now. Pivot. On calls, the inside sales agents offer in-person meetings upfront. They let clients know they're offering virtual meetings. Dustin asks which option they would prefer. A lot of people think the whole world has stopped. When people say they want to wait to see what happens to the market, Dustin tells them how they've been doing business. If other buyers are waiting now, that means there are opportunities now. Some people are scared to leave their houses. You can overcome that objection with a video call. Have good stats on hand to show leads that the market is still moving. There are people that have been affected financially by the pandemic. That creates a different challenge. Dustin tells people what they can expect as an ISA on the Keri Shull Team. Inside sales jobs on the team are for people who want to make six figures but don’t want to show clients homes on weekends and evenings, or respond to offers at any hour. 3 Key Points:   Adopting video calls early has allowed the team to continue booking a high number of appointments.   When people are afraid to leave their homes, video calls can overcome that objection.   Don’t pause in your business right now. Find ways to adapt and pivot. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Keri Shull Careers  Dustin Brown bio

During this HyperFast Wealth segment of the HyperFast Agent Podcast, host Dan Lesniak speaks with real estate investor, Josh Cohen. Josh shares how he created a niche process for a niche market that allows him to work on many projects at the same time while turning them over in around six months. This episode will inspire you to think creatively about how to put your investment money to work.  Episode Highlights:  Josh Cohen moved to DC to work for the government in 2004. It took him four years to get into real estate investing. From 2008-2014 he invested part-time. Josh describes the difference from doing real estate investing part-time vs. full-time. Learn about the first investment property Josh purchased, sold, and renovated in sixty days. It was initially hard for him to let go of his bi-weekly paycheck. Josh shuffled his bank accounts to get over the fear of leaving his government job. On average they are doing 8-10 projects at a time and wholesaling many properties as well. In Josh’s business, they buy, build, and sell within 6-7 months. They study the law of the jurisdiction to find out how to avoid red tape and cut costs. One of the compromises they make is that they're building a smaller product and most of their homes don't have basements. Now all of their homes have large lofts. They save a lot of money in demolition and foundation work. Their clients are largely millennials that get new homes at a price they can afford. Figure out if there's a niche process you can pair with a niche market. You'll refine your process as you go. Josh describes how the coronavirus has impacted his business so far. They're seeing a lot of fear in the marketplace that has driven investors to paralysis. A small number of investors are going all-in. They may take more advantage of buy and hold opportunities in the coming years. On the wholesaling side, properties are selling at 10% less than they would have a month ago. You've got to get deals in good locations. Many investors are unwisely operating without a business model. Josh’s company uses a buyer avatar and a seller avatar. Look at your business model and assess how it will be affected by COVID-19. Right now, investors should be focusing on more direct-to-seller marketing. Start thinking about what a typical seller is thinking right now. Act with empathy. Consider sending care packages out to the community. If you're an investor that's in the position to explain to a seller why they should consider creative financing, your chance of getting that deal increases. Financing has been dramatically impacted. We can't be looking at comps from 4-5 weeks ago. More investors should be presenting opportunities. If you have a business you know of that might be for sale, contact Josh. Josh describes the DMV DealMakers group on Facebook. 3 Key Points:   Figure out if there's a niche process you can pair with a niche market.   Many investors don’t have a real business model. Sit down and develop a plan.    Focus on putting out empathetic messaging right now.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  Josh Cohen Facebook, Instagram DMV DealMakers Facebook group  

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with D.J. Paris, President of Sales and Marketing at Chicago-based Kale Realty. D.J. shares why now is a great time to focus on learning and meeting the massive need for connection. He shares smart recruiting strategies for leaders that are also applicable for solo agents. Episode Highlights:  D.J. and Dan begin the episode by speaking about how Kale Realty is handling the coronavirus crisis. D.J. thinks the level of support to realtors will go up after this crisis. Prior to this, his brokerage offered daily Facebook Lives. Now, they are training on Facebook Live twice daily to stay in touch while stuck at home. This is a great time to work on deepening relationships. Let people know that you're thinking about them and care about them. Make it your mission every day to contact a certain number of people. Although they have close to 700 realtors, they're still a small family-owned company. The vast majority of their realtors work remotely. D.J. came from a corporate marketing background. When he came on board, he wasn't familiar with the real estate industry. As they were figuring out how to recruit top brokers, they started looking at the 100% model with a flat fee. They now have the resources they always wanted for their realtors. D.J.’s podcast, Keeping It Real, was created to feature the top agents in Chicago. It has now expanded to feature agents nationwide. He committed to doing a few episodes each week for the first full year.  Agents right now have more time to learn and consume content. Dedicate your extra time to learning. Dan and D.J. talk about the benefits of hosting a podcast. The key to Kale Realty’s growth has been their focus on transparency. They attract a very specific type of agent and know their market. They think of themselves as cheerleaders and coaches that recognize the successes in others. You can use the same principle as an agent, working your database. Know where your clients work. Before you call them, see what's going on with their companies so you can celebrate their successes. Show people that you care and that you notice. They have backed off some of their marketing efforts out of respect for what's going on. They've been reaching out to their agents twice daily. If you lead a time, now is the time to let your agents know how much they mean to you.  Remember that internal marketing matters. People want to work with people who care about them. Don’t forget how important it is to connect. D.J. shares his answers to the HyperFast round. 3 Key Points:   We have more time right now to let people know we're thinking of them. Take advantage of this opportunity to connect.   When recruiting, know your market and put out messaging that attracts that type of person.   Let people know what you're doing to help them, whether you’re a team leader or a solo agent. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching  Dan Lesniak bio, Facebook, Twitter  D.J. Paris LinkedIn Kale Realty website Keeping It Real Podcast website; Facebook

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chadi Bazzi, a real estate agent and coach. Chadi shares why now is the time to rethink your year and create a strategy to get through the next ninety days. He then elaborates on key skills and habits you can develop to create lasting change.   Episode Highlights:  Chadi emphasizes the importance of building a foundation now with lead generation. Create a plan to get through the next ninety days. Do the hard work once. Most people identify struggles and look for shortcuts. Instead, overcome the struggles. There are many reasons that you should not shut down right now. Consider the power of creating content right now. In every crisis, there's an opportunity. Keep yourself healthy and sane and then strategize on how to keep the lights on and how to thrive when opportunities open up. Chadi shares advice for people on the listing agent side. He reminds listing agents to be human and compassionate. They need to have conversations that are in the client's best interest. It’s ok to lose a deal right now. Don’t lose the client. Don't call expireds to list the property. Call to answer questions they may have about how they've been impacted by the crisis. They could be picked up as a lead. Get creative and be strategic right now. People are being forced to adapt to technology. The real game-changer is going to be psychology and understanding how people make decisions. Chadi is spending time with his clients developing sales skills. Once you've mastered reading people, you become a very magnetic person. Chadi discusses how he uses neurolinguistic programming (NLP) skills when communicating. Figure out what is best for the client and find the right words to help them realize what is best. Building rapport is a skill that you've got to learn. NLP is more advanced and requires a foundation in the sales process. Chadi learned NLP through his extensive training with the Ferry brothers. It took him five days a week for eighteen months in a row to master it. Two things got him to where he is now. He changed his environment and got around people who wanted to improve. He also radically changed what he was doing with his alone time. You have to want to be better. Changing your environment is the quickest way to create lasting change. Invest in yourself. Chadi shares his answers to the HyperFast round.  3 Key Points:   Now is the time to make a creative plan that will get your business through the next ninety days.    Your ability to listen and to build rapport will be essential to building your business.   If you want to create lasting change, change your environment and invest in yourself. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal  Dan Lesniak bio, Facebook, Twitter  Chadi Bazzi website, LinkedIn, Instagram Top Listing Agent website, Instagram, Facebook group, podcast

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Adam Roach, Co-Founder of Recruiting Bridge. Adam shares why he’s excited to impact 100 million lives with his sophisticated recruiting software, and how he plans to scale his software business. Then hear Adam’s thoughts on how realtors can start creating passive income.  Episode Highlights:  Adam shares about his positive experience with Gobundance. Adam was a professional tennis player. He began his real estate business by flipping homes. His recruiting software is his favorite of many ventures. They've brought 74,000 agents into Keller Williams through his software, Recruiting Bridge. In Adam's coaching program, they teach people how to grow their company by a minimum of 100 agents per year. With this software, they generate leads and then help the companies with their lead flow. They teach scripts, closing techniques, and onboarding. Adam reminds us that recruiting happens everywhere. The software connects agents to the right people to help them find the growth they're looking for. People struggle with recruiting because of their mindset. When you’re recruiting, ask questions to demonstrate value. When you understand your vision and articulate it and someone can see themselves thriving within that vision, it's a slam dunk. Adam envisions this software going into any vertical that has the need for talent. The best recruiting leads will come from your current agents. Dan describes the fun way they got their entire team involved in recruiting last year. Look for the opportunities to engage your team in recruiting. Adam describes his Comma Club strategy for motivating his team to generate lead flow. Adam shares how he generates passive income. There's passive income that comes from doing something once and getting paid for it over and over again. There's also leveraged income that can become passive income. Adam shares how he educates his children about money. Real estate will always be a great investment. Find a great property manager you can partner with and start to build that income stream. Adam provides answers to the HyperFast round. Remember who you are in business with, matters. Get creative about investing in real estate because it’s never about the money.  3 Key Points:   Recruiting software can dramatically improve your ability to grow your team.   Your best recruiting leads will come from your agents. Find ways to engage them in the process and motivate their participation.   Consider ways to move your leveraged income streams into passive income streams. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal  Dan Lesniak bio, Facebook, Twitter  Adam Roach website, Instagram, Facebook, LinkedIn I Love Recruiting Get Real Companies Gobundance Robert Kiyosaki (books)

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Greg Fowler, an expert in digital marketing for real estate agents. Greg shares how you can leverage technology to make the most of this moment in time, while also utilizing automation and content creation to reach a captive audience. Episode Highlights:  During this moment, professionals are being forced to focus on the digital aspects of leveraging and automation. You currently have a captive audience because everyone is at home. Getting your brand in front of the right people at the right time has always been important. There are more eyeballs right now on your content. Look for the opportunities. If you have the budget, double down on ad spend. You should be doing video and engaging with your audience. You need to have a nerve-striking message that speaks to your audience. Greg speaks about natural selection as it relates to targeting your audience. Have brainstorming sessions and understand who you are, and who you represent in the market as you come up with your message. Bring a copywriter in. Look for a real estate specific copywriter to help you craft your message. Ask yourself how you can get better exposure to the demographic that knows, likes, and trusts you. You need a call to action both in person and in digital environments. Figure out the best and highest use of your time. You'll eventually realize that you need to hire people and automate systems to free up your time if you want to grow your business. Organic posting will give you reach and engagement. It will cost you nothing but time. If you're in a place where you're spending 10k-30k in ad spend, look at what you're spending and what you're generating. Look for the KPI of closed transactions. Use a lead gen system through a funnel service. Brand awareness campaigns and lead gen campaigns should be one and the same. The value you put out has to be specific to your audience, the offer, and your message. Ask what you're trying to accomplish and then build accordingly. Remember to follow up with online interactions. Dan describes the successful click funnel his team uses. Facebook leads may pick up in 3-6 months if you follow up with them. Facebook will put ads in front of people that were looking at those categories on other sites. Make it visually pleasing. Spend money on the copy, photos, and visual production. This type of marketing gives you feedback almost every day. You need to change your messaging to reflect this time. The Keri Shull Team adjusted their message by letting people know they could meet virtually. This allowed them to continue booking a high number of appointments during this time. Every action we're taking today is either building up our pipeline, or it's not. You can be in front of more people right now digitally through your organic and paid posts. Be positive and take action knowing that this is going to pass. Greg provides answers to the HyperFast round. 3 Key Points:   Now is a great time to leverage digital content and automation.    Engaging your audience starts with having a nerve-striking message.   Ask what you’re trying to accomplish and build accordingly. Consider funnels and automation series that can help you capture leads. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Portal  Dan Lesniak bio, Facebook, Twitter  Greg Fowler LinkedIn Perfect Audience Lion Bolt Media website, Facebook page Real Estate Titans Podcast, Facebook page Active Campaign

During this episode of the HyperFast Agent Podcast, host Keri Shull speaks with Jonathan Chvala, a new agent on her team, that has ratified nine deals since starting his real estate career in January 2020. He shares how he has achieved this level of success in such a short period of time by leveraging open houses, utilizing scripts while making them his own, and projecting confidence. Episode Highlights:  Jonathan, at twenty-two years old, began his real estate career in January 2020. He has ratified nine contracts during that time.  He emphasizes that it’s all about how you portray yourself with clients. During this uncertain time, he focuses on angling their perspective and acting with confidence. He is reminding his clients that right now, they have no competition. He is also reminding them they can do virtual tours online. Acknowledge where they are coming from while also telling them about the advantages of proceeding. Jonathan shares his lead sources for his first nine deals. Open house leads have been strongest for him, and have had the highest price point. At the open houses, he is trying to show them that he's knowledgeable, likable, and trustworthy. It may sound inconvenient, but taking those two hours on a weekend can help you generate leads. Get to know where people are coming from at the open house, and empathize with them. Everyone has their own internal reason why they think they can't succeed. Jonathan isn’t letting his age or inexperience get in the way. Letting people know that you have access to off-market opportunities can be very helpful at an open house. Jonathan speaks about the value of the training he received on the team. Pretend that people are asking why they should hire you even if they're not saying those words. Saying a script in your own words, with confidence, simply requires practice. Buying or selling a home is a very emotional process for people and helping them to manage their emotions is part of the job. They discuss his success with calls. Because everyone is in quarantine, more people are available to answer the phone. Start building your pipeline for summertime. New agents succeed quickly on the Keri Shull team due to the systematic training offered there. 3 Key Points:   Open houses can be a great lead source if you take the time to empathize with buyers and learn what they want.    Learn scripts that will prepare you for any situation, and then make them your own.   Remember that the process of buying and selling a home is emotional. Part of your job in the process is to be there for your clients. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle; HyperFast Accelerator Keri Shull: Linkedin, Facebook, Instagram Jonathan Chvala: Instagram

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with business investor and TikTok expert Louis Kim. Louis shares what agents need to do to run their businesses more efficiently, and provides insights and suggestions about how to use TikTok to build your audience online.  Episode Highlights:  Louis Kim was a realtor in his early twenties, and then bought his first franchise and became a business investor. His investments right now focus on assisted living. He describes why a well-run assisted living center is a good business. Louis talks about the importance of encouraging growth around you if you want to be a good leader and run a solid business. Any business ultimately comes down to people. A common mistake he sees is that agents don’t talk enough about their numbers. First they need to understand gross, top-level numbers, and capture rate. You need to know your key metrics. Identify and simplify the big picture to create action and motion. There's not actually a ton of numbers that you need to know. Just check on your metrics weekly. Numbers help you project into the future. On TikTok, he is documenting his weight loss journey. He is simply documenting what he's doing. TikTok is a creative platform with a large organic reach. What differentiates TikTok from any other social media platform is that it divides a line between who you follow and what they think you're going to like. Right now the For You page has deep organic reach. Louis explains how content goes viral on TikTok. Most of what you should put out should be for the algorithm. Challenges, songs, things that are trending that allow you to get in front of people. As an agent, you should display something you're very good at. Dan tells us about some of the content he had created on TikTok. If you're shy about getting behind the camera, Tik Tok will give you the freedom to mess up. During this time, agents should be producing content, providing value, and staying in touch with clients. Stay in the game. His biggest advice to a new agent is to find the people who are doing it well and use their model. Louis shares the importance of never falling in love with a deal if you’re an investor. Dan talks about the one time he lost money on a deal. Louis describes the biggest challenge he’s faced and how he came out of it. Challenges change you for the better if you push through them. 3 Key Points:   Agents need to know their numbers and metrics to create an efficient business.   There’s a huge opportunity right now to use TikTok to build an audience.   When making content for TikTok, consider their algorithm because things that are trending will allow you to get in front of people. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle  Dan Lesniak bio, Facebook, Twitter  Louis Kim Facebook, Instagram, TikTok: @salty8sian  

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with top agent Richard Yoon. They discuss how to manage uncertainty during challenging times, the importance of keeping your schedule when working from home, and what they’re seeing in the market right now.  Episode Highlights:  Richard Yoon has been in real estate for around six years. He started out in the service industry. His first year with the Keri Shull team his business exploded by ten times. He speaks highly of the many resources available to the team. Leading up to COVID-19, the market was crazy in the DC metro area with multiple offers. Richard mentions the low inventory and low-interest rates. Don't slack when you're at home. Richard has been doing a lot of follow-up during this time. He's talking with clients, sympathizing, and making sure they're aligned. Closeout your existing pipeline. Listen to them more because they're scared. Do not ignore your future pipeline. There will be many expireds if we go on lockdown. During the mornings Richard is calling, sticking with follow up, and reaching out to current clients. He is maintaining the current pipeline. Dan says there are two ways to get a ship into the harbor. You can be a tugboat and call those leads. The other way is to be the lighthouse. The lighthouse stays in one spot but puts out light and gets the ships to come to them. This is your marketing and your social media posts. Richard is still doing some client visits. He has a final walk through but is being very respectful of the social distancing protocols. Dan says they are doing many more online meetings with clients on Zoom. Think of ways to adapt during challenging times. They did their team meeting via Zoom. Richard did one listing appointment via Zoom and landed the listing. Richard is signing listings without going into the homes. If you’re feeling unsure, know that everyone is in the same boat. Take it day by day. Richard shares his biggest success stories. Richard says that this time has been the most challenging for his business. If you’re trying to hold deals together, really listen to your client and empathize with them. Respect the client’s wishes. Newer agents should be hitting the phones and focusing on lead generation. 3 Key Points:   When you’re working at home, it’s important to keep your schedule as much as you can.   Closeout your current pipeline and don’t forget your future pipeline.   Take the time to listen to your clients and empathize with them during this time when everyone feels unsure. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle  Dan Lesniak bio, Facebook, Twitter  Richard Yoon bio, LinkedIn

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Krista Mashore, a top realtor, author, and coach. They discuss the importance of creating videos that actually get seen, why you need to be seen as an expert, and why you need to adapt if you want to succeed.  Episode Highlights:  Krista Mashore has been a top realtor for nineteen years. She now spends the majority of her time coaching. She learned how to produce at a high volume with a three-person team. Krista uses attraction based marketing centered on providing value, support, and advice. Most people aren't marketing correctly. More important than making videos is making sure people are seeing those videos. Krista believes agents don't try making videos because they don't want to invest in their business. When you commit to consistently producing content correctly, you're more likely to convert your clients because you've made a connection with them. Figure out where your clients are and let them see you there. Start marketing yourself correctly on the platforms people are on. Krista feels that less than 1% of realtors are using social media correctly. Most agents are failing because they're not investing in their training, they don't want to invest in their business, and they're afraid. You've got to push those videos out paid. Be seen as giving value and position yourself as an expert. The only equipment you need to create a video is your phone. Krista tried to make sure she was always doing something differently from other people in her market. Find what gives you a competitive edge. Going live is a good way for people to practice making videos. If you want to make more money, start sending ten video text messages every single day. You don't even have to talk about real estate and this tactic will bring in referrals. Make it easy for your clients to remember you. Krista shares info about her $100 challenge that teaches people how to start doing video. If your business isn't changing, then change your business. Krista describes the value of coaching and how it shortens the time it takes you to get where you want to be. Before the team, Krista was getting people to meet with her during the hours that she wanted to work. Start showing people that you are the expert and they will adjust their schedules. Krista shares all the steps she takes before her team shows up for a listing presentation. Krista shows sellers that they don't need her, they need her process. Her team can execute that process. Krista shares her answers to the HyperFast round.  3 Key Points:   It’s vital to produce content that will actually be seen.    Making a connection with clients through your content will lead to higher conversions.   When you have the right workflows and systems in place, you have more time. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle  Dan Lesniak bio, Facebook, Twitter  Krista Mashore website, Facebook, Twitter, Instagram, YouTube, LinkedIn Sell 100+ Homes a Year (book) Realvolve 3clientsin30.com (coaching challenge)

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with agent Drew Carpenter about what’s really going on out there in the real estate market as our nation manages the COVID-19 crisis. They outline some myths we’re seeing, and how you should approach your business during this time.  Episode Highlights:  Drew Carpenter has been with the Keri Shull Team for four years. He emphasizes the importance of keeping public health as the main focus of your  business at this time. Myth #1: Real estate has come to a grinding halt. This is not true. The Keri Shull Team did twelve deals in one day last week.  Myth #2: The stock market is bad, and thus the real estate market is bad. Buyers are unsure about locking in interest rates. Speak with your lender frequently. Drew hasn’t seen any slowdown on the buying side. Myth #3: The Fed rate equals the mortgage rate. This is not true. The Fed rate may affect commercial loans, but not so much mortgage loans. Lenders have been overwhelmed by the changes in interest rates. When they've raised rates, it's all about pipeline control. In the big picture, these rates are still historically low. Myth #4: I can’t see homes. You can show homes virtually. This can require more legwork upfront. Respect the level of uncertainty everyone may be dealing with. Let buyers know that if they see something immediately about the street, location, or exterior that they don't like, they don't have to proceed with the showing. Myth #5: I should wait it out. If you have a client that does want to wait it out, don't push them. It won't be good for your business. People who want to buy are still going to go out and purchase. Anyone who is ready to go, and is in a good financial position, can keep searching during this time. If you're uncomfortable, this is a good time to narrow your search and work on your financial position. If you're selling, you know the people who are out searching for homes right now are very serious. Keep the people in process. Use this time to reach out to your past clients and your sphere. Make more contact and more content. Drew is letting people on social media know that he's available for virtual tours. Adapt. Learn how to use Zoom or webinar platforms. Leveraging technology through this time could help you both now and later. Focus on your mindset. Get up, get your mind right, and start getting work done. Any time the market shifts, the people that can adapt and overcome will get ahead and stay ahead. 3 Key Points:   There are many myths out there about what’s happening with the real estate market right now. Educate yourself and your clients.   You can adapt to changing circumstances. Offer online tours and familiarize yourself with online tools for meetings and webinars.   Now is the time to reach out to your contacts and make more content.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle  Dan Lesniak bio, Facebook, Twitter  Drew Carpenter bio, LinkedIn, Facebook

During this HyperFast Wealth segment, host Dan Lesniak speaks with Marco Santarelli who runs a portfolio of hundreds of rental homes and has helped many people do the same. They discuss how to use real estate investing to build wealth by educating yourself, building a supportive team, and taking implementation seriously.  Episode Highlights:  Marco Santarelli bought his first property at 18, and knew at a young age that he wanted financial freedom. His first rule of success is to educate yourself. Many people don't take the time to educate themselves and look for quick fixes. Many people fall into the trap of analysis paralysis. The other trap is becoming an expert when you just need to start with a foundation of education. After gaining an education, you need to start building a support team. In 2003 Marco decided to attend a real estate investing event in California. He signed up for a boot camp that got him back into real estate investing full-time. He went out and executed on a high level. The first reason he thinks many people have a difficult time implementing is that they often want a lot of hand-holding. The next reason they fail to act is fear. Marco runs a brokerage. They have investors/buyers on one hand and then sellers on the other hand. Their compensation comes from the sale side of the transaction. They have 80% single-family homes. The other 20% is duplexes and four-plexes. Typically these are three-bedroom homes in B/B-/B+ neighborhoods. In 2020, cap rates are ranging from 6-8% as a general rule of thumb based on market and neighborhood. The ideal RV ratio is 10%. If you're chasing appreciation, then you're speculating. One of Marco’s rules is not to speculate. There's also the passive approach, which requires buying the right properties in the right markets. Both models work, but ask yourself if you want to be an active investor or a passive investor. Don’t manage your own properties. Focus on your career and your business. Don't be involved in the day-to-day of managing properties. Find highly recommended property managers in your area and don't take on that work. Include a vacancy factor and maintenance costs in your pro forma. Marco uses his podcast as an important educational tool. His biggest advice to a new real estate investor is to take action. His biggest challenge has been deal flow. His biggest advice to a seasoned real estate investor is to analyze your equity and know how to leverage it. 3 Key Points:   Educate yourself before becoming a real estate investor.   Commit to implementing. Don’t wait for someone to hold your hand and don’t let fear stop you.    Do not manage your own properties. Hire it out.   Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Wealth Dan Lesniak bio, Facebook, Twitter Marco Santarelli LinkedIn Passive Real Estate Investing website, Podcast Norada Real Estate website Rich Dad Poor Dad (book) Nothing Down (book)

During this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Chris Craddock, a big-time realtor, investor, and serial entrepreneur. They discuss what to look for in hiring, and the big opportunities that are out there for agents who can provide more than one solution to sellers. Episode Highlights:  Chris Craddock started his real estate career knocking on the doors of distressed properties. He spent a lot of time nurturing the sphere he developed while in ministry. He went through his phone and called through one letter each day.  Chris found that within his sphere, he could easily find people who had thought about investing or had friends that were interested. People that are happy, hungry, humble and smart succeed. When Chris started hiring correctly, business picked up very quickly. One of the best ways to change your motivation is to hang out with people who are at a higher level than you are. The hardest part of growing his team was hiring. Some sellers want to work with investors to drastically simplify the process of selling their home. Chris shares how he helps agents close their deals in other markets. Anybody working over a 200k price point who is good at closing can reach out to them. Realtors need to realize that not all sellers fit into the same box. You sell by finding out what their problem is. Spend the time upfront with sellers to figure out what is motivating them. You win in everything by solving problems. Chris talks about his real estate investments. He owns flips and rental properties. Chris wants to work in his genius zone, which is finding and training talent. His biggest advice to a new real estate agent is to just do it. His biggest advice to an experienced real estate agent is to talk to more people. His biggest learning experience was saying yes to too many good deals and ending up with a large debt load. In the next five years, he will continue helping others achieve at a high level.  3 Key Points:   Finding the right people to work for your business can help you grow quickly.   New relationships can help you level up and cultivate your desire to do and be more.   Not all sellers fit in one box. Be willing to offer solutions that address the specific pain points you uncover. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Wealth Dan Lesniak bio, Facebook, Twitter Chris Craddock website, Facebook, LinkedIn Email chris at [email protected] The Redux Group website, Facebook Rich Dad Poor Dad (book) The Millionaire Real Estate Agent (book) How The Mighty Fall (book)  

During this HyperFast Wealth segment, host Dan Lesniak speaks with Gino Barbaro, a big-time multi-family investor and the Co-Founder of Jake and Gino. They discuss how to get started in multi-family investing and what you need to know to buy right, manage right, and finance right. Episode Highlights:  Gino Barbaro became a multi-family investor back in 2002 when he bought his first triplex. He is the father of six kids and wanted to get out of the restaurant business. He advises us to buy right, manage right, and finance right. If you look at real estate as a business, you'll have a lot of fun in this business. Gino used syndication as an investment strategy for the first time in 2018. Start scaling up, create great systems, and start hiring great people. Going to life coach training school gave Gino his clarity and gave him his why. Podcasting helped Gino create an amazing community with like-minded individuals. When you become a teacher, you're pushing yourself to learn more. Real estate is all about your network and relationships. Gino thinks the biggest challenge is shiny object syndrome. Building and buying multi-family properties is like having a big family. You don't know what you don't know and that's why you need coaches. If you dabble, you won't be successful. You must commit. The first time you do anything it's scary. He was never ready for his first child or his sixth child. It's the same thing with multi-family. If you want something and feel ready to do it, make it happen because it's never the right time. The limiting belief in multi-family is that you need a lot of money. You need education, you need to know what you're doing, and you need a plan. Invest in your education. Focus on what type of market you want to get into. Focus on a specific city and specific sub-market. Focus on the broker relationship and you will get deals. Start sourcing for capital. When picking a market, look at where jobs are migrating. Dan and Gino discuss the Jacksonville market. Gino shares that he has over twenty-five different income streams. It's about trying to see your highest and best use of time. You need to leverage people's time. That can be even more valuable than money. Learn more about cost segregation. Gino's biggest real estate mistake was not doing due diligence on a mobile home park he bought. His biggest success was buying 281 units for 11 million dollars, all bank-financed. His biggest advice to a new real estate investor is to surround yourself with like-minded people. He sees himself still on the beach in Florida in ten years doing deals and continuing to learn and educate others. 3 Key Points:   It will never feel like the right time to invest in multi-family properties. Do it when you feel ready.   When researching markets, look at where people are migrating and where jobs are going.   When building revenue streams, start with one piece and then add on.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Wealth Dan Lesniak bio, Facebook, Twitter Gino Barbero website Jake and Gino website  podcast Honeybee (book) Bigger Pockets Big Shifts Ahead (book)

During Episode 120 of the HyperFast Agent Podcast, host Dan Lesniak shares tips and life advice that will help you grow hyper-fast. He will encourage you to wake up early, make time for your relationships, find a good work environment, and to believe in what you can achieve. Episode Highlights:  Get up early and knock out two or three hard tasks immediately. For Dan, that's a mix of getting up, getting his mind right, taking on two or three big work tasks, and working out. If Dan can get those things done before 8am, he’s already had a successful day and he knows he can get even more done. Dan and Keri recently enjoyed a World Series game together. Make time for your relationship, just as you would for other important things in your life. Your relationship will not improve if you don’t work on it. Dedicate a space for your work.  Your physical environment matters. Work in an environment that will help you be productive and happy.  They started the podcast less than a year ago and it's amazing to see what it has become. Dan didn’t think the podcast would build this fast. Don’t put limits on yourself. People get so intimidated by other people operating at such a high level. You can get there. The first time they shot a podcast the circumstances weren't ideal, but they just did it. They got better at it, and more comfortable with it, and now they're shooting in a dedicated podcast room. 3 Key Points:   Wake up early and knock out hard tasks first.   Make time for improving your relationship.   Don’t put limits on your success. It’s amazing what you can achieve. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Inner Circle  Dan Lesniak bio, Facebook, Twitter