22: How To Earn Clients By Finding A Need And Then Filling It – Barry Burnett

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Learn how Barry Burnett sees opportunity everywhere and creates business where there was none before.

Barry Burnett RealtorProfile

Agent:  Barry Burnett

Real Estate Market: Burbank, CA.  Roughly $600K-$1M average sale

Steal His Ideas:

  • Give, give, give
  • Find a need and then fill it
  • Earn clients
  • Be brave enough to ask for the referrals you deserve
  • Ask, ask, and ask some more
  • Love what you do and be passionate about your efforts


Starting on his first day when his boss said “here’s the desk, here’s the phone, welcome to the business, you’re on your own…and I’m not kidding”, Barry has gone on to be extremely successful selling homes over the last 4 decades.  Here’s a summary of how he did it.

Find and Fill

His overall strategy is to “find a need, then fill that need.”  If you stay focused on that, it will keep you busy forever.

But where do you find the needs?  Well, you have to look hard.  Think around the corners and look past the edges.  For example, if you’re looking at FSBOs, examine the copy that the home owner has written.  What is their need?  Obviously they need to sell their house, but what is beyond that?  Do they need to sell soon?  For a certain amount of money?  What is the need that you can notice that others have passed by?

Client Specialist

My first question to Barry was “how do you get clients?”  His simple answer was “earn them.”

I love that.

He goes on to say that he’s a “client specialist” and not a specialist of any particular type of geographic area or a property type.  He works with clients and ASKS how he can help them.

22 find fill need

Have Passion

“I don’t do real estate as a job.  I do it as a lifestyle and I consider it a participation sport.”

You have to love what you do.  At 4 decades into the business, Barry still works 11-14 hours a day.  That’s because he loves what he does.  He gives and gives and gives some more to his clients.  Because they know he is genuine and is giving to give (and not giving to get), they feel excited to help him back.  Mostly, that’s with referrals.

Ask, Ask, Ask

He is not shy about asking for referrals – as long as you’ve earned the right to do so.  There is no set schedule he goes by.  No planned attack.  He just asks.  Again, he just asks.  And, often, he gets.

Further, he recommends sending out “seasonally appropriate” information.  Like a local football schedule in the fall or tax tips at the beginning of the new year.

Marketing Vs. Selling

“Seasonally appropriate” information is marketing. It gets your name out there.  But, marketing doesn’t close deals.

So, you have to be able to sell, too.  Marketing is reminder of who you are and selling is the “ask” to see if you can create and facilitate a deal.

His Radio Show

Barry has a real estate-related show on a radio station.  He provides real estate investing advice.  He doesn’t do it to necessarily build his business.  He does it to provide accurate and helpful information.  But, of course, this translates into creating authority and trust in his skills and experience.

Lightning Round

What’s the worst marketing/prospecting/sales tactics you’ve done that others should avoid:  Don’t convince your clients to buy your passion.  Instead, help them to achieve theirs.  Also, be prepared to do everyone’s job, not just your own.

What keeps you motivated:  the constant hunt to find a need and then fill it.

You’ve got 30 days and $1000, what do you do:  knock on doors where ever people are (at businesses, out shopping, etc) because they’re often not at home

How You Can Do What He’s Done

Barry’s plan of attack is simple.  He is genuine, straightforward, and gives, gives, and gives some more.  By being passionate about the help he is providing, he is confident and diligent in asking for referrals.  And, of course, he gets them.

You don’t have to have a fancy radio show to build an audience.  You just have to love what you do and provide authentic and valuable information.  From there, your audience will grow all by itself.

More about Barry can be found on his website and his radio show.

16: Real Estate Video Marketing Success Secrets – Jillian Batchelor

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Learn how Jillian uses strategic video marketing and advertising to be one of the top agents in the state of Nevada.

Jillian Batchelor las vegas real estateProfile

Agent:  Jillian Batchelor and her husband, James

Market: Las Vegas, Nevada

Steal Her Ideas:

  • Split buyer/seller activities with her husband
  • Be active in real estate political offices
  • Get a ton of reviews (Zillow is her go-to review site)
  • Use video to educate her market and get people to see her
  • Marketing/Advertising based (not as much prospecting)

video marketing for real estate


Jillian’s objectives with video are to brand her and her team.  She brings educational information about the local real estate market to the consumers.  She tries to put out 3, 4, or 5 videos each month.

Videos are not only about her listings, but also about real estate law and changes.  She says that “people are looking for someone who’s more informed than they are and they’re more informed than they ever have been.”

With this strategy, about 40% of Jillian’s new business comes from her video and internet marketing.

But her business doesn’t just come from the internet.  She’s also extremely involved in the community and networks extensively.  She feels that being knowledgeable, helpful, and engaging within various communities builds bridges to new relationships.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  Mailers and various types of direct mail don’t work for her anymore (but they did previously)

What keeps you motivated:  Family security and building a business “built on kindness”

You’ve got 30 days and $1000, what do you do:  Work with a marketing company and have them help you build a business and marketing plan

How You Can Do What She’s Done

Jillian is a hard worker.  She literally was signing contracts and working on the day that her child was born.  If  you’re also a hard worker and you’re savvy with technology (especially video), you can build an online presence where prospects get to see and engage with you before you’ve even met them.

Build out a Youtube channel, get involved with local community events, participate in local/regional/national real estate groups, and prospects will start seeing you as smarter than the average agent.

Help people first and the money will take care of itself, she says.


Jillian Batchelor’s website

Jillian’s Youtube channel

5: How To Sell $100’s of Millions In Real Estate With 5 Calls A Day – Anthony Marguleas


Anthony Marguleas real estate agentListen to today’s episode to learn how Anthony Marguleas has sold over $600 million in real estate and become one of the top agents in the country partially by making an effort to call and connect with 5 people a day.


Agent:  Anthony Marguleas

Market: Pacific Palisades area, California

Steal His Ideas:

  • Hire an assistant right away
  • Do the money-making activities yourself and delegate the rest
  • Avoid “image advertising” that doesn’t get results
  • Be the expert in your local paper and news media outlets
  • Call 3-5 people a day and reinforce the relationships you’ve made
  • Love your job


Anthony works a high-dollar market in California.  None-the-less, you can’t be one of the top agents and sell hundreds of millions in real estate without working hard and working strategically.

He got an assistant right away.  In fact, within a month of becoming an agent, he had hired someone to help him with the administrative work.  He says that you, as the agent, need to concentrate on the tasks that make you money.  Delegate any work that isn’t worth the value of your time.

Anthony has admittedly spent “a lot” of money on marketing.  Specifically, he’s done a lot of “image ads” with local papers, major real estate portals, and other places.  He feels that the return has not been worth it.  In fact, just recently, he’s scaled those marketing dollars back dramatically.  Although those dollars might produce a sale or two, there hasn’t been a consistent return for him.

He does make an effort to remain in the public eye with articles he writes for both local and national media outlets.  This helps continue to show his knowledge of the real estate market.  It promotes his name plus gives the public valuable information.  It also fills space in the newspapers he writes for, which are always hungry for new content.

To create business, Anthony works on making just 3 to 5 phone calls a day to people who he’s done business with or are in his sphere.  He genuinely cares about what he does and who he works with.  Making contact with these people naturally leads to referrals and reinforcement of that relationship.  As a result of this, he often gets 1-3 referrals a week.

Activity in the community is also important.  Aside from joining various networking groups, he also gives back to the community by donating to charity.

In creating solid relationships with clients, he and his team are proponents of using technology to make for seamless transactions.  From cloud-based tools to electronic signature systems, technology keeps his clients informed and helps with making transactions quick and efficient.

Lightning Round

What’s the worst marketing you’ve done that others should avoid:  “Image advertising” that doesn’t have a call-to-action

What keeps you motivated:  Every day is different, a positive attitude, and loving the job

You’ve got 30 days and $1000, what do you do:  Forget all the fancy marketing.  Go do open houses, connect with your sphere’s “connectors” to get you connected to other people, and meet up with people to build relationships.

How You Can Do What He’s Done

To sell hundreds of millions, you’re probably first gonna have to be in a market where the average sale is in the $1 million to $5 million range.  But, to be successful no matter where you are, just work the basics; meet people and commit to building relationships and staying in touch.


Anthony Marguleas Real Estate Site

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