Selling The Dream: A Podcast For Resort & 2nd Home Real Estate Agents

Back in 2008, I was really struggling. The market had crashed, people were struggling to keep their business, and I was right there with them, trying to figure out how I could stay on top of things! I happened to pick up a book titled, “The Ultimate Sales Machine.” One of the concepts that he taught was the Dream 100. That would be 100 people that he wanted to connect with. Well, you know me, I didn’t stop at 100, and I made my dream 150. I marketed intentionally to those people: I made sure that they knew who I was, and that I was there to serve them! I committed to higher quality marketing, even as high as $10 per print item! It was consistency that got me noticed, and that helped me build a business that I benefit from, even today! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to create your dream 150. Pick out who you want to work with, and focus on doing what it takes to make that happen! Thanks for joining us on Selling the Dream - we would

I love podcasts. I mean, after nearly 200 episodes of my own, you know that there has to be something amazing about podcasts! I firmly believe that podcasts are an amazing way to connect with my audience, and build a stronger network. Through nearly 200 episodes, I’ve had to change to interview nearly 100 different agents, and share my tips with my listeners! That why when I started listening to Matt McGee’s podcast, I know that I had to have him on the show! As a fellow podcast creator, it’s always a delight to talk to someone else who is doing similar work! After binge-listening to Matt’s work on the HomeLight podcast, I knew that I wanted to have him on the show to share his experiences with you! We’re talking about creating content, interviewing guests, and keeping focused. Matt McGee is a content creator with Homelight, and has been the main person working on the HomeLight podcast! I’ve listened to him for hours, and can’t wait for you to hear from him! Ready to hear Matt McGee’s insights on cr

Have you ever worked with someone who wasn’t the best at their job? Maybe it’s the other agent you’re working with, or the seller of the house you’re showing to buyers. It’s tempting to throw them under the bus when things aren’t going as planned … but don’t! Instead of throwing people under the bus, be proactive and be kind! Speaking negatively about anyone else never works out for you, even if they are frustrating you! If you’re not saying encouraging words about the others that you are working with, it’s not going to bode well for your business. Make a point to always speak positively about others involved in the transaction, even if they are making it tough! You’re going to find that it pays off in the end! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to challenge you to not be a jerk! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTu

Have you ever looked at an aspect of real estate, and thought, “I’ll never do that!” Maybe it was rentals, or certain locations. Maybe you didn’t want to sell condos, or houses in the suburbs. Whatever it was, you knew that you wanted to do anything but that! For Lyndsey Garza, it was vacation rentals. Or at least, she’d never wanted to do vacation rentals, until one day, she found herself unemployed, with the opportunity right in front of her to dive in and start managing vacation rentals. Lyndsey and her late husband started working the rental market in Galveston, Texas. At their peak, they were managing at least 60 properties! Over the course of several years, Lyndsey put her head down and did the work. She invested in tech to help herself be one of the first people using a website to book vacation rentals in the area. She was so busy that she realized that she wasn’t even able to sell real estate anymore! Eventually, her company was bought out, but I’ll let her tell you the story! You’ll be i

Did you make goals at the beginning of 2020? I sure hope so! But now, it’s time to take those goals out and reevaluate them. See, those goals were made pre-COVID. They were made before the world experienced complete upheaval. For some agents, the real estate market has completely halted, and the aren’t able to make any sales. For others, the market is exploding, and they are ahead of their goals! Take your goals out, and look at them with a critical eye! Can you realistically make them? Knowing what you know now, what would be a good adjustment to them? How can you reshape them to help yourself achieve your goals? Just as any agent from the crash in 2008! They’ve definitely had to adjust their goals in order to make it! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! It’s time to pull out your 2020 goals, and create a vision for the rest of the year! Thanks for joining us on Selling the Dream - we wouldn’t be w

What is your dream vacation? Have you ever thought about selling real estate in your dream vacation location? For many of us working in resort and high-end real estate markets, we may be working in our dream location! But what if you dream of visiting the beaches of Mexico, or anywhere in Central America? What can you do to turn that vacation lifestyle into reality? This week on the Selling the Dream podcast, I’m talking to Ed Eakin, a well-known member of our Second Home Agents Facebook community! Ed provides Real estate consulting and construction services throughout Texas, Mexico, Honduras, Costa Rica, Belize, Ecuador, and the Caribbean. If you’ve been part of our Facebook group, you’ve probably seen and heard his input! But more impressive are his credentials! He’s earned so many credentials, and they have helped skyrocket his business! Get ready to be amazed at how he’s grown his business to expand far beyond the great state of Texas, and see how he’s made his business a global success! Ready

What are you doing in the face of uncertainty? Are you putting your head down in the sand, hoping for everything to just get figured out? Or are you leaning into hard times, practicing resiliency in the face of everything that is going on? If you’re combining resiliency and uncertainty, you’re going to create this elasticity in your business. It may stretch you, but it’s going to help you bounce back! You get to control the narrative, and create opportunities for yourself! It’s just a matter of you being ready to take those opportunities! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some inspiration for the second half of this year! People are ready to create a new life for themselves after COVID, and are ready to chase their dreams! We’re the ones who are going to be here to help them find their dream home! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating

What did your real estate market look like when you started? Was it just a few homes a year, in a very short window of time? Or did you find that people were buying and selling year round? Dennis Hanlon found that when he started, there was a fairly narrow window of time to sell! The prime season lasted for about 4 months for tourists, and the rest of the time was fairly slow! He saw other areas with coalitions of realtors, and groups that worked together to bring in additional revenue sources for the area, and he decided to start something like that! The Rocky Mountain Resort Alliance was born, and has helped shape real estate all throughout the Rocky Mountains! Even as far as California and Canada, the work that he did impacts agents to this day. He understands what it means to serve second home buyers, and how to sell the dream. This week on the Selling the Dream podcast, I’m talking to a leader among agents working in the second home market! Dennis Hanlon started working in the resort market in

What are some of your favorite tools and resources to help you connect with people? If you’ve listened to this podcast for a while, you know that I’m a believer in the DiSC profile! I firmly believe that using tools like this to help understand what makes people tick helps you to be able to serve them even better! When you’re able to dig deeper into what a client thinks, wants, and needs, you’re going to be able to meet their needs! Instead of just pretending to relate to and understand your customers, you actually learn to reach between the lines and understand not just what they are saying when they contact you, but who they really are, and how you can best serve them! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m sharing some of my favorite aspects of DiSC, and how it helps me in my business! You’ll be amazed by what people are telling you about themselves….if you know just how to recognize it! Thanks for joining us on Selling the Dream - we wouldn’t be where we are witho

Do you ever think about the early days of your real estate career? How old were you? How long did it take your first sale? How did you prove yourself to your clients and leads? I remember those days! When I first started working in real estate, I actually gave up, chased something else for a while, and then came back a few years later! It’s always exciting to talk to agents who are just starting out, and hear how they are ready to take over the world! They’re excited, motivated, and ready to win! Avi Becker stands out: he’s only 24, and already making great strides! “I may not be the best,” he says, “but I can outwork anyone.” After going nearly a year with only one sale, he’s finally starting to gain some momentum. His keys to success? Coaching, and always pushing to work harder, be better, and improve himself! His work to make himself the best he can be is an inspiration! Instead of bringing in a veteran agent for this episode of the Selling the Dream podcast, we’re bringing in Avi Becker! He

When you look around, what do you see? Do you see a crazy world? I mean, with COVID-19, politics, health care, school scares, everything happening, it’s easy to think the world is nuts! Or are you looking around seeing one thing: opportunity. It’s time to step up and serve, filling the void that is left when other agents put their heads in the sand, waiting for things to pass. If you’re out there pushing the envelope, looking for ways to serve, you’re going to find yourself ahead of the game when everything takes off again! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m echoing again what you’ve heard from me before! You’ve got to adopt, adapt, or you’re going to disappear! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlig

How are you posturing yourself to pick up business after COVID-19 dies down? Are your buyers actively looking for a deal? Do your sellers call you, wondering if they should list or not? Are you still stuck at home, just waiting for stay at home orders to end? Or are you worried about taking action, and then being known as “that agent” who is taking advantage of the situation, or looks greedy? These are uncertain times! The one thing that is for certain is that your actions today will impact your business tomorrow, and you can posture yourself for success! One of the themes that came up over and over was the concept of controlling the narrative: that doesn’t mean that you’re a control freak! But instead of being controlled by uncertainty, you’re stepping up and making a plan! You’re teaching your clients what to expect, and how everything will go! You’re finding completely new ways to market, and even completing sales virtually! For this month’s mastermind meeting, I brought in Timothy Burch an

How do you market to your feeder market? We’ve all got strategies to be able to help people find their dream homes! But when you’re working in a resort market, it can take a completely different strategy to market effectively to your clients and leads! You want to help them find their perfect home in their version of paradise, and you’ve got to show them that you are the expert they’ve been dreaming of finding to help them! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’ve brought the man himself, Tom Ferry, here to share his top tips on how you can market to that feeder market when you’re working in resort communities! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing guests on our Friday episodes of the show. Highlights of this episode: How do you market to your feeder ma

Can you be found on Google? If you type your name into a Google search, what comes up? There’s a simple (and free) tool to help you build your business on Google and be found anytime someone is looking for a real estate agent in their area! It’s called Google MyBusiness, and you can use it to show proof of your reputation, gather reviews, post listings, and more! If you haven’t claimed your business on Google, what are you waiting for? Terry and Laurie Carlson have had great success using Google MyBusiness to build their business! Here, they are able to help show their leads more about how they are changing things for their clients! They’re also able to bring in organic traffic, and show off their listings to even more viewers! Terry and Laurie were so great when they moderated the May Mastermind meeting for the Selling the Dream podcast, so I had to bring them back for this week’s episode of the Selling the Dream podcast. We talk about Google MyBusiness, their background and how it prepared them t

Title: Have You Set Expectations? Have you set expectations for your business as you are coming out of COVID-19? Let’s be honest, we all have expectations for our business, and what we want to achieve! Now, as we are coming out of a global pandemic, setting these expectations is even more important than ever! Everyone has questions: what’s going to happen now? Buyers, sellers, and even realtors are asking these questions! This will be a new way of doing business, and you’ll have to be prepared for anything! Buyers may be looking for a deal, or they may be ready to drop money on their dream home! Sellers may be desperate to sell, or they may be willing to wait to get their asking price! It’s like fishing: you have to drop your line in the water and see what bites! As we’re helping people find their dream homes after the pandemic, just be flexible, and be willing to adjust your expectations, and more importantly, help your clients adjust their expectations! This week on the Tip Tuesday episode of

I made a mistake….and I’m going to run with it anyway! Can you imagine having the confidence to say that? To be standing on a stage, talking to people, and then realizing that you messed up? But here’s the thing: most of the time, no one realizes when we make mistakes! How often do you stop yourself from taking chances and opportunities? How often do you decide not to hit the record button to make a video, or pass on a potential speaking opportunity, all because you’re afraid of making a mistake? Why can’t you? This week’s episode of the Selling the Dream podcast is going to be just a little bit different, as I’ve invited motivational speaker David Bryson to speak about his podcast and speaking career. I met him when we were at the same conference, and connected over his powerful message: why can’t you? You won’t want to miss this week’s episode of the Selling the Dream podcast! Before we dive in: join an amazing network of the best second home agents. Make sure that you create your free profile on the

What is your best form of business? If you didn’t say referrals, you’re missing out! Referrals are my best source of business, and that’s because I’ve invested time in building my network. How do I do that? Provide value. It’s not about me; it’s about offering myself as a resource to others! When I share about Maui, and am quick to help others learn about this particular area, my reputation grows! People know a few key things about me: I know this area better than pretty much anybody else I am here and ready to help! Because of that, my reputation and my network has grown, and that has impacted my business! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to encourage you on ways that you can grow your network! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make sure that you give us a rating and review on iTunes: that would mean the world to me, and will help us get even more amazing gue

Technology is amazing, isn’t it? During our May mastermind, Kenny, my assistant in charge of technology was on the East Coast, I was in Hawaii, and our guest moderator and expert, Laurie Carlson, was in Florida! Thanks to technology, even from a distance we were able to connect! That’s one of my biggest takeaways from this pandemic: we can use technology to keep going! Whether it be a mastermind meeting all over the country, showing leads from our feeder markets homes, or even running webinars about your area, teaching people how to buy a home, technology can help you every step of the way! Today, we’re reviewing some absolutely free tools, and the tips and tricks you need to know to master them! Facebook, and Google Business can be the key to engaging hundreds, if not thousands, of qualified leads who are ready to buy! Come listen in to our mastermind through the power of technology, and gain insights on how you can use these free tools to your advantage! Laurie Carlson is a master at Google Busin

As we’re all emerging from stay-at-home orders, people are ready and anxious to start their normal lives again! Realtors have a lot of work to do, as our leads and clients have a lot of questions for us! They want to know how the pandemic has impacted the industry! They want to know if there are houses available, if people are buying (or selling), and what’s going to happen next! Take the time to get to know all the statistics, and you’re going to be their #1 resource! Get to know the facts: market trends, how long it’s taking homes to sell, how many days average are houses on the market, how many people are bidding on homes! When you counter fear with information, you’re going to see people comfortable with choosing you to help them with all their housing needs! This week on the Tip Tuesday episode of the Selling the Dream podcast, I’m here to share how knowing your statistics is even more important than ever, as we attempt to return to normalcy after the pandemic! Thanks for joining us on Selling the

Are you offering value to a lot of people? Are you sharing that value with the people around you? Sharing value was something that Matt Farnham fell in love with. He wanted to give back to others for all the information that had been given to him! Team was a logical step for Matt Farnham. See, Matt was creating value for agents! He wasn’t looking to grow his own team, he was simply churning out content and providing value for other real estate agents! If you gave him your business card, he’d connect with you, and bring you as much value as he could! Through his email list, videos, and social media posts, Matt is able to impact thousands of agents, helping them learn how to be exceptional at their work! It’s only natural then, that Matt would be part of a high performing team! I’m excited to sit down and talk to Matt today about the logistics of running a team, how he creates valuable content, and his advice to new agents considering the real estate business! You won’t want to miss this week’s epis