Marketing in Other Markets

Matt Muscat

A podcast for real estate industry professionals who are doers. Each episode will feature an interview with a top producer or someone who is doing things differently in an exciting way. Our guarantee to you is that each episode will give you at least one tangible idea that you can execute on today.Your host is Matt Muscat, Marketing Director at Treadstone Funding in Grand Rapids, MI, and author of the Amazon Best Seller the "TAG Tangible Action Guide for Real Estate Marketing". Guests and gurus featured on this podcast are a mix of top Real Estate Agents, Mortgage Lenders, and other industry professionals who are operating at the highest levels. This podcast is sponsored by Treadstone Funding & Neighborhood Loans.

Secrets of a Small Town Realtor & Influencer — Bethany Nolan, TX
Aug 23 2022
Secrets of a Small Town Realtor & Influencer — Bethany Nolan, TX
Bethany Nolan is a Real Estate Agent based in Longview Texas—she’s one of NAR’s 30 under 30 Realtors, an Instagram sensation, and a brokerage owner. Above all else, she’s a community-first Realtor. Bethany has been in real estate for 5 years, and has already garnered an amazing level of success in the industry. A smash hit! In 2021, Bethany did 54 transactions, with a total value of $14.2 million. A majority of her work comes in the form of small town & rural deals, bringing her average deal size well under the Texas state average, making her production results extra impressive. Her boutique brokerage is named Nolan Properties, LLC., a small, but powerful brokerage, with offices in several Texas locations and a fantastic team of agents. Bethany’s brokerage was a pandemic project for her, and it allowed her to niche down on what she really wanted to do in the real estate industry—cultivate relationships and build her community. Their motto is “We Sell Texas”. It might be a large shoe (boot, rather) to fill, but Nolan Properties fills and exceeds the expectations in their ambitious motto.In a place like small—town Texas, the lower average deal price is both a blessing and a curse. Bethany believes it is a great asset to her business, as it allows her and her business to serve more clients. The math is simple: after a decade of helping double the clients, your database will be massive, and your name will be known. Community is one of the main drivers for Bethany. She believes there is “no excuse” for not being active in a community, especially as a real estate agent. It’s not for the business—it’s for you. Bethany is proud to be an enthusiastic member of multiple local organizations, including the Rotary Club and the local softball Junior League. It helps her keep tabs on her market, her clients, and the community at large, which helps her serve better! She doesn’t show up to events and gatherings with a name tag or tell everyone she’s a realtor. Instead, she builds friendships. The rest is history. The string that pulls everything together is social media. Bethany has garnished over 30,000 followers on Instagram alone in the last year, harnessing the power of reels and short-form videos. Her approach is simple: educate! Every time a client asks a question, she writes it down and makes a video about it. Whether she meets a client at a softball game or gets introduced via phone call, her Instagram and Facebook pages keep her database engaged and interested in her work. As a bonus, her content reduces client questions and increases trust, all while making it easy to find her anywhere you look. All in all, Bethany is a community-first Realtor, a non-stop content creator, and an amazing business owner.  Marketing in Other Markets is proudly sponsored by Treadstone Funding and Neighborhood Loans. For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon.
Realtor Recession Proofing: Automate Less, and Double Your Business — Stefanie Lugo, AZ
Jul 12 2022
Realtor Recession Proofing: Automate Less, and Double Your Business — Stefanie Lugo, AZ
On this episode of Marketing in Other Markets, Matt Muscat talks to Stefanie Lugo, a Real Estate Agent in Phoenix, AZ.Stefanie works with her husband Bryce, as a husband/wife powerhouse duo, and have built their real estate business to $18 million in 9 years in business.One main thing powers their business: Empathy.The modern Realtor has become comfortably snug in the perks of their business living in the cloud; email, Zoom calls, and e-signed documents unintentionally distance Realtors from their clients. Stefanie finds that empathy and relationships have allowed her to build their business, paired with her passions, friendships, and more.Empathy can take on a variety of forms, but for Stefanie, it’s friendships.Showing up and being present is the best thing you can do as a real estate agent! Knock on doors, dine with clients and partners, and make friends. You will build a business (and relationships) you are proud to have. Closing should be the start of your relationship with a client.Stefanie employs a range of other techniques and ideas that play into her strategy of operating with extreme empathy to win over clients. Social media, bonuses for high-end clients, and more! In the end, invest in your current and past clients—not new clients. Inverting the sales funnel is one of the most important things a realtor can do to build a sustainable business. There is immense value in narrowing your search for new clients (or stopping it altogether).Through this, Stefanie’s business is one she is immensely proud of.Stefanie continues the relationship and friendship-building online, just as much as she does in-person. On Facebook and Instagram, she’s constantly engaged in conversions on her friends’ & followers’ posts, while she purposely creates less content to post to her feeds. From her perspective, the relationships for realtors are better suited for comments and direct messages than news feeds. Cut the boring real estate talk and focus on the people!Marketing in Other Markets is proudly sponsored by Treadstone Funding and Neighborhood Loans.For more tangible tips in real estate marketing, check out Matt's book, The Tangible Action Guide for Real Estate Marketing available on Amazon. Connect with Stefanie below!Instagram - @BryceandStefanieYouTube - www.youtube.com/stefanielugoFacebook - @officialstefanielugoLinkedIn- @StefanieLugo
How to Avoid Realtor Burnout (No Beach Necessary) — Jess Lenovuel, Bahamas
Jul 11 2022
How to Avoid Realtor Burnout (No Beach Necessary) — Jess Lenovuel, Bahamas
On this episode of Marketing in Other Markets, Matt Muscat talks to Jess Lenovuel, also commonly known as “the Canadian who moved to the Bahamas”. Jess has experienced every part of the real estate rollercoaster, experiencing the highest of highs, and the lowest of lows. Each twist and turn of her journey produced valuable lessons, which she’s been able to articulate into incredible advice for anyone who listens! Whether or not you’re a Realtor, Jess is a wealth of information for advancing your career, especially in avoiding Realtor burnout. With Jess’ experience, there are three main reasons why people choose the real estate agent career path: ceiling-free income, freedom in daily schedules, and the opportunity to simply help people. Unfortunately, almost nobody successfully reaches a perfect balance of those three.The only way to achieve those three goals, is to build systems, processes, and structures to take care of all aspects of your business—otherwise you’ll drown in it. That includes building a team and anticipating anything that could pop up, good or bad. No real estate agent is motivated 100% of the time. Nobody is. When your real estate business becomes reliant on your motivation, it is destined to fail; burnout is the kiss of death! Build your business on a platform separate from your motivation and excitement! At the end of the day, your clients will work with the experts they enjoy working with. If you don’t enjoy your business, your clients will notice. Those systems can’t exist without one thing: a vision. If you don’t know where you’re going, how are you supposed to get there? You’ll work endlessly in no direction, unless you have a single, guiding direction. That vision could be anything you want it to be; after all, it is your vision. No matter the team size or number of automations, a vision is the only way to build anything meaningful or fulfilling (and to avoid burnout!). Jess’ advice? Plan out a 3-year, 5-year, and 10-year vision. Make every decision based on whether you’re getting closer or further away from your goals. If you do that, you’ll be able to avoid the “shiny object syndrome”, and your progress will be unstoppable. She also follows Tim Ferriss’ advice: Eliminate, Automate, and Outsource. Eliminate time wasters, distractions, and un-important tasks. Automate anything that can be automated (especially repetitive tasks). Outsource everything else! However, marketing is an extremely difficult task to automate, and probably shouldn’t be automated by new agents (and likely don’t have the capital to outsource). Marketing is one of the toughest, but most important aspects for new agents to master. Understand marketing before mastering any other part of your business. Facebook, Instagram, and Tik Tok— they all get the job done, but they all take huge amounts of work (and that’s okay). Jess asked many brilliant questions in this episode: How can you share your excellent thoughts with 100,000 people instead of 1? How much are you worth an hour, and are your tasks worth your time? How can you increase your bandwidth with high-leverage activities?At the end of our lives, no person wishes they had worked more. Few real estate agents build a life without regrets. Don’t be one of them!
Shut Up and Listen: Sales Tactics for Introverted Realtors — Barry Karch, TX
Jul 11 2022
Shut Up and Listen: Sales Tactics for Introverted Realtors — Barry Karch, TX
In this episode of Marketing in Other Markets, Matt Muscat talks to Barry Karch, a veteran real estate professional and top-performing agent.Barry has a whopping 37 years in the real estate industry and has built his business into a small empire in El Paso, Texas. In 2021, Barry managed over 400 transactions between 25 Realtors, with an average deal size of $275,000! He’s the real deal.Barry’s secret weapon? He’s an introvert. Seriously. He turned being an introvert into a tool to build his business—being an introverted Realtor is his greatest asset as a manager and salesman.Realtors far and wide are known to be pushy, aggressive, and overly excited to get your business. It’s the defining characteristic of salespeople across the board—Car Salesmen, Real Estate Agents, Loan Officers, and Sales Reps are all hungry to close the deal. After nearly four decades of business, Barry has figured out that doing the exact opposite as the traditional salesman is the key to success. As a salesperson and/or Realtor, building trust and putting your clients at ease should be the top priority.As a Real Estate Agent on a sales call, you should be listening—not selling. An introverted Realtor spends at least half their time listening to the client and letting them speak their mind. When a client gets on the phone with a soft-spoken, introverted Real Estate Agent, they immediately realize they are talking to a normal, friendly, regular person. Not a hungry salesman. The introverted Realtor isn’t pushing anything onto the client that they don’t need or want, but instead is strategizing a way to help meet their goals. It’s a trust-building sales tactic to play the long-term game.Realtors often receive cold leads online, whether it’s through organic discovery or paid lead generation. Those leads, who are real people, don’t need an instant race to the closing table, but rather prefer someone to help them through the process. When receiving those leads, Barry’s advice is not to rush, push, or overly excite the process. Don’t brag about your business or credentials. Introverts win at winning over cold leads every time.Networking can be tough as an introvert, but it is vital to building a real estate business (or any business)! When you’re out in the world meeting people for the first time, one of the best tactics to gain business is to talk to other people about themselves. You heard right—don’t talk about you, but rather talk about them. But stay in contact with them. Friend them on Facebook, follow them on Instagram. People latch onto the people who are interested in them. Shut up and listen!One of the other strengths of an introverted Realtor is the focus on taking care of current clients, instead of trying to source new leads. Barry no longer advertises for new clients, nor has he advertised in years. It’s not profitable to spend money on people who have no clue who you are. Instead, reward the folks who do.Barry’s top trick is giving away Girl Scout Cookies each year to his clients. For $5 a client, he wins over past clients year after year, and it makes the Girl Scouts ecstatic, too. Barry’s referral business increased exponentially the year he started giving away cookies door-to-door.Long story short, being an introverted Realtor is a superpower.If you’re a Realtor: shut up and listen. Take care of your clients. Build meaningful relationships. Reap the rewards of a fulfilling career.