Jun 202016
 

Brett Keppler

  • 260 closings per year
  • $31 million sales volume
  • 1 hour & 19 minutes
Click HERE to listen to Brett Keppler

In this call, Brett talks about:

  • Selling 12 homes his first year
  • Personally selling 96 homes last year while his team sold the balance
  • How he and his team transitioned from selling 494 homes in 2013 (mostly REO) to selling 260 homes in 2015 (mostly traditional sales)
  • The single twist that makes his expired listing program different and more successful than his competitors
  • Working with investors, what they want, and why they keep hiring him
  • How he gets 1/3rd of his business from past clients and sphere of influence including his annual marketing plan
  • Team dynamics, profit margins and more
Jun 072016
 

Marti Hampton

  • 425 closings per year
  • $115 million sales volume
  • 1 hour & 7 minutes
Click HERE to listen to Marti Hampton

In this call, Marti talks about:

  • Why growing up in poverty motivated her to be a success
  • Being a single parent with 3 small children when she started in real estate
  • Using high energy and enthusiasm to sell and win
  • Increasing her production from 44k to 300k in the first 5 years
  • Listing 42 homes in her best month
  • Her innovative “Coming Soon” listing onboarding process that front loads marketing, creates pent up buyer demand, market interest, multiple offers, quick sales, and high prices for her sellers
  • The best day to release a home on the market
  • How to handle multiple offers
  • Her marketing plan for past client and sphere of influence that generates repeats, referrals, and 50% of her closed business last year
  • Marketing with educational videos
  • Giving away event tickets
  • Special past client file with 250 people most likely to refer her business
  • Real estate update radio ads
  • Working with Boomtown
  • How to get online recommendations and reviews from happy past clients
  • Her favorite books
  • Team dynamics, compensation, profit margins and more
May 212016
 

Kathy Schmidt

  • 162 closings per year
  • $68 million sales volume
  • 1 hour & 24 minutes
Click HERE to listen to Kathy Schmidt

In this call, Kathy talks about:

  • Selling 27 homes her first year
  • Staying positive through transition and change
  • Her morning ritual that starts her off on the right foot
  • Looking for 3 pieces of evidence that you are on the right track
  • Her planning process using SMART goals
  • How she generated 76% of her closings by repeat and referrals from past clients and sphere of influence
  • The newsletter she mails to her sphere
  • The electronic Schmidt Report she emails to her past clients
  • Her annual Pie Day event
  • Referral Rewards Program
  • Focused networking and why it works
  • New recruit 8-week boot camp
  • Team dynamics, compensation, profit margins and more
May 072016
 

Lance Loken

  • 992 closings per year
  • $218 million sales volume
  • 1 hour & 29 minutes
Click HERE to listen to Lance Loken

In this call, Lance talks about:

  • Applying lessons from high-level corporate America to his real estate team
  • His quick start and selling 49 home his first year
  • How he personally sold 200 homes in 2014
  • Closing 992 homes last year with only 10 production agents in the field who averaged 99 closings each
  • How his listing agents are averaging 15-20 listings per month
  • Setting big, huge, audacious goals and a plan to achieve them
  • Planning 10 years into the future
  • Why focusing on team culture is the key to individual success
  • Planning for success with a mission, vision, and values statement
  • Empowering your people to make decisions and drive the organization forward
  • 5 key people and succession stacking in each of 5 departments
  • Focusing on and mastering only one new lead generation source each year
  • How to generate business from past clients, sphere of influence, expired listings, home builders, radio & TV ads, and agent referrals
  • Team dynamics, compensation, profit margins and more
Apr 212016
 

Jenny Ames

  • 111 closings per year
  • $141 million sales volume
  • 1 hour & 47 minutes
Click HERE to listen to Jenny Ames

In this call, Jenny talks about:

  • Being named “Rookie of the Year”
  • How she ranked #3 in Chicago by her 3rd year in the business
  • Intentionally working the luxury market from day one
  • How to quickly gain market knowledge and become the expert
  • Looking for your portal into the luxury market
  • Removing the “Chinese Wall” between your personal and business worlds
  • Lifestyle selling
  • Why networking is important and how to do it right
  • How to differentiate yourself with photo quality and copywriting
  • Why you should never use a 35 mm lens camera to photograph the interior
  • Why listing syndication fails to inspire and how you can correct it
  • Focusing on the details is the key to success in the luxury market
  • How to market to past clients and sphere of influence with small and large events
  • Team dynamics, profit margins and more
Apr 072016
 

Kevin Kauffman and Fred Weaver

  • 382 closings per year
  • $79 million sales volume
  • 1 hour & 53 minutes
Click HERE to listen to Kauffman-Weaver

In this call, Kevin & Fred talk about:

  • Succeeding in a recession by becoming experts at Short Sales
  • Building a 7th Level team that worked … then failed
  • Jumping back into the business to list & sell while rebuilding from the ground up
  • Growth through a multi-state hub-and-spoke expansion team
  • What happens in the hub main office
  • How they find agents to work the expansion offices
  • Focusing on the 3 main lead generators of their sales agents: sphere of influence, prospecting, and open houses
  • Training and accountability
  • Leverage through delegation
  • The 3 different referral sources: single agent, partners, and referral companies
  • Creating a interdependent lead generation model
  • Their goal to have 500 expansion partners
  • Team dynamics, compensation, profit margins and more
Mar 212016
 

Erik Hatch

  • 516 closings per year
  • $108 million sales volume
  • 1 hour & 46 minutes
Click HERE to listen to Erik Hatch

In this call, Erik talks about:

  • How he went from selling 50 homes to 500 homes in 5 years
  • Selling zero homes his first year
  • For the first 5 years, he was a part-time agent and sold 58 homes in total
  • In the sixth year, he went full-time and sold 52 homes with 1 part-time assistant
  • The next year, he multiplied his production by a factor of 4 and sold 192 homes
  • The next year, his team sold 246 homes while Erik personally sold 151 homes
  • How to find and hire the right people
  • Why you want to “hire culture and train skill”
  • Description of his 10 hour hiring process
  • The “buyer agent – showing partner” model: who does what and compensation
  • The 300k per year buyer agent
  • His top listing agent listed 125 homes last year
  • How 2 socially awkward ISA’s converted an extra 280 transactions last year
  • Why lead conversion is more important than lead generation
  • Follow up strategy and script
  • Why he and his team never asks for a referral, yet get 50% of their business by repeat and referrals from past clients and sphere of influence
  • 7 past client event themes that result in business
  • Team dynamics, compensation, profit margins and more
Mar 072016
 

Matt Curtis

  • 218 closings per year
  • $44 million sales volume
  • 1 hour & 24 minutes
Click HERE to listen to Matt Curtis

In this call, Matt talks about:

  • How he sold 2 homes his first week and 35 homes his first 6 months
  • The promotion he used to sell 11 homes in 2 hours
  • His internet lead generation and conversion process that resulted in 100 closing last year
  • His cost per lead and cost per sale numbers for Zillow, Commissions Inc., and Tiger Leads
  • His lead distribution system including the perfect number of leads per agent
  • How to get a hold of 90% of your internet leads within 48 hours
  • How he got a 6-to-1 ROI on his internet leads and shares the cost with his lender
  • The CRM he likes best for tracking and converting his leads
  • How to use your internet leads to sign more listings
  • Using mass text messages and his most effective text script
  • How to keep your agents on track with weekly reviews and coaching
  • Why he has over 200 online reviews and how he gets them
  • Keys to working with new home builders
  • Simple past client marketing plan that resulted in 11% of list repeating or referring
  • Team dynamics, compensation, profit margins and more
Feb 212016
 

Linda McKissack

  • 146 closings per year
  • $50 million sales volume
  • 1 hour & 46 minutes
Click HERE to listen to Linda McKissack

In this call, Linda about:

  • The huge upside the real estate business offers
  • How she went from 600 thousand in debt with she began her real estate career to earning 3 million per year in passive income today
  • Using big models to achieve big results
  • How to turn your time consuming real estate practice into a 7th level team that runs without you and pays you a passive income stream year after year
  • Why you want to hire and partner with “empire builders” and build a “bigger brighter future” for you and your team members
  • The downside to doing everything yourself and living commission check to commission check
  • Opening your eyes to new possibilities, walking through natural doors, and building a business bigger than you initially imagined
  • How to structure the sale of your team and receive a 10 year income stream
  • Building a 30 million dollar real estate portfolio filled with little rental houses that generate 146 thousand dollars per month in rental income
  • Expanding from agent to team leader to office broker to region owner
  • How she helped other offices grow and now receives 1.2 million per year in passive income
  • And much, much more
Feb 072016
 

Blythe Team

  • 128 closings per year
  • $24 million sales volume
  • 1 hour & 43 minutes
Click HERE to listen to Blythe Team

In this call, Brent and Chad talk about:

  • Getting a fast start with limited funds
  • The key to working successfully with your family members
  • Why telephone prospecting it the fastest, cheapest, most profitable way to generate leads and build the foundation of your business
  • How to cultivate your past clients and sphere of influence
  • Why 76% of their business is by repeat and referral and the simple annual marketing plan they use to make it happen
  • Script and approach for calling your past clients and sphere of influence
  • The importance of systems and how to create them
  • Why you want to establish a daily schedule
  • The value of a coach
  • Networking clubs to build relationships and give and get professional referrals
  • Why you might want to hire an Inspection Specialist
  • Team dynamics, compensation, profit margins and more
Jan 212016
 

Edie Israel

  • 64 closings per year
  • $44 million sales volume
  • 1 hour & 22 minutes
Click HERE to listen to Edie Israel

In this call, Edie talks about:

  • How she got a fast start and sold 23 homes her first year by working with a relocation director and working at the local Costco Roadshow
  • How she moved into luxury home sales by targeting neighborhoods she likes
  • Selling a 5 million dollar home
  • How to find luxury clients and how she found her first high end client
  • Her luxury broker package
  • How to put on a successful Broker Preview for industry participants
  • Expanding her market, reputation, and reach through geographic farming and direct mail by starting with 1,000 home farm and growing to 60,000 homes per month that is resulting in a 4-to-1 ROI
  • What her direct mail piece looks like
  • How to get and use Zillow Testimonials to improve your internet reputation
  • Her annual marketing plan for past clients and sphere of influence
  • What she says when she calls her past clients
  • How to work with your spouse
  • Team dynamics, profit margins and more
Jan 072016
 

Debbie Yost

  • 251 closings per year
  • $33 million sales volume
  • 1 hour & 26 minutes
Click HERE to listen to Debbie Yost

In this call, Debbie talks about:

  • How she got a fast start in real estate
  • Why getting education early is so important
  • How she went from listing 125 homes per year by herself to setting up a 7th Level business that runs without her so she can travel the world
  • What systems are, why they are important, and how you set them up
  • How to create harmony in a family run business with a wife, husband, and daughter at the helm
  • Why there is no such thing as a true real estate emergency
  • How to pay for your kid’s (or grandkid’s) college … and even retirement … while they are young
  • How to prioritize and work on the highest dollar productive activities first
  • Creating happiness, loyalty, and longevity with your team members
  • How to hire the right person and what to do during the 90 day probation period
  • Why it takes 2 years for a new agent to learn the mechanics and finesse of sales
  • Team dynamics and more
Dec 212015
 

Nick Shivers

  • 240 closings per year
  • $73 million sales volume
  • 1 hour & 22 minutes
Click HERE to listen to Nick Shivers

In this call, Nick talks about:

  • How he got a fast start and sold 48 homes his first year by focusing on circle prospecting and door knocking
  • The script he used to call around other agents listings to find sellers
  • How to develop the team culture you want … and what to do if it’s not working
  • Achieving the 7th Level and letting the team run on autopilot
  • His marketing plan for repeat & referrals from past clients & sphere of influence
  • How he ranks his past clients to determine who should receive his attention first
  • Script he uses to call and qualify old forgotten leads
  • House warming parties to solidify your new client relationship and meet their friends and family
  • Radio ads that generate a 4 to 1 ROI
  • Tracking lead flow with the pink sheet
  • The career path for team agents including inside sales agent, showing agent, buyer agent, and listing agent
  • Showing agent duties and compensation
  • Team dynamics, compensation, profit margins and more
Dec 072015
 

Laurel Starks

  • 71 closings per year
  • $30 million sales volume
  • 1 hour & 28 minutes
Click HERE to listen to Laurel Starks

In this call, Laurel talks about:

  • Why she quit her job as an airline attendant to become a real estate agent
  • How she quick became an expert at the sales contract
  • Why she became a family law real estate expert and works with divorcing couples
  • Receiving listing assignments from attorneys and judges
  • How she became a court appointed expert
  • Earning $350 to $500 per hour consulting for attorneys and testifying in court
  • What you need to do to become a divorce home expert
  • How to develop relationships with attorneys and judges
  • Diversifying and building a traditional practice to expand her business
  • Team dynamics, compensation, profit margins and more
Nov 212015
 

Derek Gilbert

  • 68 closings per year
  • $21 million sales volume
  • 1 hour & 18 minutes
Click HERE to listen to Derek Gilbert

In this call, Derek talks about:

  • Moving to Colorado and running his Arizona real estate team remotely
  • Closing his remote office and starting from scratch in a new market where he did not know anyone
  • Generating excitement and multiple offers for sellers in a hot market
  • How to help buyers win in multiple offer situations even when they are not the highest price
  • Marketing plan for past clients
  • Referral scripts and role play to your sphere of influence
  • Putting on events for your past clients including his Fall Festival
  • Targeted “Facebook Failure” Ads that keep you in front of your past clients for pennies per day
  • His geographic farming program
  • The technology and software that makes his business work
  • Team dynamics, profit margins and more
Nov 072015
 

Carol Wolfe

  • 30 closings per year
  • $40 million sales volume
  • 1 hour & 10 minutes
Click HERE to listen to Carol Wolfe

In this call, Carol talks about:

  • How she negotiates a higher commission than her competition (commissions are negotiable, there are no standards, this is for educational purposes only)
  • Why she sells luxury homes and a simple approach for you to move into the luxury home market
  • Picking, expanding, and working her geographic farm
  • How she earned 1.2 million in GCI last year with a super high profit margin
  • Traveling twice per year around the world and how she keeps things on track back at the office
  • How she stays in front of her community with bus benches, sports banners, and movie theater trailers
  • Working with her daughter and teaching her the ropes
  • Team dynamics, profit margins and more
Oct 212015
 

Timothy Reeder

  • 340 closings per year
  • $51 million sales volume
  • 1 hour & 26 minutes
Click HERE to listen to Timothy Reeder

In this call, Timothy talks about:

  • How he personally sells over 100 homes per year by focusing on referrals
  • His simple, yet effective referral marketing plan
  • Why big databases are distracting, expensive, and often fail
  • How a small list of 300 people resulted in 103 referral closings in 1 year
  • The simple referral scripts that get results
  • What to say when you call your people … fresh new ideas
  • How to throw a huge client party … for free
  • An in-depth discussion of the 3 elements of a successful referral campaign: calls, notes, and pop-bys
  • How he reduced his database from 1,200 to 300 people overnight
  • Why he picked old and historic homes as his niche
  • Team dynamics, compensation, profit margins and more
Oct 072015
 

Kristan Cole

  • 249 closings per year
  • $50 million sales volume
  • 1 hour & 35 minutes
Click HERE to listen to Kristan Cole

In this call, Kristan talks about:

  • Starting in real estate right out of college
  • Being a solo agent for 15 years before starting a team
  • Working in a small rural market in Alaska
  • The Expansion Team concept
  • How she expanded into another city in Alaska … and then city in Arizona
  • Running a team of people in two different states and virtual assistants in another country … and the technology she uses to make it work
  • When expansion teams are a good idea … and when it’s not
  • Lessons she’s learn after mentoring over 600 agents on expansion teams
  • How she and her team are converting 7% of her internet leads into closings
  • The benefits of a 7th Level team
  • Team dynamics, profit margins and more
Sep 212015
 

Lisa Archer

  • 163 closings per year
  • $41 million sales volume
  • 1 hour & 31 minutes
Click HERE to listen to Lisa Archer

In this call, Lisa talks about:

  • How she started in real estate with her father
  • Why a phone call from a friend tripled her business the following year
  • How she developed the “Live Love” concept
  • Why she’s growing her business with expansion teams in two other states and why she believes she can grow to 100 expansion agents in 3 years
  • How she generates 35% of her business by referrals from other agents using Facebook and digital door knocking
  • Her daily prospecting 5-5-5 plan to her sphere of influence that generates 30% of her business … and only takes 30 minutes per day
  • Why relationship building is the key to her long term success
  • The core questions she asks when prospecting FSBOs and expired listings
  • Team dynamics, compensation, profit margins and more
Sep 072015
 

Charles Pence

  • 27 closings per year
  • $85 million sales volume
  • 1 hour & 19 minutes
Click HERE to listen to Charles Pence

In this call, Charles talks about:

  • How he became a luxury agent and how you can move into the luxury market
  • Why he can earn all the money he needs by having 15 to 20 conversations per day
  • How he got over the fear of calling his sphere of influence, what he talks about, his new approach, and the script he uses
  • How the key to success is looking for change in people lives
  • Door knocking in luxury neighborhoods every week for 20 years
  • Why he still holds 3 to 4 open houses per month and why he hires professional hostesses to gather contact information
  • Why low inventory is a myth and how to find all the listings you need
  • Team dynamics, profit margins and more
Aug 212015
 

Lynda Anderson

  • 165 closings per year
  • $27 million sales volume
  • 1 hour & 19 minutes
Click HERE to listen to Lynda Anderson

In this call, Lynda talks about:

  • How she started in real estate to help her sister
  • Working a rural market in a small town of 32,000 people
  • Her small 168 person Advocate Group that sent her 85 closed referrals last year and resulted in 51% of her business
  • Her client appreciation events including a fireworks show and movie day
    Creating Happy Birthday and Happy Home Anniversary videos
  • How she generates 74% of her business by repeat & referrals from her past clients & sphere of influence
  • How she sends mass texts messages and sly voice messages
  • What she’s doing to convert 2.5% of her internet leads into closings
  • The marketing method that has a 22-to-1 ROI, for every one dollar she invests, she gets 22 back
  • Team dynamics, compensation, profit margins and more
Aug 072015
 

Jeff Cohn

  • 420 closings per year
  • $72 million sales volume
  • 1 hour & 40 minutes
Click HERE to listen to Jeff Cohn

In this call, Jeff talks about:

  • How he got a fast start, sold 56 homes, and earn 96 thousand his first year
  • Why he shadowed 30 top agents around the nation and what he learned
  • The 3 primary lead generation buckets every agent should focus on
  • How he zero-bases his advertising cost with market service agreements
  • Internet lead generation including both PPC and SEO strategies
  • Why 30 internet leads per month per agent is the perfect number
  • How to create a culture of accountability within your team
  • His experiment with expansion teams … what worked and what did not
  • How he generates 50% of his business by repeat & referrals from his past clients & sphere of influence
  • What is circle prospecting … and should you do it
  • The benefits of a call assistant
  • How to achieve the 7th Level … and what the 8th Level might look like
  • Team dynamics, compensation, profit margins and more
Jul 212015
 

Vija Williams

  • 60 closings per year
  • $37 million sales volume
  • 1 hour & 28 minutes
Click HERE to listen to Vija Williams

In this call, Vija talks about:

  • When she almost lost her home 4 years ago when she was in foreclosure and 6 months behind on her house payments
  • How she quickly turned it around and sold 9 million in the next 12 months
  • What she’s been doing to double her production every 2 years
  • How she gets referrals from her friends, family, past clients, and other agents in her area and around the nation
  • Her Top 20 Group and why it accounts for a huge portion of her referrals
  • How she generated 200 thousand in GCI last year by “playing” on Facebook
  • What she did to move her price point up into the “entry” luxury market and her average listing price to 750 thousand
  • How she started her own radio show
  • Team dynamics, compensation, profit margins and more
Jul 072015
 

Monte Mohr

  • 242 closings per year
  • $60 million sales volume
  • 1 hour & 57 minutes
Click HERE to listen to Monte Mohr

In this call, Monte talks about:

  • How he came back after the recession, a divorce, a loss of 2/3rds of his income, major back surgery, short selling his retirement rental properties, and his personal home being in foreclosure
  • Building personal power by utilizing the Confidence Formula in Napoleon Hill’s book Think and Grow Rich
  • How his personal production is over 100 homes sold per year
  • Answering the market demand with his “We Sell Homes For Free” program that targets For Sale By Owners
  • His radio ads that achieve a 4-to-1 ROI
  • His TV ads that achieve a 8-to-1 ROI
  • Gaining authority in your market by writing a newspaper column
  • How he generated 45 closings last year from a 500 person database
  • Team dynamics, profit margins and more
Jun 212015
 

Michael Edlen

  • 49 closings per year
  • $89 million sales volume
  • 1 hour & 41 minutes
Click HERE to listen to Michael Edlen

In this call, Michael talks about:

  • How a bad home buying experience convinced him to get his license
  • His “being of service” approach to real estate
  • What it’s like selling million and multi-million dollar homes
  • How he generates the majority of his business by repeat and referrals from past clients and sphere of influence
  • The method he uses to determine the probability of repeat and referral business from each person in his database
  • His annual marketing plan
  • How he asks for referrals
  • The script he uses to find out of state referrals
  • How to find “perfect-fit” team members who are committed long-term (two of his staff have been with him for 17 years)
  • The 5 books you should read to succeed in real estate
  • Team dynamics, profit margins and more
Jun 072015
 

Randy Lewis

  • 98 closings per year
  • $18 million sales volume
  • 1 hour & 17 minutes
Click HERE to listen to Randy Lewis

In this call, Randy talks about:

  • Learning business principals at his father’s side
  • Trustee sales and high volume systems
  • The definition of a “fast wholesale deal” and a “bird dog”
  • Almost being cast in the TV show Property Wars
  • Working with investors
  • The website he uses to attract investor leads
  • Flipping 100s of properties as a principal and as a broker
  • What happened to his real estate portfolio in the Great Recession
  • How he generates repeat & referrals from his past clients & sphere of influence
  • His past client referral script
  • Why he uses an unconventional database management software
  • How to keep FSBOs and Expireds on the phone and talking to you
  • Team dynamics, profit margins and more
May 212015
 

Don Matheson

  • 113 closings per year
  • $68 million sales volume
  • 1 hour & 30 minutes
Click HERE to listen to Don Matheson

In this call, Don talks about:

  • Why he never finished high school
  • Moving to Phoenix after running a successful practice in Vancouver for a decade
  • Even with all his experience, having a slow start in the new market
  • The chance encounter with an young internet website builder
  • His first website AZGolfHomes.com that ramped up his business
  • Why he specializes in golf course and luxury homes (it’s 75% of his business)
  • Generating your own leads with SEO and ranking high in Google search
  • Becoming a hyper-local agent
  • His million dollar home geographic farming program that captured a 12% marketing share
  • How he approaches his past clients and sphere of influence
  • Why small intimate client parties can be more successful that large events
  • How to travel the world, meet new clients, and write it off as a business expense
  • What every agent should do every morning to have a super productive day
  • Team dynamics, profit margins and more
May 072015
 

Char MacCallum

  • 173 closings per year
  • $31 million sales volume
  • 1 hour & 7 minutes
Click HERE to listen to Char MacCallum

In this call, Char talks about:

  • Being a part time agent for her first 10 years in real estate
  • How she generates 80% of her business by repeat & referrals from her past clients and sphere of influence
  • Her past client annual marketing plan
  • Why she likes events and giveaways
  • The 2 hour event that costs $2,400 and brought in $70k in GCI
  • Why you need to tell a story in your marketing
  • Her super simple referral script that works
  • Why you need a success book
  • Working with bulk investors
  • Starting a property management division
  • The LPMAMA buyer qualification system and scripts
  • Her referral brokerage
  • Team dynamics, profit margins and more
Apr 212015
 

Linda Domis

  • 70 closings per year
  • $30 million sales volume
  • 1 hour & 34 minutes
Click HERE to listen to Linda Domis

In this call, Linda talks about:

  • Failing her first license exam and not selling a home for her first six months
  • Gaining traction by marketing to her sphere of influence
  • Why she is selling higher priced homes faster than average
  • How she is moving into the luxury market
  • Her geographic farm marketing plan
  • How to stand out in your farm by doing something few attempt
  • The best marketing piece she every used
  • How she generates 60% of her business from family, friends, and past clients
  • Why she dropped the big annual client party and started doing cluster parties
  • Detailed description of her past client & sphere of influence marketing plan
  • Her “indirect” referral script
  • How to work with your spouse
  • Opening a brokerage
  • Team dynamics, profit margins and more
Apr 072015
 

David Brenton

  • 313 closings per year
  • $52 million sales volume
  • 1 hour & 37 minutes
Click HERE to listen to David Brenton

In this call, David talks about:

  • Becoming the top agent in his office his rookie year
  • Setting minimum standards to achieve high goals
  • Helping over 400 move-up buyers purchase new construction homes with his Guaranteed Sales Program, including a details discussion of how it works and the pitfalls to avoid
  • How he is selling homes twice as fast as his peer average
  • Marketing campaign to his past clients and sphere of influence that accounts for 75% of his business
  • Script he uses to stay in touch with his past clients
  • The 4 past client events he holds every year and why he does them
  • How to select a geographic farm and how to contact them
  • The key to tracking the source of your business
  • Why he pays his sales team different than 99% of his peers
  • Team dynamics, compensation, profit margins and more
Mar 212015
 

Andrew Manning

  • 61 closings per year
  • $68 million sales volume
  • 1 hour & 46 minutes
Click HERE to listen to Andrew Manning

In this call, Andrew talks about:

  • Starting part-time and getting 3 buyer clients at his first open house
  • His open house script to determine if the buyer has an agent
  • Mentoring under a top agent in his office
  • The laugh out-loud pre-listing price-reduction technique
  • How to work with high net worth clients and celebrities
  • His Action Price Plan for a quick sale at a maximum price
  • Working with “must move” clients
  • His “red dot” postcard that brings in listings
  • Networking with business managers and inner circle advisors
  • How to get referrals from other agents in your area and across the nation
  • An informal marketing plan for past clients and sphere of influence
  • Team dynamics, profit margins and more
Mar 072015
 

Mark Hay

  • 179 closings per year
  • $79 million sales volume
  • 1 hour & 16 minutes
Click HERE to listen to Mark Hay

In this call, Mark talks about:

  • Leaving school at 17 to start a milk vending business
  • Becoming a real estate investor and a paper millionaire by 21 … then immediately losing it all in a market downturn
  • Leaving real estate for 5 years to travel, explore the country, and work at odd jobs
  • Becoming a real estate agent at 26 and focusing his career on small “mom and pop” real estate investors
  • His monthly real estate investment seminars and personal financial snapshots
  • Offering “all-in” full service brokerage and property management to investors
  • Niche geographic farming investor condos
  • Why telephone prospecting is his best source of business
  • Expanding into commercial projects, land deals, and working with developers
  • Competing in Iron Man competitions with his 21 years old son and travelling the isolated desert Gunbarrel Highway with his teenage sons on motorcycle
  • Team dynamics, profit margins, and more
Feb 212015
 

Sid Lezamiz

  • 188 closings per year
  • $24 million sales volume
  • 1 hour & 24 minutes
Click HERE to listen to Sid Lezamiz

In this call, Sid talks about:

  • Being a farm boy developing his work ethic on the family farm for 12 years before transitioning into real estate and selling 25 homes his first 10 months in the business
  • Working in a small rural town of 45,000 people
  • A detailed description of his successful guaranteed buy-out program
  • How he generates 58% of his business by repeat & referrals from past clients & sphere of influence
  • His focus on attracting sellers and carrying 100 to 150 listings at a time
  • An in-depth discussion of how a real estate agent can plan for retirement through real estate investment
  • How he accumulated 85 rental units bringing in $75,000 in gross monthly rent
  • A simple concept for reducing tenant turnover by signing long-term leases … up to 10 years
  • How to buy rental properties without banks or conventional financing
  • What the ideal rental property looks like
  • Team dynamics, systems, and more
Feb 072015
 

Stephanie Vitacco

  • 179 closings per year
  • $100 million sales volume
  • 1 hour & 3 minutes
Click HERE to listen to Stephanie Vitacco

In this call, Stephanie talks about:

  • Her international modeling career before real estate
  • How she got a fast start by assuming she would close 3 to 4 homes per month, asking the top agents in her office what she should do every day, and then doing it
  • How she gets the majority of her business by repeat & referral from past clients & sphere of influence
  • The details of her direct mail piece she sends to her database every month
  • Why humor is more important that statistics
  • How she wins 83% of her listing appointments … even when most sellers are interviewing two to three agents
  • Why she has been successful in both rapidly rising and rapidly falling markets
  • Why she belongs to 4 networking groups
  • Team dynamics, profit margins and more
Jan 212015
 

Denny Grimes

  • 120 closings per year
  • $30 million sales volume
  • 1 hour & 36 minutes
Click HERE to listen to Denny Grimes

In this call, Denny talks about:

  • His roller-coaster ride career
  • Just missing the million dollar club his first year
  • Selling 70 homes per year by himself…before he hired his first buyer agent
  • Building a 26 member team that sold 450 homes worth 150 million and netted over 1 million in profit
  • Shrinking to 2 people after the median price fell 75% during the Great Recession
  • Rebuilding his new team and the lessons learned
  • Characteristics of ideal team members
  • How he generates 85% of his business by repeat & referral
  • His marketing plan for past clients & sphere of influence
  • The magic birthday card that gets referrals and updates your database
  • Script to ask for referrals
  • Branding yourself as the expert
  • The radical pricing philosophy that maximizes the sales price of your listings
  • Team dynamics, profit margins and more
Jan 072015
 

Lars Hedenborg

  • 312 closings per year
  • $72 million sales volume
  • 1 hour & 37 minutes
Click HERE to listen to Lars Hedenborg

In this call, Lars talks about:

  • His fast start in real estate by focusing on buyers
  • Script for turning buyer leads into appointments
  • Simple method for gaining buyer loyalty at the first meeting
  • How he built a 7-figure 7th level business that runs without his daily involvement
  • The 4 technologies he uses to systematize his business
  • The 5 marketing pillars that generate all his leads
  • His Raving Fans Club and 60 Touch Marketing Program responsible for 120 closings last year
  • How he multiplied his buyer calls from yard signs by 250%
  • Why his team agents average over 100k in take home pay while the team maintains a healthy profit margin
  • Team dynamics, compensation, profit margins and more
Dec 212014
 

Jack Cotton

  • 80 closings per year
  • $63 million sales volume
  • 1 hour & 44 minutes
Click HERE to listen to Jack Cotton

In this call, Jack talks about:

  • Starting his real estate company in his college dorm room
  • Locating his first office in the back room of a plumbing supply warehouse
  • Not selling a single home for the first 14 months
  • How he gained respect and expertise by writing valuation reports
  • The way he fell into luxury real estate and ended up selling multi-million dollar homes
  • The definition of a “maverick” and why you need one to break into any market
  • The number one thing luxury home clients want from you
  • How you can break into luxury home sales
  • Why he uses a 2 ½ step listing presentation
  • How showmanship sets you apart from your competition
  • Team dynamics, profit margins and more
Dec 072014
 

Rick Edler

  • 49 closings per year
  • $76 million sales volume
  • 1 hour & 22 minutes
Click HERE to listen to Rick Edler

In this call, Rick talks about:

  • Joining the business his mother Kitty started
  • Working in a million dollar luxury market on the coast of California
  • Selling a 12 million dollar luxury home, wearing high-end suits in the heat, and driving his clients around in his Tesla S-Model
  • Why your appearance matters
  • The steps to increasing your average sales price
  • How to change your mind set and feel comfortable working with wealthy clients
  • Growing a team and his Jerry McGuire moment
  • Shrinking a team right before the Great Recession
  • Rebuilding a team focused on personal production
  • The power of goal setting and the easy way to review daily
  • Why you should focus on increasing your average commission dollars
  • Team dynamics, compensation, profit margins and more
Nov 212014
 

Liz Egner

  • 147 closings per year
  • $25 million sales volume
  • 1 hour & 22 minutes
Click HERE to listen to Liz Egner

In this call, Liz talks about:

  • Being an elementary school teacher before jumping into real estate.
  • The year she maxed out selling 95 homes with two administrative assistants and the decision to add agent partners to the team to gain more time.
  • How she gets 90% of her business by repeat & referrals from her past clients & sphere of influence.
  • Why she reduced the size of her past client database.
  • Detailed descriptions of her 4 past client party events per year.
  • Why she rotates the location, time, and focus of each event.
  • The high value of past client visits.
  • Why she created her own private networking leads group and the rewards.
  • Team dynamics, compensation, profit margins and more
Nov 072014
 

Sam Ferreri

  • 286 closings per year
  • $29 million sales volume
  • 1 hour & 32 minutes
Click HERE to listen to Sam Ferreri

In this call, Sam talks about:

  • Getting his license at 17 years old, while he was a junior in high school, and selling 3 homes his first month.
  • His direct mail geographic farm that brings in 60% of his business.
  • The old fashion “ugly” postcard that is out-pulling all the new glossy postcards
  • The criteria he uses to determine if a neighborhood is farm worthy
  • How he keeps in touch with his past client database and gets 30% of his business by repeat and referral
  • Why he uses 5 different databases to track his leads and deliver his messages
  • The secret to his success and longevity
  • Team dynamics, compensation, profit margins and more
Oct 212014
 

Mike Parker

  • 97 closings per year
  • $14 million sales volume
  • 1 hour & 31 minutes
Click HERE to listen to Mike Parker

In this call, Mike talks about:

  • Why getting burned in an electrical explosion and sitting in a burn unit for 57 days…was the best thing that ever happened to him
  • How he generates over 75% of his business by repeat and referrals from his past clients and sphere of influence
  • Why he uses the term “team agent” instead of “buyer agent”
  • How to get back up after getting knocked down
  • How to recover from a painful divorce
  • How to stay proactive and beat depression
  • A simple way to track trends in the general economy that may affect your local real estate market
  • A simple daily habit that will result in 48 closings per year
  • His 25th annual Santa Claus Event that results in a 10-to-1 ROI
  • Team dynamics, compensation, profit margins and more
Oct 072014
 

Christy Crouch

  • 101 closings per year
  • $14 million sales volume
  • 1 hour & 23 minutes
Click HERE to listen to Christy Crouch

In this call, Christy talks about:

  • Starting as a receptionist in a real estate office
  • Shadowing two top agents as their operations manager
  • Starting her own team when she moved to a new city
  • Building her business on a shoestring budget by prospecting 3 to 5 hours per day
  • How she gets 50% of her business from expired listings and 20% of her business from for sale by owners
  • Her exact approach to expired listings and FSBOs including: scripts, dialogs, objection handling, role playing, and her full marketing plan
  • How she is able to maintain a 70% net profit margin
  • Her manual file tracking system
  • Team dynamics, profit margins, and more
Sep 212014
 

Chris Suarez

  • 220 closings per year
  • $73 million sales volume
  • 1 hour & 56 minutes
Click HERE to listen to Chris Suarez

In this call, Chris talks about:

  • Starting over in 3 different markets after 3 relocations
  • Getting a fast start doing daily open houses
  • The nitty-gritty details for open house success
  • Developing multiple $20 million niches within your practice
  • Opening a shopping mall kiosk that brought in $13 million in sales its 1st full year
  • Using the principles of the MREA book to model and duplicate success
  • Ramping up in a new market and going from zero to $1.8 million in GCI and $1 million in net profit…in only 4 ½ years
  • Running his team with two co-dependent divisions
  • Why each buyer agent has their own showing assistant…and how it’s working
  • Team dynamics, compensation, profit margins, and more
Sep 072014
 

Brent Gove

  • 168 closings per year
  • $63 million sales volume
  • 1 hour & 52 minutes
Click HERE to listen to Brent Gove

In this call, Brent talks about:

  • Starting slow and only selling 8 homes his first year
  • The first discovery that doubled his production up to 48 closing in a year and $395 thousand in GCI
  • The second discovery that double his production again up to 110 closings in a year and expanded into 429 closings 5 years later
  • What it feels like to close 55 homes and net $288 thousand in one month
  • Why Brent believes copying successful models is the fastest way to success
  • How he built his business on “large scale” open houses
  • His one radio ad that brought in an extra $300 thousand last year
  • Why you need to master lead generation
  • Teaching buyer agents to generate their own leads
  • Team dynamics, compensation, profit margins, and more
Aug 212014
 

Leslie McDonnell

  • 219 closings per year
  • $75 million sales volume
  • 1 hour & 24 minutes
Click HERE to listen to Leslie McDonnell

In this call, Leslie talks about:

  • Starting part time while she waitressed and selling 44 home her first year
  • Generating her business from geographic farming, past clients, sphere of influence, and orphan clients
  • How she achieves a super high 71% net profit margin
  • Why she always gets every client’s birthday during the transaction
  • Her monthly marketing plan to her sphere of influence
  • Monthly giveaways to her past clients
  • Past client Thanksgiving Pie Day and Christmas Party
  • How she picks her geographic farm areas
  • Why she includes a call-to-action in every marketing piece
  • Direct mail campaign to her geographic farm
  • How systematizing her business tripled her production
  • Team dynamics, compensation, profit margins, and more
Aug 072014
 

Gwen Daubenmeyer

  • 116 closings per year
  • $21 million sales volume
  • 1 hour & 23 minutes
Click HERE to listen to Gwen Daubenmeyer

In this call, Gwen talks about:

  • Her super slow start in real estate…taking 6 months to sell her first home
  • Rebounding from a career crushing recession where home values fell 42%
  • How she generates 94% of her business by repeat & referrals from past clients & sphere of influence…including her informal marketing plan
  • Why she has a black belt in introvert marketing
  • How she gets big numbers from a small database…last year she got 1 closing from every 7 people in her database.
  • The 4 ways people get into her database…and why she takes some people out
  • Her inclusive core value that the people in her database are her “family”, in her “nest”, and are “one of us”.
  • How she uses Facebook to connect with her database and her creative use of lists
  • Her decision guiding mantra of “people over things”
  • Team dynamics, compensation, profit margins, and more
Jul 212014
 

Terry Moerler

  • 68 closings per year
  • $40 million sales volume
  • 1 hour & 37 minutes
Click HERE to listen to Terry Moerler

In this call, Terry talks about:

  • Moving to California as a single mom and starting from scratch
  • How her passion for real estate investing turned into a career as an agent
  • Running her own brokerage, then working for another brokerage, eventually taking over a third brokerage, and being a top producing agent the entire time
  • How she turned around a lack-luster brokerage and built it into a powerhouse
  • What she does to generate over 90% of her personal production by repeat & referrals from her past clients & sphere of influence
  • The exact steps to her simple (yet profitable) referral marketing and prospecting program
  • Her team showing partner
  • Achieving the 7th Level in both her personal team and her 250 agent brokerage
  • Team dynamics, compensation, profit margins, and more
Jul 072014
 

Judy Markowitz

  • 174 closings per year
  • $108 million sales volume
  • 1 hour & 56 minutes
Click HERE to listen to Judy Markowitz

In this call, Judy talks about:

  • Growing up in a housing project and starting work at 15 years old.
  • Her turning point decision to “stop paying the world and have the world pay me”.
  • Why she borrowed $1,000 to start her career and what she invested in.
  • Mentoring with her first broker, doing whatever he said, and putting in overtime.
  • How she gets 67% of her business by repeat and referrals from her small list of 560 past clients and
  • sphere of influence.
  • Her VVIP program…why she set it up, who gets in, and how she makes it work
  • Quiet leads…what they are and how she benefits.
  • Why she always wants her marketing to stand out from the crowd.
  • Her annual Ice Cream Social Event that kicks off the summer, has 3,000 people attend, and gets big media coverage.
  • Why she can take 3 months off each year.
  • Team dynamics, compensation, profit margins, and more
Jun 212014
 

Jennifer Carstensen

  • 155 closings per year
  • $22 million sales volume
  • 1 hour & 5 minutes
Click HERE to listen to Jennifer Carstensen

In this call, Jennifer talks about:

  • Why she switched from the mortgage business to real estate sales
  • Her goal to make $100k her first year and how she did it
  • The expired listing letter that generates 30% of her business
  • Her phone script for expired listings
  • What she does to get 30% of her business by repeat and referrals from past clients and sphere of influence
  • How she quickly ramped up her internet buyer leads with Boomtown
  • Her Facebook personal page, business page, and agent referral network
  • How she generates seller leads using newsfeed Facebook ads and the phone script she uses to convert them into listing appointments
  • The power of mentors and modeling successful agents
  • Team dynamics, compensation, profit margins, and more
Jun 072014
 

Tami Spaulding

  • 85 closings per year
  • $22 million sales volume
  • 1 hour & 34 minutes
Click HERE to listen to Tami Spaulding

In this call, Tami talks about:

  • Working in the title business and as a top agent assistant before getting her license
  • How she consistently sells 100 homes per year with a small team
  • …and why she did not reach her 100 home goal in 2013
  • How she dealt with a major family challenge
  • …and how her team keep things going when she missed 7 weeks of work
  • Should you tell your sphere of influence about your family issues
  • Why systems, checklists, and team members make a real business
  • How she generates the majority of her business from repeats and referrals from her previous clients, sphere of influence, and REALTOR referrals
  • Scripts for calling your sphere of influence
  • Her annual marketing plan including a month-by-month description
  • Why “relationships” are everything and how to make them blossom
  • How to make “fun” part of everything you do
  • Why she has a Top 50 Group and how she selects them
  • Her REALTOR referral program that results in 28-33% of her business each year
  • The power of daily rituals, a formal schedule, and affirmations
  • Monthly P&L reviews and how she achieves a 65% profit margin
  • “The Book”, what’s inside it, and more