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

Not every interaction with a client results in a sale. Working in the second home market can be a long process. You know how it goes: you’ve just shown a bunch of amazing houses, and you’re sitting in the car together, talking about what you’ve seen, and you hear those words: “We love it, but we’re just not ready yet.” That happens! Many times, it takes years for someone to make the final decision about a second home, or a resort home. Those of us working in second home markets know that it can take a long time. But reviews are a HUGE part of what makes people choose to work with you. So what would happen if you started asking potential clients and leads who hadn’t purchased a home yet if they would leave a review for you? There’s no reason why they can’t share a review on Google, Yelp - anywhere! So go ahead, ask them to rate you and review their experience working with you! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Make s

Real estate agents ask this question a lot. Should I be on my own, as an independent agent, and embrace the freedom of running my business exactly how I want? Or should I join a franchise, and reap all of the benefits of being part of a larger organization, and all of the support that comes with it? Ultimately, there’s no one-size-fits-all answer: you have to do what works best for you and your business goals! Every time I ask this question, I get different reasons for why they chose what they did, and it makes sense for their business and their goals. There are a lot of factors that drive the switch: Does this serve the real estate agents on my team? Does this help us serve our leads and customers? Is this the right financial decision? Does this help us grow our business? That doesn’t even scratch the surface! I made the transition myself, from indie company to franchise, and when I listened to this week’s guest, I knew that she had incredible value to share with anyone considering that proces

What does it mean to be relevant on social media? We keep hearing training about how to use social media saying that we need to be relevant: but what does that mean? How does being “relevant” impact our approach to social media? So how can we be relevant with the people that connect with us? See, many people use social media as the ultimate networking tool, and “add” or “follow” others. When you get these friend requests, or new followers, what should you do? I’m here to tell you one simple trick that will help you have an instant personal connection with all of these people, and how you can learn exactly what you need to do to be relevant to them. Best part: it’s super easy, and only requires one simple question! 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.

What is the most important foundation of your business? Leads? The market? Location? Understanding the ins and outs of the industry? If you’ve been in the business for a while, you might know what I’m about to say: the culture is everything. Your office culture will be the key to your longevity in the industry. How you interact with others, how you learn and are mentored, and how you eventually take the lead in shaping the industry and investing in future agents and industry leaders. When you master culture, and find one that fits your needs, odds are, you’re going to last. Get ready to hear all about team, and how Randall Hannaway has worked hard over the years to build an incredible team of more than 75 brokers. But before we dive in: have you created your free profile on the Second Home Agents website? Go over and get started: it’s FREE to join. Click here to register, fill out your profile and get listed today. Highlights of this episode: Tom introduces Randall Hannaway and his business. Rand

Can you imagine putting your house on the market, and hearing nothing for months? I recently shared about my experiences as a second home buyer, but did you know that I also sold a second home? In this Tip Tuesday, I’m here to share my perspective - but this time, as the seller. Anytime that you sell a house, it can take a while. Maybe it’s a slower market, maybe it’s time to lower the price. Maybe there aren’t a lot of open houses. You know that it can take a while for anything to happen, and the seller can quickly start to wonder what is going on. How can you avoid these transactions from becoming a nightmare, both for you and your clients? Communication is a huge element! Radio silence is no good. Don’t have anything to share? Then call the seller to say that you love them! Keep them updated, and give them ideas on what they can do to help move the house. 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 u

What is the hallmark of a successful team? If you’re like any real estate agent, you’ve thought about the age-old question. Should I be independent, or should I be part of a team? Building a team sounds exciting: not having to pound the pavement on your own, being able to delegate the tasks that you’re not good at, or even having the time to invest in building relationships, because you’re not bogged down in doing everything it takes to keep your business going. This week on the podcast, we’re taking a different approach. I’m being interviewed by Todd Conklin, a coach at The Corner Office Coach. One of the main themes that came up in our conversation was this concept of team, and what it really takes to lead a team, and be part of it. I couldn’t do what I do without my team. From the part-time mom who helps with mailing out materials, my marketing guy - we all have an integral role in helping sell the dream. You’re going to want to tune in to hear all about these concepts of team, what you need to be aw

On this week's Tuesday Tip, Tom talks about problem solving, and how not confronting an issue can often make things worse in the long run.  Tune in to hear more.   Hey everybody, thank you so much for spending time with us today: would you do me a giant favor and share this podcast with fellow realtors, and leave a review. Your reviews help this podcast get shared with more people. Connect with me (Tom): 2nd Home Agents website Facebook Instagram YouTube Subscribe to the Show Don’t miss a single episode of the podcast. You can search for “Selling the Dream” on any of your favorite listening platforms, or follow the links below: iTunes Spotify Stitcher YouTube As always, thanks for listening. Don’t forget, you’re not selling a home: you’re selling the dream.   See you next time!

I’d like to invite you to join in on our monthly mastermind call. The first Wednesday of each month, we’re gathering together a group of your top peers, and we’re talking about topics in our industry. A guest speaker leads the hour long call, and we dig deep into the things that we can do to help our business reach the next level. There’s magic in training, and bringing successful people together. You’re exposed to new ideas; new and different ways of doing things. As we talked through different questions, and best practices, and experiences, I could see everyone having “aha moments” and getting new ideas for their business. For this episode of the Selling the Dream podcast, we’re doing something new: we recorded the call last month, and are sharing it with everyone who couldn’t be there for it live. I can’t wait for you to dig in and listen to the mastermind call. However, it would be even better if you joined us live for the next one. It’s the first Wednesday of each month (the next one is October 2

The holidays are coming, and it’s time to think of ways that you can intentionally give back to your community. While you’re giving back, it helps a lot to build your reputation in the community if you can get others in your community involved. Conducting a food drive is a great way to get involved! Partner with a local food bank, and with a little effort, you can create a community around giving. For this week’s Tip Tuesday, we’re talking about how you can give back during the holidays, build rapport in your community, and get your community involved. We talked about this on episode 34 of the podcast, but this advice is so good that I’m bringing it back! 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: The holidays are coming, and

Are you true to yourself in your business? I’m talking about more than just ethics and values - I’m talking about digging deep into the things that you love, and making sure that is part of you and everything you do. It’s easy to get caught up in the job of selling the dream. Since we’re working our own business, we don’t always have someone telling us to punch the clock or go home. But when you’re true to your passions and what you enjoy doing, it just may impact everything about your business. When I sat down with Mike Guzzardo to record an episode of this podcast, that was the biggest thing that stood out. In fact, it’s one of the things that made us connect: our shared love of boats and the water. Mike and his wife, Jules, work together in Discovery Bay, California. They’re water people, and have gained a reputation of being water people in their community. They know boats, they know real estate on the water, and with just a few questions, can matchmake any potential clients with the perfect home.

If you’re like me, you’re a high performer. You’re also - like me - probably not physically capable of doing everything on your own. You rely on a team that helps you get everything accomplished. Take a moment and say thank you to all the people who are supporting you! Your assistant, your affiliates, your team member, boss, or even your broker. “But wait a minute, Tom,” you might say. “I don’t have good luck with finding a team; it’s just never worked out.” Well, friend: it might be time to look in a mirror. What if it’s you? I know that I have to be very mindful when I’m working with my team: I can be like a steamroller and flatten them! When we work together, we’re able to accomplish even more. For this week’s Tip Tuesday, I’m sharing with you the importance of team, and how invaluable they are to high performers like me. 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

Have you ever had an offer on the table, and only heard crickets? Negotiation can be compared to a game: you’ve got to play it right to get the results you want! You don’t want to be the one to end the conversation...in fact, you want to be able to keep it moving forward so that you can serve people. Months, or even years later, you may be shocked when people come to you. There have been instances where people sitting on the other side of the table come back to you because you were the one serving and making the process as easy as possible. When you seek to make that process easy for either the buyer or the seller, you get to be part of keeping that conversation going, and you never know when it’s going to pick up again! Denise Brown has been in the real estate business for more than 20 years, and combines her background in law, marketing, and sales to help her be the best she can be! She lives in and serves a thriving market in Whistler, Canada, home to one of the most spectacular ski and bike resorts

Ever had someone tell you what to do? You have an idea, and they shut you down, saying you should do something else instead, or telling them how to do it. In our house, we get excited about a lot of ideas, so we have a saying: “don’t shut me down!” Instead, we practice something more important: listening to the idea, and giving ideas on how they can successfully achieve their goal. That way, instead of shutting down ideas, you turn yourself into one of their biggest supporters! For this week’s Tip Tuesday, I’m sharing with you the importance of listening to ideas. No matter what, whether it’s a spouse, a new agent, a client: it’s good to listen to ideas instead of inadvertently shutting them down. 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 t

Would you compare your real estate business to a slow cooker, or a microwave? We like microwaves: they bring fast results! Put your food in, press a few buttons, and two minutes later, it’s done. In business, we often want microwave results, but the key to a long lasting business is to treat it like a slow cooker. It may take a long time to warm up, and slowly cook the food, but it’s delicious. You just can’t beat some meals that come from a slow cooker: the flavor is just incredible. For a slow-cooked business, it can take time, but it’s built to last! Many people try to get their business off the ground fast, microwave style, just to see it explode. Gem Mutlu has been in the real estate business for more than 20 years, and is a prime example of how a slow-cooked business works. He’s been spending years developing relationships and building his expertise in the area, and is now seeing his business explode exponentially. He’s working in the Boston market, and is here to share his best advice on building

Have you ever had a friend or neighbor tell you “Hey, sorry, we know you’re in real estate, but we’re going to go with this other agent”? It can feel like a punch to the gut! In fact, I’ve seen many real estate agents complaining about this on social media. This is part of being a real estate agent, and we’ve got to get used to it. But did you know that you can turn this into an opportunity to learn and grow as an agent? Listen to this week’s Tip Tuesday to see how I flip adversity into opportunity! 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: We all have had that experience where someone has chosen a different real estate agent instead of us. When this happens, make sure to wish them the best! Ask for feedback: “can you te

Does social media make you quiver with fear? Are you trying all the new things that you’ve learned, and done successfully in the past? But now, you’re watching your views and engagement drop? Social media is dynamic and constantly changing: just when you start to think you’ve mastered it, it changes and evolves AGAIN. When we record episodes of the Selling the Dream podcast, we go live on Facebook, and share the episode. I find such value in the content that all of our guests are sharing, and want to make sure it’s out there for everyone to find! But lately, our Facebook live views have been diminishing, which means that we get to go on a social media adventure to find ways to expand our reach and share this podcast with even more people. As part of that adventure, I’ve invited Chelsea Peitz, a Snapchat and social media guru, onto the show so we can talk about social media, and how you can maximize your presence. Chelsea is an expert in using Instagram stories, and shares so many helpful hints and tips

We’re continuing the 100th episode celebration with an episode with 5 of our most valuable tip tuesday episodes! We’ve loved Tip Tuesdays: these short episodes are so valuable and filled with quick tips that you can apply to your business immediately and see results. This episode features 5 of our favorite episodes: which ones would you have added? Make sure you email me and tell me what your favorite episodes were! Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to 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 the show! Highlights of this episode: The path of mediocrity is wide, so let’s choose the narrow path of excellence! It’s simple to take the easy path, and bounce around. Keeping focused puts you on the path to excellence. If you’re a brand new agent, here’s my #1 piece

What is one of the number one things that you can do to help a second home buyer? Is it about having the best connections, or the best house to show them? Or is it how fast you are to call them back? If you answered “educate them,” then you’re correct! See, a second home buyer has a completely different mindset than a first home buyer. There are a lot of pieces of the process that are the same, but at the end of the day, the mindset is totally different. The key thing that your client wants is for you to educate them with integrity and transparency. Pat Hiben illustrates that quite well by sharing the story of how he bought his second house. He’d researched a few areas, and thought he knew what he was looking for. When he met a real estate agent at an open house, that agent was able to tell him exactly what it was that he wanted, and helped him find the perfect house. I’ve invited Pat here on the podcast to talk about what it really means to sell the dream, and he’s sharing his story about how he grew

Have you ever listened to someone, and been so blown away by everything that they said? That’s how I feel about Sharran Srivatsaa. Sharran has accomplished so much: he’s a member of the real estate community, moderates daily 5 a.m. calls, and inspires thousands of people. For today’s episode, he’s sharing with us two key elements that we all need to make everyone feel like important: a VIP email list, and a closed Facebook group. The VIP email list is connecting with your leads, continuing to deliver exclusive content to them. They’ve opted in, told you they were interested, and you’re serving them. The closed community, commonly held on Facebook, is a place where your community can gather. They are able to share information, and are united by a common interest: how you are serving them. If you’re working with a feeder market, and serving people interested in your area, can you imagine the impact of an insiders group, where locals and those interested in your area unite, and share information? You’ll e

Can you believe that we’re almost at a hundred episodes of this podcast! I’m blown away when I think about the people I’ve been able to interview, the guests we’ve had on the show, and how much real estate we’ve talked about! Our guests represent literal millions of dollars in sales, and are each successful in their own right, and bring so much value to the table. I’d encourage you to take time to scroll through all of the episodes where ever you like to listen to podcasts, and listen and learn: if you finish all the episodes, it would be like finishing a master class on real estate! As we’re celebrating our hundredth episode this upcoming Tuesday, I want to take a few minutes to share about some of MY favorite episodes. Thanks for joining us on Selling the Dream - we wouldn’t be where we are without you listening, and giving your feedback! Want to celebrate with us? As a 100th episode gift, we’d love to ask you to give us a rating and review on iTunes! That would mean the world to me, and will help us g