The Business of Real Estate
Discussions on how real estate agents can build their business to a higher level. Designed for beginners to established agents, each episode includes discussions on a particular topic. Join Lynn Hoffmann and Eric Johnson, Leadership Team members with RE/MAX Escarpment Realty Inc. and RE/MAX Niagara Realty Ltd, as they share their knowledge and expertise.
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She Bought 3 Triplexes by 25 — Here’s What Every REALTOR® Can Learn From Her | TBORE S2 E1
07/08/2025
She Bought 3 Triplexes by 25 — Here’s What Every REALTOR® Can Learn From Her | TBORE S2 E1
🎙 She Bought 3 Triplexes by 25 — Here’s What Every REALTOR® Can Learn From Her | TBORE S2 E1 w/ Rachel Stempski 00:51 – Bought Her First Triplex at 22 03:07 – Lessons from Owning 3 Triplexes by 25 06:26 – Is Airbnb Still Worth It? 10:14 – Agents: Know the Airbnb Rules! 16:16 – Why She Only Uses Month-to-Month Leases 18:02 – The Only Legal Way to Remove a Tenant in Ontario 22:15 – Cash-for-Keys Horror Stories ($50K!?) 25:12 – Every Agent Should Know the Landlord-Tenant Act 32:09 – Rachel’s #1 Tip: Start Investing Yourself What does it take to build a real estate investment portfolio in your early 20s? In this powerful season premiere of The Business of Real Estate (TBORE), hosts Lynn Hoffmann and Eric Johnson sit down with Rachel Stempski, a seasoned realtor and investor who purchased 3 triplexes before turning 25 and now manages over 30 rental units — including long-term and Airbnb properties. Rachel reveals: How she started investing right out of high school Why she chose multi-family over single-family homes The difference between managing Airbnbs vs long-term rentals How to screen tenants effectively and avoid landlord nightmares The must-know legal pitfalls agents and investors face in Ontario Why every agent working with investors MUST understand the Landlord & Tenant Act Whether you’re a new agent looking to work with investors, a seasoned pro exploring passive income, or just curious about how to scale in real estate — this episode is packed with gold. 🔔 Subscribe for weekly episodes on real estate success, investing, lead generation & agent growth. 📲 Connect with Rachel Stempski: @realtorrachelstempski #RealEstatePodcast #AirbnbInvesting #RentalPropertyTips #RealtorSuccess #RachelStempski #RealEstateInvesting #TBORE #InvestorClients #LandlordTips #OntarioRealEstate #REMAX #RealtorTraining #PassiveIncome
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Episode 34 - Master the Market Use Stats to WIN Every Deal with Special Guest Conrad Zurini
04/29/2025
Episode 34 - Master the Market Use Stats to WIN Every Deal with Special Guest Conrad Zurini
Episode 34 - Master the Market Use Stats to WIN Every Deal with Special Guest Conrad Zurini "Stop Guessing. Start Knowing: Why Stats Make You the Smartest Agent in the Room." ✨ Episode 34 of The Business of Real Estate (TBORE) dives deep into: In Episode 34 of The Business of Real Estate, Lynn Hoffmann and Eric Johnson welcome back RE/MAX Escarpment's own "Stat King" Conrad Zurini to break down how market stats, price per square foot, absorption rates, and HPI can give REALTORS® the ultimate edge. Learn how to remove emotion from pricing, become the local market expert, and master your CMAs with data that speaks louder than guesses. Whether you're dealing with buyers who’ve been watching the market for 24 months or sellers emotionally attached to last year’s prices, this episode teaches you how to lead with facts and win with confidence. 💼 Understand why month-over-month trends matter more than year-over-year 🏡 Learn to navigate neighbourhood-specific pricing variances 📉 Discover how market share, DOM, and listing behaviour tell the full story 📍Position yourself as the go-to REALTOR® in your local market 📌 What You’ll Learn: Why price per square foot is the ultimate pricing equalizer How to use months of inventory & absorption rate to set expectations The power of hyperlocal data vs. broad averages The value of tracking showings per sale and online traffic How to create strategic pricing plans with sellers How the market has shifted post-2022—and why your strategy must too Tips to become the market authority clients trust and competitors respect #RealEstateStats #CMAtools #PricePerSquareFoot #REALTORTraining #RealEstatePodcast #MarketAuthority #HomePriceIndex #RealEstateData #REMAXEscarpment #SellerStrategy #RealEstateMarketing #LocalExpert #KnowYourNumbers #AbsorptionRate #MonthOverMonth #ListingSuccess
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Episode 33 – The Questions Every REALTOR® Regrets Not Asking
04/24/2025
Episode 33 – The Questions Every REALTOR® Regrets Not Asking
✨ Episode 33 of The Business of Real Estate (TBORE) dives deep into: Before you hand over keys or ink a deal, make sure you're protected. In this episode, Lynn Hoffman and Eric Johnson share real-world horror stories, hard-learned lessons, and essential systems that every real estate agent must implement to avoid getting blindsided. 🎓 What You’ll Learn: How to qualify clients early and avoid wasted time The power of Buyer Representation Agreements Key financial and legal red flags to watch for How to build a strong intake process and client trust Best practices for leases, ownership, and contract pitfalls The psychology of setting boundaries and protecting your business #RealEstatePodcast #TBORE #REMAXPros #RealEstateTips #BuyerBeware #RealEstateTraining #BuyerRepAgreement #PreApprovalMatters #DueDiligence #LeaseToOwn #RealEstateAgentLife #HomeBuyingTips #RealEstateSystems #ProtectYourCommission #REAgentSuccess #RealEstateHorrorStories #AskTheRightQuestions #ClientQualification #REMAXAgents #ListingAgentLife
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Episode 32 - Are You SabotagingYour Own Listings? | TBORE
04/08/2025
Episode 32 - Are You SabotagingYour Own Listings? | TBORE
🎙️ TBORE Episode 32: What’s Your Plan? 📌 In this episode of The Business of Real Estate podcast, Lynn Hoffmann and Eric Johnson tackle a crucial question every agent should be able to answer: "What's your listing plan?" With new legislation affecting listing agreements—especially in Ontario—agents must now clearly outline and follow through on their marketing commitments. Lynn and Eric dive into how a well-structured, client-focused listing presentation sets the tone for expectations, builds trust, and ultimately, wins listings. You’ll learn: ✅ What must be included in your Schedule A ✅ Why referrals aren't an excuse to skip your presentation ✅ How to manage expectations and avoid awkward surprises ✅ The importance of tailoring your approach to client personalities ✅ Why preparation and having “bullets in your gun” makes all the difference ✅ How to overcome objections with confidence Whether you're a new agent or a seasoned pro, this episode will help sharpen your skills and strengthen your value proposition. 👉 Don’t forget to like, comment, and subscribe for more insights from Lynn and Eric! #RealEstate #RealEstatePodcast #ListingPresentation #TBORE #AgentTips #ClientExperience #RealEstateMarketing
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STOP saying "I'm a Realtor"... say THIS instead | TBORE Episode 31
04/01/2025
STOP saying "I'm a Realtor"... say THIS instead | TBORE Episode 31
🎙️ TBORE Episode 31: STOP saying "I'm a Realtor"... say THIS instead 🚀 Are you still introducing yourself as “just a realtor”? In this powerful episode of The Business of Real Estate (TBORE) podcast, hosts Lynn Hoffmann and Eric Johnson break down why your elevator pitch matters more than ever—and how to craft one that sets you apart from the sea of agents in the industry. Learn how to create a pitch that showcases: ✅ Who you are ✅ What you do ✅ Who you help ✅ And why YOU are the trusted guide your clients need Discover 4-step and 5-step frameworks, storytelling tips, and how to make your pitch feel authentic, not rehearsed. Whether you're networking, listing, or chatting at Starbucks, your first impression is your pitch. Make it count. 💼✨ 📌 Don’t forget to LIKE, COMMENT, and SUBSCRIBE for weekly insights into the business side of real estate. 🎧 Listen now and learn how to turn small talk into serious opportunities!
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BRANDING, MINDSET & SALES SECRETS : Luxury Real Estate Masterclass | TBORE Episode 30
03/25/2025
BRANDING, MINDSET & SALES SECRETS : Luxury Real Estate Masterclass | TBORE Episode 30
🎙️ Mastering Luxury Real Estate | How to Break Into the High-End Market 🏡✨ In this episode of The Business of Real Estate podcast, Lynn Hoffmann and Eric Johnson sit down with luxury real estate expert Peter Philip Papazach. Discover how to break into the luxury real estate market, stand out as a specialist, and serve affluent clients with confidence and excellence. Learn the secrets to luxury branding, niche specialization, mastering high-end property knowledge, and delivering a world-class client experience. Perfect for agents looking to elevate their career in luxury residential real estate! 💼🏠 🔑 Topics Covered: ✅ How to become a luxury market expert ✅ The power of neighbourhood and product knowledge ✅ Selling high-end homes with confidence ✅ Branding for the luxury market ✅ Client service strategies that win referrals Subscribe now for more real estate coaching, agent tips, and expert insights! #LuxuryRealEstate #RealEstatePodcast #TheBusinessOfRealEstate #LuxuryAgent #HighEndRealEstate #RealEstateBranding #LuxuryListing #RealEstateMindset #LuxuryHomes #AgentTraining #RealEstateCoaching #PeterPhilipPapazach #LynnHoffmann #EricJohnson #MississaugaRealEstate #TorontoLuxuryHomes #OakvilleLuxuryRealEstate
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Phase 1, 2 & 3 EXPLAINED!! The Commercial Real Estate Minefield | Episode 29
03/19/2025
Phase 1, 2 & 3 EXPLAINED!! The Commercial Real Estate Minefield | Episode 29
Are you considering getting into industrial or commercial real estate? 🏗️ In this episode of The Business of Real Estate podcast, we break down the critical and often misunderstood Phase 1, Phase 2, and Phase 3 environmental assessments that can make or break a deal! 🛑 Learn why these phases are essential when working with industrial properties, and how environmental risks, contamination, and remediation could cost millions. Join hosts Lynn Hoffman and Eric Johnson as they sit down with Frank Salvatore, a leading expert in industrial commercial real estate, to uncover the hidden pitfalls and challenges agents and investors face when navigating this complex space. From environmental due diligence to industrial real estate investing tips, this episode is packed with valuable insights for agents, brokers, and anyone interested in the world of commercial transactions. 🔥 Topics Covered: ✔️ What are Phase 1, Phase 2, and Phase 3 environmental assessments? ✔️ How environmental risks impact industrial real estate deals ✔️ Why due diligence is critical in commercial transactions ✔️ Real-world examples of deals that faced major environmental hurdles ✔️ How to succeed in the industrial real estate market 👉 Whether you're a new agent, seasoned investor, or curious about how to break into commercial real estate, this episode is a must-watch! 🔔 Don’t forget to like, comment, and subscribe for more insider tips on real estate investing, industrial property deals, and commercial real estate trends! #CommercialRealEstate #IndustrialRealEstate #EnvironmentalAssessment #RealEstateInvesting #Phase1Phase2Phase3 #DueDiligence #RealEstatePodcast #TheBusinessOfRealEstate #REMAX #IndustrialTransactions #CommercialBroker
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Why You're Failing at Follow-Ups (And How to Fix It) | Episode 28
03/11/2025
Why You're Failing at Follow-Ups (And How to Fix It) | Episode 28
🚀 Struggling to Find New Clients? Here’s How to Fix That! 🚀 In this episode of The Business of Real Estate Podcast, hosts Lynn Hoffmann and Erik Johnson dive deep into real estate lead generation, client retention, and how to build a referral-based real estate business without spending a fortune on marketing. ✅ Key Topics Covered: 🔹 How to use real estate database marketing to stay top of mind with clients 🔹 The power of handwritten notes for real estate agents and why they work 🔹 The best follow-up techniques for real estate agents that turn leads into clients 🔹 Why you should stop buying leads and start leveraging your sphere of influence 🔹 How AI tools for real estate agents and CRMs can help you work smarter, not harder 🔹 Real estate phone scripts & cold calling tips to start more conversations 🔹 The #1 real estate prospecting strategy to increase referrals and boost sales 🔹 How to generate real estate leads without cold calling 🔹 The secret to effective real estate networking and winning more clients 🔹 Why documenting client interactions can protect your business 👥 Who is this for? New and experienced real estate agents looking to grow their business Agents struggling with follow-ups, referrals, and lead generation Anyone who wants to build long-term client relationships and stop chasing cold leads 💡 Resources Mentioned: 📌 Best CRM for real estate agents – How to use it for better follow-ups 📌 Real estate sales techniques that work in any market 📌 Tools to help you stay in touch with past clients and generate more referrals 🔥 Want to Grow Your Real Estate Business? Hit SUBSCRIBE & Turn on Notifications! 🔥 📩 Let’s Connect! 👉 Drop a comment below: What’s your biggest struggle with real estate prospecting? #RealEstateLeadGeneration #RealEstateReferrals #RealEstateCRM #RealEstateMarketing #ColdCallingTips #RealEstateNetworking #ClientRetention #LeadFollowUp #HandwrittenNotes #RealEstateBusinessGrowth
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Episode 26 - The Business of Real Estate - “To Admin or Not to Admin?”
02/04/2025
Episode 26 - The Business of Real Estate - “To Admin or Not to Admin?”
“To Admin or Not to Admin?” In Episode 26 of The Business of Real Estate Podcast, Lynnn Hoffman and Eric Johnson tackle the critical question: "To Admin or Not to Admin?" They explore how hiring an administrative assistant can help agents focus on income-generating activities instead of being bogged down by non-revenue tasks. The discussion emphasizes the importance of recognizing when to bring in an admin—often around 30-36 transactions per year—and understanding the value of delegating tasks that agents may not excel at or enjoy. Lynn and Eric highlight the need for a clear plan, including defining the admin's role, creating a structured onboarding process, and ensuring alignment of expectations through contracts and reviews. They also address common challenges, such as agents’ hesitation to relinquish control and the financial responsibility of hiring an admin. Practical solutions include starting part-time, using tools like energy audits to identify tasks to delegate, and utilizing personality assessments like DISC or Kolbe to ensure a strong working relationship. Ultimately, the hosts stress that a skilled admin can free up valuable time, enabling agents to grow their business while providing a better work-life balance. The episode underscores the idea that investing in the right support can elevate an agent’s career and set them apart from competitors.
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Episode 25 - The Business of Real Estate - Exceeding Client Expectations
01/28/2025
Episode 25 - The Business of Real Estate - Exceeding Client Expectations
Exceeding Client Expectations In Episode 25 of The Business of Real Estate podcast, Lynn Hoffmann and Eric Johnson discuss how realtors can go above and beyond to exceed client expectations during the moving process. Drawing from personal experiences, they emphasize the stress and challenges clients face when relocating and highlight strategies for agents to alleviate those pressures. Key points include the importance of empathy, understanding emotional attachments, and offering practical support like personalized checklists, moving resources, and referrals to reliable professionals. They suggest creating plans tailored to each client’s needs, such as decluttering strategies, moving-day survival kits, and organizing utilities and address changes. The episode underscores the value of providing exceptional post-sale service. From follow-up calls to addressing unforeseen issues, Lynn and Eric stress the need for proactive problem-solving. They also encourage agents to think creatively, such as offering moving boxes, staging assistance, or even arranging cleaning services. By delivering personalized, high-quality service and anticipating client needs, agents can build lasting relationships and stand out in a competitive market. Lynn and Eric conclude by reminding listeners that elevating their level of service transforms clients into lifelong advocates for their business.
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Episode 24 - The Business of Real Estate - All About Referrals
01/21/2025
Episode 24 - The Business of Real Estate - All About Referrals
Episode 24 - The Business of Real Estate All About Referrals In this episode, Lynn Hoffmann and Eric Johnson dive into one of the most powerful tools for growing a real estate business: Referrals. They emphasize that while many agents want to generate referrals, few have a clear plan to do so effectively. Key takeaways include working your existing database—your “pot of gold.” Too often, agents focus on cold leads and overlook their current connections, who already know, like, and trust them. Lynn and Eric stress the importance of adding value to every interaction, whether through personalized notes, sharing insights (like market stats), or simply staying in touch consistently. Agents are encouraged to teach their networks how to refer them. This includes clarifying the type of clients they want and showing their contacts what to say when introducing them. They also highlight the importance of identifying life “triggers” (like marriage, promotions, or downsizing) that lead people to buy or sell homes. Ultimately, referrals are about building relationships, delivering exceptional service, and being consistent. The hosts remind agents that real estate is a “contact sport” requiring meaningful conversations. By nurturing their database and providing value, agents can create a reliable, scalable referral system to grow their business. #remaxescarpmentandniagara #realestate #thebusinessofrealestate #buildingrelationshipsinrealestate #buildingrelationshipsinsales #ericjohnson #lynnhoffmann #referralsinrealestate #referralsinbusiness #allaboutreferrals #businessreferrals #remaxen
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The Business of Reat Estate – EPISODE #23
12/24/2024
The Business of Reat Estate – EPISODE #23
Episode 23 - The Business of Real Estate Building a Consistent, Purpose-Driven Real Estate Business In this episode of The Business of Real Estate podcast, Lynn Hoffmann and Eric Johnson discuss the importance of developing a business strategy tailored to your strengths, purpose, and goals. Drawing insights from two highly successful but vastly different real estate professionals, they emphasize that there is no one-size-fits-all approach to real estate success. The key takeaway? Consistency is everything. Whether your strategy includes open houses, personal notes, or targeted lead generation, success depends on crafting a plan that aligns with your strengths and values, then executing it consistently. Agents are encouraged to focus on delivering exceptional service, listening deeply to client needs, and building their personal brand. Lynn reminds agents that they are the presentation and emotional brand their clients experience. By going above and beyond—much like examples from the Ritz-Carlton—agents can create memorable moments that drive referrals and repeat business. Finally, the hosts stress simplicity: Avoid overcomplicating your approach. Listen, act on what clients need, and design a consistent, strategic plan that supports your clients’ goals and your desired lifestyle.
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The Business of Real Estate – EPISODE #22
12/10/2024
The Business of Real Estate – EPISODE #22
The Business of Real Estate – Episode 22 Episode 22 – Complexities of Commercial Real Estate Welcome to The Business of Real Estate Podcast With Special Guest: Sam Stogiannes This week, Lynn Hoffmann and Eric Thompson dive into the complexities of commercial real estate with special guest Sam Stokes. If you've ever considered exploring commercial real estate, this episode is for you. Commercial real estate is a different beast compared to residential. It involves varied types like retail, industrial, office spaces, and farms, each with unique challenges like leases, tax implications, and environmental reviews. Sam explains how relationships with landlords, tenants, and buyers play a critical role, especially when selling both a business and a property. Starting in commercial requires understanding complex concepts like cap rates, triple-net leases, and financing nuances. Sam recommends focusing on small leases initially to master the language and intricacies of commercial transactions. Networking is vital—commercial agents often rely on exclusive connections and back-channel deals, much like luxury real estate. For aspiring commercial agents, mentorship is key. Shadowing experienced agents or partnering on deals can prevent costly mistakes. Commercial transactions often take longer and require specialized knowledge, but they can be immensely rewarding. If you’re ready to expand into commercial real estate, reach out to experienced professionals who can guide you through this lucrative and exciting field.
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The Business of Reat Estate – EPISODE #21
12/03/2024
The Business of Reat Estate – EPISODE #21
The Business of Real Estate – Episode 21 Episode 21 – Luxury Real Estate Welcome to The Business of Real Estate Podcast This week, Lynn Hoffmann and Eric Johnson explore the world of luxury real estate. Many agents aspire to scale their business, and luxury properties offer the perfect opportunity to increase earnings while selling fewer homes. But stepping into the luxury market requires a shift in mindset, skills, and strategy. Luxury real estate isn’t just about price points—it’s about offering an exceptional experience. Building trust with high-net-worth clients requires confidence, knowledge, and professionalism. Clients may live modest lifestyles or exhibit understated wealth, so avoid stereotypes. Clean cars, polished appearances, and sharp communication make strong first impressions. Networking is vital. Collaborating with other luxury agents expands opportunities, especially for off-market listings or exclusives. Selling luxury often involves tailored marketing—like lifestyle videos, exclusive portals, and networking events—to target specific buyers and preserve privacy. Preparation is key. Learn the finer details of luxury living—art, wine, architecture, and design trends. Develop comprehensive marketing strategies that highlight a home’s unique lifestyle. Confidence and continuous self-improvement are essential. Luxury real estate offers immense potential for growth. It’s about listening, adapting, and delivering exceptional value. Thanks for tuning in—stay connected for more insights on thriving in this unique space!
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The Business of Reat Estate – EPISODE #20
11/19/2024
The Business of Reat Estate – EPISODE #20
Episode 20 – Habits Welcome to The Business of Real Estate Podcast with Lynn Hoffman and Eric Johnson! This week, we're tackling habits. Are you stuck knowing what to do but can’t seem to gain momentum? Or do you start something, only for it to fizzle out? You're not alone, and today, we're diving deep into building sustainable habits. Habits form the foundation of success. Whether it's making daily calls, following up with clients, or managing your CRM, the key is consistency. Start small—focus on five calls a day or updating your CRM step by step. Remember, creating habits takes time and intentionality. It's not about perfection; it's about persistence. We discuss strategies like identifying triggers, rewiring your mindset, and using accountability partners to stay on track. Celebrate your wins, however small, and don’t let fear hold you back—your clients will appreciate the connection. Consistent actions lead to big results. This business is about building relationships and staying proactive. Take small, daily steps to grow, and you'll be amazed at the transformation. Ready to develop the habits that lead to lasting success? Let’s get started!
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The Business of Reat Estate – EPISODE #19
11/12/2024
The Business of Reat Estate – EPISODE #19
All About Mortgages In this episode of The Business of Real Estate podcast, hosts Lynn Hoffmann and Eric Johnson discuss the importance of building strong relationships between realtors and mortgage professionals, featuring insights from James Buckland of RBC Mortgages and Rebecca Basken of Mission 35 Mortgages. The conversation highlights the value of mutual referrals, effective communication, and collaboration in serving clients. James emphasizes the role of trust and consistent engagement, while Rebekah discusses the benefits of face-to-face interactions and the diverse lending options offered by independent brokers. Both guests encourage realtors to prioritize regular communication, educate themselves on financial products, and create lasting professional partnerships for enhanced client experiences. The episode reinforces that successful partnerships in real estate are built on trust, education, and consistent outreach.
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The Business of Reat Estate – EPISODE #18
11/05/2024
The Business of Reat Estate – EPISODE #18
Seasons of Change In this episode of The Business of Real Estate podcast, Lynn and Eric discuss the importance of flexibility in response to changing markets. Titled "Seasons of Change," they emphasize how agents must adapt to different market conditions, whether it's a buyer’s market, seller’s market, or balanced market. They stress the need for agents to have multiple strategies, such as diversifying lead generation and being prepared for various scenarios. The conversation highlights the necessity of educating clients, both buyers and sellers, on market trends and pricing. They also discuss how market conditions, such as rising interest rates or increased listings, can impact buying and selling strategies. Lynn and Eric remind listeners to embrace change, maintain a flexible mindset, and develop multiple streams of business to thrive regardless of market shifts. They conclude by encouraging agents to stay ready, adapt to market fluctuations, and continuously educate themselves and their clients.
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The Business of Real Estate – Episode #17
10/08/2024
The Business of Real Estate – Episode #17
All About Coaching With Special Guests: Mary-Anne Gillespie, CEO of Red Apple Coaching, and David Greenspan, CEO and founder of MindShare 101 Episode 17 of "The Business of Real Estate" podcast focuses on the importance of coaching in the real estate industry. Hosts Lynn Hoffmann and Eric Johnson are joined by two guests, Marianne Gillespie, CEO of Red Apple Coaching, and David Greenspan, CEO and founder of MindShare 101. The discussion revolves around the value of having a coach, what to look for in a coach, and how coaching can impact an agent's success. Key points discussed: The Role of a Coach: Coaches provide accountability, helping real estate agents stay on track and push their limits. Not everyone may feel they need a coach, but those who seek to reach their goals faster and with fewer mistakes can significantly benefit from one. What to Look for in a Coach: Experience: It's important to ask how many billable coaching hours a coach has. Full-Time Commitment: Ensure the coach is fully dedicated to coaching, rather than doing it as a side job. Social Proof: Look for testimonials and actual results from past clients to ensure credibility. Why Coaching is Essential: Coaching is crucial for agents at all levels, from beginners to top performers. It helps in building necessary skills, navigating challenges, and achieving business goals. The guests emphasize that the real estate industry is becoming more challenging, and having a coach can provide the necessary edge to succeed. Personal Experiences: Marianne shares her own journey of hiring multiple coaches to achieve her Ironman World Championship, underscoring the power of having expert guidance. David highlights the importance of continuous learning and being accountable, not just to a coach but also to oneself. Final Thoughts Both guests stress the importance of finding a coach who is passionate, experienced, and truly invested in the client’s success. The episode concludes with a reminder that while real estate is a tough industry, the right coaching can help agents live their dreams and achieve their full potential. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #16
10/01/2024
The Business of Real Estate – Episode #16
Creating a Unique Client Experience With Special Guest: Conrad Zurini In Episode 16 of "The Business of Real Estate" podcast, hosts Lynn Hoffmann and Eric Johnson welcome Conrad Zurini, broker-owner of RE/MAX Escarpment and RE/MAX Niagara. The discussion centres on creating a unique client experience in real estate. Conrad shares his journey of growing a brokerage from 85 agents to nearly 1,000, attributing success to providing personalized, boutique-like experiences for both clients and agents. Key insights include the importance of accessibility and responsiveness, with Conrad emphasizing the value of being available and engaging directly with agents and clients. He also highlights the significance of tailored services, likening it to the difference between stovetop-cooked oatmeal and microwaved oatmeal—demonstrating that going the extra mile can enhance the client experience. The conversation also touches on the role of AI in real estate, with Conrad noting that AI can assist in providing data-driven insights to help agents create more personalized and effective client interactions. However, the personal touch and deep understanding of client needs remain irreplaceable in building trust and loyalty. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #15
09/24/2024
The Business of Real Estate – Episode #15
Using a CRM In Episode 15 of "The Business of Real Estate" podcast, hosts Lynn Hoffmann and Eric Johnson dive into the importance of using a Customer Relationship Management (CRM) system. They emphasize that a CRM is essential for maintaining and automating contact with clients and leads, preventing valuable relationships from falling through the cracks. Key points include: Choosing the Right CRM: Select a CRM that aligns with your needs and, most importantly, one that you will consistently use. Ease of Use: Start by gradually inputting contacts and integrating the CRM into daily tasks to avoid feeling overwhelmed. Automation and Organization: CRMs help automate tasks, track important client details, and set reminders, making your business more efficient. Long-term Value: A well-maintained CRM can provide long-term benefits, including better client retention and the ability to sell your database in the future. The episode encourages real estate professionals to invest in and actively use a CRM to enhance their business operations and client relationships. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #14
09/17/2024
The Business of Real Estate – Episode #14
What do you want to be when you grow up? With special guest: Tony Johal Episode 14 of "The Business of Real Estate" podcast, hosted by Lynn Hoffmann and Eric Johnson, features a guest with a diverse background in real estate, Tony Johal covers everything from residential sales to commercial, brokerage ownership, and franchising. He emphasizes the importance of understanding one's motivations for career changes and highlights the need for careful planning and reflection before making big decisions. Tony advises agents to only expand into team leadership or new ventures if they have an overflow of business. He also underscores the value of coaching, mentorship, and alignment with forward-thinking companies. The episode offers insights into balancing personal sales with team management, the power of consistent branding, and the importance of tracking marketing efforts. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #13
09/10/2024
The Business of Real Estate – Episode #13
Unique Value Proposition In Episode 13 of "The Business of Real Estate" podcast, hosts Lynn Hoffmann and Eric Johnson discuss the importance of having a Unique Value Proposition (UVP) in the real estate industry. They emphasize that many realtors struggle to clearly define what makes them stand out. The key points covered include: Defining Your UVP: Realtors need to understand what makes them unique and focus on their strengths rather than trying to appeal to everyone. Standing Out: It’s important to go beyond standard offerings like high-quality photos or drone footage by providing exceptional service that truly differentiates you from competitors. Consistent Communication: Regular, consistent communication and delivering on promises are vital for building trust and maintaining client relationships. Feedback and Improvement: Asking clients for feedback helps in refining your UVP and improving your service. Value in Teams: Team leaders and brokerages also need a clear UVP to attract and retain team members, ensuring everyone understands the value provided. The episode concludes with a reminder to continuously refine and communicate your UVP to succeed in real estate. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #12
09/03/2024
The Business of Real Estate – Episode #12
Overcoming Objections In this episode of "The Business of Real Estate" podcast, hosts Eric Johnson and Lynn Hoffmann dive into the topic of overcoming objections in the real estate industry. They emphasize that objections should be seen as opportunities rather than roadblocks. Lynn introduces the "LIMBS" approach (Listen, Isolate, Mirror, Solve) for handling objections effectively, while Eric highlights the importance of isolating the objection to avoid a barrage of concerns from clients. They discuss various strategies, including the importance of preparation, practicing responses, and understanding the underlying reasons behind client objections. The episode also touches on the value of empathy, maintaining a positive mindset, and the significance of clearly communicating the value proposition to clients. Both hosts agree that handling objections with confidence and skill is crucial to success in real estate. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #11
07/30/2024
The Business of Real Estate – Episode #11
Personalities Welcome to episode 11 of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today, we discuss managing different personalities in real estate using systems like DISC and colors to understand and work effectively with various personality types. DISC categorizes into Dominance (D), Influence (I), Steadfastness (S), and Conscientiousness (C). Knowing your personality helps you interact better with others. For example, Ds are direct and results-oriented, while Is are outgoing and enthusiastic. Understanding these differences aids in improving communication and building stronger relationships with clients. To market effectively, tailor your approach to different personalities. Ds appreciate directness and value, while Is look for excitement and engagement. Ss value testimonials and a homey feel, and Cs require detailed information and facts. Recognizing and adapting to these personalities can enhance your real estate practice. For more insights, subscribe to our podcast and join the conversation. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #10
07/23/2024
The Business of Real Estate – Episode #10
Who's in Your Room? Welcome to episode ten of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today’s episode is “Who’s in Your Room?” We discuss networking and building relationships to grow your business. We’re joined by special guest Rabbi Mario, Executive Director and franchise owner of BNI in Barry, Ontario. Networking is crucial for realtors, but many overlook the importance of relationship-building. Rabbi Mario shares his journey, emphasizing the significance of aligning with professionals targeting the same clients. Effective networking involves identifying key partners, fostering relationships, and providing value. It’s about developing a referral system where trust and mutual benefit are paramount. Successful networking requires a strategic approach, understanding who to connect with, and how to provide value. Regular meetings, consistent follow-ups, and a focus on giving before receiving can help build a strong network that supports business growth. For more tips on networking and real estate, subscribe to our podcast and stay tuned for more episodes. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #9
07/16/2024
The Business of Real Estate – Episode #9
Open Houses – Cracking the Code Welcome to episode nine of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today we're discussing open houses, improving them, and maximizing their effectiveness. If you're a realtor struggling to get the most out of your open houses, stay tuned. Open houses are crucial marketing tools for realtors to generate leads and interest. Some realtors excel at them, while others struggle. It's essential to understand that open houses are not only about showcasing the property but also about building connections with potential clients. To succeed, know every detail about the house, engage with visitors, and follow up promptly. Always ensure the house is presentable, use effective signage, and prioritize safety by having another agent with you. Remember, preparation, engagement, and follow-up are key to making open houses a valuable part of your real estate strategy. Subscribe to our podcast for more tips on The Business of Real Estate with Lynn Hoffman and Eric Johnson. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #8
07/09/2024
The Business of Real Estate – Episode #8
Panning for Gold Welcome to episode eight of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today, we're talking all things prospecting and generating clients for your real estate business. Many agents confuse marketing with prospecting. Prospecting involves finding and adding new people, turning them into leads for your database, and following up with them. This process includes various methods like door knocking, cold calling, and hosting open houses. The goal is to build relationships and provide value to potential clients. Remember, it's essential to follow up consistently. Building a relationship with your prospects ensures they think of you when they're ready to buy or sell. Stay tuned for more tips on effective prospecting in real estate. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – Episode #7
07/02/2024
The Business of Real Estate – Episode #7
To Team, or Not to Team Welcome to episode seven of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today, we're discussing whether to join or start a team. We'll hear from team leaders about creating and leading a team, and also discuss what single agents should consider when joining a team. Joining us are Justine Wolcott from the Wolcott Team at RE/MAX Escarpment and Shawn Delight, team leader at Davidson Delight at RE/MAX Niagara. Teams offer training and support, but they aren't just about feeding leads; prospecting is crucial. Agents need to focus on follow-up and nurturing leads. Shawn emphasizes the importance of creating a business mindset when leading a team and highlights the role of client concierge services. Justine points out the need for contracts and proper team structure. Both recommend coaching for prospective team leaders to avoid common pitfalls. Thanks for listening! Follow and subscribe for more episodes. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – EPISODE #6
06/25/2024
The Business of Real Estate – EPISODE #6
Marketing Tells a Story Welcome to episode six of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today’s topic is marketing and how it tells a story to the public. We discuss the differences between marketing, branding, and prospecting. Marketing involves promotion and crafting a narrative, while branding is about your identity. We emphasize the importance of knowing your audience, their needs, and where they get information. Effective marketing requires a plan, tracking results, and consistent communication. Join us as we delve into strategies to create meaningful connections and successful marketing campaigns. Stay tuned for more insights on the Business of Real Estate podcast. For more information or to request any materials mentioned in the episode, contact us at:
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The Business of Real Estate – EPISODE #5
06/18/2024
The Business of Real Estate – EPISODE #5
"Who Do You Know?" Welcome to episode five of The Business of Real Estate podcast with Lynn Hoffman and Eric Johnson. Today’s topic is all about databases—who should be in them and how to manage them effectively. Many agents misunderstand what a database is; it should include everyone you know, not just past clients. A database is a collection of relationships, essential for referrals and building business. Lynn and Eric emphasize the importance of segmenting your database and maintaining regular, meaningful contact. It's not just about sending emails or newsletters but building genuine relationships. They discuss overcoming the fear of asking for referrals and the value of each contact. The key takeaway is to treat your database as a goldmine, nurturing and growing it through consistent and personal interactions. For more information or to request any materials mentioned in the episode, contact us at:
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