Top Agent Happy Hour Podcast

How they got started in real estate {1:20} What was their catalyst to switch brokerages {3:00} What does their typical day look like? {5:10} How they prospect {7:00} How do they stay positive through tough transactions? {10:00} How to set expectations with their sellers {12:30} What is their current production and goals for 2020 {15:15} How do they divide responsibilities as a married couple & business partners {16:30} The advantage of hosting an open house as a couple {22:30} What has been their #1 lead generating lead source {25:00} How they stay in touch with their sphere of influence {29:00} What’s been the biggest game changer for their business {33:00} What was the biggest mistake made in marketing {40:30} To contact Courtney Hamner Brown and Philip Brown on Instagram @brownteamrealtors on Facebook https://www.facebook.com/thebrownssellva/ courtney@brownsellva.com To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com To contact Dustin Fox – www.FoxesSellFaster.com

How Alex got started in real estate {1:40} What does your typical day look like {5:00} What Alex learned from growing a team {7:45} What are Alex’s team production and goals for 2020 (11:00) How does Alex stay focused with a busy schedule {13:00} What is Alex’s #1 lead generating source {15:00} How Alex maximizes his sphere of influence with constant touches {17:45} Why a unique value proposition so important? {21:00} Secret to making an ISA program successful {23:00} Why Alex ultimately decided to hire a real estate coach. {29:00} Biggest mistake Alex sees other agents making {31:00} What Alex would change looking back at his career {33:00} Big picture goals {38:50} To contact Alex Bracke – alex@alexbracke.com or call 571-393-1080 To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com To contact Dustin Fox – www.FoxesSellFaster.com Devon and Dustin Fox- Pearson Smith Realty https://www.facebook.com/DevonAndDustinFoxHomes/ or dustin.fox@pearsonsmithrealty.com

How Austin got started in real estate {1:21} How he was able get past the “too young” stigma (4:00 & 7:25) How Austin uses YouTube to educate his clients (13:00) How unique selling propositions help differentiate himself from other agents (18:00) Where is Austin placing his marketing dollars and why {26:00} How Austin is utilizing video testimonials to build credibility {27:45} Why YouTube targeting is better than Facebook ads {39:00} What are you most proud of in the business (49:00) To contact Austin Harley – austin@ahsells.com To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com To contact Dustin Fox – www.FoxesSellFaster.com Devon and Dustin Fox- Pearson Smith Realty https://www.facebook.com/DevonAndDustinFoxHomes/ or dustin.fox@pearsonsmithrealty.com

How did you go from traditional to Redfin? {21:30} What are the strengths of the Redfin model (34:00) How to overcome Redfin objections from clients (38:40) What does your current day-today business look like (40:00) Why do agents get less sign calls {42:00} What are the 4 pillars of your business? {43:00} What’s the biggest change you’ve seen in real estate {45:05} Biggest mistake Jon sees other agents make? (53:20) Why backup offers help everyone (55:00) To contact Rob Whittman @RobWhittman on LinkedIn To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com To contact Dustin Fox – www.FoxesSellFaster.com Devon and Dustin Fox- Pearson Smith Realty https://www.facebook.com/DevonAndDustinFoxHomes/

How To Educate & Empower Women In Real Estate w/ Karen Cooper & Vicky Noufal The importance of a hiring philosophy {7:00} Knowing how to coach & inspire stretch goals {16:00} Developing & systemizing your client care program {22:00} How they are empowering over 9,000 women in real estate {25:00} Books that have made the biggest impact in their career. {34:00} What is the single thing they are most proud of {41:00} Why professionalism and respect with agent across the table is so important {44:00} Best advice ever received {47:00} To contact Karen Cooper & Vicky Noufal Vicky Noufal https://www.instagram.com/vickynoufal/ Karen Cooper https://www.instagram.com/karen.w.cooper/ Follow them on Facebook: https://www.facebook.com/GoPlatinumGroup/ https://www.facebook.com/EmpoweringWomenInRE/ To learn more about Empower Coaching by Karen Cooper … Coaching and marketing systems for women in the real estate industry, go to www.EmpoweringWomenInRealEstate.com and click on “Membership”. To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com To contact Dustin Fox – www.FoxesSellFaster.com www.FoxesSellFaster.com https://www.facebook.com/DevonAndDustinFoxHomes/ or dustin.fox@pearsonsmithrealty.com

6 Books That Every Realtor Should Read (Pt 2.) 1) Influence - The Psychology Of Persuasion - Dr. Robert Cialdini https://amzn.to/2LgI9nJ 2) Ultimate Sales Machine - Chet Holmes - https://amzn.to/2NbgYNC 3) Ultimate Sales Letter - Dan Kennedy - https://amzn.to/2N8BPRH To contact Dustin Fox - Pearson Smith Realty www.FoxesSellFaster.com dustin.fox@pearsonsmithrealty.com 1) Start With Why - Simon Sinek - https://amzn.to/2IJQ4bL 2) 7 Habits Of Highly Effective People - Stephen Covey - https://amzn.to/2J7WrUY 3) Compound Effect - Darren Hardy - https://amzn.to/2KBFjdu To contact Richard Bridges - richard.bridges@pearsonsmithrealty.com 703-927-1461 To Contact Dustin Fox www.FoxesSellFaster.com

6 Books That Every Realtor Should Read (Pt 1.) 1) Influence - The Psychology Of Persuasion - Dr. Robert Cialdini https://amzn.to/2LgI9nJ 2) Ultimate Sales Machine - Chet Holmes - https://amzn.to/2NbgYNC 3) Ultimate Sales Letter - Dan Kennedy - https://amzn.to/2N8BPRH To contact Dustin Fox - Pearson Smith Realty www.FoxesSellFaster.com dustin.fox@pearsonsmithrealty.com 1) Start With Why - Simon Sinek - https://amzn.to/2IJQ4bL 2) 7 Habits Of Highly Effective People - Stephen Covey - https://amzn.to/2J7WrUY 3) Compound Effect - Darren Hardy - https://amzn.to/2KBFjdu To contact Richard Bridges - richard.bridges@pearsonsmithrealty.com To contact Dustin Fox www.FoxesSellFaster.com

To contact Dustin Fox - www.FoxesSellFaster.com 703-927-1461 or dustin.fox@pearsonsmithrealty.com To contact Richard Bridges - richard.bridges@pearsonsmithrealty.com

How To Go From No Deals Your First 8 Months to 300 deals three years later w/Eric Pearson How Eric instills a motivating & knowledge sharing culture in his brokerage {10:00} Ignoring the haters {15:15} From no deals his first 8 months to selling over 300 transactions as a team three years later (29:45} How to make a every client a raving fan (26:00) Why are agents to afraid to ask for the business? (28:30) How to consistently provide more for your agents (32:00} What are you most proud of? {51:00} To contact Eric email him at eric@pearsonsmithrealty.com or schedule a one on one with him - https://calendly.com/ericpearson To contact Dustin Fox - www.FoxesSellFaster.com on https://www.facebook.com/DevonAndDustinFoxHomes/ 703-927-1461 or dustin.fox@pearsonsmithrealty.com To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com

How To Go From 60k A Year To 25 Signed Listings w/Jon Granlund How Jon eliminates negative energy from his business & his life. Know when your business is ready to add an assistant without the risk. What was his biggest Ah-Ha moment in the business (22:00) Understanding that leads are plentiful. Lead conversion is where the money is really made and how he does it. (23:40) Why are agents to afraid to ask for the business? (28:30) Biggest mistake Jon sees other agents make? (29:50) What’s the big picture look like for Jon Granlud? (36:30) To contact Jon Granlund email him at jongranlundteam@gmail.com To contact Dustin Fox - www.FoxesSellFaster.com on https://www.facebook.com/DevonAndDustinFoxHomes/ or dustin.fox@pearsonsmithrealty.com To contact Richard Bridges - https://www.facebook.com/brokerbridges/ or richard.bridges@pearsonsmithrealty.com

How To Sell $50 Million Your First Few Years w/Dustin Fox To contact Dustin Fox: www.FoxesSellFaster.com Devon and Dustin Fox- Pearson Smith Realty 14827 Wood Home Road Centreville, VA 20120 www.FoxesSellFaster.com (703)927-1461

In real estate, your results and level of success depend greatly on the time and effort you put into it. How can you get on top, and stay there? What can you do to make your name synonymous with real estate in your area? On this episode, we talk with Pearson Smith Realty Team agent, Noel Tuggle, as he shares his advice for how to improve as an agent. Get out there and make sure your name is synonymous with real estate. -Noel Tuggle Three Things We Learned From This Episode Become the master of your own mindset, and never think you’re past the need for improvement. Even when you’re on top, remember that your job is to serve your clients. Make sure you’re listening to their concerns and their criticism, and continue to develop your expertise. Guest Bio Noel Tuggle is an agent at Pearson Smith Realty Team. After completing his studies in marketing and business management, and subsequently bartending for 10 years, Noel decided to try his hand at real estate. Thanks to his knowledge of the county (having been a Northern Virginia resident for over 15 years), and his passion as a ‘people person’, Noel has had great success as an agent. To find out more about Noel, head to: https://dmv.psrhomesearch.com/agents/79838-Noel-Tuggle/ You can contact him via call or text on 7035549382, or email at noel@pearsonsmithrealty.com To contact Dustin Fox head to: www.FoxesSellFaster.com

Platforms like Zillow bring a lot of opportunities to agents. How can you make the most of the platform? Which mistakes do you need to avoid if you want to have great results? On this episode, we’re joined by Matt Johnson to discuss how you can use Zillow and AI more effectively. Three Things We Learned Embrace artificial intelligence. Clients want to push a button and have an appointment. Online platforms are often seen as impersonal because of their reliance on artificial intelligence. However, platforms like Zillow actually allow you to showcase your connections with past clients. Embrace artificial intelligence for its convenience factor, but remember that the real estate industry requires human interaction. To contact Dustin Fox - head to www.FoxesSellFaster.com

Helping others always comes back to you. What can you do to ensure you’re not only doing well in your business, but genuinely helping your clients? Should you dedicate more of yourself to your business, or can you make an impact outside of your work? On this episode, we talk with Jennifer Mack of Jennifer Mack Properties. Jennifer is known for going above and beyond for her clients, and strives to provide heartfelt solutions to everyone she works with while staying present in her personal life. Three Things We Learned Surround yourself with positive people who uplift you and support your goals. Never stop striving towards being generous, improving your knowledge, and sharing what you’ve learned with others. Have an abundance mindset, and never limit yourself. The world is becoming smaller by the minute— why not take advantage of that? Make new contacts and stay in touch with the old ones. However, never forget that generosity begins at home. Allow yourself time to exist in contexts other than work. By giving this to yourself, you will be able to give to others in the most genuine manner. To contact Dustin head to www.FoxesSellFaster.com

For new agents in the industry, making your mark can be a long process. How can you foster other people’s trust in your ability to get them the best deals and the best homes? Does it take years, or can you accelerate your reputation and impact? On this episode, we talk with Casey Menish, who is proof that being new to the industry should never be a hindrance to your success. Casey made a name for herself in real estate despite discouragement from seasoned agents early in her career. Three Things We Learned From This Episode Building relationships is important Having social relationships with clients can help to bolster your professional relationships. Meet for happy hour or small gatherings, rather than huge client appreciation events. By building personal relationships, you’re more likely to keep getting referrals. You have to stay top-of-mind While you should be visible to past clients as a friend, make sure they don’t forget you were their agent. From time to time, and on anniversaries of their transactions with you, send them details of the neighborhood they bought in. By reminding them that you are not only their friend, but also their agent, you’ll be the first person they think of when they need to sell their home or buy a new one. Being easily reachable is crucial When you’re contacted by a client, respond as soon as you can. Not only is it easy when you have a cellphone with you, it also goes a long way in building a trusting relationship. In real estate today, it’s important to have a bond with your clients. After all, you’re playing a big role in their lives by finding them a home. Build relationships and stay close with those you work with. You’ll not only have a great social circle, but a loyal client base. Guest Bio Casey Menish is an agent at Pearson Smith Realty. After graduating from Virginia Tech with a Bachelor of Science in marketing, Casey decided to start a career in real estate. However, she was met with discouragement from a family friend who told her she was too young. Undeterred, Casey went on to meet with CEO and founder of Pearson Smith Realty, Eric Pearson. With his encouragement, Casey started flourishing at the agency by leveraging her knowledge of social media. Nearly 6 years after starting her journey with Pearson Smith, Casey continues to bring in business by ensuring she has genuine connections with her clients. In addition to strengthening ties with clients, Casey pays it forward in her community through her involvement with two charity foundations, as well as fostering dogs. To contact Casey, you can connect with her on Instagram: @caseymenish .You can also email her on casey@psrcollection.com To find out more about Casey and Pearson Smith Realty, head to: https://dmv.psrhomesearch.com/agents/28223-Casey-Menish/ If you’d like to find out more about the charities Casey is involved with check out: Wholehearted Foundation:https://www.wholeheartedfoundation.org/ Paradigm Foundation: https://www.paradigmfoundation.org/ To contact Dustin head to: www.FoxesSellFaster.com

The real estate business is constantly evolving, and it’s critical to keep learning. We also need to recognize the value of creating a bond with our clients. How do we remain high-performing? How do soft skills impact our sales? What is our role in mediating information? In this episode, Robyn Burdett shares how we can improve our performance and client relationships in real estate. Three Things We Learned Finding your why To stay excited about real estate, we need to have a vision bigger than ourselves and a reason for doing what we do. Our reasons can be personal or professional, as long as they are important to us. Once we know what we are doing it for, we become mentally invested, and it’s easier to maintain high performance. How to sell through listening We are not typically taught how to understand body language and work with different personality types. Learn to listen and form a bond with people in order to make successful sales. Share the right information Our relationship with clients has changed with increased access to information through the internet. There is too much information out there for people to focus on, or to know what works and what doesn’t. We used to be the information brokers, and now it’s our job to make sure the clients get the right information. Being an agent today means working with people in new ways and being ready to adapt. Information is readily available online and digital marketing plays an important role, but we need to be able to focus on and share the most valuable information with our clients while also building a meaningful relationship with them. When we pay this extra attention to our clients, we are better equipped to do our job well and increase our sphere of influence. Guest Bio Robyn Burdett is the Founder and CEO of the Robyn Burdett Real Estate Group and is the Associate Broker at RE/MAX West End. She has been in the real estate business for 31 years, selling homes throughout Northern Virginia, including Fairfax, Arlington, Loudoun and Prince William Counties. Robyn was awarded the Washingtonian Magazine 2017 Top Agent, the Washingtonian Magazine Top Team, the Northern Virginia Magazine Top Agent, the RE/MAX Lifetime Achievement Award, and is in the RE/MAX Diamond Club and the RE/MAX Hall of Fame. She studied at George Washington University and is a certified Residential Specialist. Learn more at https://www.robynburdett.com/ To contact Dustin head to: www.FoxesSellFaster.com

A lot has changed in real estate, and leaders have to be able to continuously train agents and keep up with evolving models. How do we encourage continuing education for our agents? How can we distinguish between working out of ego vs. doing it because it’s what we actually want? On this episode we're joined by Pat Hiban, the founder of Rebus University and Gobundance, and host of the #1 real estate podcast. Pat shares on his real estate journey and the lessons he’s learned along the way. Three Things We Learned From This Episode Why youth isn’t a disadvantage Being young or new in the business is something you can use as a strength, especially now. Younger people have more experience with the online world, which is where most consumers are doing their home searches. Having fewer clients is can also be an advantage because it means that you can be more dedicated and give clients undivided attention. How lead follow up has changed Follow-up is so much more important now because buyers are looking at homes 6-8 months in advance, meaning the ISA is crucial in the process. How the sphere of influence changes when you get out of production When you go out of the business and someone else takes over the team, your sphere of influence will be affected. If you don’t have a system to communicate and stay in touch, the SOI is going to get crushed. For a lot of real estate agents, we get into the game and become driven by ego. In order for us to have real staying power, there has to be a lot more motivating us than accolades and recognition. Instead of focusing on those things, prioritize getting better everyday, pursue education, and push through to reach our goals. Guest Bio Pat is the founder and Chairman of Rebus University, Gobundance, and the Hiban Group. He is also the author of the book 6 Steps to 7 Figures, and is the host of real estate podcast Real Estate Rockstars with Pat Hiban. Go to https://www.rebusuniversity.com/ to find out more about the courses, go to http://www.gobundance.com/ if you’re interested in joining. Listen to the podcast https://hibandigital.com/. To get a copy of Pat’s book 6 Steps to 7 Figures, and to get access to Rebus University’s courses for $127 a month, go to https://freesixstepsbook.com/. To contact Dustin Fox head to: https://www.foxessellfaster.com/

Independent brokerages offer many great opportunities and benefits, but they require a leader with vision and focus. Why is culture so important in this model, and how do you make it something real and tangible at every level of the business? How can you create a collaborative environment? On this episode, independent brokerage leader John Costello shares on what it takes to go from 20 to 170 agents in 2.5 years. Three Things We Learned From This Episode Why John switched from flipping to buy-and-hold As more contractors have gotten into flipping, the profit margins have shrunk. You’ll find yourself bidding against people who can do the work cheaper. John switched his strategy to a "buy and hold" model. From a profitability standpoint, putting 20-30% down and then earning between $500 and $1,000 a month is a solid return. The benefits of livestream training Offering livestream training to agents creates a huge learning opportunity at their own convenience. It’s evergreen, they can consume the content from anywhere, and they can never give the excuse that training wasn't made accessible to them. The biggest mistake agents make One of the biggest mistakes new agents make is jumping onto too many things to the point where they never really get any traction. What really helps you get moving in the beginning is consistency and long-term thinking, not short-term gratification. Independent brokerages are ships that can move and steer easily and quickly, but running them correctly still requires planning and real intention. Success for independent and non-franchise brokerages comes down to having the right partners and being very culture-driven. As the leader, you have to have a clear vision, verbalize what it is, and then build a plan around it. Guest Bio John is the founder/owner of Costello Real Estate and Investments. Go to https://www.costellorei.com/ for more information. To contact Dustin Fox head to: https://www.foxessellfaster.com/

Digital marketing is crucial to succeed in today's industry, but not everyone understands how to implement it correctly. As many who have used online platforms will attest, using digital media to market yourself or your business does not mean automatic success. How can you cut through the mountains of online content and see offline results? Have you been using the platforms incorrectly all along? On this episode, we talk with James Rembert of Digital Natives about using social media to get tangible results. Three Things We Learned From This Episode Facebook is not a lead generation platform Facebook is helpful to agents because it allows them to collect data volunteered by potential clients, and because it allows for the distribution of marketing. However, it is not a lead generation platform. Facebook is unique in that it provides information you need about your market more easily, but further than that, you should think of it as an information platform and not a lead generator. Video is crucial The most popular content on the internet is video. More specifically, video that shows knowledge of a particular thing. If you create video content of yourself, doing or speaking about something you really know about, you’ll get a following because the audience sees you as genuine. Once you’ve established that you are genuine, you can start telling people you’re an agent. It all starts with the audience liking, knowing and trusting you first. Work with the platform The digital era is here to stay, and years of experience are irrelevant to the online audience. Learn to work within the system. That means transparency and omnipresence. For those who fail to adapt, this will be a major issue. Digital media offers numerous opportunities to those who use the tools correctly. Develop an intentional social media strategy, and don’t get too attached to the traditional ways of leads generation. We are in an entirely new system and must adapt to the rules of a new game. Guest Bio James Rembert is a licensed agent. After four successful years, James sold his last house in 2016 and went on to run Digital Natives. Here, he’s been at the forefront of exciting digital campaigns. James is passionate about teaching people how to use the tools we have at our disposal in a digital world. Go to http://www.jamesrembert.com/ to learn more. To contact Dustin Fox head to: https://www.foxessellfaster.com/

The bar for customer service in real estate has typically been set pretty low. While it gives agents a bad name for some people, it also gives us the opportunity to be better. How can we build our business on an excellent client experience? What is the difference between passive referrals and raving referrals? Why did our guest choose to market to existing clients over cold marketing and outreach? On this episode, agent, speaker, and founder of Client Giant, Jay O’Brien shares on branding himself differently and the value of creating a high-level client experience. Acquiring a new client is exponentially more expensive than keeping an existing one, but real estate agents’ practices often don’t tie into that at all. -Jay O’Brien Three Things We Learned From This Episode Why the most expensive gift isn’t always the most impactful The closing gifts we give can quickly quantify a human relationship. Just because we get the most expensive gift, if the value of that thing is not relevant and impactful to the client, it won’t be of real sentimental value. Give gifts that are relevant and actually solve a pain point for the buying or selling process. Cold marketing vs. nurturing existing relationships Most agents spend a lot of time and money on cold marketing, but the lowest hanging fruit are existing relationships. The marketing is cheaper, they already know us and like us, and we can build an army of people who are happy to refer us. The variable that matters most for agents Of all the qualities we sell to people, whether it’s skill set, experience, or knowledge of an area, the most important factor is that they like us. Without this, the expertise and qualifications matter very little or not at all. As real estate agents, it can be easy to become too preoccupied with reaching for new clients. If we can shift that focus to giving a higher level of service to our existing clients during (and after) the transaction, we would immediately raise the bar of service in our industry. Being organized and on time simply isn’t enough. We need to learn from other industries and give a service that rivals some of the best organizations in the world. This way we’ll really stand out and create raving fans for life. Guest Bio Jay O’Brien is a licensed REALTOR®, Managing Partner of RE/MAX Prestige, speaker and co-founder Client Giant, the World's First Client Experience Agency. He is helping agents and consumers alike rethink their real estate reality. Go to https://www.jayobrien.com/ for more information and https://www.clientgiant.com/ and email concierge@clientgiant.com to find about joining. To follow Jay on Instagram, go to https://www.instagram.com/antirealtor/. To contact Dustin Fox head to: https://www.foxessellfaster.com/