Guerilla Training Blog by Matt Jones


The Evolution of Real Estate (Part 1)

When CNN’s Pulse on America program featured us two years ago, they were investigating an interesting phenomenon in our industry. It seems that today there are two real estate worlds coexisting simultaneously. Like in the movie The Matrix, there was the “perceived” world and then thee was the “real” world. In our industry there is much the same today. Those agents who are practicing real restate this new way, are doing quite well — many better than ever. But those who are hanging onto the old-school real estate model are ... Read More »

The Evolution of Real Estate (Part 2)

Before we launch into this segment, let’s recap the last installment. In it I was discussing how in the 1960s and 70s, our industry was in a Broker-centric Era. The brokers had all the power. Customers had very little access to listing inventory except through them. Agents had no business except through them. Modern real estate brokerage was in its infancy. By controlling the inventory, broker-owners were able to build real estate dynasties. It was common place to see multiple office operations with teams of agents, and it was during ... Read More »

The Evolution of Real Estate (Part 3)

In my last post I discussed the difference between yesterday’s pull marketing and today’s push marketing. I explained how pull marketing is reactive — “If you build it they will come.” Push marketing, on the other hand, is pro-active — “If you build it they won’t come so you have to go get them.” Many agents today have experienced that very phenomenon: doing lots of advertising and getting little if no results. Today’s successful agents are going upstream and capturing the lead early — generally during Phase One of the ... Read More »

The Evolution of Real Estate (Part 4)

Today’s successful mega-producers are generating plenty of business, but unlike the customers of yesterday, today’s real estate customer is beginning online. According to the latest figures, in excess of 90% (94%) are beginning their search online. In my last installment, I explained how successful agents today are going way “upstream” to capture their business — before the customer has had the opportunity to be attracted by old-school marketing techniques. I’ll assume you read that installment. In this post, I’ll share with you how today’s agent can create plenty of low-cost ... Read More »

The Evolution of Real Estate (Part 5)

In this installment, we’ll move on to the third thing you need to become a mega-producer in today’s real estate climate — the tools, strategies, and the discipline to manage all those low-cost leads for the time required to actually complete transactions with a large number of them. I must confess that it’s very frustrating to see agents possess the very tools they need for their success and yet fail to take that last step — the step to making it all come together. I once was a struggling agent ... Read More »

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