Chris Higgins SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 191 closings per year
  • $33 million sales volume

In this call, Chris talks about:

  • Working as a branch manager for 10 years before going into sales
  • Joining his wife’s team with a single focus on getting listings
  • Taking 43 listings in his first 60 days by focusing on FSBOs and expireds
  • Why door knocking is the best way to list FSBOs and expireds
  • Selling 125 homes in his second year
  • The reason he never turns down a listing
  • Why he takes 12 month listings without easy exit options
  • How to get systematic price reductions including the language and approach
  • 45% of his business was listing for sale by owners (86 listings last year)
  • FSBO scripts for initial contact, follow up, and setting appointments
  • What to say to FSBOs who tell you they are “listed” on Zillow
  • Why language and the words you use are the true tools of the master agent
  • The typical time FSBOs try on their own before they list (you’ll be surprised)
  • The commission option program you can use to get an appointment
  • How to hire an ISA or caller to set appointments for you
  • 25% of his business was relisting expired homes (47 listings last year)
  • Script to use when agents are telling the seller to wait 45 days for MLS to reset
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 41 minute call

Todd Smith SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 213 closings per year
  • $50 million sales volume

In this call, Todd talks about:

  • Barely graduating from high school and working as a garbage man for 6 years
  • Joining a friend’s team and selling 5 homes his first week
  • How to leverage new construction when you are a resale agent
  • Why geographic farming accounts for 67% of his business … 168 closings
  • How they picked their first farm and what they did to expand it
  • Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back
  • Why they use an 8×8 program to start a new farm and get name recognition fast
  • What they mail into the farm and how often
  • How to enhance your farm results and reputation with open houses
  • Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again
  • The maximum number of listings a single agent can list each month and service properly
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 61 minute call

Tim Houk SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 155 closings per year
  • $35 million sales volume

In this call, Tim talks about:

  • Waiting tables at night so he could work real estate full time during the day for his first 6 months
  • Earning six figures his first full year in real estate
  • His rude awakening during the Great Recession and the realization that he needed better systems
  • Ramping up to 155 units last year, staying in production, and selling 60 homes personally
  • What to do when a natural disaster hits your community and destroys 100 thousand homes
  • How to list For Sale By Owners including approach, scripts, setting appointments, selective follow up, role play, time cycles, data resources, and success rates
  • How he gets 60% of his business by repeat & referrals from past clients and sphere of influence including his annual marketing plan
  • Why you should hold a Pie Day Giveaway event in March instead of November
  • His 50 Core Advocate Group and why you need one
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 49 minute call

Anthony Graham SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 48 closings per year
  • $17 million sales volume

In this call, Anthony talks about:

  • His slow start in real estate earning $19,252 in GCI his first year
  • Jumping up to 36 closings his second year when he discovered internet leads
  • Why internet leads require both a lead source and a platform to cultivate the leads
  • The most consistent high quality lead source for agents and the average cost
  • The best lead platform that tracks prospects activity in online home searches
  • Why lead quality is more important than quantity
  • The difference between nurture leads and inquiry leads and which one you want
  • Why relevancy and call timing can triple your internet lead conversion
  • The power of the text message follow up
  • Scripts for calling your internet leads and the best reason to call
  • The true ROI for internet leads that might shock you
  • How he is getting 53% of his business by repeat and referrals from his past clients and sphere of influence including his annual marketing plan
  • His unique custom personalized CMA postcard and follow up script
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 67 minute call

Sarah Layson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 86 closings per year
  • $32 million sales volume

In this call, Sarah talks about:

  • Building sales skills and systems for the first 4 months … then selling 25 homes her first year by networking and working homegrown internet leads generated by her husband Scott the marketing manager
  • Expanding into a second market due to a family illness
  • Managing a team remotely from 200 miles away … the schedule and technology used to keep her team members accountable and on goal
  • How she is generated 38% of her business from homegrown internet leads with both free search engine optimization (SEO) and pay per click (PPC) ads
  • The relocation package offer that accounts for 50% of her internet leads
  • Which internet ads are providing the highest return and the average cost
  • How to get a prospect’s email address when you only have a cell number
  • What she is doing to generate 62% of her business by repeat and referrals from past clients and sphere of influence including her annual marketing plan
  • 2 referral scripts you can use with your sphere of influence
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 52 minute call

Nate Brill SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 80 closings per year
  • $22 million sales volume

In this call, Nate talks about:

  • Having a fast start and selling 27 homes his first year
  • Ramping up to 73 homes his second year … and 80 homes his 3rd year when he closed 66 transaction personally
  • Why his production fell in half to 39 homes his 4th year
  • Why we learn more from our failures than our successes
  • Lessons learned in the down year … and how you can avoid it
  • The benefits of a lead generation schedule
  • How he sold 2 homes per month (24 per year) hosting open houses
  • Detailed open house statistics such as: best day to hold an open, average leads per open on different days of the week, number of leads needed to get to a closing, and days in market from first introduction to close
  • Description of his open house system
  • Why he does not add every visitor to his registration book and why relationship building it the key to open houses success
  • How 35% of his business is from repeat and referrals from past clients and sphere of influence … and why he never asks for referrals
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 2 hour and 15 minute call

Ronnie Matthews SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 1384 closings per year
  • $408 million sales volume

In this call, Ronnie talks about:

  • How a high school dropout sold 50 homes his first year in real estate
  • Being a “couple team” with his wife Cathy and distribution of duties
  • Working 80-100 hour weeks to build the business
  • Creating the most productive sales team in our records by averaging 197 closings per field salesperson last year
  • How he finds the right team members, never interviews longer than 15 minutes, and why he pays his entire team a salary
  • Setting up a 7th level team that operates independent of the team leader
  • The repeat & referral marketing plan that accounts for 70% of his business (968 closings last year) and why he thinks the team is underperforming in this area
  • How he sold the team practice to the team members including the valuation used, payment terms structured, and transition strategy
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 49 minute call

Cody Gibson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 345 closings per year
  • $110 million sales volume

In this call, Cody talks about:

  • Selling 16 homes in his first 16 weeks in the business
  • The mental shift necessary for high achievement
  • Viewing production boards daily for motivation
  • Why he focuses on escrows instead of closings
  • The DFT metric (Deal Fell Thru) and why you might want it higher
  • His aggressive expansion into 76 market centers in 17 states and why he thinks he can still grow by a multiple of ten
  • His goal of 1,000 escrows this year
  • Why he looks for partner, not passenger, agents
  • Division of tasks between the hub and the expansion team
  • His approach to For Sale By Owners that is resulting in 25% of his business
  • FSBO scripts for the initial contact, follow up calls, and voice mail
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 17 minute call

April Stephens SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 242 closings per year
  • $46 million sales volume

In this call, April talks about:

  • Starting her career by working for a home builder
  • Switching to resale homes during the Great Recession
  • How she helps home builders market and sell their homes
  • What she does to network with home builders and attract their listings
  • Why up to 45% if her sign calls result in a showing or buyer consultation
  • Promoting her listings with video home walk thru tours
  • Geographic farming with postcards, social media, and Realtor.com
  • Finding buyers and sellers at open houses
  • How she gets 55% of her business by repeat & referrals from past clients and sphere of influence including her annual marketing plan
  • Describing her weekly email newsletter
  • Why she hosts two client appreciation events per year, the costs, and the results
  • Team dynamics and more
Members click HERE to listen to entire 47 minute call

Andy Peters SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 185 closings per year
  • $65 million sales volume

In this call, Andy talks about:

  • Joining forces with his wife to form a power sales duo
  • Splitting roles into sales and operations … and maintaining an even ratio as the team grew
  • Maxing out at 60 sales per year as a single field agent
  • Growing the team by hiring people who are looking for an opportunity not a paycheck
  • Goal of 100 applications per each position filled … and only hiring the top 1%
  • 85% of business is repeat & referral from past clients and sphere of influence
  • Massive success with the “33 Touch” referral program … including a full description of what to do and when to do it
  • How to send “items of value” in lumpy mail that establishes you as the creative agent who can find marketing solutions
  • Identifying the people in your database who are the “Income Determiners” and developing a special relationship with them
  • Hosting 4 parties and events per year to connect with your past clients and sphere of influence including: Pumpkin Patch, Easter Egg Hunt, and Derby Day
  • How to get people … who only want to work with the team leader … to work with your team members … and be happy about it
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 66 minute call

Brian Weast SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 140 closings per year
  • $32 million sales volume

In this call, Brian talks about:

  • Starting part time for the first few years
  • Going full time during the Great Recession, focusing on REO, and selling 65 to 100 homes per year without an assistant
  • Exiting REO when the banks cut commissions by 20% while asking for more agent resources and time … effectively eliminating the profit
  • Moving into traditional retail sales by focusing on internet leads
  • Expanding too fast and losing track of expenses
  • Grossing seven figures, but ending up with a negative profit margin
  • Tracking his profit and loss statement monthly
  • Reducing his dependence on internet leads as the cost of leads skyrocketed
  • Focusing on past clients and sphere of influence and describing his annual marketing plan
  • Building repeat and referrals up to 60% of his business … and returning to a healthy profit
  • Unique marketing idea to parents of little league sports that is resulting in 10-15 closings per year for only a few hundred dollars
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 54 minute call

Chris Watters SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 427 closings per year
  • $103 million sales volume

In this call, Chris talks about:

  • His fast start as a buyer agent on a team
  • Then with very little experience, starting his own independent brokerage, building it for a year, then “burning it down” when the model did not work
  • Building a new organization from scratch based on the team model
  • Within a few short years, the new model netted a million dollars
  • Recognizing that team success is dependent on the right people being on the team
  • Finding team members that have the same core values and match the culture
  • Interviewing new agents while looking at them through your client’s eyes
  • Phone prospecting for new agents and the script he uses
  • The qualification process for new team members
  • Investigating the success trajectory of the agent applicant
  • The 30 Day Ramp Up training program for all agents new to the team
  • Realizing you cannot manage people, but you can manage standards
  • Weekly 411 accountability meetings
  • Culture, leadership, team dynamics, compensation, and more
Members click HERE to listen to entire 60 minute call

Elaine Northrop SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 1,772 closings per year
  • $750 million sales volume

In this call, Elaine talks about:

  • Not selling a single home her first six months in business, then selling 1 million in real estate (in 1973) during her second six months by changing her internal view of herself from victim to victor
  • How to use creative visualization to get anything you want in life
  • If you want to change your outside world, change the thinking inside your head
  • Why visualization is the most powerful thing you can do to succeed in real estate
  • How to initiate the success cycle of dream, desire, create, and inspire
  • What you should focus on when you visualize
  • The 2 biggest mistakes people make when stating their goals
  • Why success breeds success
  • The power of mediation
  • How she got her start with low rejection open houses … and why she still hosts open houses
  • Using print advertising to build your brand image in the market
  • How creative headlines and house descriptions sell more listings and get you hired by more sellers
  • Her book “Create Your Own Fate: Connect With Your Own Creativity And Chance Your Life”
Members click HERE to listen to entire 55 minute call

Bob Zachmeier SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 98 closings per year
  • $13 million sales volume

In this call, Bob talks about:

  • Getting small to net more
  • His goal of selling half as many homes each year while earning twice the income
  • How he earns 30k by selling a 100k house
  • Why he is putting together seller carry back financing sales
  • How he is replacing his income stream by taking a note instead of a commission
  • Why he is selling lower priced homes to earn larger paydays
  • How he finds sellers who are open to seller carry back and private lender finance
  • The script he uses to present his idea to sellers
  • How he finds buyers who need creative financing, have access to large down payments, are willing to accept properties “as is” and make the repairs themselves
  • The way he structures monthly payments to be less than rent
  • How he finds investors who want to put up money and become private lenders
  • What he did to eliminate his landlord problems and turn it into monthly mailbox money
  • Team dynamics and more
Members click HERE to listen to entire 61 minute call

Matt Fetick SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 278 closings per year
  • $78 million sales volume

In this call, Matt talks about:

  • His career as a paramedic and police office before starting in real estate
  • Why he worked as a title company closing agent before selling homes
  • Getting a fast start and selling 18 homes his first year
  • Why 17% of his business is from expired listings in a very hot market
  • The script and dialogs he uses to set appointments with expireds
  • The conditions necessary for him to set appointments with 50% of the expires he calls … and why sometimes it is only 10%
  • How to create doubt in the expired seller’s mind without attacking the other agent
  • The single letter he mails that results in appointments with 20% of expireds
  • His script for handling objections while setting appointment with expireds
  • Facebook ads for expired listings including targeting and message
  • Why 25% of his business is from internet leads
  • How he is getting 30-50 seller leads per month from Facebook ads
  • Why he focuses on life changing events and market acceleration in neighborhoods
  • How his lead listing agent will close 120 homes and his lead buyer agent will sell 75 homes this year
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 53 minute call

Ruby Henderson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 196 closings per year
  • $57 million sales volume

In this call, Ruby Henderson (with Charlotte Cox) talks about:

  • Not selling any homes her first six months in the business … then earning twice her previous annual salary in the next six months
  • Working weekend open houses to develop a database of leads
  • Her belief that “failure is not going to be an option”
  • Building her team and her volume to 196 homes sold while personally selling over 80 homes last year
  • Mistakes made along the way including the error of focusing on volume while ignoring profit
  • How to mend relationships with neglected past clients
  • Her annual marketing plan to past clients and sphere of influence that resulted in 45% of her business last year
  • Running a BBQ client appreciation party at the park including cost per person
  • The difference between an inside sales agent and an outside sales agent
  • Team dynamics, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Bob Lucido SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 1533 closings per year
  • $619 million sales volume

In this call, Bob talks about:

  • Starting his career as a new homes sale representation
  • Selling his first home for $1 dollar down and earning a $100 commission
  • Spending most of his career working with small and mid-sized new home construction builders handling their inside sales and building a company that employed 300 people in 5 states and had $1 billion in annual revenue
  • Closing the doors to his business during the Great Recession
  • In 2008, he transitioned into selling resale homes
  • Bob is still in production listing and selling homes … he even does open houses
  • Last year, his “personal” team of Bob, his wife, and 3 assistants sold 265 homes work 135 million … while his full team sold 1,533 homes worth 619 million
  • Developing business in two locations: core and expansion
  • His core business is in Maryland with 100 agents and 30 support staff
  • Last year he started expansion offices and already has 50 expansion partners in 19 cities across the nation
  • Bob plans to expand into every state in the nation and multiple international cities
  • He thinks there will only be 5 “mega” expansion teams after the shake out
  • Bob believes that success comes from: thinking big, surrounding yourself with winners, and living a life of integrity and honesty
Members click HERE to listen to entire 54 minute call

Nina Lampley SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 111 closings per year
  • $28 million sales volume

In this call, Nina talks about:

  • Starting as a new home construction representative in the middle of a recession
  • After 3 years, she joined a team as a buyer agent and sold 64 homes in 10 months
  • During her second year on the team she sold 98 homes as a buyer agent and sold 102 homes in her 3rd year
  • After working 70-80 hours per week, she left the team and started her own
  • Last year she sold 111 homes with a buyer agent and an executive assistant
  • 90% of her business is buyer transactions
  • 78% of her closings are coming from her past clients and sphere of influence
  • Nina describes her 33 Touch marketing program
  • One of her best referral sources is throwing her clients a House Warming Party and Nina will describe in detail how to do it
  • She also hosts quarterly client appreciation parties, semi-annual referral parties, and frequent happy hours
  • Find out why her clients love her closing gifts
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Alexander Chandler SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 511 closings per year
  • $123 million sales volume

In this call, Alexander talks about:

  • Avoiding real estate sales when he started earning a living
  • What pulled him into real estate
  • Starting from zero in 3 different markets in 3 different cities
  • Lead generation he used to get a fast start in each new market
  • Developing a niche representing new home builders … listing and selling new construction homes has been 90% of his practice
  • Multiple ways agents can start a relationship with a new home builder
  • Using creative marketing to sell new construction homes
  • Basic concepts for setting your commission rate and fee structure when representing builders … and the difference between percentage and flat rate
  • New home builders know that 48% of all new homes are sold to buyers who are represented by an agent … so most plan to pay agents a co-op commission
  • 5 common reasons new home developments fail … and simple solutions that you can use to become a hero to the builder
  • Why branding and perception are important to both builders and agents
  • Team dynamics, creative marketing, and more
Members click HERE to listen to entire 1 hour and 11 minute call

Josh Barker SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 453 closings per year
  • $132 million sales volume

In this call, Josh talks about:

  • Selling 25 home his first year in real estate … and how he got a quick start
  • 50% of his business is by repeat and referral from past clients and sphere of influence … and why it gets better every year
  • 20% of his business is from Zillow … and what he is doing to make that happen
  • 20% of his business is from sign calls … and script he uses during the call
  • How Josh personal listed and sold 220 homes last year … and why he stays in production and signs 80% of his listing appointments
  • Why excellent customer service leads to more referrals
  • His simple annual marketing plan for past clients and sphere of influence that results in 10% of his database buying or selling with him each year
  • Why he created a top 100 “Inner Circle” referral group, how he stays in front of them, and his script and approach to referrals
  • How he developed his “highly leveraged producers model” team concept that is a hybrid between team leader as the sole producer and team leader as the pure manager
  • Why prospecting is the major driver of his very profitable business
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Noah Ostroff SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 586 closings per year
  • $200 million sales volume

In this call, Noah talks about:

  • Selling 50 homes his first year in the business … and how he did it
  • Why everyone you meet needs housing and is a potential client
  • Lessons he learned from rapid growth
  • Answering the age old question: should team leaders give leads to agents … or teach agents to lead generate?
  • How to change the culture of a team
  • Why he turned weekly sales meetings into weekly Massive Action Events
  • What happens during the events … and the early results
  • Why focusing on your past clients and sphere of influence is more valuable than chasing people you don’t know
  • Rapid growth through expansion offices … mistakes made and lessons learned
  • What to do if a new office is not working out
  • Why it’s better to go narrow-and-deep instead of broad-and-shallow
  • Team dynamics, compensation, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Nick Waldner SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 244 closings per year
  • $80 million sales volume

In this call, Bernie talks about:

  • His entrepreneurial spirit shining through at age 7
  • Getting into real estate as an investor
  • Making 50% off lowball offers … and the results
  • How he built up to selling 65 homes per year as a solo agent
  • Plateauing at 15 million in sales volume for several years
  • Searching and finding better success systems and models
  • Doubling his annual production four years in a row and going from 16 million to an estimated 130 million this year
  • Earning 2.25 million in GCI last year
  • Describing the Agent Achievement Triangle and creating a career path for his team agents including: ISA, Showing Agent, Sales Agent, Lead Agent, and Expansion Partner
  • Why his team is prospecting based and marketing enhanced
  • Handing team agents a “company generated” client every time they close an “agent generated” client
  • His simple yet effective repeat and referral program that accounts for 2/3rds of his business
  • How his internet lead program achieved an 8-to-1 ROI
  • His team’s “Road To A Billion” plan
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 13 minute call

Bernie Gallerani SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 297 closings per year
  • $73 million sales volume

In this call, Bernie talks about:

  • Growing up with humble beginnings while living in assisted HUD housing yet always believing he was destined for a better life
  • Getting a quick start in real estate and selling 34 homes his first year by focusing on prospecting and lead generation
  • Building a team that sold 297 homes last year
  • Personal listing and closing 101 sellers while the team helped 196 buyers
  • Staying in personal production to maximize net profits
  • Finding out if his team is truly profitable by splitting all revenues and expenses between his personal production and his team’s production using the concept of strategic business units
  • Why he invested big in Zillow advertising after testing and tracking
  • Discussing Zillow reviews, promotions, conversion rates, and ROI
  • Discovering that Google Adwords leads are cheap, but harder to convert
  • What he does to list expireds and how he adapted his approach in a super strong seller’s market, including his script
  • How to rekindle past clients after years of ignoring them
  • What he did to received 1 closing per 16 people in his past client and sphere of influence database within the first year of contacting them including his annual marketing plan
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 22 minute call

Brendon Payne SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 163 closings per year
  • $24 million sales volume

In this call, Brendon talks about:

  • Listing 30 homes his first 150 days in the business by implementing a proven system and describing his daily schedule during that time
  • How he got up to 100 closings in his 3rd year by focusing on listing sellers and referring out all buyers
  • Why seller still made up 85% of his business last year
  • Working a resort market and why he works with both full time residence and 2nd home clients
  • Why it’s important to learn the language of your market and master your scripts
  • Database marketing and residual revenue
  • Why he changed from Top Producer to InfusionSoft for his CRM
  • Making 50 contacts per day
  • Why expired listing account for 26% of his business
  • Describing his expired marketing method
  • Role playing his script for calling and setting an appointment with an expired listings
  • How he tracks down expired listing phone numbers
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 13 minute call