Guerilla Training Blog by Matt Jones

Advertising 101 (Part 3)

So now that we’ve decided on direct response advertising as the “how”, we need to next identify the “who”.  This should be self-evident, but looking at advertising from agents around the country, I can assure you it’s not.  Who is your audience? In case you don’t know the answer to this simple question, let’s first think about the purpose of your advertising — to generate business.  If your sole purpose is to generate business, then your target audience should be the customer you want to attract.  Right?  Right. I’ve seen ... Read More »

Advertising 101 (Part 4)

Okay, so now that we know who our customers are, what they are looking for, and what motivates them to respond to our advertisements, we’re almost ready to talk about the advertisements themselves.  But first we need to cover developing our advertising budget, and put in place some “rules” that make sure that we stay within our advertising budget. Budgeting for advertising is probably one of the places where I see most agents go horribly wrong.  Either they spend way too much money on largely ineffective marketing or else, they ... Read More »

Case Study: Craig Moncreiff

There are a lot of things I like about my job, but without a doubt, my favorite part of the job is hearing from my readers (and users of my Ultimate Website system). I have received a lot of success stories over the years, and when I can, I like to share them.  I believe that success is contagious. A great success story will inspire you to be successful yourself, and below is a great success story: Craig Moncreiff is an agent in the San Diego market. Like a lot ... Read More »

Ten Steps to Real Estate Success (Step 10)

In the last nine steps I’ve shared what I believe to be crucial keys to being successful in this new age of real estate.  But this final step is the most important step of all.  And more importantly, if you skip this step, you may as well not do any of the other nine. I believe there is one major obstacle you must overcome before you can achieve greatness on any level, and certainly greatness in real estate.  You have to conquer the six inches of ground between your ears!  ... Read More »

Balancing Real Estate and Quality of Life

Quality of life.  At the end of the day, that is what we all want. Today the average agent is in his 50’s so that means that most of us have had a chance to look death in the face.  Maybe it was a major health issue of our own, or maybe the loss of someone close to us.  One thing is for sure, when we confront mortality, our priorities change. So let’s think for a minute about what constitutes quality of life.  It is subjective, of course, and each ... Read More »

Thriving in the Worst Market!

I want to tell you a story about an amazing agent I know. His name is Michael Perna.  Michael’s a full-time student, working on his graduate degree, so he’s only working in real estate part-time.  That’s tough enough.  But Michael is working in arguably the worst real estate market in the country — Detroit, Michigan.  If you think parts of California, Arizona, Nevada, and Florida have it bad, let me share a little of Detroit’s market stats: First, the average real estate agent makes $41,000.  That’s not so bad.  But ... Read More »

Ten Steps to Real Estate Success (Step 4)

If there is one thing that agents do that makes me crazy, it’s this:  Agents waste more of their money on worthless advertising ideas than on all other expenses combined.  No kidding.  There just seems to be an assumption in our industry that you just throw it out there, and maybe it works and probably it doesn’t.  And for some unknown reason, that’s all right. I’ve seen many a smart agent completely check their brain at the door when it comes to this one simple thing.  I’ve seen agents who ... Read More »

LCM Web Gateway

Our cornerstone technology — the LCM web gateway — is simple enough in concept.  It is a very efficient gateway mini-website designed to maximize lead capture.  It works both as a stand alone technology or with an existing website and it captures an outstanding 25-35% of website visitors.  No other website or technology on the market is even close. But not only does LCM capture super efficiently (about 30 times as efficient as the typical agent website), it sends the leads to the agent in real time, both by email ... Read More »

$1 Billion on Advertising!

“So Geico spends $1 billion a year in advertizing. What are your thoughts on that?” That’s what my friend and fellow agent Guy Loft from Madison, Wisconsin posted on Facebook yesterday.  My initial reaction was WOW!  But then it started me thinking and I wanted to share some of my thoughts with you my readers. I was stunned by the size of the annual ad budget — I mean you can’t seem to get away from their advertising, but a billion dollars!?  But as I thought about it I needed ... Read More »

Help Me Solve a Mortgage Problem

I remember it like it was yesterday: my first December in real estate.  I’d been working very hard and my business was finally starting to take off.  I had four closings scheduled for the month, and believe me, I needed the money.  After a lean six months in a new career, we were going to have a normal Christmas again, and I was thrilled.  Don’t get me wrong — I’m not materialistic and my family has cheerfully endured good times and bad, but let’s face it, more is better than ... Read More »

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