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5 Quick & Easy Real Estate SEO Hacks
  • By: Matt Milia
  • Published: July 9, 2018

Real Estate Search Engine Optimization (SEO) is a popular topic on online forums, Facebook groups, and training events all over the country. Unfortunately most speakers, trainers, and coaches teach strategy and theory. I’m here to show you actionable tactics that you can implement today to easily boost your search engine rankings. However, I want to be completely transparent with you… SEO takes a while. It’s a long term investment. But it pays off in the end! Facebook Reviews Aren’t Just For Facebook Google is smart. They’ve realized two things. First, it’s really hard to get people to use a social media platform that is basically a “me too” product. Second, reviews are everywhere. So, instead of penalizing businesses who don’t have Google Reviews, Google is aggregating reviews from major websites all over the web. This includes Facebook. So, what does that mean for you? If you’re looking to quickly inject your SEO efforts with a little bit of rocket fuel — make sure you’re leveraging your Facebook Page in order to get some killer reviews in your search rankings. Fish Where The Fish Live: Pinterest If you’ve been paying attention to social media trends, you’ve surely heard of Pinterest. The predecessor of Instagram, Pinterest was the original…Read More

Your Buyers Are Curious If They Can Buy Their First Home
  • By: Matt Milia
  • Published: July 2, 2018

Let’s face it, real estate can be confusing. Real estate can be frustrating. Real estate can be overwhelming. And, real estate can even be a little bit of a headache. That’s why many people in America, those who could afford to purchase a home but don’t, wind up renting for years longer than they want to… all because they don’t know what they don’t know. Some of them might struggle with wanting to get married or start a family, maybe they think they are too young, or perhaps they think that with their current level of income, they would never qualify for a mortgage. That’s where you, the real estate expert, comes into play… Your primary job when working with this type of buyer, the one who is “just looking”, is to reassure them that you are the expert in your area and are working for them, as a part of their team. Especially since NAR’s most recent Profile of Home Buyers & Sellers breaks down the first-time homebuyers in these categories… % of all FT Buyers Household Income Median Age All FT Buyers 100% $75,000 32 Married Couple 57% $87,100 32 Single Female 18% $54,000 35 Unmarried Couple 16% $77,300 30 Single Male 7% $59,600 31…Read More

The #1 Secret To Converting Phone Appointments
  • By: Matt Milia
  • Published: May 8, 2018

We’ve all been there. On the other end of the phone, “dialing for dollars”. Either manually, dialing by hand for hours at a time. Or, stuck to the other end of a one, two, or three-line dialer — just hoping someone will pickup the phone. Begging lady luck to smile upon us and let someone — anyone — answer the phone. But, what if I told you that there was a few secrets to converting phone appointments? Getting into the Mindset of Your Lead: The Prescreen What do you normally do when someone calls you from a phone number that you don’t recognize? Do you pick it up, eagerly anticipating the phone call? Or, do you do what most people do, including the leads that you’re trying to get in touch with, and screen your calls? Do you let your voicemail do all the dirty work of figuring out who the caller is? That’s exactly what you’re leads are doing. When you call someone, especially when cold calling, and they’re not expecting your call — you’re going to be hard pressed to get them to pick up their phone on the first call. That’s why most professional Inside Sales Agents will use a series of local phone…Read More

Why You Need To Hire An ISA Coach
  • By: Matt Milia
  • Published: April 30, 2018

“A coach is someone who can give correction without resentment.” – Coach John Wooden Do you have an Inside Sales Agent? Who’s coaching them? Do you have an ISA Coach? If not, you could be limiting the effectiveness and success of your Inside Sales Agent (ISA). That’s because coaches help you identify and focus on what’s important, which accelerates your success. According to, good coaches: Create a safe environment in which people see themselves more clearly; Identify gaps between where the client is and where the client needs or wants to be Ask for more intentional thought, action and behavior changes than the client would have asked of him or herself Guide the building of the structure, accountability, and support necessary to ensure sustained commitment Successful athletes obviously understand the power of coaching. The United Kingdom Coaching Strategy describes the role of the sports coach as one that “enables the athlete to achieve levels of performance to a degree that may not have been possible if left to his/her own endeavours.” The top real estate teams and brokerages understand that ISA coaching can help increase the performance and output at of their ISA. ISA coaching can have a massive impact on an organization’s financial performance; according to an ICF…Read More

The ISA Is No Longer Optional For Growth
  • By: Matt Milia
  • Published: April 16, 2018

The reality is that ISAs are becoming a bigger part of profitable real estate teams. And it’s 100% true. Back in 2004, Gary Keller’s book, The Millionaire Real Estate Agent, described the role of inside sales agents as mere “telemarketers.” Today, the ISA’s role has progressed to the point where organizations have entire departments dedicated to inside sales or they outsource their ISA efforts to companies who engage and qualify leads for their teams. The Millionaire Real Estate Agent 2 is to be released soon and shifts its outlook on the ISA by introducing it as a “Key Role” that should be introduced as early as possible in the team building process. ISA’s are all in all fairly new to the real estate space. It was a natural evolution from glorified “receptionist” to “lead qualifier” to full blown commissioned sales positions. The ISA role has become much more than simple “lead scrubbing”. What is an ISA? The basic job function of an ISA (Inside Sales Agent), whether they are virtual or in-house, is to usually be the first “human” contact made with a new lead. They progress a lead up to the “qualified appointment set” step but stop short of going on listing or buyer appointments, and…Read More

Do You Have What Buyers And Sellers Are Looking For
  • By: Matt Milia
  • Published: April 10, 2018

What are buyers and sellers looking for when it comes to trusting someone that’s going to help them make their dream of owning a home a reality? How do they know if they’ve found the right agent? The most important characteristic that buyers and sellers are looking for in an agent is someone who is going to take the time to really educate them on the choices available to them and their ability to buy in today’s market. As the financial guru Dave Ramsey advises consumers: “When getting help with money, whether it’s insurance, real estate or investments, you should always look for someone with the heart of a teacher, not the heart of a salesman.” They will do their research. They’ll ask their friends and family for recommendations of professionals they’ve worked with in the past and have had good experiences with. They are going to look for an agent who will be honest and trustworthy; after all, they’ll be trusting you to help them make one of the biggest financial decisions of their life. Whether this is their first or fifth time buying a home, they want to make sure that they have an agent who is going to have the tough conversations with them,…Read More

The Easiest Way To Set 10 Appointments In 1 Month
  • By: Matt Milia
  • Published: March 26, 2018

I originally recorded this video exclusively for a small-group mastermind. The agents in this group had the same frustrations and pains that we’ve all faced… Not knowing where your next lead, your next phone call, your next appointment, or your next sale is coming from. Let’s face it, one of the toughest things in real estate is predictability… Not only for business growth or, in some extreme cases, knowing that your going to stay in business, but also for peace of mind, momentum, and knowing what you should be working on to get the best result. So let me ask you a question… Do you know your numbers? What I told you that it was fairly easy to go from 25 opportunities, to 10 Appointments, to 4 sales a month? That’s what The Stasek Method is all about… this is how we build a pipeline. Opportunities Let me be clear upfront. An opportunity is not a lead. An opportunity is someone that we’ve talked to, had a conversation with, and determined whether or not they were going to sell their home, and if they were, what their timeline was. Any opportunity that is taking action now we will set an appointment immediately. Opportunities that are looking to sell in 1-2-3…Read More

If Content Is King, Video’s The Army & Targeted Video Is The Sniper
  • By: Matt Milia
  • Published: March 20, 2018

We’ve seen the increased engagement of video take off over the past 7 years with innovations in technologies that make it easier and easier to engage with your audience. As more and more businesses are using video to engage with consumers, consumers are becoming increasingly more particular about what they watch and what they expect. In 2012, the National Association of Realtors found in a study that 85% percent of buyers and sellers “prefer to work with an agent who uses video marketing,”. Ok, that was in 2012, it’s now 2018. Since then, video consumption has become more and more the “standard” in lead/consumer engagement. As many other agents have made the shift to video, there’s now another level of video engagement that a few savvy agents are leveraging. If you want to stand out from the noise of videos your audience is seeing every single day, you need to create a targeted video. What is targeted video? It’s a video that’s not made for any potential client, but a specific client. That’s right. It’s specific content made for a specific audience. For example, if you’re targeting first time home buyers, you need to create a video that speaks directly to a first time home buyer in…Read More

How To Handle Every Objection
  • By: Matt Milia
  • Published: March 16, 2018

We’ve all heard them. Heck, me might have even used some of these same lines when we had door-to-door salesmen, prospecting phone calls from folks we weren’t expecting, or even with overly pushy car salesmen. It’s the oft dreaded objection. “I have to talk to my wife”, or, how about, “I have to sleep on it. If it’s a good idea today, it’ll be a good idea tomorrow!” Objections are a salesperson’s worst nightmare… or their greatest ally. By being able to articulate your value while overcoming your prospect’s objections, your sale is all but guaranteed. And, even most agents don’t want to admit it, a big part of being a real estate agent is sales… and a big part of sales is objection handling. So here it is… the top objections and a seamless script to be able to adapt to any situation. “Just Bring Buyers…” Of course, I’d love to bring you some buyers; however, the last thing I want to do is it bring people who aren’t qualified to your home, so can you tell me a little bit more about the house? “Why Are You Asking These Personal Questions? I Don’t Feel I Need To Disclose This To You. (Expired)” I completely understand,…Read More

5 Things You NEED To Know About Millennial Buyers
  • By: Matt Milia
  • Published: March 12, 2018

ver the last 4 years, buyers that are 36 years old or younger (Millennials/Gen Y’ers) are the largest share of home buyers at 34%. 66% of these buyers were also first-time home buyers. This year’s report saw an increased share who purchased in suburban locations and who purchased detached single-family homes. 49% of buyers 36 years and younger now have children under the age of 18 in their home, 66% are married couples, and 13% are unmarried couples (the largest share of all generations). With those numbers, it’s well worth spending some time to learn a bit more about these buyers. You NEED to know what they’re looking for and what’s important to them. We’ve Compiled This List Of The Top 5 Reasons Millennials Are Choosing To Buy: To Have Control over Their living Space – 93% Many Millennials who rent a home or apartment prior to buying their own homes, dream of the day that they will be able to paint the walls whatever color they’d like, or renovate an outdated part of their living space. Many others who have waited to add a pet to their families daydream about the day that they’ll be able to go pick out their ‘furever’ friend. Owning your own…Read More

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