Master The Real Estate Hustle

Master The Real Estate Hustle is a place where you can view videos, motivational messages and real estate tips to help members focus on growth and profitability in their real estate businesses.

You're great where you are, just too good to stay there!

Operating as usual

07/03/2021

Broker/Agent Advisor
Chad Golladay
Congratulations to Michael Coburn... Seven Star 'Broker★Agent of the Month' for the entire state of Texas! Easy selection this month for 'Broker★Agent of the Month' Texas. Michael represents a genuine example of what many aspire to in real estate and one whom we couldn't be more proud to share this honor with. Look forward to hearing more from Michael soon!
★★★★★
Broker★Agent™ Advisor recognizes the finest professionals in real estate based on achievement, potential, leadership, ethics, community value, experience, capability and trust.
There is no cost or fee required, which makes this honor one of the most genuine in the industry towards identifying those truly worthy of special recognition and distinction.

Broker/Agent Advisor
Chad Golladay
Congratulations to Michael Coburn... Seven Star 'Broker★Agent of the Month' for the entire state of Texas! Easy selection this month for 'Broker★Agent of the Month' Texas. Michael represents a genuine example of what many aspire to in real estate and one whom we couldn't be more proud to share this honor with. Look forward to hearing more from Michael soon!
★★★★★
Broker★Agent™ Advisor recognizes the finest professionals in real estate based on achievement, potential, leadership, ethics, community value, experience, capability and trust.
There is no cost or fee required, which makes this honor one of the most genuine in the industry towards identifying those truly worthy of special recognition and distinction.

05/14/2021

Hey my Agent Friends, have you ever had a seller say..."Why would I hire you and pay a commission in this market, when all I have to do is put a sign in the yard and sell at full price?" I put together a great script and it's the truth about how we make sellers more money and we do all the work. Check it out!
Here is a copy of the FSBO Script:
https://s3.amazonaws.com/.../FSBOSCRIPTinaSELLERSMarket.pdf

03/15/2021

What’s the Age Old Question?

Hello friends! I have a question for you today, it’s the age old question in real estate. Here’s a clue...it’s not What came first, the Chicken or the Egg! Watch this quick video to see what it is!

02/09/2021

Get Your Next Buyers Offer Accepted!

This market is crazy!😆If you have a listing- way to go! If you are a buyers agent, I am here to help!🏡

Demand is HIGHER and inventory is EXTREMELY LOW!😢

✅Are you sick and tired of multiple offer situations?
✅Are you frustrated because your offers aren't getting accepted?

Here is a little bit of GOLD for you!💰

Before Writing an Offer🙅‍♀️
✅Call The Listing Agent and Ask Questions:
✅Is the home still available?
✅Do you have any offers working on this listing?
✅How much are they offering?
✅Do you know of any offers coming in?
✅Is the seller in town and available to respond, should I present an offer?
✅Where would you like me to send the offer?
✅What is the seller’s situation? (Relocation, new home, divorce, pre-foreclosure)
✅What is the sellers timing? How soon can they move? Do they need a leaseback?
✅Get the sellers disclosure in advance & survey if possible (check NTREIS)
✅I’m so excited about selling this home and working a deal with you (Brown nose)
✅Never Challenge the Listing Agent: Do not question the listing agent’s comps; all you are going to do is create an adversary from the start.

What Can You Say? 🗣
✅Can you tell me what the other offers are?
✅Are any of the other offers, your buyers?
✅Why is the owner selling?
✅Have you had a previous inspection?
✅Can you tell me what it will take to win?

Make Your Offer Attractive 💲
✅Offer to pay for title policy
✅Buy your own HOA docs
✅Give a free lease back
✅Lot$ of earnest money $
✅No option period
✅Short option with high option fee $$$
✅Buy your own survey, if seller does not have one
✅Complete appraisal within X days (check with lender)
✅Use Appraisal Clause Waiver or buyer will pay the difference
✅No Seller Concessions
✅Close at the Title Company the listing agent request
✅Make the offer with no contingencies, financing or sale
✅Make your first offer your best offer
✅Ask when the sellers want to close, be flexible
✅Make it easy on the seller to accept your offer

Gratitude!
🙏
Michael

02/06/2021

Learn the Secret of Top Producers!

Michael's Monday Morning MOJO LIVE!

Time are you Spending it or Investing it! Find out the Secret of Top Producers! Learn the Cost of Investing one hour per day!

02/02/2021

What's Your Commission?

Today I've got a real quick tip for you and I'm talking to a listing client and they say, "Well, before you come out, what is your commission?" 😲

A lot of us always get into the conversation about our commission at this point. 🗣 I just want to caution you, this is not the time to talk about your commission, because if they've got an idea that they only want to pay you X, Y, or Z, and you say A, B or C, then the chances of getting to still continue to go on that appointment are very slim.🛑

Here's what you want to do.💲

When somebody says:

"Well, before you come out"

Because you're going to ask them a lot of pre-listing questions, because you're calling to confirm, to follow up before you get there.

You say:
"Are there any other questions before I arrive?"

They say:
​"Yeah. Well, what do you charge?"

You say:
"Mr. And Mrs. Seller, I can see that my professional service fee is very important to you. What I'm going to do is when I get there, I'm going to show you my marketing plan and let you decide what you think I'm worth. How does that sound? Sound fair? Great. I'll see you Tuesday at 5:00 or whatever."

That's just your real quick tip of the day. 💥

Don't ever, ever, ever tell somebody what you charge until you've got an opportunity to present your value.🙅🏻‍♂️🙅‍♀️

Most importantly is you've got to get in front of people.👩🏼‍💻👨🏻‍💻

Never talk about what you do and don't do over the phone.📱 Always do this in person after you've had a chance to present your value.👩👨🏻

This is your quick tip for the day!

Remember guys, you're great where you are. You're just too good to stay there.

Gratitude
🙏

Michael

02/01/2021

Truth About Online Leads

I have some amazing news that will help you strategize your lead generation activities and take your business to the next level and beyond in 2021.💯

Today, I am going to give you the truth about online leads, and is this where you should be investing time and money!⏰💲

I am going to give you the truth about online leads and answer the question; "where should I be investing my time and money to get the greatest amount of ROI." 💻

These next 3️⃣ sentences sum up the findings from NAR.

Recent reports released by the National Association of REALTORS say 64% of sellers found their agent through a referral and 25% used the agent they had previously worked with to buy or sell a home. That means 89% of transactions are repeat and referral deals.

This tells us that 11% of all other deals done come from all of those other sources, direct mail, sign calls, door knocking, cold calling, expired listings, walk ins...and web leads. So we can safely deduce that web leads account for less than 11% of completed real estate transactions.

Online lead generation can be a great supplemental strategy. You just need to adjust how much time and budget you’re devoting to it. Knock it down to 5%. And when you're setting your goals and forecasting how many deals you'll earn, remember that the average web lead conversion rate for the real estate industry is 0.5-1% (lead to closings).

IF YOUR REALLY SERIOUS ABOUT YOUR BUSINESS KEEP READING!

Here are the new statistics on lead sources:

✅89% of transactions are repeat and referral deals
✅11% are from the other sources we talked about

We can safely say that web leads account for less than 11% of all completed real estate transactions.💻

So what does this all mean?

These statistics tell you how you can most effectively prioritize your activities to generate the most business.🏡

There are two key takeaways here:

📌Focus first on generating referrals and repeat business.
📌Dedicate 80-90% of your time and energy on staying in touch with past clients and nurturing those relationships.
📌Purchasing new leads and even generating leads organically should be further down on your list of priorities.
📌Cut back to spending just 5% of your resources on obtaining online leads.

Statistics paint a pretty clear picture.

To get an even deeper understanding of why web leads aren’t as valuable as past clients, let’s take a look at the different types of online leads... and their pros and cons.👏🏼

Let's talk about the 3️⃣ types of web leads.

100% Purchased Leads:

Leads generated by placing an ad on a home search site like Zillow, Trulia, or Realtor.com.

Pros: Almost no setup on your part; potential to start generating leads immediately
Cons: Rented audience (you’re only in front of them for as long as you’re paying); expensive; must submit to their rules and limitations
Paid Self-Generated Leads:

Leads obtained by advertising in search engines (e.g. Google AdWords) or on social media (e.g. Facebook Ads, LinkedIn Ads).

Pros: Some creative freedom; less expensive than 💯% purchased leads
Cons: Rented audience; must submit to their rules and limitations; requires knowledge of the latest best practices
Organic Self-Generated Leads:

Leads earned through content marketing for example, writing a blog post, optimizing it with keywords so it gets found on Google, and including some sort of call-to-action in the blog that encourages readers to get in touch with you.

Pros: Although moderately expensive to start, becomes less expensive and more sustainable in the long run
Cons: Shared audience (competing with other agents for attention in search engines and on social media); requires a lot of time and energy to create content and stay on top of best practices
Now that we’ve gone through the different types of online leads, compare those with what I like to call your 💯% Owned Leads.

💯% Owned Leads:

Leads who are already in your database; the people with whom you already have a relationship.

Pros: Most sustainable long-term and becomes less expensive over time; timeless strategies work best, so it’s easy to keep up; people who already know, like, and trust you are more likely to convert to repeat or referral business
Cons: Requires a lot of time and energy to build relationships It’s clear that these 100% owned leads—your past clients and existing relationships—should be getting the majority of your attention.
It seems that many agents are still putting way too much time⏰, money💲, and effort into web leads...and neglecting their past clients.😕

According to NAR, 70% of sellers say they would definitely recommend their agent for future services...but only 25% actually do use the same agent the next time they sell their home.

Agents are losing clients.😲Somewhere between closing and the next time they’re ready to buy or sell, these past clients are getting picked up by other agents.🙅🏻‍♀️🙅🏼‍♂️

Now that you know the truth about buying web leads...don’t let online lead generation distract you from what's most important—staying in touch with your past clients.👨🏻‍👩🏻‍👦🏻

Focus:
1️⃣on repeat business
2️⃣on referrals

Web leads should fall into your strategy somewhere further down the line.

Online lead generation can be a great supplemental strategy. You just need to adjust how much time and budget you’re devoting to it.

Knock it down to 5%. When you're setting your goals and forecasting how many deals you'll earn, remember that the average web lead conversion rate for the real estate industry is 0.5-1% (lead to closings).

Once you’ve balanced your strategy, you can feel good about having a small web leads campaign running in the background while you put the majority of your time, effort, and budget into nurturing your existing relationships.👫🏽

If you would like a more information about how you can start taking action reach out and let’s schedule some time to talk.📆

Until next time remember... you're great where you are...you're just too good to stay there!

Gratitude
🙏

Michael

01/27/2021

Referral Tips

I want to talk to you about a great technique and script that I'm going to give you, that you can reach out to your current clients, past clients, friends, family, anybody in your database, and not sound like you're begging.🤲

“Hey, give me a referral. Give me a referral. Give me a referral.”

It can be daunting calling people all the time if you're constantly asking. Never making any deposits in the relationship, but you're always making withdrawals.📱

I had an agent ask me, “Michael, what's one of the best ways that you would go out to get leads right now for sellers." First of all, “well, one of the things I'd definitely be doing is Facebook ads and there's a million different things you can do.” With the ultimate guide to selling your home and Facebook ads on different listings that you have. 🎯💯

If you're not doing Facebook ads, I would highly reach out and I'm not talking about just posting a listing on Facebook.💥 I'm talking about actually making a lead generation post to create leads. It's a great way, but that's not what I'm talking to you about today.💥

Here's a great script❗️
📱You're going to call people in your database and you're going to give them the business call and you're going to call up and go:
📱"Hey Dave, it's Michael, how you doing?"
📱"Great."
📱"Hey, you got a quick minute. This is a business call."

That way it gets it right out of the way, that this is a business call, I'm calling for a purpose. Then they're going to be like, "Yeah, Michael. What's up?"😁

Then you say;

"Well, you know Dave, in the real estate market right now, the inventory is very low and it's a very tight market. There's very few homes for the buyers that want to buy them. So every time a house goes on the market, there's multiple offers. 💲💲💲There's 20, 30, 40 people betting on the property.👫🏽👫🏽👫🏽 So I've got this really great family. I mean this family is so awesome! I just love these people! You would too, but they're looking for a house in Plano, Frisco, Allen, McKinney, anywhere in those areas, they're looking anywhere from 300 to 450, they're very open.🏡 They just want to find a nice home for their family. So I wanted to reach out to all my best clients and friends and find out who do you know that's thinking of moving?"🤔

Now here's where they always hit you with the reflex “no.”🙅🏻

They're going to go:
"I can't think of anybody right now, Michael."
​And you're like:
"Okay, that's fine. I just wanted to plant the seed. That way if you come across anybody who's thinking about moving, if you would please call me, then perhaps I can help my family and you can help your friends at the same time.☎️ That way we can put two people together, make everybody happy.👫🏽 Wouldn't that be great? So anyway Dave, how's the wife and the kids and the family?"

Now you go into the personal part of the phone call and it's not so much... See what I don't like is the way everybody does it. It's like the brother-in-law call.

They call you up on the phone. "Hey Mike, how you doing? Still making all those sales? Making a lot of money, aren't you? Man you're doing so good. I'm so proud of you. Oh, by the way, can I borrow some money?"💲💲

That's the way a lot of people teach calling your database.

Hey, how you doing? Blah, blah, blah. Finding out all this stuff about you personally. Then at the end of the phone call, they go, "Oh, by the way, do you know anybody who's looking to buy or sell any real estate?"

To me, now that phone call was cheapened by the fact that the person's like, the only reason you called me was to ask me for a deal to get a lead. You didn't care about me.😌

But if you start the call with, "Hey Dave, it's Michael Coburn. How you doing? This is a business call, do you got a quick minute?"😁

Now you get the business out of the way, then you go, "Okay so how's the wife, how's the kids? How's the family? What's going on? Tell me about you."🙏

Now, it's more heartfelt, believable, and it's so much easier for a person like me to reach out and make phone calls like that.❤️ Now it's a great way for lead generation. Make sure you're making those calls. Get into money time.💲⏰

You've got to have at least a 90 minute jam session every day, at least an hour. Try to go 90 minutes or two one hour blocks. Then time block that time to when you're going to make those phone calls, reach out.☎️

Remember, you're great where you are. You're just too good to stay there.

Have an awesome week.

Gratitude
🙏
Michael

01/26/2021

Are you a Firefighter or a Real Estate Professional?

Are you a Firefighter or in the real estate business?👩🏻‍🚒👩‍💼

Today I want to talk to you a little bit about the real estate business and how crazy it can be. 🙌

Has anybody ever said, "I'm just so busy. Oh my God, I'm just so busy I don't have any more time to do anything else. I don't understand how people do “X” amount of deals because I'm just so busy?" ⏰

Anthony Lamacchia, a real estate broker out of Massachusetts, said, "Most real estate agents are running around all day, playing whack-a-mole all day long, putting out fires. Well, if you want to put out fires, you should have been a firefighter." He's pretty funny! 😆

Are YOU in the real estate business, or are YOU a firefighter?👨‍🚒👩‍💼

If you're in the real estate business, you need to be digging for gold every day. You need to be looking for places that you can find some gold, which is going to be sellers. Every single day you have to have prospecting time in your calendar, looking for gold versus putting out fires.🔥

You might be saying, "Yes, Michael, but how do you do that? I'm just so busy. I’ve got so much going on." I get that, but what you need to understand is your sales and marketing leg of your business is the absolute most important. It's worth five times more than any other leg on your three-legged stool. 🎯

What you need to do is schedule time in your calendar.📆

Most of us come into the office;
📌check their email
📌check social media
📌start doing client servicing

Then somebody calls from a title company needing information about the T-47 for a survey. ☎ Then the mortgage guy calls and wants your clients to provide this information, they're not calling them back. ☎ You’ve got appraisers calling, other agents calling. ☎ Then, you listed a house for lease, so you've got 40 other agents calling you nonstop saying, "Is this property available?" 🏡

One of the ways we can fix this, is we have to set boundaries and schedule time for ourselves.💯

Are you in business for yourself, or do you work for every other person in the real estate business? You know what I mean by that.🤔

What you need to do is think about just this one simple trick that you can do, or tool, or system, whatever you want to call it. 🗒🖋

This is what I coach my agents to do and I've been coaching this for years. Do they all do it? No. Put on your voicemail, "Hey, this is Michael Coburn with RE/MAX Town and Country. I'll be in and out of meetings most of the day, but I do return my calls between 11:00-12:00 and 3:00-4:00." ☎

💥This way your clients know exactly when you're going to call them back.
💥 Agents know when you'll call them back.

Now, when 11:00 to 12:00 comes and 3:00 to 4:00, make sure you check all your messages and return all your calls.🎯

This way, you can be intentional and proactive in your day, working the things that you're supposed to be doing, which is digging for gold, looking for sellers, finding ways to move the needle in your business:

💲listing and selling properties
💲 negotiating contracts
💲prospecting for listings

Those are the three things that are going to move the needle in your business. Otherwise, you're going to be running around putting out fires 🔥, and you're playing whack-a-mole all day long. Whack-a-mole. I love that analogy that Anthony uses.😆

This is the truth!💯

Are you in the real estate business or are you a firefighter?🧑🏽‍🚒

If you're in the real estate business, try that one simple little trick, tool process, system, whatever you want to call it, and schedule time to return calls, turn off your phone, turn off your email, and then schedule blocks of time in your calendar for money time.

We talked about money time before. 💵⏰

Then when that block comes in your calendar, protect it. That is a vital activity. It's a dollar-productive activity. You've got to make sure it gets done.📆Try this little tip.

Remember, you're great where you are, you're just too good to stay there. Have an awesome week!💯

Gratitude
🙏
Michael

Who I am and Why I do what I do...

What is your passion in life? What DRIVES you everyday?

Hello my name is Michael Coburn. I grew up with a very happy, positive and loving family. My parents always said “Michael, you can be anything you want and you can have anything you want, as long as you’re willing to work hard for it”. Now, with that being said, I saw my parents struggle every day with paying bills, their finances, and dealing with real tough things like foreclosure and bankruptcy. I said to myself when I grow up, I am NOT going to live the way my parents did. So my biggest fear growing up was not having enough money to pay the bills, which in turn, was my drive to make money!

After several jobs, in 1987 at age 24, I got my real estate license and started selling real estate. I struggled for awhile and knew I had to make to take action. To make a long story short, I started coaching with Mike Ferry and mastered FSBO’s and Expired Listings. I worked every day to master my scripts and dialogues, because as a young agent I had to work twice as hard and know twice as much as the average agent to make the same money! In just a few short years, I was making over $100,000 a year and agents started asking me “Michael, what are you doing?” Well, those of you that know me really well, know I love to talk about myself! Anyways, that’s when I first realized I really liked helping other agents and showing them what I was doing. I continued selling and working very hard everyday learning about finances, credit, taxes, investing, time management and most importantly - the three priorities of the real estate business! I was on a mission to succeed and reached the point I was carrying 40-50 listings at all times and closing over 100 deals per year! As a matter of fact, I was the #1 Agent in Collin County in 2002 for selling the most houses in one year. This was a very proud moment in time for me.

Now that I had money, I realized that making money was no longer the most important goal in life. My desire and passion was help and teach others to do what I have done and that became my biggest focus! In 2005, my wife, Debra and I bought a RE/MAX franchise. Five years later we built a 12,000 square foot building with a training facility so I could back off on selling real estate and start training, coaching and developing agents. I’ve never regretted this decision. It is truly my passion. I love to watch agents learn, grow and become successful!

Videos (show all)

What’s the Age Old Question?
Get Your Next Buyers Offer Accepted!
Learn the Secret of Top Producers!
What's Your Commission?
Truth About Online Leads
Referral Tips
Are you a Firefighter or a Real Estate Professional?
Can YOU say YES to these 3 things?
Money Making Time
Intro Video

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Address


301 S Watters Road
Allen, TX
75013

Opening Hours

Monday 9am - 5pm
Tuesday 9am - 5pm
Wednesday 9am - 5pm
Thursday 9am - 5pm
Friday 9am - 5pm
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