Our Latest Podcast Episodes

“If you don't give up, I promise you, it'll work out for you.”

Five years into his real estate career, Frank, a Tennessee-based agent did not have an easy start. We share part one of our conversion in Episode 12 of The Smart Agents Podcast.

“Full transparency, I have felonies in my background back from like 1999.”

Not only is Frank now a successful agent, he is also teaching co-workers his methods for building a successful referral-based business.

“People around you are either buying and selling or want to buy and sell. And they're doing it with other people because you don't want to be the person that's like bugging family and friends for business.”

“I began straight off the bat with two deals and I was really happy…”

For brand new agent Daniela Walker, things were going great but then an unexpected life change in 2017 forced her to put the brakes on a budding real estate career.

Now, she is restarting that career and joined us for Episode 11 of The Smart Agents Podcast.

“I'm adjusting as I go, and I really didn't have any habits created from before.”

Throughout our conversation, Daniela talks about the methods she is using to break back into the business. From focusing on social media to creating her “perfect client” avatar, she has a fantastic plan to make the next year a great success.

"It's a requirement for our brokerage that you have three transactions with a mentor before you really can be out there on your own when you're a new agent."

Episode 10 of The Smart Agents Podcast features Founder and CEO of Northrop Realty, Creig Northrop.

“One year with us is like ten in the business.”

After years of being named one of the top teams in the nation, Creig and his wife decided to launch their own brokerage. Northrop Realty was recently named Top Specialty Brokerage by Real Trend following a 2019 that saw 2500 transactions with a value of over a billion dollars.

“We're very proud that 60% of our brokerage does $5 million or more.”

Modeling companies like Under Armor,  Creig has been able to build his powerhouse through continued education and growth of his agents. 

“We're going to help you get from good to great. We're going to make you a great agent if you want to be.”

“I never got over making cold calls. I don't do it.”

Episode 9 of The Smart Agents Podcast features a wide-ranging conversation with Florida-based agent Chris Cusimano. Nearly two decades into his career, Chris has begun teaching agents how he has grown his business.

“The fear of the phone and the fear of door-knocking made me find every other possible way.”

Using all of the tools available, Chris has leveraged technology to not only make his work more efficient but also more enjoyable to both he and the customer.

“You can either embrace it, utilize it, be savvy and utilize it, build your business. Or you can put your heels in the sand, fight it and see your business dwindle.”

“We are a public, forefront business… You should be getting a lot of business from referrals.”

Episode 8 of The Smart Agents Podcast features Pennsylvania-based agent Megan Rohrbough. For her, building a full referral pipeline means taking everyday opportunities to build her sphere of influence.

As a mom of four, Megan tells us how she uses the more subtle approaches such as advertising in her children's sports rosters and sending emails from her professional address when communicating with their teachers to get her name out as a trusted real estate professional.

“I've had quite a few teachers contact me and be like, ‘Oh, Hey, I saw you're a realtor.’”

“It is strategic, but you try to be…  not in your face about it.”

“A lot of agents have this idea that if the client comes in and they can’t buy, they just get their information and put them to the side. I don't do that.”

Regardless if you have thirty years in the industry or just starting out, you are bound to be contacted by buyers that are not financially ready to buy.
Rather than brush them off, why not give them the resources they need to make their dreams come true.

That is exactly what Don Dunbar out of California is doing and he explains how during part two of our conversation in Episode 7 of The Smart Agents Podcast.

“All you’ve got to do is just be accessible, stay in contact with them.”

By positioning himself as the helpful resource, Don is not only ensuring a transaction once the buyers are ready, he is also firmly planting himself as the only agent they will refer.

“You have so many people, man, that's out there like that. That's an untapped market.”

Check out our conversation now and see how you too can make dreams come true while filling your pipeline!

You can see check out part one of our conversation with Don in Episode 6.

"I get a lot of people, other real agents saying it's not gonna work. You know what has happened? It has made me basically a celebrity in the community."

Episode 6 of The Smart Agents Podcast features part one of an interview with Don Dunbar, a California-based agent who even though has three decades of experience, is not afraid to try new marketing methods. Just last year, Don released new television commercials and is seeing a boost in recognition.

“I actually cannot go anywhere without someone recognizing me. I get a lot of people call me that want to buy a house.”

Over the course of our conversation, Don shared his thoughts on personal branding and why marketing can not take a backseat.

“Marketing should be your biggest expense. In your budget, 30%, 40% should be spent on marketing.”

"I was going from a $1 to $3 million a year agent…  up to a $12 to $15 million working my sphere of influence and not buying leads."

Episode 5 of The Smart Agents Podcast features Chad Bishop, a Florida-based agent who blew up his business by focusing on his referral base. 

“I was realizing that every lead that I was converting was almost costing me $500, $600. When I realized that if I talked to people… and be at the top of their mind, it was costing me $5 to $20 a lead going through my sphere of influence.”

Throughout our conversation, Chad shares his system for staying top of mind with his sphere. Everything from nightly note writing to pop-by’s, Chad holds nothing back.

While the pandemic has certainly changed some plans, Chad is gearing up for one of his most successful strategies, Thanksgiving Pie Delivery.

"What's neat about a virtual showing is that I look at the property as if I'm going to live there, because those people who are not physically here rely on my expertise, my eye."

Episode 4 of The Smart Agents Podcast features our conversation with Florida-based agent, Lisa Jones. While the ongoing COVID19 pandemic has certainly changed the way realtors around the world have been able to work, for Lisa virtual showings are nothing to be afraid of.

"You know, we've been on technology for so long, you know how to interact with the little white light on your computer. It's no different from being on a FaceTime or Skype with a family member. You just want to make sure that you're looking for what the client needs."

Throughout our conversation, Lisa shared her tips for conducting flawless virtual showing and her love for the industry. It's all about meeting the clients needs for Lisa and providing the best service possible.

"It's cool to be involved in people's lives and see them achieve their dreams."

"I've had folks that have just been crying at closing, because they're so happy to have this burden off their back."

Episode 3 of The Smart Agents Podcast features part two of our conversation with Bob Thompson of Hampton Roads, VA. A big part of the 16 year real estate veteran's business comes from short sale and foreclosures. Due to his no-nonsense approach to real estate, explained in Episode 2, Bob is uniquely qualified to handle the intricacies of the difficult niche.

"They need somebody to come in and answer the questions and not to definitely go 'Well, what do you want to do?' You need somebody to alpha up in there and go, 'This is what we're going to do.'"

Along with his approach for list short sales and foreclosures, Bob shares his tips for agents looking to break into the niche.