On this segment of HyperFast Wealth, host Dan Lesniak interviews Jonathan Tuttle, the Head of Acquisitions for Midwest Park Capital, an investment fund focused solely on purchasing mobile home parks for accredited investors. Jonathan has closed over $2B in real estate and has a new course coming out that covers how to flip mobile homes like a pro! Episode Highlights:  Even as a kid, Jonathan was an entrepreneur, selling flowers from his yard to his neighbors. During the crash of 2008, Jonathan’s dad’s mobile home park was his only performing asset. Many people out there hear mobile homes and immediately go to typical stereotypes. Mobile home parks had a 12% increase in value this year while many real estate classes were crushed by COVID. 60 million Americans need affordable housing with only about 12 million mobile homes existing. Craigslist, Facebook Marketplace, and word of mouth are the best way for real estate flippers to find mobile home deals. People can use credit cards or go through local credit unions to buy mobile homes because they tend to move quickly. Ideally, Jonathan can buy a mobile home and keep it in the park in which he bought it. Cities don’t like mobile home parks because of the stigma and the lower taxes. Right now, there are about 100k new mobile homes produced every year. For mobile homes manufactured after 1985, it costs anywhere from $2k-4k to renovate and flip. Besides the few parks that house millionaires and billionaires, most mobile parks consist of affordable housing. Mobile homes can range anywhere from $5k-10k all the way up to $5M depending on the market. Jonathan has a course for those who aren’t accredited investors and can’t partake in his fund. Through his course, Mobile Home Wealth Academy, Jonathan teaches people how to flip and eventually get their own park. Mobile homes have been the top-performing real estate class for the last 50 years. 70% of retiring baby boomers do not have the financial capability to pay for an assisted-living home. Mobile homes hit a 6 or greater cap rate if they are in the midwest, around a 4 cap rate on the coasts. Fannie and Freddie typically want around 33-35% down with a year’s reserve in the bank. In Jonathan’s fund for accredited investors, the minimum investment is $50k which would never be enough to buy a park on its own. Wall Street has become huge in the mobile home park space and Jonathan does not see that changing anytime soon. Investing in Jonathan’s fund means you don’t have to do the work that comes with traditional investing. Jonathan advises real estate investors to take in as much education as they possibly can and use mentors to help them take action. The last downturn in 2008 was the biggest challenge that Jonathan has faced in his career. 5-10 years from now, Jonathan hopes to have closed 1-2 funds and expanded his assets to all over the world. The current state of big cities all over the country has Jonathan looking to position himself well in the future. 3 Key Points: Typical stereotypes that surround mobile homes actually benefit investors because there is a lot less competition. Investing in mobile home parks allows investors to provide affordable housing without the responsibility of renovation. Jonathan’s fund requires a minimum investment of $50k and an 8-10 year hold to allow for better operational efficiencies and increased rents. Resources Mentioned: Learn more about Hyperfast Academy; Join Dan and Keri’s team at kerishullcareers.com Dan Lesniak (Linkedin, Facebook, Instagram)  Jonathan Tuttle (Instagram, Facebook) Midwest Park Capital (Website, Fund, Facebook) mobilehomewealthacademy.com Wall Street Journal Article on Mobile Home Real Estate

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak presents at the 2020 HyperFast Sales Summit. Dan shares how he has used different marketing strategies throughout the growth of his business and how agents can use those same methods no matter what market they operate in! Episode Highlights:  In Dan’s first year, he sold over $22M while bringing home over 75% of his GCI. With a smattering of experience with marketing, Dan knows what it takes to bring in leads with all sorts of budgets. Depending on where you are in your career, you’ll either be spending time or money on leads. Dan looks at marketing in 2 ways; you can use the lighthouse strategy or tugboat strategy. Paid social media, organic, direct mail, email, and texts are just some of the marketing methods that agents can use. The hook in the subject line of your email has to grab people’s attention or it will just get lost. We live in a scrolling society where you only have a few seconds to grab someone’s attention with any content. Include examples of your past success as a transition into why they should choose you as an agent. Social proof, testimonials, and demonstrations of your strategy give them a reason to continue reading. Give them a clear offer so they know exactly what action you want them to take. If you’re having trouble at any part of your process, you need to take a look at your hook, transition and offer. It’s important to paint yourself as an expert while remaining approachable without being condescending. Many prospects aren’t aware of the problems that they face in their market; it’s up to you to educate them. Show them the problems and challenges that they are going to face and then show them that you know how to solve their issues. When it comes time to sell, get as detailed as possible with your ads and retargeting. Retargeting ads are generally warm or hot leads, usually making them cheaper. Depending on behavior and search history, people can be split between intent-based and disruptive-ads. Disruptive ads are generally less likely to convert because these people are not actively searching to buy a home. While disruptive ads are less likely to convert, they are cheaper and more long-term. As a team leader, it is your responsibility to train others to do the prospecting that you do not want to do. Expired listings are a cheap way to get your prospecting efforts off the ground for new agents. Many times, agents of expired properties do not inform their clients that the listing has expired. Stay in touch with past clients with newsletters, gifting, and quarterly events, even online ones. These methods will work in any market, it just might take some tweaking and consistency. Even if your strategies are working, it’s still important to always track, analyze, and refine. When it comes to a newsletter, send them out as often as you can, while providing interesting content. Depending on where you are with your business, one of these methods might work better than the rest. 3 Key Points: When it comes to prospecting, you have to have an enticing hook, a smooth pivot or transition, and a clear offer of what action you want them to take. General branding, getting people to take action, and retargeting are the 3 methods that Dan and Keri use to market themselves. Intent-based ads are designed to get in front of prospects that have shown intent to take action. Disruptive ads are designed for prospects that do not go to the internet to search for a home. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s 100 tips HERE Dan Lesniak (Linkedin, Facebook, Instagram)  Funnel Hacking Live

On this segment of HyperFast Wealth, host Dan Lesniak is onsite at four of the team's current investment properties in D.C, all in various stages of development. Dan walks us through the details of each property, when the projects are set to be delivered, and why he’s looking forward to the spring market in D.C. Episode Highlights:  Dan is onsite at four different investment projects in various stages of development. The team currently has 115 units in their investment pipeline right now, and looking to acquire more. The first site Dan is visiting is 751 Columbia, an 11-unit condo development and one of the bigger projects the team is currently working on. This project is in a great area of D.C., surrounded by shops, parks, and bars. The project was acquired almost a year ago, and is actually four projects rolled into one.  They took what was three row homes and a vacant piece of land, and are turning it into 11 luxury condos. This project is taking a little extra time because the 3-unit sections of the building had to go through the BZA process. Dan outlines the construction details and amenities associated with this project. The 2-unit section should be listed in the spring, and the three remaining 3-unit sections should be listed in the summer. The second investment site is 1921 Capitol Avenue, a 4-unit condo project in an up and coming location. The team took 2 row homes and are converting them into four 3-bedroom/3-bathroom condos. The framing is complete and trade installation is set to happen in the next couple weeks. The team hopes to deliver the end product early in the spring, which Dan feels will be an excellent time to list in the D.C. market. The third on-site location is 1010 17th Street, a 15-unit project in a well developed area that is seeing even more construction growth. This project is in the demolition stage with an approved full permit set. The next step on this project is putting in the cinder block wall, which is a few weeks away, and then the team can start framing. The last project site is 3934 10th Street NE, a 6-unit condo project near the Metro and National Basilica. The property was acquired in July, 2020 and should be delivering in February, 2021, which is a quick 8-month turnaround. Dan details the construction updates on this project. There is a pre-drywall Open House on this project so agents and interested parties can get a preview of the property. 3 Key Points: Dan feels the spring D.C. market will be a great time to list the team’s new properties. A pre-drywall Open House is a marketing tool that allows you to generate interest well before the property is scheduled to hit the market. Think outside the box when planning a property development. Keep in accordance with zoning regulations, but can you utilize the property in a different way (i.e. turning a row house into a multi-unit condo development)? Resources Mentioned: Learn more about Hyperfastwealth.com; Text your real estate questions to Dan at (703) 215-1684 Dan Lesniak (bio, Facebook, Twitter)

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak celebrates the first episode of 2021 by interviewing Joseph Fung, the CEO and Founder of Uvaro, one of the fastest-growing tech boot camps in the country. Joseph discusses how innovations in technology are affecting the real estate industry, and what to expect from tech in 2021. Episode Highlights:  Joseph has run five B2B software companies, and has sold a few of them. Now, Joseph’s company is able to train sales professionals in tech from a variety of industries. With students all across North America using Uvaro’s training software, Joseph is able to help launch the careers of a lot of people. There are a lot of assumptions and biases that come with selling software. Uvaro does not charge it’s users until they land a job. Storytelling is one of the fundamental skills that successful software sales professionals all have. Real estate professionals, for the most part, have the strength of storytelling that it takes to sell software. With sales teams in the tech space, many of them struggle with sales discovery questions. Many real estate agents don’t realize the strengths that they already have in their arsenal. Right now, there is a large realignment of technology use across various industries where it was not previously utilized. The use of video in marketing and communication is the most important form of tech that realtors need to double down on. Using video to communicate can help agents bring their clients into the space without physically being there. There are a plethora of widgets and apps that can help smooth out the process of showing a house. It’s not that these technologies are new, it’s just that different industries are being forced to adopt them. Joseph uses a variety of tools to make back-office improvements rather than customer-facing. TikTok is becoming more and more attractive to sales professionals due to the lack of tools available for creators. Agents can differentiate themselves by sending out their brand on the content that they create. Google announced that it is hopping on the trend by adding stories for websites. Though Snapchat invented the story, every other social media platform has ripped it and shifted the landscape. Storytelling and discretionary effort are two things that real estate agents understand more than most. Unlike many sales professionals, real estate agents treat their business like a business. Companies are starting to realize that their growth is not limited by their geography. It’s absolutely vital for sales professionals, regardless of experience, to get comfortable on video. 3 Key Points: Uvaro has taken sales training and turned it into the core of the business by helping people transition into tech from a plethora of sales industries. Due to the effects of the pandemic, different types of technology are spreading into industries where it was not used before. With so many apps that make content consumption incredibly accessible, TikTok provides convenience for those on the content creation side. Resources Mentioned: Learn more about Hyperfast Academy; Hyperfast Coaching Dan Lesniak (Linkedin, Facebook, Instagram)  Joseph Fung (Uvaro, LinkedIn, Calendar) Gong Chorus Vidyard Loom TikTok Snapchat

On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena are showing you their goals for 2021 and explain why your goals should scare you. This episode comes at the perfect time to start planning your 2021 business goals. Episode Highlights:  In the last episode, Sunil and Dan went into detail about all the projects that they have in the pipeline. When you go to set your goals, look back at what you’ve accomplished in the last 5-10 years.  Sunil believes it’s important to set big goals because you really don’t know what you’re capable of. Sunil has doubled his equity raise goal for next year to $40M, 4x the amount they raised last year. This year, Dan and Sunil built the foundation for their business to skyrocket into the future. Your goals should make you feel a little bit uncomfortable or you might be thinking too small. Dan and Sunil have both financial goals as well as goals for building their team. Due to COVID, the educational and networking side of Dan and Sunil’s business has moved online. There are other strategies and ventures that Dan and Sunil have where they can deploy capital in the future. All the pieces of the business come together to both fuel growth and add value to others. People have a tendency to chase many exciting ventures rather than focusing on their strongest sector. Depending on where you are in your career, your goals are going to be different than Dan and Sunil’s goals. Looking back, what used to scare Dan and Sunil are numbers that they hit every couple of weeks now. Hit your short-term goals while keeping an eye on your long-term goals throughout the process. People struggle with their long-term goals because they don’t understand compound interest with their own development. Don’t make the mistake of overestimating your short-term goals while underestimating your long-term goals. 3 Key Points: It’s important to look back at what your goals were 5-10 years ago when setting your goals for next year. Think of how far you have come and where you can go in the future. Think big. Your goals should make you feel a little bit uncomfortable because there’s no growth in setting a goal that is easy to achieve. Sunil and Dan are looking to hold 20-30% of the units that they build in order to expand their portfolio. Resources Mentioned: Learn more about Hyperfastwealth.com; Send your clients to Dan & Keri at kerishull.com Dan Lesniak (bio, Facebook, Twitter) Sunil Saxena (Website, LinkedIn) Tony Robbins

On this segment of HyperFast Wealth, Dan Lesniak interviews Monika Jazyk, a mother of 4 who has built an incredible real estate portfolio in the last 10 years. Now, she looks to have a positive impact on the lives of as many people as possible by sharing her knowledge. Listen to hear why Monika says you shouldn't be trading your time for money; instead, make your money work for you! Episode Highlights:  Monika knows that even though she has 4 kids, everyone is just as busy as her. How you choose to use your time determines the impact that you make and what your life looks like. If she is not spending her time giving value to those around her, Monika doesn’t see the point. Real estate is the best way to create passive income that allows you to earn while you sleep. People need to stop trading their time for money and find a way to make their money work for them. Neither Monika nor her husband have ever been licensed real estate agents, though they work with many. Monika and her team find those that want to build wealth in their area and connect them with their investment agents. Too many agents sacrifice their time while giving up some of their commissions at the end of the day. A desire to build wealth for her family led Monika to real estate investing with an 8-month old baby at home. Society had made it, for the most part, too expensive to live on one salary. Monika could see that the traditional way of financial planning was not going to meet their goals. Rich Dad Poor Dad taught Monika the importance of real estate and getting money to work for her. Monika has taken it upon herself to educate other women about their finances and building wealth. Real estate gives investors the advantage of being in control as opposed to stock investors who can simply buy or sell. At the beginning of the pandemic, Monika took advantage of the extra time to learn about investing through an online course from Yale. Monika and her husband made so many mistakes at the beginning of their real estate journey that they wrote a book about it. Monika’s first property investment, a ski rental property, brought a plethora of challenges and difficulties. Investing in real estate education took money that Monika and her husband did not have at the time. The initial process of real estate investing took Monika on the route to bankruptcy and caused her to create drama around herself. Many investors make the mistake of doing too much too soon when taking it slow is better. To get rich, you have to focus on strategically growing your money, but that doesn’t mean you have to be working all the time. Collecting rent is just the icing on the cake of real estate investing; property appreciation is the real prize. Monika is working on growing her program membership so she can add value to as many people’s lives as possible. 80% of Americans do not make enough money to live the lifestyle that they desire. COVID has put everyone on an even playing field and has made many people more resilient. Monika suggests that new real estate investors put time and money into their education. In 10 years, Monika plans to move to a more cottage lifestyle with a big house on the lake where she can focus on her work. 3 Key Points: Time is the same for everyone, from the biggest CEOs to the moms at home with 4 children. How everyone uses their time is very different. Traditional financial planning isn’t enough to keep up with the growing cost of society. Real estate is simply the best tool to build wealth. Investing a large amount of money in real estate investing education brings a lot of pressure to complete a large number of transactions. Resources Mentioned: Learn more about Hyperfastwealth.com; Get Dan’s book for free HERE Dan Lesniak (bio, Facebook, Twitter) Monika Jazyk: (Website, Book, LinkedIn, Facebook) Rich Dad Poor Dad

On this segment of HyperFast Wealth, host Dan Lesniak and co-host Sunil Saxena take us through a recap of investment projects in 2020. Though this may have been the craziest year the world has ever seen, a lot has still been accomplished by the real estate investing team! Episode Highlights:  2020 has been a challenging year but has presented the opportunity to accomplish and learn a lot. The construction in the DMV area has actually gotten better during 2020. DC only felt a 10% drop in the real estate industry, well below the national average. Markets all around the country, besides the locked-down areas, surged after the initial dropoff. Dan and Sunil were able to sell their project at above the expected price, even in the middle of the pandemic. Prices in the DC area were actually up in July and August, further cementing the strength of the market. Sunil has been in the DC market for over 20 years through the great ups and the big downs. Dan believes that there is going to be a supply crunch in 2020 as the DMV area is already down to 2 months of inventory. Sunil and Dan’s Alton project, 2 single-family homes, is on pace to finish in 2021 with about a $500k raise. On top of the projects already in the pipeline, there are 2 or 3 other projects that are already under contract. 2021 holds a total of 115 new units coming with a total equity raise of $11.45M. At all times, Sunil and Dan have about 4-6 offers out and future projects that they are working towards. Dan’s team within his team has grown from just Amy at the beginning of the year to 5 total to start the year. Amy’s team is projected to do over 200 next year bringing a necessary growth of her team. Sunil and Dan have built their production team, bringing on a new manager as well as 2-3 people in the field. Sunil is most excited about building the team that is going to allow the company to scale even faster. Future projections show that the team may be able to quadruple the number of projects that it can take on. 3 Key Points: The DC market tends to be less affected by economic troubles that hit other parts of the country incredibly hard. In DC, prices actually rose in July and August this year, supporting the claim of a strong economic shield. Dan and Sunil have a plethora of projects set to be completed in 2021, most of which coming with a 6 or 7-digit raise. Resources Mentioned: Learn more about Hyperfastwealth.com; Careers - Check out the available careers with The Keri Shull Team! Dan Lesniak (bio, Facebook, Twitter) Sunil Saxena (Website, LinkedIn)

On this episode of The HyperFast Agent Podcast, host Dan Lesniak interviews Emma Powell, a real estate photographer turned investor that manages commercial real estate properties. Listen to hear how Emma’s previous experience with photography and marketing are assisting her success in managing her large real estate portfolio. Emma also details why the payoff of managing large commercial properties is worth the increase in effort, and how she’s working towards her investing goal of passive income.  Episode Highlights:  Emma is currently living in Salt Lake City, Utah after moving from Austin, Texas. Her husband is in the tech field, and Emma finds that the cities that are thriving in the technology sector, are also thriving in investment opportunities. Emma was a real estate photographer in Austin for eight years. She always had an interest in real estate investing, and knew it was something her family should be doing, but didn’t make the transition until the move to Salt Lake City three years ago. The lack of desire to start a brand new photography business in Salt Lake City, and going to local networking events where she met a lot of real estate investors, is what prompted Emma to jump right into investing. Emma was able to utilize her skills and experience in real estate photography, digital marketing, home renovation, and contractor management and turn it into an opportunity that paid more than the side hustles she was previously doing. The current goal is to make enough to retire her husband. Emma describes the impetus and experience behind her first deal in September 2018. Due to the higher margin potential, Emma landed in commercial real estate investing. Emma discusses raising capital in order to close her first commercial investment property. That experience now has people reaching out to her for advice on their own projects. Emma discusses tenant empowerment and how that helps reduce vacancies in her properties. Why does Emma prefer single family or large commercial properties over duplexes, triplexes, etc? You have to think about efficiencies and standards if you want to manage a large portfolio. There are two kinds of deals that come to you: the deal that you look for and the deals that fall in your lap through your network. Emma outlines the types and key markets of the deals that she looks for, and why she seeks those particular properties out. Emma provides her answers to the HyperFast Round. Emma’s end goal is to get to passive investing. She is doing active investing to get her closer to that goal within the next 10 years. 3 Key Points: Vacancy is what kills real estate investing and management. Finding ways to minimize vacancy is the key to real estate management success. In order to manage a large portfolio, you need to consider efficiencies and standards. There are two kinds of deals that can come to you: the deal that you look for in the niche you desire and the opportunistic deal that falls in your lap through your network. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s 100 tips HERE Dan Lesniak (Linkedin, Facebook, Instagram)  Emma Powell (website, LinkedIn, Facebook, Facebook Group, Instagram) Bigger Pockets Podcast

In this episode of The Hyperfast Agent Podcast, we listen in as Michael LaFido, a luxury listing specialist, speaks at the HyperFast Sales Summit. Michael gives some amazing tips on landing, and closing, more luxury listings. This is a must listen if you want to venture into the luxury home market! Episode Highlights:  Only 1 house has sold in Illinois for over $10M in the last 20 years. On your first luxury listing appointment, it’s important to exude confidence by knowing your numbers and doing your research. Agents have the task of accentuating the best features of the home, not showing everything. You must pay attention to detail enough to paint yourself as the expert to Mr. and Mrs. seller. In today’s world, you have to work to keep people’s attention, so make sure you have amazing photos. Michael takes multiple rounds of photos, making sure to have all the details just the way he wants them. As the expert, agents must be deeply involved in the photo-taking process. You’ve got to have backup plans in case there are any issues, such as mechanical, technological, time, etc. Do your research ahead of time and make sure to take great notes so that you can build rapport. A firm handshake and a look in the eyes go a long way when it comes to exuding confidence. Before sitting down with the client, Michael asks clients where they want to sit to make them feel comfortable. Agents that come with a prepared price should be walked to the door because they haven’t even seen the house yet. Appeal to both sides of the brain by providing both analytics and powerful visuals. There are many different types of agents that sellers can choose from, so show them why they should choose you. Michael likes to get to know who the buyer is while staying within the rules. Through the use of SWOT analytics, Michael is able to show buyers, sellers, and other agents his attention to detail. As the market shifts between a buyer’s and seller’s market, you have to avoid cutting corners. Don’t be afraid to ask the owners about details of the house and its unique features and history. Be willing to take on a little more stress by taking your time to get the house and marketing ready and you will net more and sell faster. Know your own numbers, as well as numbers relative to the current market and inventory in your area. Make sure clients know that any money they put into their house in order to sell it is an investment. Most people are not able to visualize what a house could be, so storytelling and staging are incredibly important. Create a portfolio of every room in the house before and after you have staged the house. The market dictates prices, keep that in mind when deciding if you are priced right. Tagging, great descriptions, and amazing thumbnails will bring more viewers to your videos. Provide an incredible experience (water, food, wine, hand sanitizer, security, etc.) and people will talk about you. Changing your wording can help you from breaking any regulations. 3 Key Points: There are no rules in the real estate industry that say that you have to show every room in the house. Accentuate the best features of the house. When it comes to building rapport and differentiating yourself, research on your clients, exuding confidence, and making the client feel comfortable are absolutely vital. Develop a SWOT analysis (strength, weakness, opportunity, threat) for all of your listings. This will help you prepare as much as possible and show clients that you are in fact the expert. Resources Mentioned: Learn more about Hyperfast Academy; Learn more about HyperFast Coaching Text Dan your real estate questions: (703) 215-1684 Michael LaFido: (Website, Facebook, Linkedin) Box Brownie (promo code “LUXURY”) Keeping Current Matters Luxurydesignation.com (promo code “LUXE”)

In this episode of The Hyperfast Agent Podcast, we listen in on Lindy Chapman, from DOSS Social Agents, as she presents at the HyperFast Sales Summit. Lindy’s goal is to help agents see from the eyes of the consumers so that they may better accommodate and pivot according to what their clients are looking for. Episode Highlights:  Lindy’s distaste for real estate agents, acquired after moving many times, led her to become a real estate agent. Dishonest and mistrustful agents put their clients through more trouble than they should. There are over 1.4M real estate agents, so there is a ton of competition. Agents need to be able to put themselves in the shoes of the consumers so that they can stay flexible. DOSS Social Agents focuses on helping the 10% of the agents that are passionate about what they do. Your goal should be to leave the client in a better place than you found them. Lindy has lost listings just by mentioning the company that she worked for at the time. There are a plethora of stereotypes surrounding agents, such as being overdressed, impatient, and unprofessional. While looking for an agent for her parents in the middle of the pandemic, Lindy learned a lot about what people think about agents. As a consumer, it’s hard to know who to trust with so many options in such a saturated market. Consumers look at the real estate industry from one perspective while trying to figure out all the products that are coming their way. It’s very normal for consumers to want things that aren’t good for them; be willing to tell them this. Think about what you would want when selling your house if you didn’t have your real estate license. A paradigm shift cannot take place until it aligns with what consumers truly want. Look back 10 years ago and think about how crazy it would be to imagine that in 2020 taxis, Blockbusters, and bookstores would be all but gone. Netflix, which originally offered to sell to Blockbuster, has completely laid waste to the former movie giant. Consumer reports show that there is a large distrust of agents due to a plethora of problems, many of which can be solved by technology. Leaders are able to lead from an outside perspective, whereas managers see from within. Focus on solving the client’s problem before the broker’s problem, not the other way around. Jeff Bezos has achieved such a high level of success because he has made his company obsessed with the consumer. Lindy chose DOSS Social because it provided what she was searching for when she was selling her home. Lindy discusses the 5 Stratospheric Laws of Success: Value, Compensation, Influence, Authenticity, and Receptivity. 3 Key Points: Lindy believes that the ability to put yourself, as an agent, in the shoes of the consumer will allow you to pivot when necessary. Good agents are hard to find, but bad agents give the entire profession a bad name. Paradigm shifts happen in stages. Just like Netflix laid waste to Blockbuster, emerging technology will rid the world of many real estate practices. Resources Mentioned: Learn more about Hyperfast Academy; Send your clients to the Keri Shull Team at kerishull.com Lindy Chapman (LinkedIn, ReloTalk Podcast) askDOSS.com DOSS Social Real Estate Restated Podcast The Go-Giver

On this segment of HyperFast Wealth, host Dan Lesniak interviews Trevor McGregor, a real estate investor that has gone into self-storage and hemp farms. After establishing his own real estate investment success, Trevor began coaching those around him and eventually found his way to coaching on Tony Robbins’s team, completing over 25k coaching calls! Listen to hear why Trevor thinks the path to mastery is to keep it simple. Episode Highlights:  Trevor does a lot of real estate investing in his home of Vancouver where he lives with his wife and 3 sons. Out of college, Trevor went to work for a hospitality business in which he invested his entire life’s worth. Initially, a coach introduced Trevor to real estate where he discovered cash flow and built a large portfolio. With so many people asking how he did it, Trevor started to coach other people to do the same. Trevor had the pleasure of coaching with Tony Robbins and his team for over 5 years, conducting 25k coaching sessions. How Trevor responded to his initial investment failure ultimately led him to the position that he is in now. Self-education through events, books, and audio gave Trevor the knowledge he needed to dig himself out of a hole. Building off the fundamentals is important in real estate as there is really nothing new in the process. Trevor focused on finding deals that were mutually beneficial which allowed him to teach others to leverage the same skillset. Expanding across multiple asset classes has allowed Trevor to create multiple streams of income. Trevor has been able to surround himself with people that have shared their high-level knowledge of different asset classes. The best way to achieve success is to find people who have already done what you want to do. It’s equally as important to find and learn from people who have failed at what you want to do. Through his coaching, Trevor has come to identify 5 mistakes that many people make that lead to failure. Wasted time adds up more than you realize; the most successful people use their time for the important tasks Take an honest inventory of your personal and professional practices to see if you are slowing yourself down. Sometimes an outside perspective is what is needed, and that’s where a coach can bring value. Even after achieving great success, Trevor still has a business coach and an accountability partner. Coaches can assist you in making a larger impact on the world while creating the life that you really want. New investors should seek out people who have already done it to avoid a lot of strife. Trevor tries to avoid investing with emotions, rather than raw data, to avoid making unwise investments. During his free time, Trevor likes to chase adrenaline by traveling all over the world with his family. 3 Key Points: After establishing his own real estate investment success, Trevor began coaching those around him and eventually found his way to coaching on Tony Robbins’s team. The fear of failure often prevents them from ever finding success. Failure is how you become who you are meant to be. 5 things that people do that lead to failure: limiting beliefs, lack of a strategic plan, lack of support systems, poor time management, and lack of execution and course correction. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s Free book HERE Dan Lesniak (Linkedin, Facebook, Instagram)  Trevor McGregor (Website, LinkedIn, Facebook) Alphabet for Humanity  Think and Grow Rich The Best Ever Show

In this episode of The Hyperfast Agent Podcast, hosts Dan Lesniak and Keri Shull present at The HyperFast Sales Summit, sharing 8 strategies to grow your business, no matter what the market is doing. Listen in to hear why now is the time to pivot your strategies, not pause them. Episode Highlights:  Coronavirus has put a large decision in front of all business owners, whether to pivot or pause their business. Dan and Keri were in different parts of the country when the country began to shut down. Keri could not find a hotel to stay in when she was trying to get back home to Dan. People’s reaction to the coronavirus shutdown reminded Dan of the reaction to 9/11. Keri and Dan had to rewrite the script for their ISAs to book appointments via Zoom or in-person. For many business owners, webinars and Zoom began to take the place of seminars and in-person meetings. Switching to Zoom appointments essentially eliminated the dropoff in Dan and Keri’s meeting numbers. Paying attention to the little things and making your processes more efficient will go a long way. Dan and Keri have invested hundreds of thousands of dollars to learn from the best about content marketing. Catching a 5 am train to Tony Robbins’s event, Unleash The Power Within, was well worth the trouble. Even though Tony Robbins is not a real-estate specific coach, getting in the room with those people saw Dan and Keri’s income double in the next year. Since going to Tony Robbins’s event, Dan and Keri have attended a plethora of high-performance events. Keri prioritized following someone that had already done something that she wanted to do. The ability to quickly assess situations and take action is the best way to adapt and grow. Dan has had to make transitions in life that involve a lot of risks, especially during his time as a submariner in the military. The best time to figure out the best course shift for your business is not after tragedy strikes. Waiting for perfection will leave you stuck in the same place forever because it will never happen. It’s important to analyze and study the numbers all the time because you never know when the change is going to come. Your hopes and dreams sit just outside of your comfort zone, so become comfortable with being uncomfortable. Keri has learned, the difficult way, that this business is about giving back to others and nothing can be taken personally. The most successful people in the world have been willing to fail more than everyone else. People in your life help you solve problems, so try to focus on the “who” instead of the “how”. Being told that he couldn’t sell gave Dan the motivation to become successful in the real estate game. Most agents hit a limit depending on a multitude of factors, but you can’t let yourself stay in that place. Get very clear on where your time goes each week and figure out what tasks you can delegate. When growing your team, it’s going to take more work upfront but prioritizing long-term results will get you there. Segmentation, targeting, and positioning are the keys to get maximum leverage in your area. Handling the stressors of business and life at the same time can be made easier by setting your ideal schedule. Learn from those that have thrived when the market was in different states, even if it’s not in your industry. You can do it all to a point, but if you want to scale, get out of your own way. 3 Key Points: After years of holding face-to-face appointments, Dan and Keri were hesitant to switch to Zoom, but they knew they had to. Deciding to take the financial risks that come with going to high-level coaching events ultimately put Dan and Keri in the right rooms and saw their income skyrocket. The most successful people in the world are not afraid to get uncomfortable because they know that the more they fail, the closer to their dreams they will get. Resources Mentioned: Learn more about Hyperfast Academy; Join the team at kerishull.com/careers Get 100 tips HERE Dan Lesniak (Linkedin, Facebook, Instagram)  Keri Shull: (Linkedin, Facebook, Instagram) JJ Virgin Russel Brunson Grant Cardone Gary V Tony Robbins

On this segment of HyperFast Wealth, host Dan Lesniak interviews Kent Clothier, a man who built a billion-dollar grocery empire only to lose it all and start from scratch in real estate. Now, he has a wholesaling business in multiple real estate markets and is teaching others how to do the same, while focusing on work-life balance.  Episode Highlights:  Kent went into business with his father at a very young age, buying and selling truckloads of groceries. By the time Kent was 23-years-old, he was running a $50M business before it was bought out. After getting into a disagreement with his business partner at 30-years-old, Kent lost everything in only 22 months. Kent learned all about wholesaling, discovering how to flip houses like a pro to create his own business. Now, Kent runs a massive real estate investment firm and teaches others how to create their own business. Though he lives in La Jolla, Real Estate Worldwide’s operation covers most of the southern half of the country. REI Nation, Kent’s turnkey business, helps those with resources deploy those resources in the real estate game. By the time REI Nation flips a house, the house has been completely renovated and has tenants. With his wholesale operation, Kent looks for markets with high demand and great deals. Traditional real estate investors start with the house, whereas Kent’s companies start with the buyer. Customers drive any business, so starting with the customer in mind will make your business more efficient. By making sure that the demand exists before buying a property, Kent ensures that he has an exit strategy. Where big retailers go, city and residential growth will follow because they put themselves in the position to win. The success that came early in life for Kent had destroyed his personal life completely. Kent knew that scaling the second time around would allow him to spend as much time as possible with his family. Most investors make the mistake of putting a higher value on their money than they put on their time. You need to create systems, businesses, and processes to get more out of your time. If you feel that you do not have enough time to devote to your family, recognize that you created that problem. Kent understands exactly how to get what he wants as fast as possible and maximize the time that he has. Inevitably, it’s going to take a little pain and sacrifice to get to where you want to be. One of the biggest challenges that Kent has faced while scaling his business has been expanding too quickly into new markets. It’s vital to stay out in front of the regular challenges that come with growing a business. When coaching others, it’s important to master those skills yourself and understand that it’s all about your client’s mindset. Drive, ambition, and heart will beat knowledge and talent any day. The most important steps in the process are to start, get going, and keep going until you get it done. Calculate how many days you have left on this planet and start prioritizing that time. 3 Key Points: By the time he was 30 years-old, Kent was leading a billion-dollar grocery business, and then lost everything that he had built. Kent knows exactly what his customers want, so he starts with the buyers in mind, while most real estate investors start with the house in mind. You have to prioritize your freedom over the pain that it takes to get there. We don’t have to focus on the now-money. Resources Mentioned: Learn more about Hyperfast Academy Dan Lesniak (Linkedin, Facebook, Instagram)  Text Dan your real estate questions: (703) 215-1684 Kent Clothier: Website | REWW | REI Nation | Instagram | Facebook

On this segment of HyperFast Wealth, host Dan Lesniak speaks with George Gipson, a former mailman who was able to quit his job after building his real estate investment portfolio to 12 properties. Listen to hear how George was able to make the transition in only a few short years! Episode Highlights:  After college, George was not able to find the job that he wanted, so he took a job as a mailman. While working as a mailman, George discovered real estate podcasts and began to self-educate on the market. Though he went to school for accounting, George’s dad’s side of the family was already in the real estate game. George and his wife decided that they wanted a piece of the American dream and started buying rental properties. In his 4th year as a mailman, George was able to purchase his first property on his mail route. George was able to win an auction for his first property for $52,000 in 2017 while he was on his route. There is always a story behind the price, and those stories are behind the deals that George looks for. Because he didn’t have the money to pay for the house, George and his wife flipped their first house for a $20,000+ profit. Whether the market is going up or down, there is always a good deal hiding somewhere. George used the profits from his first deal to open up a beauty supply store, but he did not like it. After a year of running his beauty supply store, George decided to get back into real estate with cash-flow rentals. George became fed up with his job as a mailman and decided to dive-in head first into real estate investing. Through word-of-mouth referrals, George was able to find great deals without a large marketing campaign. While he was on maternity leave after his wife had their first child, George decided to get his real estate license. Once George obtained his real estate license, he was able to expand his network exponentially. Right now, George owns 2 duplexes and 10 single-family properties. Now that George has been able to replace his income with the rental properties, George is looking to flip more properties. Buyers are willing to pay higher prices for homes than investors, and that was a lesson that George had to learn. As a mailman, George was stuck in the same endless cycle of working, YouTube, and dinner. New real estate investors need to learn to control what they can control and accept that they don’t know the future. George gets anxious when he sees that his tenants are not treating his properties with respect. After COVID wiped out the Airbnb market, George converted his properties into long-term rentals. George hopes to share his real estate knowledge with other people who need help. 3 Key Points: George spent his time as a mailman using podcasts to educate himself on the real estate game and eventually began buying properties that were on his route. After having big success on the first deal, it can be hard for investors to continue in the game out of a fear that the next hit won’t be as big. George had to start listening to the buyers when it came to putting an offer on a property. He learned the hard way that buyers have a different price point than investors. Resources Mentioned: Learn more about Hyperfast Academy; Learn more about HyperFast Coaching HERE Dan Lesniak (Linkedin, Facebook, Instagram)  George Gipson Email | Instagram | YouTube | Podcast HFA Ep 01 with Gary Vee HFA Ep 02 with Grant Cardone HFA Ep 06 with Grant Cardone HFA Ep 14 with Grant Cardone

On this segment of HyperFast Wealth, host Dan Lesniak speaks with Mike Wolf, a former realtor, now real estate investor from Canada. Mike has built a diverse portfolio in real estate that allows him to live on passive income, while teaching others to do the same! Episode Highlights:  Mike is from Canada, invests in the United States, and is currently “wintering” in Mexico. Like most high schoolers, Mike had no idea what he wanted to do with his life, going into college to gather a massive amount of debt. After buying his second property, the market took off and Mike quit his job to become a real estate investor and agent. Mike recommends that all real estate agents learn basic investing skills to be able to help more people. Completely dropping his real estate license helped Mike speed up his investment game. Dan and Mike compare the time investments between becoming an agent and an investor. Mike’s other real estate business in Atlanta is completely automated, but it took time to get there. Not all people want the same things for their houses and that’s where being an investor comes into play. Present multiple options so that you can always do what is in the best interest of your client. COVID is going to put a time limit on homeowners that find themselves in financial troubles. Mike is able to live off the passive income from his turnkey business and rental properties that he has gathered over the last 20 years. During COVID, Mike has focused on his online-training services to teach others how to get started in real estate. Just because someone can benefit from providing a solution to someone in trouble doesn’t mean they are evil. Back in 2007, Mike created a business that helped people who were facing foreclosure by lending them money in a time of need. By helping people who lost their jobs, Mike was able to help people in their networks who also lost their jobs. People that are using all this extra time presented by COVID to learn and grow are going to come out the other side way ahead. Let go of the responsibilities that you don’t want so that you are maximizing your time. Mike used a line of credit as his down payment for his first house, letting the amount season in his bank account for 90 days. Mike teaches his students how to buy properties with or without their own resources by building their networks. Assisting people financially helps them in so many other areas of their life that you don’t know about. People need to learn how to find great deals and turn them into a paycheck, then it will be easy to find partners. Money is not going to disappear as we go deeper into the pandemic, but it will be transferring hands. Even without COVID and the instability of the government, there will always be opportunity in the future. The most important thing in real estate investing is to get started; don’t let money stop you. Mike’s ego presented many challenges early on in his career, but now he focuses on personal development to continue growing. Email Mike about his event and say you heard him on this show to get the discount. 3 Key Points: It would behoove real estate agents to gain investing skills because it allows them to help more people, open more doors, and attract other investors. Mike has diversified his portfolio with multiple revenue streams including rental properties, training sessions, and his turnkey business. Too many people think that because they don’t have a lot of money, they can’t invest in real estate. You don’t need to use your own money to get into real estate investing. Resources Mentioned: Learn more about Hyperfast Academy; Send your clients to Dan and Keri HERE Dan Lesniak Linkedin, Facebook, Instagram,  Mike Wolf: E-Book | Event | YouTube | Facebook Email Mike Wolf at [email protected] to get the $49 Masterclass pricing for HFA Podcast listeners

In this episode of The Hyperfast Agent Podcast, we listen in as Krista Mashore, from Krista Mashore Coaching, presents at the HyperFast Sales Summit. Krista has spent hundreds of thousands of dollars learning how to master the online marketing game. She was able to go from $0 to over $7M in just 25 months, and shares her 5-step formula to dominate in the digital marketing space! Episode Highlights:  Digital domination goes beyond attracting sellers and bringing leads. Since the pandemic broke out, the way that agents connect with buyers and sellers has changed. While Krista was selling short-sales and foreclosures, the market began to shift back to a normal market. When Krista gained the nickname “The Foreclosure Queen,” her business collapsed in the worst year of business she’s ever had. Krista knew that when foreclosures and short sales went away, she would have to change her branding. With a Masters degree in teaching, Krista knows the ins and outs of natural learning vs. institutionalized learning. Things that real estate agents have been taught for years (open houses, cold calls, etc.), have to change as the world changes. Creating a digital footprint, marketing online, and gaining exposure are all essential for real estate agents right now. Traditionally, real estate agents are taught how to show and sell houses, not how to market. Everything in marketing starts with your why, or motivations, and this helps you put forth the right messaging. How well do you really know your brand? Get down to the core of what lights you up no matter how many times you do it. Who you are, what you represent, and who you’re trying to attract are the factors that go into your brand. After you figure out how to make your clients feel safe, you will see a higher conversion rate and get more referrals in the door. What do I do? What are my core values? What is my brand code of ethics? Who do I love to serve? Ask yourself these questions. Show buyers and sellers what makes you different from other agents, don’t just tell them. Get to know your audience, who you are going after so that your messaging speaks directly to those people. Research your audience’s psychographics, digital footprint, and what their problems are. Your ability to establish a real connection with buyers and sellers with your video marketing will help them choose you over the other options. Start thinking about how your video marketing can increase your percentage of qualified people coming in, as opposed to qualified leads. It takes you believing that these tactics can actually work for you before you will see results. Commit to producing content correctly, on a consistent basis, to make connections and convert more prospects to customers. People are naturally curious about the state of the market, so make videos that give them that information. You don’t need fancy equipment and a studio to make great videos; anyone can do it. Interview local business owners, partake in community service events, join in on holiday cookoffs; establish your presence in the community. Start comparing the price of doing an open house compared to the distribution of your video marketing. Choose one social media platform and become a master on it before you decide to expand to another. Your messages and timing will be completely different depending on if you are speaking to your cold, warm, or hot audience. It doesn’t matter if you post on your business page or personal page, you won’t be reaching any new eyes/ears. People will never know how you can help them with their problems if you don’t make yourself known. The Change or Die study showed that with coaching, accountability, and support, most people will choose to change their ways. The difference between poor people and rich people is poor people buy liabilities and rich people buy assets. Krista and Keri are offering an incredible package that will help you get the exposure that you need and the confidence to close the deal. 3 Key Points: Marketing for real estate agents has had to change since the pandemic changed how they are able to connect to buyers and sellers. When it comes to building a real connection with buyers and sellers, real estate agents must learn to establish both trust and relatability. People tend to be more motivated by moving away from pain than finding pleasure, so find out what their problems are and how you can help them as an agent. Resources Mentioned: Learn more about Hyperfast Academy; Join the Keri Shull Team at kerishullcareers.com Get Dan’s book for free HERE Krista Mashore: Coaching Website; Real Estate Website  Krista and Keri’s offer: Hyperfastinfluence.com Millionaire Success Habits

In this segment of HyperFast Wealth, host Dan Lesniak speaks with the founder of Automation Finance, Paul Birkett. Paul has bought thousands of mortgages and has created a way for everyone to benefit from his strategies! Episode Highlights:  Paul is taking advantage of the remote working opportunities and staying a few weeks in Dublin. After spending 25 years as a corporate executive, Paul arrived in the US just after the economic crisis of 2008. With about 30 rental homes, Paul became incredibly unhappy because of all the admin work. Unlike Europe, the US allows businesses outside of banks to buy mortgage notes. The mortgage business requires a lot less admin work than buying a large number of real estate properties. Roughly 50% of rental property owners only own one property and pay it off on a 30-year mortgage. Paul’s company has created a fund that allows investors to liquidate in a few months with interest. By purchasing mortgages for much less than the borrower owes on the loan, Paul’s company is able to make large dividends. After purchasing the mortgage, Paul negotiates new monthly payments and interest rates so that the homeowner does not have to foreclose. Non-performing loans usually come to the market about 2-3 months after some sort of financial crisis. Over time, Paul has built up personal relationships in the industry and now has clients reach out to him for deals. Due to the global pandemic, many rental property owners are having a hard time making their mortgage payments. With a normal rate of foreclosure in the 1-2% range, the current range of 7-8% is quite concerning. Many large cities, and ones that depend on tourism, are going to take the biggest hit from the pandemic. Washington D.C. has seen a buffer from the effects of the pandemic because of the large number of federal government jobs. There will be opportunities in every area of real estate as a result of COVID’s effects on the income of renters and owners alike. Those that find themselves in the bottom 20% of the economy will be forced to restructure their mortgages. Eventually, the struggles of the bottom 20% will catch up to those that are surging right now. Keep an eye out for deals because there will inevitably be distressed salaries around the country. Even though businesses are closed across the country, real estate prices continue to rise. As the federal government continues to pump money into the economy, the value of the dollar will go down. If the government did nothing, we would experience The Great Depression all over again. Now is a great time to refinance for those with mortgages because of the all-time low rates. It’s not the time to be aggressively buying assets because we can’t be sure of what lies around the corner. Paul’s company was not able to keep up with the number of assets that it was purchasing. Optimism can get you into a lot of trouble when trying to scale your real estate business. 3 Key Points: One of the downsides of buying a large number of real estate properties is the massive amount of admin work that comes with it. Right now, there are over 2M home loans in forbearance because of the income troubles caused by COVID. The lower-income consumers generate the revenue for the higher income jobs, so you can expect that the effects of COVID will catch up to those higher-paid consumers. Resources Mentioned: Learn more about Hyperfast Academy; Get 100 HyperFast Tips HERE Dan Lesniak (bio, Facebook, Twitter) Paul Birkett (LinkedIn, Automation Finance) Hyperfastwealth.com

On this episode of The Hyperfast Agent Podcast, we listen in on the Social Panel as they present at the 2020 HyperFast Sales Summit. The panel, comprised of Tristan Ahumada (Lab Coat Agents), Eric Simon (The Broke Agent), Dylan Tent (The Helirealtor), Eric Delgado (Optimé Holdings), and Lana Rodriguez (The Lana Rodriguez Group), offers numerous tips and tricks to help you master different social media platforms like TikTok, Instagram, and LinkedIn. Episode Highlights:  Lana went from zero, to a TikTok superstar, during the pandemic after she was blocked from Facebook. Download the app, scroll through and relate to the content, and start posting content. Instagram has recently changed its algorithm to promote Reels, Instagram’s version of TikTok. Eric Simon has approached TikTok by trying to convert his memes into actual videos that people can relate to. On TikTok, you can copy what other people are doing because it’s a copycat platform. Dylan was originally a helicopter pilot and would stick out by making engaging videos and pictures of the houses. During the pandemic, Dylan has been able to reach new clients via social media, sometimes even through their kids. Eric Delgado goes all-in on LinkedIn because of the 3 degrees of separation that LinkedIn emphasizes. Leveraging LinkedIn is one of Eric’s specialties, emphasizing his efforts on the connections that can lead to a warm introduction. Once her first video went viral, Lana realized that TikTok was for more than just girls doing dances. There are a plethora of ways to use TikTok, such as entertainment, posting content, and building your brand. Utilize TikTok’s draft folder if you’re not quite sure about a video because it might grow on you. Eric Simon gets content from like-minded accounts on social media, clients, houses, and DMs from followers. Businesses can increase their engagement on social media by focusing on the first 3 seconds of their videos. Dylan emphasizes the point that he can get more eyes on his clients’ houses than anyone else. Eric Delgado gets on LinkedIn numerous times a day via a mix of posting and engaging with others, most of the time connecting with others on the backend. Comments on LinkedIn can be just as valuable as posting itself. Eric Delgado gets on LinkedIn at the beginning of his day, his preparation, and at the end of the day, his posting. Replying to comments as much as possible helps your post look like it is doing well and excites followers by establishing a more personal relationship. TikTok’s algorithm is one that sees engagement go down late at night and go up in the middle of the day. Dylan tries to reply to every comment he can, even teasing people when they say something dumb because people love all engagement. Eric Simon gained a large amount of notoriety by commenting on other creators’ content in his industry. People who think they suck at LinkedIn might just have not spent the time to see its true value. Dylan has been able to leverage his helicopter tour business to increase his success in his real estate business. Success on social media looks different for every agent, whether it comes in the form of a connection or a closing. Lana’s favorite social media platform is TikTok because it lets her be who she really is without judgment. Eric Simon’s favorite social media platform is Instagram because it is more intimate than Facebook. Dylan’s favorite social media platform is Instagram because he has been able to make the most money off of it. Eric Delgado’s favorite social media platform is Facebook because that’s where he goes to post about his family. 3 Key Points: Dylan Tent has turned his social media videos into entertaining content by doing stunts or using his helicopter and he has seen great results. Defining who you are, what you want to accomplish, your message, and disentangling the relationships that you have built over time are the best ways to utilize LinkedIn. You never know what content is going to hit hard with your audience, so make sure to use the draft folder and it might grow on you. Resources Mentioned: Learn more about Hyperfast Academy; Text Dan your real estate questions: (703) 215-1684 Tristan Ahumada Instagram Eric Simon Instagram Dylan Tent Instagram Eric Delgado LinkedIn Lana Rodriguez TikTok

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak talks with Sunil Saxena about the last phase of a successful development deal. First, you find the deal, then you manage the deal, and lastly, it comes to the sale. It’s time to land the plane! Episode Highlights:  Preparing for the sale should begin long before it comes time to sell the finished project. Think about all the details and price points upfront so that when it comes time to sell, you have a polished penny. Avoid betting on appreciation and instead focus on what that house is going to sell for right now. It’s vitally important to remember that the product needs to match the desired price point. Getting the product in front of people is quite a bit more complicated than putting cereal on the shelf. There are a plethora of digital marketing options when it comes time for placement and promotion. Starting the promotion and placement process early will make it that much easier to sell the product. Once the drywall has been put in the development, the interested buyers can see the vision. Sunil’s company puts projects on the MLS early but takes it off if it doesn’t sell in the first phase of the project. MLS, digital ads, social media, emails, and phone calls are all effective strategies to build up the hype. When making an expensive purchase like real estate, the little details make all the difference. Dan was able to stage different units as they were being completed with the project that finished in the middle of the pandemic. As a real estate developer, it’s important to bring in a fresh set of eyes before listing the property. When looking to hire an agent, look for someone that has as many lines in the water as possible, that being, a large network. For developers and investors in the DMV area, you should definitely reach out to Dan, Keri, and Sunil. If you don’t know how to sell the property then none of the work that has been done will matter. 3 Key Points: Preparation for the sale should start to take place before the project even begins. This way, by the time the project is finished, you will be completely prepared. There are 2 types of buyers: buyers who will buy a project off of a piece of paper and buyers who want to see it completed before they make an offer. Through a variety of promotion and placement techniques, get the product in front of as many people as possible. Resources Mentioned: Learn more about Hyperfast Academy; Learn more about HyperFast Coaching  Dan Lesniak (bio, Facebook, Twitter) Sunil Saxena (Website, LinkedIn) Hyperfastwealth.com  

In this episode of The Hyperfast Agent Podcast, Christina Daves from PR For Anyone, presents at the Hyperfast Sales Summit. With over 1,000 appearances in the media, Christina and her clients have amassed over 1B views and $100M in revenue. Listen to hear how to captivate your audience to cash in on business success. Episode Highlights:  Since February, the entire world has changed because of the ongoing global pandemic. Everyone was forced to move online when the world shut down, making it harder to be more visible. Captivating the audience will help agents stand out in the loud world of online marketing. Christina does not have any traditional PR experience, yet has had an incredible amount of success. It all started when Christina won Steve Harvey’s Top Inventor competition. SEO from appearing on local and national television has been tremendous for Christina. Find a way to make people stop their scrolling and really examine your content. Most agents make the mistake of having a generic website, stopping them from standing out in the crowd. You only have 1.7 seconds to grab someone’s attention, according to a recent lululemon study. If you are too generic, you will not attract the ideal people that you want to work with. Finding your niche will help you as an agent connect to like-minded people. While you can sell to everybody, honing in your message on a certain niche will help you get media attention. Let people know what you can do for them instantly so you can grab their attention in that short window. Once you have figured out your message, you can hire someone to promote it for you. Becoming famous or being featured in an article will help you stand out from all of your competition. There are 3 steps to the process of getting featured in the media. Logos need to be on your website and all of your marketing material so the media exposure will shoot you to the top of the search page. Newsjacking is when you take something from the news and plug it into your real estate content. Become the expert in your industry through the content and value that you provide. Christina shares a plethora of success stories from her own experience and the real estate agents that she works with. Grab the journalist’s attention with the hook in your subject line; no one does this better than magazines. Google can be your secret weapon when it comes to finding the right journalist. It only takes 10 minutes per day to make all of this happen. It’s going to take a long time for the world to get back to normal, so you better adapt right now. Cindy Ashton and Christina combined forces to create a visibility bundle, the Platinum PR Package, for entrepreneurs to get media exposure. Sharing your story will help you connect to people; it’s the most effective form of marketing in today’s world. 3 Key Points: Everyone in the country is in a constant state of scrolling when they are on their phone. You have to be able to make them stop. Being newsworthy, creating great hooks, and finding the right journalist will help agents get their spot in the media. What starts with a media connection can see exponential growth when put out on social media. Resources Mentioned: Learn more about Hyperfast Academy; Send your clients to Dan and Keri HERE Christina Daves (Website, LinkedIn) Visibility Bundle for HyperFast listeners

On this HyperFast Wealth segment, host Dan Lesniak speaks with Sunil Saxena, back again to talk about the next step after finding the deal: how to manage the deal. Sunil manages up to 10 different real estate construction projects at a time, making him an expert on the subject! Episode Highlights:  Sunil has managed hundreds of construction deals over the last 2 decades. The first thing you need to know is the process in your jurisdiction. Different types of deals involve different levels of jurisdictional involvement. Understanding all the things that you have to get done with that project will make project management that much smoother. Sunil recommends starting with a small project, especially if you are doing it by yourself without partners. Talk to people who have dealt with your problems already before you start to freak out. Dan emphasizes to not forget the value of time when looking at the value of a project. Depending on the amount of time required for a project, paying more initially can actually be cheaper in the long-run. Do everything you can to learn from your mistakes and to not make the same ones twice. No matter the size of the project, invest the time up-front to plan, and don’t expect the best-case scenario. Sunil uses an 11-step project planner for all of the projects that he takes on. Make sure that you have everything you need to complete the current phase and to be ready for the next phase. Have multiple contractors ready for each individual phase in case the job is overwhelming for just one. After the project is done, analyze everything that went right and wrong to support never-ending improvement. Prioritize having a good bookkeeper to maintain a quality profit and loss statement. COVID made it more difficult to close deals as the shutdown essentially stopped showings for a while. Even though everyone got paid, Sunil was able to make process improvements after looking back on a recent deal. When it comes to managing multiple projects at a time, establishing processes and bringing in management help, when necessary, are important. 3 Key Points: When starting small, even the smallest problems will seem huge to contractors and agents. Learn from those who have already been through it. Mistakes are inevitable and should be viewed as a chance to learn and grow. Don’t make the same mistakes twice. Investing the appropriate amount of time in the planning stage can save a whole lot of time and money in the long-run. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for free HERE Dan Lesniak (bio, Facebook, Twitter) Sunil Saxena (Website, LinkedIn) Hyperfastwealth.com  

In this episode of The Hyperfast Agent Podcast, we listen in as Lana Rodriguez, from the Lana Rodriguez Group, presents at The Hyperfast Sales Summit. Lana speaks about the value of TikTok and how real estate agents can use this platform to grow their networks! Episode Highlights:  This is Lana’s 3rd year at the HyperFast Sales Summit and is presenting about the value of TikTok. Following much controversy, in the end, TikTok has been acquired by Oracle and Walmart and will not be banned. Launching in 2016, TikTok is the most downloaded app on the Apple app store with over 800M active users, most being older than 24-years-old. 90% of TikTok users use the app multiple times a day. TikTok is incredibly simple to create content, making it very easy for users to make shareable content. Lana’s first big surgery had her healing for 2 months on intense painkillers and brought her down both physically and emotionally. A Facebook hack took away Lana’s form of entertainment and interaction during her recovery. The absence of Facebook combined with a 2-month surgery recovery led Lana to dive head-first into TikTok. Lana’s first viral video was shot at 2 am by herself in her basement. TikTok presents a plethora of information from various subjects that give users a chance to learn. The chance to connect with other professionals is just one of the valuable benefits of using TikTok. Targeting your local audience can be done effectively through the use of the correct hashtags. The simplicity of TikTok allows you to gain organic followers fast. Lana has been able to gain 26K followers in just 8 months. Unlike other forms of social media that require you to purchase ad space, TikTok promotes you organically. Lana has received multiple leads from her TikTok content, even via other social media platforms. We all have lives that get in the way, but you can’t let that stop you from posting content. Content that you post can build your brand, so it’s important to make time. Lana has used her military marriage to create authentic content that has gotten great exposure. Promote content that is authentic and true to who you are; this is the best way to go viral and have fun doing it. The 4 E’s of TikTok: education, entertainment, engagement, and emotion. Users love TikTok because of its ability to connect them with like-minded people from all over the world. Create 1 TikTok account and convert it to a professional business account. 3 Key Points: Viral videos on TikTok simply need to be shareable and relatable. TikTok not only provides entertainment, but a chance to learn a plethora of information on various subjects. Through the use of the correct hashtags, TikTok videos can help professionals connect with their local audience. Resources Mentioned: Learn more about Hyperfast Academy; Join Dan and Keri’s team HERE Dan Lesniak (bio, Facebook, Twitter) Lana Rodriguez (TikTok, Website)

On this segment of HyperFast Wealth, host Dan Lesniak speaks with Harry Stout, a former CEO of two of the largest insurance and annuity companies, as well as the creator of FinancialVerse. Listen as Harry provides tips and techniques on how life insurance and annuities can provide tax protection and estate planning to ensure you set yourself up to have money for life.  Episode Highlights:  Harry resides in Vero Beach, Florida, where he’s been able to watch the excitement of SpaceX firsthand. He actually interned at NASA during college. Harry has been in the financial services industry for over 35 years, which has taken him all around the world. Harry’s current goal is to give back and improve peoples’ knowledge of personal finance matters and how they can take certain actions to reduce stress and anxiety. Life insurance and annuities are products that you put money into that can provide for you on a tax advantage basis.  When people look at annuity products, they often forget they’re insurance products. Cash value life insurance allows you to accumulate cash on a tax-deferred basis. You can think about life insurance and annuities as providing cash for future delivery, when you need it.  They can also be looked at as the safety aspects of your portfolio; the safety actions that you take in your financial planning to provide you with protection. Dan shares his personal experience with insurance products. You need different protections for different times of your life. It’s okay that you don’t know what you don’t know. That’s why it’s so important to discuss these issues with a professional who can help you figure out what best fits your personal situation. Dan details why he chose cash value life insurance. Harry outlines the three key risks that cash value life insurance helps with: dying too soon, living too long, and it acts as a source of cash should you become ill. There are ways to withdraw the cash out of the policy on a tax-favored basis. Dan and Harry share how they have taken loans against the money they have paid into their cash value insurance policies, and used the money for real estate purposes. Dan examples how cash value life insurance policies can assist in estate planning. Cash value life insurance can also be looked at as an investment, as it carries a rate of return. Harry looks at insurance and annuities as another asset class, one that would fit in the category of fixed safe money asset class. Harry thinks people should plan to live to at least 90, and use that when figuring out how they are going to pay for cost of living until that age. Annuities are often misunderstood, but can help you pay for the day-to-day living expenses and help plan for the long-term. Harry provides two examples of costs associated with later-life expenses. In the United States, people spend more time learning how to operate an automobile than they do gaining financial literacy. Harry gives his answers to the HyperFast Round. 3 Key Points: Life insurance and annuities are products that you put money into that can provide for you on a tax advantage basis. Life insurance and annuities can be looked at as the safety aspects of your portfolio; the safety actions that you take in your financial planning to provide you with protection. You need different protections for different times of your life. Resources Mentioned: Learn more about Hyperfast Academy; Download Dan’s 100 tips HERE Dan Lesniak (bio, Facebook, Twitter) Harry Stout website lifehappens.org

On this segment of HyperFast Wealth, host Dan Lesniak speaks with co-host Sunil Saxena about the most important part of investing, buying the deal. Listen to hear how to find an investment deal, how to determine if it’s a good deal or not, and why you should be considering your exit strategy before purchasing an investment property.  Episode Highlights:  It’s been a busy year for Dan and Sunil, acquiring an average of one investment property per month. Sunil has been buying deals for over 10 years, and has learned about what, and what not, to do. It’s hard to make money off an investment property if you overpay when initially purchasing the property. Calculate the maximum you can pay for the property and still make money, and stick to that. Sunil has had occasions where he thought he lost a deal because he stuck to his budget, only to have the owner come back because another bidders financing fell through. Sunil always has at least two exit strategies when purchasing a property; typically developing and selling, or a long-term hold while renting the property out. You need to know your market to know if a deal is good or not. Dan gives examples of different housing market volatility to underscore how important it is to know the market. Understanding the history of the market also allows you to test your exit strategies to ensure you don’t lose money on a deal. You need to factor in how you are going to pay for the deal, or how you are going to finance. Financing terms affect your exit strategies and profitability. Working with real estate agents experienced in investment properties will assist you in finding deals. Spend time networking and attending meet-ups, which can allow you to meet real estate agents that you can partner with. Door-knocking on neighbors houses, and letting them know what the neighbors sold their property for, can open up new potential investment opportunities. Direct mail, paid digital marketing, organic digital marketing, signage, and the MLS are all successful forms of marketing to help find potential investment deals. Investing can entail active or passive involvement. 3 Key Points: If you overpay when initially purchasing an investment property, it’s highly unlikely you’re going to make money. Don’t rely on just one exit strategy when purchasing an investment property. You need to know your market to know if a deal is good or not. Resources Mentioned: Learn more about Hyperfast Academy; Text Dan your real estate questions at: (703) 215-1684 Dan Lesniak (bio, Facebook, Twitter) Sunil Saxena LinkedIn Hyperfastwealth.com Email [email protected] if you are interested in learning how to partner with Dan and Sunil

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Brooke Tate, an agent from the Keri Shull Team. Brooke started out as a partner agent on a mini-team, and is on pace to do $20M in volume in only her third year in the real estate game! Episode Highlights:  Brooke’s love for real estate was sparked when she worked as a transaction coordinator at another brokerage. With a background in Molecular Biology and English, joining the real estate industry was a massive jump. Brooke is very analytical and detail-oriented from her education in Molecular Biology. When Brooke first started, she was able to take qualities from other agents to develop her skills. Tag teaming clients with her team leader allowed Brooke to build her skills through the mini-team concept. The mini-team concept is a great way to build a team and build-up your top earners. Hardcore experience in a fast environment allowed Brooke to grow at an incredibly fast rate. Brooke has a better handle on the process than the solo-agents that started at the same time as her. A mini-team consists of bringing on junior agents, one at a time until they are able to do so many deals a year. Now, there is another junior agent which allows Brooke to go do her own thing while keeping that team environment. Starting at the bottom to selling over 50 homes a year was very exhausting and overwhelming at points for Brooke. Brooke had to acclimate herself to exhaustion and stay organized at the same time. There’s going to be a learning curve when making the switch from a salary job to one that is based on sales. Brooke’s first client meeting on her own was exhilarating, but she acknowledges that she was filled with doubt beforehand until she got to the meeting. Clients did not know how to view Brooke when she was presenting as a team with Amy. Trust is vitally important within the mini-team concept in order to get past any self-confidence issues that might arise. Branching out on her own, Brooke has to remain very self-motivated while still getting support from her team. Next year, Brooke wants to do 40 personal transactions, and as a mini-team, would like to do 120 transactions. Joining as a partner agent is beneficial for those that can pick the right agent. New real estate agents need to have a strict system for organization so that they don’t lose focus. Experienced agents that are closing 2-3 deals a month would benefit from hiring a partner agent. Brooke’s biggest challenge as an agent was finding her own rhythm. When she’s not selling homes, Brooke enjoys spending time in nature and meditating. 3 Key Points: An educational background in Molecular Biology and English gave Brooke the analytical skills necessary to be successful as a real estate agent. The mini-team concept allowed Brooke to learn on the job in a fast-paced environment. There is no better way to learn than on the job. Joining as a partner agent allows someone to come on and learn the skills that they need to be successful while still having a steady income. Resources Mentioned: Learn more about Hyperfast Academy; HyperFast Coaching Dan Lesniak (bio, Facebook, Twitter) Brooke Tate Instagram

On this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with serial entrepreneur and author, Sean Castrina. Sean has started over 20 successful companies, including a multi-million dollar handyman business, and discusses his strategies around finding your niche, partnering with the right people, and focusing on profit margin to ensure your new business is a success.  Episode Highlights:  Sean was one class away from finishing his Masters degree when he was let go from his dream job. Getting let go overnight made Sean realize that he didn’t want anyone else to have that amount of control over his life. So, he began his pursuit into entrepreneurship. When he was let go, he began selling insurance, and started an auto-detailing business. Sean was making $35k a year in passive income from that detailing business, through branding, attracting customers, and creating a system. That detailing business served as the blueprint for his future entrepreneurial endeavors. People may think they have to have sexy, big ideas in order to start a business, and that’s not necessarily true. There’s profit in the basic business ideas. Sean discusses a friend’s business based on crime scene cleanup, to prove it isn’t always about the sexy idea. Once you have an audience that comes to you, you need to look for the ancillary pieces that you can offer. Narrowing in on a niche market can help elevate your business faster than trying to be everything to everybody. The basic fundamentals of business are the same regardless of the type of business. First you have to find customers, and attract them. Then the goal is to have customers start seeking you out. Sean and Dan discuss whether you should quit your job before starting a new business. Sean has 7 business partners, and pairs with people who are the opposite of him, so they can utilize different skill sets and strengths. Sean’s skill set is creating startup systems for new businesses. He really shines in the first 18 months of getting a new company off the ground, and then starts to get bored. He partners with people who are experts in the field, who want to generate a stake in ownership, and then allows them to run the company. Successful and fun don’t always go together. Just because you are passionate about something doesn’t mean the business will become a success. Sean discusses the details of some of his companies as examples of margin. He selects the service industries where the margin between what you have to pay somebody to do it, and what customers will pay you, is high. Sean wrote a book called “8 Unbreakable Rules for Business Start-up Success”, and provides it for free on his website. Sean’s advice to new real estate agents is to outwork everybody. Sean’s biggest challenge was a bankruptcy earlier in life. When he isn’t working, Sean loves to read, nap, and play sports. 5 years from now Sean would like to continue as an entrepreneur, teaching and supporting others to become entrepreneurs, writing books, and making money. 3 Key Points: Narrowing in on a niche market can help elevate your business faster than trying to be everything to everybody. The basic fundamentals of business are the same regardless of the type of business. First you have to find customers, and attract them. Then the goal is to have customers start seeking you out. Passion projects don’t always equate to successful businesses. You need to focus on the business ideas that generate a higher margin of profit. Resources Mentioned: Learn more about Hyperfast Academy; Send your clients to Dan and Keri at kerishull.com Dan Lesniak (bio, Facebook, Twitter) Sean Castrina (Website, Free book, Instagram, Podcast, Facebook)

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with the Founder of HomeFlow, Laura Moreno. Laura faced a plethora of challenges when she and her husband bought their first home just three years ago. Since then, she has built a podcast and an entire company that helps home buyers beat those challenges. Episode Highlights:  Laura and her husband had an alright experience when buying their first apartment just three years ago. HomeFlow makes the home-finding process more efficient by allowing buyers to sort homes into levels of interest. Real estate agents make the mistake of not putting themselves in their buyers’ shoes. Homebuyers can be a pain for real estate agents and HomeFlow aims to educate buyers to avoid that pain. The time-consuming process of finding a home can be stressful for both the agent and buyer. Laura and her husband did not like the lack of transparency involved with the closing process. Real estate agents do not have the time to educate every single buyer on the process. HomeFlow gives agents more time by answering the most common questions for them. Laura worked full-time as a project manager at a tech company while interviewing countless people on the home-buying process. The podcast allows home buyers to be educated without taking too much time out of their day. The platform includes education and messaging tools that can help home buyers, agents, lenders, and lawyers communicate more efficiently. Agents and homebuyers can collaborate in one common place when the platform is complete. Education will be available in multiple forms including free courses, podcasts, and communication forums. There will be challenges down the road with different state regulations and a lack of funding. HomeFlow is working on creating free content that home buyers are already looking for. Real estate agents must provide value to the buyer through education first so they know what is coming. Homebuyers need to be talked through the rollercoaster of emotions that are headed their way. Education is not all on the agent; home buyers need to educate themselves on the process. When she’s not working on her business, Laura enjoys spending time with her son and husband. In 5 years, Laura sees HomeFlow improving the home-buying experience for millions of people. 3 Key Points: Laura found a pain point when purchasing her first apartment and ultimately left her job to build a company around that pain point. HomeFlow aims to educate buyers on the home-buying process before they ever reach out to an agent with common questions. Right now, the biggest challenge that HomeFlow is facing is a lack of people, hours, and funding. The need and want already exist amongst agents and buyers. Resources Mentioned: Learn more about Hyperfast Academy Dan Lesniak (bio, Facebook, Twitter) Text Dan your real estate questions: (703) 215-1684 Laura Moreno (Website Podcast Email)

On this episode of the HyperFast Agent Podcast, host Dan Lesniak speaks with Peter Applegate, an inside sales, turned outside sales agent. Listen in as Peter discusses what he’s done to make that transition, the differences between the two roles, and what you need to do in order to succeed in each. Episode Highlights:  Peter joined the Keri Shull team in January, 2016, as an inside sales agent (ISA). Peter had been interested in real estate for a while, and was attracted to the consistent salary associated with being an ISA, instead of the “hunt what you kill” aspect of being an agent. Peter transitioned to an outside sales agent (OSA) in February, 2020. Dan explains the difference between an ISA and OSA within his organization. Being an ISA isn’t difficult to figure out, but it takes consistency in time spent calling and learning how to overcome objections. Dan and Peter outline some of the pros and cons of being an ISA. A guaranteed base salary is a huge pro of being an ISA for Peter. Dan thinks an additional pro of being an ISA is skill building due to the repetition of calls, and learning how to engage with potential clients. Not having to do open houses, show homes, complete paperwork at all hours are other benefits of being an ISA versus an OSA. Peter thinks the biggest challenge to being an ISA is not knowing what to say. Figuring out the client’s pain points, and how to solve them, is the best way to overcome objections. Peter describes the most difficult client objections he encountered, and how he overcame them. Transitioning from an ISA to an OSA made Peter more critical of how the ISA team pre-qualifies potential clients. Being able to land off-market properties is a great solution for overcoming objections for both ISAs and OSAs. Keeping clients engaged is a very different process for ISAs and OSAs. ISA’s have to keep them engaged for a short period of time, while OSA’s need to stay in touch with their clients until the deal is complete. Peter’s biggest challenge is trying to stay in front of his clients whose buying process is more drawn out. The higher income potential of an OSA is the major appeal to Peter. Peter’s biggest piece of advice for a new ISA is to not get dejected, and be able to laugh stuff off. Peter’s biggest piece of advice for a new OSA is to have a plan. Peter’s biggest challenge as an agent was getting hung up on the details. He enjoys snowboarding in his down time. In 5 years, Peter sees himself running a team within the organization.  3 Key Points: Being an ISA isn’t difficult, but it takes consistency in time spent calling and learning how to overcome objections. Consistent effort over time will produce results. Figure out where your business is going to come from, and focus your energy accordingly. Resources Mentioned: Learn more about Hyperfast Academy; Join the Keri Shull team at kerishullcareers.com Dan Lesniak (bio, Facebook, Twitter) Peter Applegate (Website, Instagram,  Facebook)

On this HyperFast Wealth segment, host Dan Lesniak speaks with real estate investing guru, Zachary Beach. Zachary has found creative ways to finance real estate deals, with no money or personal credit involved, by purchasing homes on terms. Now, he uses his extensive knowledge to teach and partner with investors all over the country! Episode Highlights:  Zachary has moved 5 times in the last decade and is currently in the middle of one, all while remaining active in the real estate game. It’s difficult for agents to stay content in their homes when they see so many different properties in their profession. Coming out of college with no idea what he wanted to do, Zachary worked as a personal trainer and bartender, which led to burnout.  Zachary now runs a successful real estate company and real estate coaching business. Buying and selling on terms involves using none of your own cash or credit, while also not personally signing on anything. Zachary’s company purchases properties all over RI and CT, though it also partners with agents all over the country. The Quantum Leap System (QLS) is an at-home system that teaches agents how to get involved, but they can also partner with Zachary’s company to create deals. Full immersion, a community of people, and immediate feedback are the most important aspects of a real estate program. Zachary’s company helps sellers net more money if they can wait for their equity. It’s usual for real estate deals to produce one large payday, but Zachary focuses on producing three specific paydays. A non-refundable deposit, cashflow, and the moment the buyer is approved for a loan on the backend provide three separate paydays. Many agents can utilize this system, they just don’t know the mechanics behind how to make it work. Realtors usually give up a massive amount of profit if they don’t know how to structure the deals properly. Agents can get started with terms deals by taking action from the content that you have been exposed to. Utilizing terms deals will take you off the hamster wheel of constantly having to sell properties year-after-year. See what makes sense for you as an individual and dive into it so you can start having fun with real estate. It only benefits everyone if you have multiple solutions to offer your clients. Zachary and his associates around the country saw their businesses accelerate when COVID hit. Jumbo loans are becoming more and more difficult to obtain, and as a result, they are seen less and less. Buyers that fail to get financing through traditional means are finding success when going through investors like Zachary. More profit lies in the longer-term deals because it allows investors to prepare for possible dips in the market. Learn to sniff out the bad deals that are going to keep you up at night; wait for the right deals. Agents can service their clients by taking in as much knowledge and information about the industry as possible. Mindset can either make or break your success on your entrepreneurial journey. Zachary is on a mission to be seen as a thought leader in more than just the real estate industry. 3 Key Points: Zachary’s real estate coaching company aims at creating 3 specific paydays from every real estate deal that they make. Without staking anything personally, Zachary is able to help sellers get the price that they are looking for. As a real estate agent, buying homes on terms gives your clients more options to get what they want. Resources Mentioned: Learn more about Hyperfast Academy Dan Lesniak (bio, Facebook, Twitter) Download Dan’s 100 tips HERE Zachary Beach: Website  Schedule a Free Strategy Call with Zachary HERE Real Estate on Your Terms (book)  The New Rules (book)

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with copyright gurus, Nick Tozier and William Adkison. Nick and William are the copywriters on Dan’s team and know just how important copyright is when it comes to communicating your message to your clients. With differing backgrounds, both Nick and William bring different writing perspectives, but they both agree that copywriting is essential to real estate marketing! Episode Highlights:  William began his writing career when he was teaching at a university, eventually progressing into academic copywriting. Nick has been writing copy for over 15 years, touching blogs, articles, product descriptions, and real estate. William outlines the differences between academic writing and sales copy, mainly the engagement aspect. As a Masters student, William taught entry-level history to undergrad students before leaving academia. People skim and scan online, only occasionally stopping to read content from front to back. The hook acts as a tool to draw people into the story, whether it be in an article or an Instagram post. There needs to be a clear call-to-action (CTA) or an offer at the end. William aims to bring in organic traffic to the team blog through longer-form content, giving a lot more story to work with. Nick works to change little things on emails, ie. colors, fonts, headlines, to see what works the best. Make sure to track your email numbers, how many clicks, opens, etc., to see what works well and what doesn’t. Start with some kind of blog, on LinkedIn or your website, and answer the questions that you receive as an agent. Focus all your attention on the hook and the offer by reusing the content that you are already making. The fear of having their words rejected stops real estate agents from doing this consistently and making it their own. It’s important to trust that the message you are trying to send is the right one; some people will love it and some people will reject it. Those that disapprove of what you have to say are going to be much more vocal than the ones that agree with you. All engagement, whether it’s positive or negative, is useful because it makes it more likely that your content will appear in searches. There is a sense of triumph that lies in flipping a negative reviewer into a positive one. Consistency in creating content is key to getting results and building confidence. Repurpose your longer-form pieces into smaller articles to address your clients’ pain points and efficiently use your time. Create a swipe file so that you can take other’s creative ideas and adapt them to your business. Both Nick and William were able to use their past experiences to create success in the real estate copywriting industry. Each candidate in the election is going to have their unique effect on the real estate industry. William spends his spare time writing for his personal blog and creatively, just for fun. When Nick isn’t writing, he enjoys playing guitar because it has such a large personal payoff. 3 Key Points: At the end of the day, your marketing needs to engage the readers enough to get them through the story and to your offer. It’s important to dedicate some time each day toward creating decisive content, making sure to consistently provide value to buyers. It’s important for real estate agents to remain unique and not fear rejection when putting their content online. Resources Mentioned: Learn more about Hyperfast Academy Dan Lesniak (bio, Facebook, Twitter),  Text Dan your real estate questions: (703) 215-1684 William Adkison (kerishull.com blog, Keri Shull Team YouTube, Personal Blog) Nick Tozier (HFA Blog, Newsletters at hyperfastaget.com, hyperfastwealth.com, or kerishull.com) The HyperLocal HyperFast Real Estate Agent (Dan’s book)  

In this episode of The HyperFast Agent Podcast, host Dan Lesniak speaks with Steven Papageorge about a strategy to find more homes that meet your buyer’s criteria. In a time where inventory appears to be low, real estate agents need to be creative when looking for houses, and Steven knows just how to do that! Episode Highlights:  Steven does the majority of his work in Northern Virginia. Born and raised in Northern Virginia, Steven started Design Pro with his brothers 11 years ago. Design Pro jobs range from small inspection jobs to major additions and renovations. There has been a surge in outdoor living space projects since the pandemic started back in March. People need more space at their houses now that everyone is home because of the virus. A lot of markets are experiencing tighter inventories right now. Partnering with the right contractor can expand the inventory that real estate agents have for their clients. Contractors can provide consultations for real estate agents in regards to renovations. The typical buyer, more often than not, is surprised by the renovations that they can do within their budget. Time frames vary depending on job size, ranging from small updates (2-4 weeks) all the way up to whole-house renovations (4-6 months). Drawing, design agreement, and approval all need to be factored into the timeframe. Real estate agents need to make sure that their clients are aware of the timeframe, budget, and a plethora of other details. Try to be as efficient as possible with your time as a new entrepreneur. The biggest mistake that real estate agents can make is giving inaccurate information about the renovations to the client. Steven enjoys spending his free time with his family. In 5 years, Steven sees Design Pro going through massive growth and plans to invest in real estate himself. 3 Key Points: People are spending more time at home because of the pandemic, so Steven has seen a surge in additions of outdoor living spaces. By providing renovation consultations, contractors can partner with real estate agents and ultimately expand the agent’s inventory. The more questions that an agent can ask, the more options they can provide to their clients.  Resources Mentioned: Learn more about (Hyperfast Academy); (HyperFast Coaching) Dan Lesniak (bio, Facebook, Twitter) Design Pro Remodeling: Website Facebook Instagram  

In this HyperFast Wealth segment, host Dan Lesniak speaks with Marco Kozlowski, a successful real estate investor with over 6,000 cash-flowing rental units. Through his own hardships, Marco has developed processes that allow him to purchase these properties without using his own money. Now, he teaches others how to do the same. Episode Highlights:  Marco began his real estate journey back in 1999 when he moved from Canada to New York City. After the 2008 housing crisis, Marco became homeless and had to start from scratch again. Creating effective processes around finding distressed sellers helped Marco get back on his feet. Marcos strives to help as many people as possible, rather than to make a ton of money. Most of Marco’s acquisitions are neglected properties that bring in a cash flow that can be managed by someone else. Marco pays his property managers well so that he doesn’t have to deal with problems at the base level. With over 6,000 properties in 32 areas, Marco utilizes the Freedom of Information Act to find the people that really need to sell. Marco makes sure to quote three different management companies in order to avoid being swindled out of his money. There are a plethora of different emails and follow-up sequences based on each person’s situation. COVID has presented a great opportunity to pick up amazing properties at incredible prices. Hotel deals are set up so that Marco has no risk and if it doesn’t work out, the property goes back to the owner in 2 years. Marco buys properties before they ever hit the market and teaches people how to do it for themselves. Buyers can use these strategies to increase their assets and their wealth for their family and themselves. Real estate agents are able to sell properties for a commission or jump on a great investment opportunity. Not all sellers want the same thing; some want the most money; some want speed and simplicity. If real estate agents have a variety of tools that they can offer, their value to the sellers will go up. Each property makes about $200/month if you are doing it right, so financial goals should be based on this. Marco’s objective is to show students how to buy 3-5 units at a time in order to make it worth their while. Every student of Marco’s gets to go through the entire process, find financing, and purchase 3-5 properties before the class ends. Marco outlines how to go from purchasing a few properties at a time, to a few hundred every year. Marco keeps his classes to under 25 people so that everything stays as smooth and simple as possible. Many training programs leave you stranded after the class is over, but Marco makes sure you are set up to rinse and repeat. People can get up to Marco’s level quite a bit faster than he did because they can learn from his mistakes. Asking the best questions that you can possibly ask will allow you to serve others better. Investors need to get past their own head trash to find success. 3 Key Points: Marco began his journey as a concert pianist with 4 kids by the age of 24 and entered the real estate game to help provide for his family. While he lost over $11M, Marco was able to keep the knowledge and lessons that he had learned from his failures and use all of that to find success. Real estate agents can utilize Marco’s processes to invest in, and buy properties, or list them for a commission. They don’t have to be a one-solution agent anymore. Resources Mentioned: Learn more about (Hyperfast Academy); (Send your clients to Dan & Keri HERE) Dan Lesniak (bio, Facebook, Twitter) Marco Kozlowski: (Class, Website, Instagram)

In this segment of HyperFast Wealth, host Dan Lesniak speaks with Institutional Investor Codie Sanchez. Codie is the Managing Director and Partner at Entourage Effect Capital. From inspiring journalist, to major player in the cannabis industry, to where she is today, Codie has amassed the knowledge and experience to teach entrepreneurs all about how to invest successfully without worrying about all the noise from the outside! Episode Highlights:  Codie has always found ways to use commerce to enable others to grow and succeed. Starting off as a human-trafficking and drug-smuggling journalist in Mexico opened Codie’s eyes to how unfair the world is. Codie worked her way through the corporate world until she was able to enter into the cannabis industry. In an attempt to help small businesses right now, Codie has found a way to help owners connect with potential buyers. Staying curious about what helps fuel growth is what drives many entrepreneurs to be successful. Many small business owners don’t even know that they can sell their businesses. Too many people focus on people liking them instead of making sure that they are respected. The world is filled with negative feedback loops that the pioneers of business will have to get comfortable with. Moments that legitimized Codie’s beliefs and vision felt really good because she began to be an expert in the cannabis space. The cannabis industry has cratered to the lowest valuations in a long time, which presents massive opportunities for investors. Codie’s company invests in companies that do $10-20M in revenue but need more money to scale. Platform plays and distressed deals are the two types of companies that Codie sees as opportunities for capitalization. B2B, selling to consumers, and structured systems are the three types of businesses that Codie likes. After a trip to Zion National Park, Codie began to invest in land in National Parks and rents them out for camping. It’s hard to get the financing to buy land; you must have the capital to put down upfront. Those looking to sell can stay on to get some cash revenue, but not to run the business. Businesses that are not up for sale potentially have someone who can stay on and run the operations. Codie outlines three different ways to run a business after investing in it. Buying real estate has been commoditized, but buying businesses has not made it there yet. Avoid the fear of missing out; focus on the great deals that you have been a part of. Stepping into her own belief in herself took Codie a long time to do. Start as early as possible when it comes to chasing your passion. Codie’s course will give people the knowledge necessary to walk away and buy a business of their own. 3 Key Points: The first people through the wall are always going to get a little bloody. Going out into the unknown of the business world will always be rejected by those who don’t see your vision. At its lowest valuation in years, the cannabis industry is filled with opportunities to invest at a low price in a market that is only going to grow. There are multiple ways to run a business after investing in it, ranging from solely investing all the way to completely running the operations. Resources Mentioned: Learn more about (Hyperfast Academy); (Get Dan’s book Free HERE) Dan Lesniak (bio, Facebook, Twitter) Codie Sanchez: (Website, Course, Newsletter, Instagram) State Street Corporation GoBundance

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with software guru and entrepreneur, Geordie Wardman. Geordie has started 5 companies that build software to help entrepreneurs save time, and shares tips on how to utilize automation and delegation to minimize repetitive tasks. Episode Highlights:  Geordie’s companies develop software to help entrepreneurs track their time. Passive income has inspired Geordie in creating his companies and picking his investments. The time-tracking program that Geordie is working on allows entrepreneurs to delegate tasks that they don’t need to be doing. Tracking time in a spreadsheet can make your time usage so much more efficient. There are a lot of real estate agents that struggle with efficiently using their time. Real estate agents can use Geordie’s method without taking any time out of their day by recording on Loom. Anyone that wants to build software around this principle can reach out to Geordie for a quote. Software As A Service (SAAS) companies have given Geordie multiple revenue streams and diversified his portfolio. Time efficiency allows entrepreneurs to grow their businesses faster through automation and delegation. You need to know what tasks you do not need to be doing in order to increase productivity. Take your annual income and break it down into monthly and hourly so you know what your time is worth. Anything outside of your most important tasks should be delegated so you can focus on growing. Training others to do the important tasks will fuel growth and reduce stress. Lead gen, sales, collection, and fulfillment are the elements that make up all businesses. Utilize Google Docs to separate your business into finance, operations, sales, and marketing. There are a plethora of software that you can use to organize and manage your teams. Using solely email makes it difficult to organize and can make things very messy. KPIs can be used to track the progress of the business and each individual department. Most real estate agents are focusing on the lagging indicators instead of the leading indicators. Keeping a finger on the pulse of the company will ensure that nothing is broken and holding the company back from growing. Geordie is working on a new project that is going to bring in more leads through social media. Twitter and Facebook provide a massive number of free leads if you know how to look. Focus on finishing one task until it is done before you move onto the next one. Diversifying your portfolio will allow your business to break through the challenge of a global pandemic. 3 Key Points: When you are able to track your time, you can find out how much time you are spending on tasks that should be delegated. Writing out the key elements of the business, and then training other people to do those, is how all companies grow. Your business is not going to be different. Using Key Performance Indicators (KPIs) allows entrepreneurs to track their most important numbers and keep a finger on the pulse of the business. Resources Mentioned: Learn more about (Hyperfast Academy); (Join the HyperFast Team) Dan Lesniak (bio, Facebook, Twitter) Geordie Wardman (Website, Twitter) Loom - Video Software Profit First - Book Zoom Slack Trello Skype Google Hangouts Google Sites QuickBooks

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Larry Perkins, the author of the relationship-building book, Don’t Be A Stranger, and an experienced entrepreneurial consultant with over 18 years of experience. Listen to hear why building your relationship base is so important for your business, especially during the current pandemic. Episode Highlights:  The Zoom world has taught businesses and entrepreneurs how to pivot their businesses and use their time differently. Larry has become passionate about building relationships over the last 13 years since he started his business. Don’t Be A Stranger is all about how to build relationships. The art of building relationships is more relevant than ever right now because of the global pandemic. Larry has kept the relationships the same, meeting people where the relationship sits naturally, just over Zoom. As it relates to networking and marketing, group calls with a moderated discussion can be personalized to connect on a human level. So much content and Zoom communication has brought about a certain level of Zoom fatigue. Leverage the group calls to create client relationships at an individual level. Efficient follow-ups ensure that you are top of mind when they need someone to solve their problem. The human brain can only track about 150 things at a time, so you must stay relevant. CRM helps when you are coordinating amongst different people when it can be kept simple. The context of the conversation does not necessarily matter as much as that the conversation is happening. Having established organic touchpoints help people remember that you are alive. Stay in touch with someone because you like staying in touch, because they won’t pick up when you are being too pushy. You never know when these random relationships will blossom into a business relationship, or put you in front of the right people, Don’t bring a negative into the conversation, Focus on the things that people actually want to read about and stay away from how great you are, Aspects of networking are going to look unique when the pandemic is over, Larry offers advice for both experienced and brand new entrepreneurs as it relates to following up with the people in their network. Don’t be afraid to look dumb doing something that you have not done before. Larry keeps busy with a plethora of interesting hobbies, including hip hop dance lessons. 3 Key Points: The need for building relationships hasn’t disappeared with the pandemic, it has only changed forms. You can still keep relationships in the same manner, just over Zoom. People are going to remember the most recent and most relevant. It’s important to make sure your follow-up system is well thought out so that you are top of mind when the time comes that someone needs your services. Networking, amongst everything else, will look different post-COVID than it did pre-COVID. We will probably see a hybrid that has some aspects of pandemic networking that will stay, while others will go back to normal. Resources Mentioned: Learn more about (Hyperfast Academy); (Get 100 Free Tips) Dan Lesniak (bio, Facebook, Twitter) Larry Perkins (website, LinkedIn) Don’t Be A Stranger (book) SierraConstellation Partners (website) Tony Robbins

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Henry Daas. Henry has spent over 30 years as an entrepreneur, the last 10 as a coach to both million-dollar and startup clients, and recently wrote a book, FQ Financial Intelligence. With his plethora of experience, Henry has some great advice for new and experienced entrepreneurs alike! Episode Highlights:  Henry has spent the last decade as a coach for million-dollar and startup clients. Businesses who already have a million-dollar-plus business usually involve multiple employees. Startups don’t know what they don’t know and need to focus on the critical path. Less than 1% of real estate agents even hit $250K every year. Entrepreneurs tend to keep doing the work when they should transition to the person who pulls the levers. At the end of the day, you’re still going to run out of time, so you need to hire people. A short-term investment of time and money to bring someone in and train them up will pay off in the long-term. Compare the risks of standing still vs. making a move. The amount of opportunities that are available to you depends on what class of houses you choose to work with. One problem with entrepreneurs is that they don’t know what the end game is. Many entrepreneurs don’t have the mindset that they are actually entrepreneurs. Successful entrepreneurs are fully aware that every single day brings something new, and are prepared for that. It typically takes three months for clients to know if Henry is the right coach for them. Human beings love doing things the same way because they are addicted to comfort. Playing big does not mean taking irrational risks with your business. Henry’s book was first written as a course, then he decided to turn it into a book. Early-life experiences mold people’s decision-making skills for the rest of their lives. The world doesn’t care if you lose your job or income; the bills are going to keep coming every month. Brokers have no risk until they invest their own money and time in the deal. Gathering as much information as possible will give you the skills and confidence to be successful. Surround yourself with the right people that will help push you to the next level. Henry paid the price for taking a large risk when his business partner committed suicide. People ignore the risk because they can’t take their eyes off of the return. Henry likes to spend his free time on the golf course. 3 Key Points: Entrepreneurs who want to break through a financial ceiling must scale up and bring in the right people to help them grow their business. Knowing the destination is essential for entrepreneurs because then they can break down the necessary steps to get there. It is vitally important to surround yourself with the right people. You may think you know everything but the absolute fact is that no one does. Resources Mentioned: Learn more about (Hyperfast Academy); Hyperfast Coaching (website) Dan Lesniak (bio, Facebook, Twitter) Henry Daas (website, LinkedIn) Henry’s Book: FQ Financial Intelligence Get 1 month of free coaching with Henry: https://podcast.daasknowledge.com/

In this episode of The Hyperfast Agent Podcast, host Dan Lesniak speaks with Realtor and Team Leader of The Gillies Team, Michael Gillies. In a time that so many real estate agents are struggling, Michael has found a way to continue to grow. The lock down has brought double-digit percentage growth for The Gillies Team, and Michael tells us all about how he’s going to attain even higher levels of success this year! Episode Highlights:  Michael details his journey from UVA to what was supposed to be a temporary stay in the real estate industry. The real estate business revolves around the constant drive to see things grow. Michael’s company is trying to hit its goal of 200 sales by the end of this year despite all the chaos. In 2008, the financial crisis presented an opportunity for real estate agents to build a strong foundation. Even in the ugliest of situations, you have to be able to find the hidden opportunity. Having the right mindset can guide you through life and the chaos that comes with it. Your team members are going to be directly affected by the attitude that you bring to the table. If you’re not careful, being a leader can put you on an island away from your team, so make sure to stay connected. A leader’s job is to make sure that their staff feels, and truly is, secure. There are still ways to get the job done, but it takes the right attitude and innovation to find those ways. Don’t focus too much on the negativity of the daily news. Michael details how he has managed to continue growing his numbers during the global pandemic. The people that are at the top of their game and industries make the incremental improvements. Too many agents rely on their charm or vision when some people just want results. Find a way to highlight your strengths when you go into a listing so you can separate yourself from the other agents. As a new agent with a small number of clients, you can sell yourself more than someone who has a big team and more clients. Experienced agents can become jaded because of past experiences and that can interfere with sales. Expressing your excitement and desire to become a seller’s agent might be all it takes to close the deal. Get to know your clients at a deeper level so you can really understand their “why”. Establish your expertise while still showing that you care about and understand their motivations. Focus your presentation on how you are going to get them to where they are trying to go. Open your ears to the good things and tune everything else out. You have to set some boundaries and leave some part of yourself for your family after the work day is over. Don’t give your clients bad advice because you didn’t take the time to read through the contract. 3 Key Points: Mindset is everything. It’s a daily choice that will determine if you are going to sit down and take the beating, or stand up and take advantage of the opportunities that are in front of you. As a leader, it’s vital to put your team members in a position to succeed. With so much uncertainty right now, teams need their leaders more than ever to give them some security. Show up and get to know your client at a deeper level. Understanding their motivations for moving and where they want to go will make the process much easier. Resources Mentioned: Learn more about (Hyperfast Academy); Refer your clients at (kerishull.com) Hyperfast Coaching (website) Michael Gillies: (Website; Facebook) Atomic Habits - Book MIT Study National Association of Realtors

On today’s episode, host Dan Lesniak speaks with Karen Hall, Principal Broker with @Home DC Metro. Listen to Karen talk about the unique needs of military families, how she found her niche, and the difference between marketing and branding. Dan and Karen also discuss the pandemic, and focusing on what you can control as a means to achieve success. Episode Highlights:  Karen’s husband was in the military, and when he left and they bought a house, they had a horrible experience that inspired Karen to sell homes herself and give clients a better experience than she had. She started her own brokerage called @Home Real Estate in Alexandria, VA. They have about 12 agents right now and do all their marketing and “help-desking” for them. Because of her family’s military background, she has been able to market herself as a military relocation specialist and work with a lot of military families. Focus on who you authentically are as an agent. Initially, before Karen knew a lot about marketing and before social media was everywhere, she bought a bright yellow Hummer and put her business decals all over it and it got a lot of attention. Karen has been surprised to find that a lot of younger agents don’t realize that marketing and branding are two different things. Marketing is an activity you do, but branding is who you are, and it’s something the community decides. Karen has brought back the cars as a branding tool. You have to not only be diligent about maintaining relationships, but also about leveraging your sphere of influence to grow your customer base. Working with military clients, you have to understand that their definition of home is completely different. It’s important to know which lenders really understand VA loans; lots will say they work with VA loans but don’t really understand the nuances and the processes. Everything, down to how many homes you look at in a day, is different with military clients. During the pandemic, a VA loan with a military client is actually a more solid financial guarantee for lenders than a regular civilian job. Last year, Karen did about $10 million in transactions, but this year she’s hit that number by August. Karen attributes her success to investing in herself as a businessperson.  Mindset is also important, and Karen has seen the pandemic as nothing but opportunity. Now, farther into the experience of the pandemic, Karen is more fearful of the new normal, but focuses on controlling only what she can control. Karen’s biggest piece of advice to a new agent is to set your sphere of influence strategically as your base.  The biggest challenge for Karen has been that she’s always felt like the person in the room with all the answers, so she’s struggled to find someone who she looks up to as a mentor. Karen’s biggest piece of advice for a real estate investor right now is to find off-market connections. When she’s not working, she’s doing CrossFit or hanging out with her dogs. In five years, Karen hopes to be helping grow other people’s success. Karen works in Northern Virginia, Southern Maryland, and Washington DC, and specializes primarily on military families but can help anyone, and has a specialization in home renovations. 3 Key Points: Military relocation is an important real estate specialty that requires specific knowledge and relationships. Real estate is a business that’s all about relationships, so think about your sphere of influence strategically. Focus on controlling only the things you can control. Resources Mentioned: Learn more about (Hyperfast Academy) Get the Hyper Local, Hyper Fast Real Estate Agent book for FREE: (www.hyperfastfreebook.com)  Karen Hall (Website, LinkedIn, Facebook, Instagram)

During today’s HyperFast Wealth segment, host Dan Lesniak speaks with Laurence Jankelow, Co-founder of Avail. Hear Laurence talk about his experience as a DIY landlord, and how his software, Avail, helps address the problems he encountered when becoming a landlord. Learn his tips and tricks for getting started as a landlord and how to market your business.  Episode Highlights:  Laurence was a finance major in college, worked in consulting and data analytics, then joined Goldman Sachs. He was able to buy a three-unit apartment building off-market from a friend. In discovering some problems as a new landlord, Laurence and a friend decided to build software to help solve those management problems. For this initial deal on the three-unit building, Laurence got it at a 10 gross rent multiplier, which was a great deal. Gross rent was about $6,200 per month. The challenges Laurence faced and wanted to solve included automating reposting rental listings, collecting rent, and more. The software is really designed for small, do-it-yourself landlords with fewer than 9 units, though they have some users with 200-300 units. The software allows them to post listings, screen tenants, generate lease agreements, and tenants can pay their rent and request maintenance through the portal as well. These smaller landlords are all but ignored in the market, with property management software mostly geared towards folks with huge portfolios.  Software geared towards people with thousands of units is too cost prohibitive for smaller landlords. Right now, the software is free for all landlords; they only charge applicants for tenant screening reports and there is a small convenience fee for online rent payments.  Landlords can also pay $5/month for premium features including increased customization and faster rent payments.  They currently have 200,000 landlords and just over 400,000 tenants. Laurence estimates that 90% of their users have only 1 unit.  They offer live chat and phone support 7 days a week. Landlords with only 1 unit don’t generally think of themselves as landlords, so it’s difficult to market to them. To reach these people, Laurence and the company publish a lot of white papers and guides in response to common search terms they see, like “What do I do if my tenant’s rent is late?” Avail plugs in pretty seamlessly with listing websites like Zillow.  They’re looking to add more financial reporting features, and increase features around maintenance.  Another opportunity Laurence sees is in matchmaking people who want to get out of being a landlord with people who want to grow their portfolios. Personally, Laurence has increased his portfolio to two 3-unit buildings in Chicago. Laurence’s biggest piece of advice to a new real estate investor is to treat it as a business. The biggest challenges Laurence faced as an investor were getting started because of all the unknowns, and the fact that his building required a lot of maintenance. Laurence puts money away for future repairs that he foresees, like roof replacement. To learn how to get into real estate investing and being a landlord, you have to learn by doing.  For people looking to buy a property, Laurence recommends the forum Bigger Pockets, as well as finding a real estate agent that specializes in investment properties. It’s tough to know when you’re ready to switch from investing as a side hustle to making it a full time career, but look at the kind of lifestyle you want to live and what you can afford. When he’s not working on Avail, you can find Laurence playing with his two young daughters.  Five years from now, Laurence hopes to continue improving the way landlords and tenants communicate. 3 Key Points: Small DIY landlords are almost entirely ignored in the market. Many DIY landlords don’t even think of themselves as landlords.  The industry is lacking in educational resources for DIY landlords. Resources Mentioned: Learn more about (Hyperfast Academy) Join the Keri Shull team: (www.kerishullcareers.com) Laurence Jankelow (LinkedIn, Twitter, Facebook)  Email Laurence at [email protected] Avail (website) Bigger Pockets Forum: (https://www.biggerpockets.com/forums)

During today’s HyperFast Wealth segment, host Dan Lesniak speaks with Scott Smith, CEO and Founder of Royal Legal Solutions. Learn why protecting your assets and preparing your estate plan is so important, some common mistakes and misconceptions people have about asset protection, and more. Episode Highlights:  Scott went to law school and bought a property with a business partner during law school, which allowed him to graduate with no debt. As a working attorney, he kept using his income to buy more real estate until he was earning more in real estate than as an attorney. Now Scott’s goal is helping as many people as possible achieve financial freedom. Most people forget about how much money they should be saving on their taxes as a real estate investor, so Scott recommends sitting down with a tax professional to prepare a strategy. Scott uses tax savings to invest in more real estate, building up his passive income over time to always improve his life. If you’re making under $50,000 per year, you don’t need to focus on tax savings yet. Once you’re making over $50,000, you should set up an LLC and an S-corp tax election. When you have an LLC, you can set up a solo 401k account as a personal retirement fund. You’re limited to around $55,000 for what you put into your solo 401k each year. Scott’s company does not offer tax expertise where they’ll go through someone’s tax return line by line, but they offer a $149 consultation to determine a strategy that includes taxes, asset protection, and estate planning. You won’t achieve financial freedom by thinking like a salesperson; you’ll only reach it thinking like a businessperson. Setting up an LLC to protect your assets takes about 1-2 hours and about $1,000. If you think about these things from the beginning, it sets you up to grow and scale correctly, which prevents major problems down the line. Scott recommends creating a living trust, especially if you have children, to avoid probate court should you die.  You don’t have to set these things up perfectly in one go, you can revisit them to adjust things or make larger changes if your circumstances change. Scott’s biggest piece of advice for an agent or investor just starting out is to find the top 3 people whose life you want to emulate and figure out how you can bring them into your circle to learn from them. The most common mistake Scott sees people make is simply not taking action on these planning steps. When he’s not working on real estate deals, you’d find Scott rock climbing and mountain biking. In five years, Scott sees himself having a community of people he’s influencing and helping achieve financial freedom. Achieving financial freedom means really assessing what matters to you the most. Scott publishes a new book of tips and tricks every month in his Facebook group. 3 Key Points: Achieving financial freedom means taking stock of what matters to you and thinking more like a businessperson. Work with a tax professional to make sure you aren’t leaving money behind. The few hours, and relatively small amount of money that setting up these plans takes, is worth the thousands of dollars you save by having them. Resources Mentioned: Learn more about (Hyperfast Academy) Download 100 Tips to Grow Your Business: (www.hyperfasttips.com) Dan Lesniak (bio, Facebook, Twitter) Royal Legal Solutions (Website) Tax, Legal and Asset Protection Secrets for Real Estate Investors (Facebook Group)

On this episode of HyperFast Agent Podcast, host Dan Lesniak speaks with Ashley McDougal, a mortgage lender turned real estate agent. Hear how Ashley ended up on track to double her business this year in the midst of a pandemic, and the advice she would give to both new and experienced agents. Episode Highlights:  Ashley is a realtor in Hampton Roads, VA, and was previously in mortgage lending but switched after the 2008 crisis. As a lender, she started to get close with a lot of the realtors she worked with. Ashley had her first closing as a realtor about 5 months after she started. Some advice Ashley would give to a realtor about understanding lenders is that you should look at your lender as a partner, not merely as a source of income. Find a lender that has, for lack of a better term, good bedside manner. Ashley only works with local lenders. Ashley’s area has a heavy military population, so lenders she works with have to have a strong knowledge in VA loans. With the support of Hyperfast Coaching, Ashley is on track to nearly double her business this year even during COVID. Available inventory is low right now, along with low interest rates, so there’s a lot of pent-up demand. Ashley has been sending a lot of off-market letters and she’s getting much higher than normal response to them. As an agent, try to find the perfect home for the client no matter the inventory by using off-market outreach. It’s important to tell your client what strategies you’re using to do this, so they understand how hard you’re working for them and your word of mouth will be better. Ashley hired a marketing specialist and is growing a team of agents and administrators under her. During COVID, Ashley has prioritized a lot of marketing, press and PR for her business. Ashley’s family has “adopted” a nurse to support with gifts and emotional support during COVID, and it grew into a Facebook page called “Adopt a Hospital Hero.”  The program also dropped off gifts on a weekly basis to several hospitals. Ashley’s biggest piece of advice to a new agent is to spend at least two hours of your day prospecting. Ashley’s advice to an experienced agent is to find a mentor that is two steps ahead. Her biggest challenge in her career is balancing being a mom and being an agent. When she’s not selling real estate, she’s watching her kids at a wrestling match or soccer game, or spending time with her 6 month old chocolate lab. In five years, Ashley would like to see her team hit 10 people, and she would like to have experienced a lot of personal growth. 3 Key Points: Build a relationship with the lenders you work with and view them as a partner. Especially in a time of low inventory, don’t forget about off-market prospecting. Remember that there is always room for more personal growth. Resources Mentioned: Learn more about (Hyperfast Academy); (HyperFast Coaching program) Dan Lesniak (bio, Facebook, Twitter) Ashley McDougal (Instagram, YouTube, LinkedIn) Email Ashley: [email protected]

During today’s HyperFast Wealth segment, host Dan Lesniak speaks with Jeff Love, an attorney who focuses on real estate, corporate, and securities law. Listen to hear Jeff’s advice for new investors putting together contracts for residential and commercial real estate investment deals.  Episode Highlights:  Jeff Love is an attorney that specializes in putting together contracts for residential and commercial real estate deals. It's important to understand the market that you're working in to advise potential investors. When getting into larger deals, understand that investors are looking more at cash flow, potential appreciation, financing, and the tenants they might attract. If you want to get into bigger deals, start understanding the metrics investors are using to look at those deals. A common pitfall first-time investors make is not understanding their market.   You need to understand the whole process if you don't already have experience. Educate yourself before you get hands-on experience. Talk to fellow agents that are in the multi-family space. Team up with someone with experience. A big part of what Jeff does is putting together different types of partnerships. You need to have a strong team in place as a new investor. You need a strong agent to help you find properties and to negotiate a good deal. Ask if you have a good insurance broker that ensures you have the right coverage and premiums. There's no substitute for a good accountant. You may also want a cost segregation expert.  You need a good attorney to help you prepare these documents. When you put together an agreement, make sure you have the right structure in place. Know the intention for your project. Know your exit plan for these assets. Make sure your investors are on the same page. If you bring on partners your timelines may be different. You can use a buy/sell agreement to manage different triggering events with your partners. Set up your business entities in the beginning with contingency plans in place. You want to be able to understand the purchase agreement so you can guide your client. It helps to have a basic understanding of these agreements. You'll see a limitation of liability more frequently in these agreements. Due diligence is much longer in commercial deals because there's much more to review. It's important to realize that the value of some of these documents that you can get in your due diligence period. Almost universally you will want to get title insurance. Being an experienced investor will help you know how to get the best terms. Understand the financials and the market. The environment is less competitive now. There will be room to negotiate. Remember that investments are non-emotional transactions. New investors should get their team in place before they jump in.  Successful investors learn from their mistakes. In 2021, we'll see depressed assets and investors taking advantage of those. Jeff shares what he enjoys doing in his spare time and where he sees himself in five years. 3 Key Points:   It’s critical for new investors to understand their market and the whole process.   You need to have a strong team in place as a new investor.   Be intentional with how you set up your agreement and put contingencies in place.  Resources Mentioned: Learn more about (Hyperfast Academy); The Keri Shull Team (website) Dan Lesniak (bio, Facebook, Twitter) Jeff Love (LinkedIn, website) Email Jeff at [email protected]  

During the HyperFast “Hangover” Event, host Keri Shull speaks with Abbey Gibb about how to stand out and lead with value in a community space. Learn how you can make subtle shifts that will give you more opportunities to connect with clients through the media.  Episode Highlights:  Abbey Gibb was on TV for more than a decade. She won an Emmy for her investigation into child sex trafficking. She found herself in the #metoo movement and now runs her own media consulting agency. Before Keri gave her first public speech she practiced with Abbey on FaceTime. Abbey describes some of her image consulting services. Abbey spoke to Keri about shaping her hair to feel on-brand and on-trend. Understand your colors and learn what makes your coloring stand out. Keri wears a lot of deep blues, royal blues, and purples. Your hair, hands, and clothes are the visual factors to focus on. Abbey suggests accentuating either your eyes or lips with makeup, but not both. She also recommends either wearing a necklace or earrings, but not both. When you feel your best, that will affect your energy. Keri shares about her initial resistance to wearing a center part. If you want to set up a call, you can do a deep dive with Abbey about your messaging and branding. With Abbey, you'll learn ways to start popping above the radar. Get yourself up and dressed and back into the flow. Value is the currency of connection. Offer content people can learn from to add value. When you lead with value in a community space, you create connection. Connection is why people begin to love you and want to buy from you. Abbey thinks radio is a wonderful opportunity once people are commuting again. Reach out to your local television shows. TV is a wonderful step for connecting with your community. Most of Abbey's clients do TV within a week of working with her. Get into community Facebook groups. Reddit is where the Millennials hang out online. Repurpose your LinkedIn content there. Once you provide value, offer a free breakthrough call. Create a three video email series to use for followup.  Abbey shares effective examples of how to use the three video series. TikTok is a wonderful place right now because there's no set standard. Abbey coached Keri on how to be herself on video. 3 Key Points: Looking your best will positively affect your energy. Lead with value to encourage connection.  Use radio, television, Facebook groups, and Reddit to get in front of your community.  Resources Mentioned: Learn more about (Hyperfast Academy); Keri Shull careers (website) Abbey Gibb (website) (Facebook) (Instagram) (LinkedIn) Email Abbey at [email protected] Abbey Gibb’s TED talks (video) (video) Reddit (website)

During the HyperFast “Hangover” Event, host Keri Shull speaks with Tom Daves about adding value with guaranteed sales. Tom shares how he helps clients using guaranteed sales, why guaranteed sales can help sellers who are on the fence, and how to use endorsements to generate leads. Episode Highlights:  Tom Daves is with eXp Realty in Northern California.  Tom started using guaranteed sales as a differentiator.  Guaranteed sales can take away fear. People like having different options. Tom explains how a guaranteed sale works. Tom has been successful by giving his clients three options. Keri tries to get her listing agents to identify where the fear and stress is coming from and use the guarantee to shore up that fear. Keri's goal with guarantees is finding a way to create a win for the client. Guaranteed sales are a good conversation starter. Tom hired a local celebrity to endorse his services on radio.  He believes that having an endorsement is much better than advertising on the radio himself. During the pandemic, Tom has seen investment buyers pull back. You can leverage testimonials from happy clients moving forward. Radio works a lot better for Tom’s commercials. Tom connected with Radio and TV Experts (RATE) to make his connection with Barbara Corcoran. Many people are not selling simply to get the top price. Guaranteed sales can push a prospective seller off the fence. Tom shares how he handles calls inquiring about the guarantee. He asks about their timing, where they're going, and what they think their home is worth. A lot of people lose business by trying to entertain the client's questions on the phone. Get as many video testimonials from your clients as you can. How you coach clients to do the testimonial is so important. Ask them to describe the problem they faced and how you solved that problem. Most of the time you'll pay for an endorsement from a celebrity. 3 Key Points: Offering guaranteed sales gives your sellers more options. You can leverage testimonials from happy clients. Guarantees are a perfect way to solve for sellers who feel reluctant to list. Resources Mentioned: Learn more about Hyperfast Academy; Get Dan’s book for free here  Keri Shull: Linkedin, Facebook, Instagram Tom Daves website, Facebook RATE website

During the HyperFast “Hangover” Event, host Keri Shull provides five tips to boost your business. Keri’s tips will help you deepen relationships, expand your sphere of influence, and get in front of the people that matter most. Episode Highlights:  Some of Keri's tips will be easy to implement, others will be harder. It’s important to deepen relationships. Keri started doing webinars with other people in her network to teach. Think of people who have the opportunity to refer you to many clients. Think about your past clients. Who are your raving fans? Think about your prospects. Certain prospects can connect you to whole groups of people. Consider your vendors, such as stagers, lenders, and more. Think about how you can add value to them. Leverage video with clients. Keri challenges you to send an individual video to all the people on your list to make your connection more tangible. In video, show them that you care, make it personal, tell them how you're serving clients, and ask of anyone they know that you may be able to support. Wish them safety and health. Don't overcomplicate it. You can create videos with your phone. Leverage LinkedIn. Look for corporate accounts. LinkedIn is a great way to expand your network. On weekdays, Keri connects with at least twenty new people. Keri goes to the influential people in her sphere and goes through their lists to see who she wants to connect with. Keri got 39 recommendations in two days just by asking. This can build your credibility on LinkedIn. Write recommendations for your vendors.  Build LinkedIn time into your daily calendar. LinkedIn can be very empowering when you're trying to rebuild. Corporate accounts will allow you to do one buyer presentation and capture many clients. Do an educational event where you provide value to their staff and you educate them. Be specific with who you're targeting when you're going after corporate accounts. Present yourself as a community liaison.  Think about how you can support another business. When you add value creatively, businesses are excited to work with you. Keri speaks about writing letters of the heart. Express some vulnerability. Welcome connection and emphasize that relationships are important to you. Gifting is all about staying in front of the people that matter most. When a seller doesn't want to list during COVID, dig deep into their why.   Isolate why they would make the move and what it would mean in their life. Then assess what they're afraid of. 3 Key Points: Leverage video to stay in front of your most important clients and prospects. Go after corporate accounts and present yourself as a community liaison.  Use gifting and letters of the heart to nurture connections.  Resources Mentioned: Learn more about Hyperfast Academy; HyperFast coaching website Keri Shull: Linkedin, Facebook, Instagram Giftology (book)  

During the HyperFast “Hangover” Event, host Keri Shull speaks with Tom Parmentier of Max House Price about an innovative way to add more value to sellers. The strategies shared in this episode will allow you to set yourself apart from the competition by giving your sellers more options and helping them make more money.  Episode Highlights:  Tom Parmentier began his real estate career working in investments. He has analyzed over 50,000 properties for comps. His business, Max House Price, helps sellers who are in a position where they don't want to sell to an investor and they also don't want to sell their property as/is. They partner with agents on renovations. Sellers often chose Keri because she gave them options. Think about what you're typically recommending as an agent when you have a property that has obvious problems like stained carpet or a very outdated bathroom. Listing as/is is low risk, but are you wasting your time? You could sell to a cash buyer and that works well for many people if they want to sell quickly. Remodeling for yourself vs. resale are completely different. Two homes on the same street are not going to have the same scope. When you look at a home, identify the big issues. Know the neighborhood. Be careful of trends. It's about what's going to get the house sold for your client for the most amount of money. If you are going to do a renovation, use that as an opportunity to market yourself and your business. Take before and after pictures to show how you've helped your client. There's no out-of-pocket expense for the sellers or for the agent when you use Max Price House. Staging is a good way to bring in a little bit of color. Establish a relationship with a granite supplier. Put yourself in the frame of mind of the buyer walking in. Think about what they're expecting. Changing hardware and paint are very easy things to do. Renovating will speed up time on the market. Bringing options to your clients will bring you more credibility as an agent. This is a great opportunity to think differently about listings. This strategy will open up your buyer pool tremendously. Buyers always over-inflate what it would cost to complete renovations, especially first-time buyers. If you get estimates, let the numbers tell the story.  There's not a set time period that the home has to sell by when using this service. Max House Price has a buyout clause if people decide to stay. You can get more listings by presenting more options to your clients. 3 Key Points: Renovation is one way to partner with sellers to add value.  When renovating, remember what will appeal to most buyers. Use renovation as a way to differentiate yourself and market your unique services. Resources Mentioned: Learn more about Hyperfast Academy; Get 100 free tips from Dan’s book here Keri Shull: Linkedin, Facebook, Instagram Tom Parmentier LinkedIn Max House Price website  

During the HyperFast “Hangover” Event, host Keri Shull speaks with developer Andrew Greer about how real estate agents can expand their opportunities by approaching developers. In this episode, you’ll learn how to approach developers, what to say to them, and the smart questions you need to ask. Episode Highlights:  Andrew Greer is a developer in San Diego, California. They have three ten-plexes actively under construction and another thirty-eight units in the permitting stage. You can do more deals. You can do more expensive deals. Or you can do more repeat business. Andrew likes to do more deals with the same people over and over again. Many realtors overlook the fact that interest lists are gold. You can provide value to that interest list while bringing them into your network. If you work with a developer you'll develop a buyer box. You'll have quick decision making. They are non-emotional clients. With the right developer, you'll always know you can get certain deals done. Keri and Andrew talk about feeling out prospects when approaching them to buy their home for redevelopment. Try to figure out what developers are buying before approaching them. Instead of asking people if you can pick their brain, ask if you can have a conversation where you can add value to them. Keri studied the builders in the market she wanted to take over and she noticed they had agents that were not helping them with the acquisition piece. Tell people you have the ability to acquire the assets they want if they define those assets. Understand how the developers look at the money and what their benchmarks are. Understand how they get the money. Ask if they're able to write a non-contingent offer. Review the properties they buy upfront. Request their buyer box. You need to request their buying strategy. Ask if you could bring them a dream deal, what would it be. Keri always wants to understand their capacity. Listen to what's inhibiting their growth. If you help others lean into their growth and come up with solutions for them, you're creating a long-term partnership. If you're an agent that can help developers raise money, that's helpful. You can give your clients another stream of income when you give them an opportunity to invest. You can host webinars where your builders can present to your clients to create opportunities for investment. 3 Key Points: Know why you’re meeting with a developer upfront. Do your research about what they’re buying.  Get the developer to define what they’re looking for, then bring it to them. You can present your clients with opportunities to invest. Resources Mentioned: Learn more about Hyperfast Academy; Refer to The Keri Shull Team Keri Shull: Linkedin, Facebook, Instagram Andrew Greer Instagram, website Email Andrew at [email protected] Avail.co 

During the HyperFast “Hangover” Event, hosts Keri Shull and Dan Lesniak speak with Rock Thomas, a best-selling author, motivational speaker, and coach about how to succeed regardless of what’s happening around you. This episode will inspire you to find your personal path for success.  Episode Highlights:  Rock Thomas reinvented his identity at 40 when he was diagnosed with alopecia. We need to reinvent ourselves today in the current business climate. Many people right now are doubting their own beliefs. Look around you and think about what you can use that is available to you. Look for opportunities instead of being consumed by fear. The most important thing is to decide what you are going to focus on. It is your job to find your path for success. Rock tells the story of how he overcame adversity in 2006 when a huge business transaction fell apart. We all have a money blueprint. Your bank account reflects your blueprint. When he lost 1.8 million dollars Rock went out, became an agent again, knocked on doors and sold 65 homes in 9 months. Consistently go after success and you will succeed. Many people do not decide to succeed. Decide right now you're going to win through the pandemic. Become an expert at something. Own the experience and show that you're a problem solver. If you're not lit up, then find a way to put meaning into what you're doing. Think about what you're going to do with the money you're going to make. Find a way to run your brain that excites you. Find a group of people that will hold you accountable by encouraging you, supporting you, and challenging you to be your best. Success happens over time. Rock is constantly looking for people with energy that are curious about life, then he invites them to join his world. Be courageous enough to look for the people who will motivate you. Say yes to challenges. Taking on a challenge in one area will strengthen your ability to take on challenges in other areas. Rock has trained himself to be ready for opportunities. Lead with service first. Serving others helps you build up emotional equity. The fortune is in the followup. 3 Key Points: You can decide now that you will succeed.  Find a way to get excited about what you’re doing.  Train yourself to be ready for opportunities. Resources Mentioned: Learn more about Hyperfast Academy; Join the Keri Shull Team Keri Shull: Linkedin, Facebook, Instagram Dan Lesniak LinkedIn, Facebook, Instagram Rock Thomas podcast, website, YouTube, Facebook, Twitter, Instagram