Sally Forster Jones SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 156 closings per year
  • $370 million sales volume

In this call, Sally talks about:

  • Majoring in psychology and starting life as a kindergarten teacher
    Building a nest egg by flipping houses
  • Getting a real estate license and selling average priced homes
  • How she transitioned her practice into selling luxury and super luxury homes
  • Working with billionaire clients
  • Listing, marketing, and selling a 85 million dollar super mansion
  • The differences and similarities between entry level and super luxury home buyers and sellers
  • The steps to take to transition into the luxury market
  • Why she always phone prospects for one hour every day
  • Team dynamics and more
Members click HERE to listen to entire 47 minute call

Jay Acker SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 380 closings per year
  • $93 million sales volume

In this call, Jay talks about:

  • Working in property management and corporate relocation before join forces with his wife to start a real estate team
  • How to work successfully with your spouse by defining roles
  • Retooling the business during market fluctuations
  • 3 major mistakes he made growing the business and the lessons he learned
  • How he gets 70% of his business by repeat & referrals from past clients and sphere of influence
  • Why he throws a mix of small and big client events
  • How one event resulted in 18 referrals and 11 closings
  • Running a staff lean team for efficiency and profit
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 49 minute call

Anne Daily SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 61 closings per year
  • $18 million sales volume

In this call, Anne talks about:

  • Starting as an organizer and property manager for her family real estate investment business
  • Working with her spouse and adult children
  • Why both she and her husband are in production, how to make it work, and why both need their own independent coach
  • How the loss of family member affects a family team
  • How she generated 30% of her business from expired listings last year including her approach of being the “turn around” agent, how she contacts the seller, and the service she uses to research the owners name, address, and phone number
  • Even in a fast market, 10% of her business is from foreclosures and NODs (notices of default) and she describes a quick easy way to find contact info
  • How she gets 50% of her business from repeat and referrals from past clients and sphere of influence from a small database of 800 people including her simple annual marketing plan
  • The psychology of prospecting and how to embrace the opportunity
  • How she splits her time between sale production 3 days per week and being a coach for the Mike Ferry Organization 2 days per week
  • Team dynamics, profit margins, and more
Members click HERE to listen to entire 55 minute call

Jeff Sibbach SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 387 closings per year
  • $175 million sales volume

In this call, Jeff talks about:

  • How he niched into the “mid luxury” market where homes are twice the average price
  • Why he takes days, weeks, even months to properly prepare a home for sale
  • The biggest problems he encounters with bringing older homes into today’s style (you might be surprised)
  • His 57 item checklist for identifying functional obsolescence
  • Why dropping the price might be the wrong way to sell a home
  • How fix-up, repair, and updating the home are now marketing cost
  • Why he will invest his own money to fix up his client’s property
  • Selling the buyer on the home before the first showing
  • How he gets home photos to jump off the screen and get buyers lining up for his new listings
  • Why he hires a professional photographer
  • Hiring a professional stagger that he calls the “seller’s helper”
  • Taking before and after staging photos to promote on his website to get future clients
  • Get SEO leads by promoting neighborhoods over houses
  • Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 48 minute call

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