Branding Yourself as a Local Celebrity – with Tami Edwards – EP08
Even before Tami Edwards got into the real estate business, she knew that creating opportunities meant becoming the It Girl in her local community. Her family was struggling in the aftermath of the market crash, and even though it was terrifying, Tami put herself in situations where she could meet and build relationships with local VIPs. When she became a realtor, Tami had already branded herself as a local celebrity, and her reputation—combined with a willingness to hustle—accelerated Tami’s success.
Tami Edwards is the co-owner of Team Bjorkman Real Estate, a top-performing team serving the Santa Clarita, San Fernando, Conejo and Antelope Valleys. Tami’s real estate career began in 2013, and in her first year, she sold 66 homes. Tami became partner at the firm in 2014, and she is on track to do 200-plus transactions this year. Tami is also the cohost of SCV Today, a local talk show she created to promote local nonprofit organizations.
Today, Tami joins Jeff to share her journey from rock bottom to real estate. She explains the steps she took to rub elbows with the ‘right people’ in her community and how the relationships she built led to the opportunity at SCV Today. Tami discusses her friendship with Mike Bjorkman, offering insight around how he finally convinced her to join his real estate team and how much she hustled that first year. She also describes her all-in social media strategy and her status as the go-to local expert in the community. Listen in as Tami reminds us that the only barriers are the ones we place on ourselves and learn how to follow her lead and become a local celebrity in YOUR town!
Key Takeaways
How Tami and her family lost everything after the market crash
Tami’s motivation to take a receptionist job at the local paper
Tami’s genius move to become the face of the Chamber of Commerce
How Tami landed the opportunity to do her own talk show
How Tami built her show while her family was homeless
Tami’s insight around how thoughts become things
How Tami’s talk show led to her friendship with Mike Bjorkman
How Mike finally convinced Tami to come work with him
Tami’s first year in real estate working 10 hours/day to sell 66 homes
Why it’s crucial for real estate brokers to invest in good people
Tami’s advice for realtors to go all-in on social media
Tami’s status as the go-to local expert in her community
Connect with Tami Edwards
Call (661) 373-5595
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Your mind is not your friend. It’s a Drunk Monkey, predicting failure before you’ve even arrived at the listing presentation or dialed the FSBO. Is there a way to hit the mute button on that Drunk Monkey and its negative forecast? How much more could you accomplish with a quiet mind? What would it mean for your business if you could show up as the best version of yourself?
Matthew Ferry has 25 years of experience coaching top performers in the real estate industry and on Wall Street to achieve Enlightened Prosperity. His books and seminars leverage his proven methodology, The Rapid Enlightenment Process, to support clients in realizing profound states of joy and success in work and life. Matthew’s most recent release is Quiet Mind Epic Life: Escape the Status Quo & Experience Enlightened Prosperity Now.
Today, he joins Tristan to explain why it’s important for entrepreneurs to cultivate a quiet mind. He discusses why our survival mind dominates, even when we’re not in a survival state, and describes how a quiet mind can help us see opportunity others do not. Listen in for Matthew’s 4-step process to achieve rapid enlightenment and learn his top practices for achieving a quiet mind.
Key Takeaways
Why Matthew chooses to serve the high-conscious go-getter
Why it’s important for entrepreneurs to cultivate a quiet mind
Matthew’s 4-step process to rapid enlightenment
- See unconscious reflex of Drunk Monkey
- Correct + heal hidden motives to survive
- Connect with enlightened perspectives (all is well)
- Develop skill set of recontextualization
How a quiet mind helps you identify opportunity others do not
The relationship between a quiet mind and an enlightened state
Why the survival mind dominates when we’re not in a survival state
Matthew’s work with leaders in real estate and on Wall Street
Two practices for cultivating a quiet mind
- Admit that mind not friend
- Embrace/celebrate failure
How to respond when the Drunk Monkey forecasts the negative
How to commit to a thriving + enlightened life
Connect with Matthew Ferry
Quiet Mind Epic Life: Escape the Status Quo & Experience Enlightened Prosperity Now by Matthew Ferry
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Resources
The American Institute of Stress
Mike Ferry Real Estate Coaching
“If you live in the world with an open palm … the universe can put more in. If you live with a closed fist, and you’re scared, and there’s limited resources—I can’t put any more into a closed fist, can I? An open palm, I can place more in. If you approach everything like that, it’s amazing what happens.”
Hosting events helps real estate professionals stay in front of their sphere and build a brand in the community. It gives agents a reason to reach out to their database with something to give and provides value to the attendees, the venue, the vendor-partners, and the agents themselves. But what goes into the planning and execution of an epic event? And how do you make sure that all of the stakeholders involved have a positive experience?
Dan Baltzer leads the Pinnacle Team of 45 agents with Realty Group in Minneapolis-St. Paul. Today, he joins Tristan and Jeff to explain how he leverages events to grow his real estate business. He offers insight on planning a megaevent, from conducting early site visits to communicating with invitees to mapping out traffic patterns. Dan shares the details of his team’s upcoming Avengers movie experience, discussing how it has grown since last year and how he thinks about engaging different age groups at a single event. Listen in for Dan’s advice on approaching vendor-partners in the community to help offset the cost and learn why the experience you provide is the most important aspect of hosting an event!
Key Takeaways
How events help you stay in front of your sphere + build your brand
How events give agents a reason to reach out to their database
Dan’s insight on why the experience you provide is most important
How Dan is leveraging automation to reduce the no-show rate
The agent’s primary role in delivering the experience at events
Why Dan does a site visit at the venue in advance of an event
How Dan drives traffic to vendor-partners at Pinnacle events
The four groups Dan considers to be stakeholders at a given event
The details of the Pinnacle Team’s upcoming Avengers movie event
How Dan and his agents follow up with attendees after an event
Dan’s advice on engaging different age groups at a single event
How to approach vendor-partners to offset the cost of an event
Connect with Dan Baltzer
Email dan.baltzer@pinnaclerealtymn.com
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The real estate community spends a lot of time talking about the brokerages that are becoming tech companies. Meanwhile, many tech companies are gradually turning into brokerages, dipping into agent commissions and adding title, mortgage and escrow services to their offerings. How will this trend impact realtors? What can we do to compete with the iBuyer model? Is there a way to steer consumers away from the portals and bring them into our ecosystems?
Howard Tager is the Cofounder and CEO of Ylopo, a next-generation digital marketing solution for real estate professionals. The platform is designed to help agents and Mortgage Bankers build a brand and find more clients. Prior to Ylopo, Howard served as the Founder and CEO of TigerLead Solutions, a real estate tech company built to attract, cultivate and close home buyer and seller leads, until its acquisition in 2012.
Today, Howard joins Tristan and Jeff to discuss how tech companies are becoming brokerages, taking commission splits and adding affiliated services to their offerings in order to grow. He explains why it’s dangerous for agents to rely solely on portal leads and why it’s crucial to build your own database and then keep those consumers in YOUR ecosystem. Listen in for Howard’s advice on competing with iBuyers and learn how to develop a strong digital marketing plan and differentiate yourself with a unique selling proposition.
Key Takeaways
Howard’s background as an entrepreneur building transformative businesses
How integration differentiates Ylopo from other real estate tech solutions
How brokerages are becoming tech companies to keep and recruit agents
Why tech companies are taking commission splits + offering affiliate services
The value in building a database and keeping consumers in your ecosystem
The danger in building your business solely on portal leads
Why real estate agents are more like legal professionals than salespeople
How realtors can serve consumers with a strong digital marketing plan
Why it’s crucial for agents to differentiate themselves with a USP
How agents can compete against iBuyers with hyperlocal marketing
How realtors can leverage the instant buyer tactic to generate seller leads
Howard’s advice around focusing your efforts at the top of the funnel
The potential for banks and big brands to become real estate brokerages
Howard’s prediction that marketing will heat up among recognized brands
Howard’s insight on what Gary Keller is doing right and what he’s missing
Connect with Howard Tager
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Resources
For brokers with a strong work ethic, the coming downturn is not necessarily a bad thing. In fact, Marc King sees the shift as an opportunity to attract top producers and gobble up market share, capitalizing on the moment to generate lifelong wealth.
Marc is a 20-year veteran of the real estate business and current Team Leader and Market Share Developer of Keller Williams Realty Chesterfield. Today, Marc joins Tristan, Nick and Jeff to offer insight around the coming shift and discuss hiring talent in a downturn. He explains why skill is more important than speed and how top producers will seize the moment to gain market share. Marc also speaks to the value of building your database, investing in your real estate business differently in a down market, and developing the willingness to adapt and change. Listen in for Marc’s advice on attracting talent through time, leverage and opportunity—and learn how you can make use of new tech to WIN despite the downturn!
Key Takeaways
Marc’s advice on doubling your lead gen in a market shift
Why skill is more important than speed in a down market
Marc’s insight on attracting talent rather than chasing it
How top producers will seize the moment to gain market share
How it will take twice the activity for the same closing numbers
The value of becoming a local expert who knows your market
How to approach investing in your business in a downturn
The significance of being willing to adapt and change
Marc’s tips on how to approach hiring in a down market
How to turn an office around by creating opportunity for others
How the predictive analytics of emerging tech will help agents
Why building your database is more important than ever
Connect with Marc King
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Resources
How did Gabe Cordova’s team close 800 sides in a single year? Gabe attributes his success to surrounding himself with the right people and putting the right systems in place—systems that allow him to work smarter, not harder.
Today, Gabe joins Tristan and Nick to share his seven-step roadmap to selling 800 homes. He explains how to steer leads to your website and why you should treat prospects differently based on where they are in the client journey. Gabe outlines his Rule of 3 approach to responding to new leads and discusses the value in focusing on service rather than the sale. Listen in to understand what differentiates Firepoint from other CRMs on the market—and learn how systems can help you grow your business without losing work-life balance.
Key Takeaways
The mistakes Gabe made during his 16-year career as a real estate agent
Why surrounding yourself with the right people/systems is key to growth
The significance of self-honesty in scaling your real estate business
Why you should treat leads differently based on their client journey
How to steer prospects to your website and leverage a call-to-action
Gabe’s 7-step roadmap to closing on 800 homes in a single year
Implement all-in-one CRM + website (systems)
Identify lead sources
Leverage time and skills
Build vendor program
Create follow-up plans
Accountability
Reporting
Gabe’s Rule of 3 for responding to new leads
Why it’s important to focus on service as opposed to the sale
Gabe’s insight around reaching out until you’re asked to stop
Why Gabe thinks you can’t be fast enough in responding to online leads
Gabe’s method of nurturing past clients with monthly safe searches
What differentiates Firepoint from LionDesk and Follow Up Boss
Connect with Gabe Cordova
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Lab Coat Agents Facebook Group
Resources
Mike Bernier and his partner, Long Doan, started with an agent team of eight back in 2014. Four years later, they have grown the team to 375! So, what is their secret? How do they go about recruiting realtors?
Today, Mike joins Tristan and Jeff to share his seven-step process for attracting agents to the Realty Group team. He describes the turning point when he and Long realized they either had to downsize or scale and explains their intention to be a disruptor, providing the brokerage they’d always wanted. Listen in as Mike speaks to his understanding of agent pain points and learn how a smooth onboarding process can serve to amplify your recruiting efforts!
Key Takeaways
How Mike leverages mastermind groups to learn and grow his business
The turning point when Mike realized he had to either downsize or scale
How Mike and Long found a different way to thrive in a changing market
How understanding agent needs has made Mike’s team grow and thrive
Why Mike has a dedicated platforms assistant to help agents with tech
The 7-step recruiting process that took Mike’s team to 375 in 4 years
- Articulate your WHY
- Identify ideal agent
- Determine value prop
- Create custom audiences
- Target on all platforms
- Tighten onboarding process
- Increase social proof
The script Mike’s VA uses to make 2 to 3 networking appointments/day
How a smooth onboarding process can magnify your recruiting efforts
Mike’s robust, automated 30-day onboarding process for new agents
Connect with Mike Bernier
Call (651) 587-2396
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Resources
The E Myth: Why Most Businesses Don’t Work and What to Do About It by Michael E. Gerber
Attracting leads is a whole lot more fun (and profitable!) than chasing them. But many real estate agents struggle with designing a lead gen system that works for the long term. Dean Jackson is the father of postcard farming, and he has created a method for getting prospects to raise their hands year after year.
Today, Dean joins Tristan to discuss how his early days of cold calling inspired him to develop a postcard farming system. He shares the progression of his marketing strategy, from getting his name out there to getting prospects names to come in. Dean explains why he shifted from targeting clients in the market to sell NOW to cast a wider net in a particular neighborhood. Listen in for insight on how providing a free report on home prices leads to long-term success and learn why there is big opportunity in real estate for savvy agents who understand marketing!
Key Takeaways
How Dean was inspired by Claude Hopkins’ customer-centric approach to marketing
Dean’s advice on building a business that fits naturally with your likes/tendencies
How the hamster wheel of cold calling led Dean to create a postcard farming system
Dean’s shift from getting his name out there to getting prospects names to come in
How Dean leverages self-interest to attract clients in the market to sell NOW
Why providing a free report on home prices has proven to be most successful
How Dean supplements his postcard farming system with social media marketing
The case study demonstrating the longevity of Dean’s free report strategy
How Dean amplifies the impact of his postcards with ‘breaking news’ videos
Why Dean sees big opportunity in real estate despite the likely market shift
Connect with Dean Jackson
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My Life in Advertising and Scientific Advertising by Claude C. Hopkins
Lab Coat Agents already has a reputation as the go-to resource for real estate agents, brokers and vendors, providing a forum to help the community learn from each other and grow their business. Founders Tristan Ahumada and Nick Baldwin are all about sharing what they pick up from the brilliant minds in the industry, supporting ambitious entrepreneurs in maximizing lead generation and conversion. And now they are joining forces with Jeff Pfitzer to ‘explore the science of real estate’ in podcast format, allowing you to take that information with you and learn on-the-go.
Today, Nick, Jeff and Tristan discuss their vision for the Lab Coat Agents Podcast, discussing the value in being exposed to millionaire real estate agents and making time to invest in your business. They share their intention to bring you straightforward conversations with agents of all shapes and sizes about how they grow their business on a day-to-day basis. Listen in for a preview of the high-profile guests already scheduled to appear in the weeks to come, including several inspiring figures from the world of real estate and beyond.
Key Takeaways
The value in being exposed to the brilliant minds in real estate
Why you need to think like a millionaire before you can net $1M
How to look at the podcast as an investment in your business
The show’s intent to feature conversations with diverse agents
A preview of the high-profile guests already scheduled to appear
How the show will go beyond real estate to inspire and motivate
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