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
May 212014
 

Russell Rhodes

  • 578 closings per year
  • $194 million sales volume
  • 1 hour & 32 minutes
Click HERE to listen to Russell Rhodes

In this call, Russell talks about:

  • Why he hired an assistant his 3rd week in real estate
  • How he personally sold 191 homes last year
  • How he gets 48% of his business by repeat & referrals
  • The 3 major components to a building a business by referral
  • Why he gave his staff a raise during the great recession
  • How to turn your past clients into raving fans
  • His marketing plan to past clients and sphere of influence
  • Details about his 3 major past client events
  • His unique Client Appreciation Program
  • How he built a 35% market share in his geographic farm
  • His team member retention strategy that works…2 of his staff members have been with him for over 11 years and 4 of his buyer agents for over 8 years
  • Plus team dynamics, compensation, profit margins, and more
May 072014
 

Liz & Mike McKee

  • 84 closings per year
  • $25 million sales volume
  • 1 hour & 35 minutes
Click HERE to listen to Liz & Mike McKee

In this call, Liz & Mike talk about:

  • Why Liz left her family brokerage to join a national franchise
  • How they doubled their sales volume and tripled their GCI in one year
  • Their goal to double again this year and how they plan to do it
  • The difference between the sales side and the business side of your practice
  • What they do to get 48% of their business from repeats and referrals
  • How to use statics to separate yourself from the competition
  • The expired listing campaign that generates 24% of their business
  • How they turn 1 listing into 2 clients
  • Their successful “neighborhood preview” model
  • How “old fashioned” basics result in higher profit margins
  • The key to working with your spouse
  • Plus team dynamics, compensation, profit margins, and more
Apr 212014
 

Linda Craft

  • 356 closings per year
  • $88 million sales volume
  • 1 hour & 32 minutes
Click HERE to listen to Linda Craft

In this call, Linda talks about:

  • Her slow start in real estate
  • Her 6,000 past client database and how to develop life-long relationships
  • Putting on events for her past clients & sphere of influence
  • Detail discussion of her Valentine’s Day Movie Event, Thanksgiving Pie Giveaway Event, Shredding Event, and Santa Claus Day Event, including costs
  • How she gets people to the events with her step-by-step marketing plan
  • Why she partnered up with a major sports franchise
  • How she landed a expert slot on a local TV station
  • Why she sends video emails and how you can too
  • How she attracts free SEO internet leads to her website
  • Getting clients from walk-in traffic
  • How she advertises with a moving van…for free
  • Using audio tours to get more leads from sign calls
  • Why she sets listing appointments in her office and how you can too
  • Plus team dynamics, compensation, profit margins, and more
Apr 072014
 

Bob Bohlen

  • 12 closings per year (commercial)
  • $151 million sales volume (commercial)
  • 1 hour & 31 minutes
Click HERE to listen to Bob Bohlen

In this call, Bob talks about:

  • Selling hundreds of properties his first full year in real estate and earning 642 thousand in commissions while working only 6 to 8 hours per week…by being an exclusive listing agent
  • Why you should be a listing agent and let everyone else work for you
  • Selling 1,100 properties in a single year
  • Focusing on multi-transactional sellers
  • Why residential agents should learn to value and sell commercial properties
  • In depth discussion of commercial real estate including:
    • Where to learn the commercial side
    • Tools commercial agents use
    • The language and terms you need to know
    • How commercial agents are paid and how big the checks can be (like the $1.5 million commission Bob earned on one transaction)
    • Where to find commercial buyers and seller
    • How to market and sell commercial properties
  • How Bob built his real estate portfolio to include 2,000 apartment units and 13 million square feet of commercial property
  • Bob’s tele-prospecting system…he still makes 75 to 80 calls per day
  • Bob’s scripts for calling expired listings and for sale by owners
  • Bob’s 4 minute listing presentation
  • Plus discussions about Clarity, Code-To-Text, Window View, shadow and coaching programs, Vulcan7, Tiger Leads, hard work ethic, and more
Mar 212014
 

Jennifer King

  • 100 closings per year
  • $19 million sales volume
  • 1 hour & 22 minutes
Click HERE to listen to Jennifer King

In this call, Jennifer talks about:

  • Her slow start in real estate and how an investment in coaching turned it around
  • How she gets 84% of her business from her small database of 248 past clients and sphere of influence resulting in 1 closing per every 3 people in her database
  • Her database marketing plan
  • Detailed discussion of her inexpensive mini-golf and ice cream event
  • How she publicly acknowledges referrals…creating even more referrals
  • Her annual celebration breakfast for last year’s past clients
  • How she achieves a super high 71% net profit margin
  • What she is doing to get referrals from out-of-area agents
  • How she uses social media to contact her sphere of influence
  • List of free technology tools she uses to keep it all on track
  • Virtual assistants – how she finds, hires, trains, and manages them
  • Plus team dynamics, compensation, profit margins, and more
Mar 072014
 

Jeff Scislow

  • 80 closings per year
  • $16 million sales volume
  • 1 hour & 41 minutes
Click HERE to listen to Jeff Scislow

In this call, Jeff talks about:

  • How he sold 58 homes in his first year including his zero-cost plan and simple yet powerful script
  • Jeff’s miraculous recovery from an incurable disease…the doctors told him, “Go home, stay away from your kids, don’t kiss your wife, get rid of your pets, and don’t go out in public”
  • Restructuring and rebuilding his business after his brush with death
  • How he plans to double his average sales price this year
  • His plan for representing builders and his USP prospecting script
  • How he generates 50% of his business from past clients and sphere of influence including his marketing plan
  • A discussion of his Top 100 List including who goes on it and what they receive
  • How he is renewing and detoxing his neglected past client database
  • His strategy for turning 1 transaction into 3 commission checks
  • Plus team dynamics, profit margins, and more
Feb 212014
 

Drew Johnson

  • 349 closings per year
  • $34 million sales volume
  • 1 hour & 19 minutes
Click HERE to listen to Drew Johnson

In this call, Drew talks about:

  • How a visit to the county courthouse was the seed of his success
  • His courthouse investor program that results in 120-130 closings per year
  • Why his model works in up and down markets
  • How he expanded into multiple real estate related businesses through partnerships including brokerage, property management, and construction
  • Building slowly but surely by focusing on production not commission
  • His belief that there’s no such thing as a real estate emergency
  • His time management principal of why do something today when you can get someone else to do tomorrow
  • What happens in his typical day
  • Plus delegation strategies, profit margins, and more
Feb 072014
 

Bob McTague

  • 124 closings per year
  • $18 million sales volume
  • 1 hour & 43 minutes
Click HERE to listen to Bob McTague

In this call, Bob talks about:

  • How he generates 400 to 600 leads per month from his internet PPC campaigns
  • Free niche blogging that brings in 2-3 seller appointment per month
  • His FSBO program that resulted in 22 closings last year
  • 9 major 3rd party internet lead providers and their follow-up systems
  • What he does to get a 300% ROI on his internet lead investments
  • Description of his low-key lead conversion system including scripts
  • A solution to the buyer agent accountability challenge
  • How he shrunk his team and increase overall productivity
  • Plus team dynamics, compensation, profit margins, and more
Jan 212014
 

Martin Bouma

  • 218 closings per year
  • $67 million sales volume
  • 1 hour & 20 minutes
Click HERE to listen to Martin Bouma

In this call, Martin talks about:

  • How he fell into real estate by accident
  • After his first year, his broker told him he did not have what it takes to succeed
  • How he went from failure to producer in 120 days and the woman that helped him
  • What he does to generate 68% of his business by repeat and referrals from his past clients and sphere of influence including his marketing plan
  • How he dominates his neighborhood filled with million dollar houses
  • Spoiling his raving fans with a Top 150 VIP Program
  • Geographic farming for high-end listings including what to send and how often
  • Hiring a COO to run his day-to-day operations
  • Lead coordinator who calls all the internet leads and set appointments
  • How to keep your staff motivated and accountable
  • Plus team dynamics, compensation, profit margins, and more
Jan 072014
 

Paul Wheeler

  • 248 closings per year w/ $35 million sales volume
  • 283 rentals under management w/ $228K in monthly rents
  • 1 hour & 29 minutes
Click HERE to listen to Paul Wheeler

In this call, Paul talks about:

  • Knowing he wanted to be self-employed at age 11
  • Buying his first rental property while attending college
  • Selling 32 homes his first year in the business and not being satisfied
  • How he only works Monday thru Friday 9 am to 3 pm, takes 6 to 8 weeks of vacation per year, and reads 2 to 4 books per week
  • Why he puts his kids in his marketing and how it helped him improve his brand
  • Exactly how his guaranteed sale program works
  • His TV, billboard, and internet lead programs including costs, pointers, and ROI
  • How he gets 55% of his business by repeat and referrals from his past clients and sphere of influence
  • His property management division structure, staff, and revenues
  • Benefits of hiring 2 listing specialists who focus all their time and effort on taking listings, including the conversion numbers you can expect
  • Building a retirement through real estate investment holding companies
  • Paul’s plan to give 100% of his profits away to charity
  • Plus team dynamics, compensation, profit margins, and more
Dec 212013
 

Kendra Cooke

  • 124 closings per year
  • $19 million sales volume
  • 1 hour & 45 minutes
Click HERE to listen to Kendra Cooke

In this call, Kendra talks about:

  • Starting as a part-time receptionist in a real estate office while attending college
  • Learning real estate working the administrative/operations side of a brokerage for 10 years before getting her license
  • How she sold 24 homes her first year while pushing her new born in a stroller
  • Why she works as a listing agent with 4 new home builders
  • How she became the exclusive listing agent in her area for one of the biggest builders in the nation
  • Why building personal relationships is the key to her success
  • How she built her own networking group with multi-transactional referral partners that resulted in 31 closings last year
  • Her exact marketing plan for past clients and sphere of influence that generates 60% to 80% of her business each year
  • Plus team dynamics, compensation, profit margins, and more
Dec 072013
 

Josh Anderson

  • 190 closings per year
  • $45 million sales volume
  • 1 hour & 42 minutes
Click HERE to listen to Josh Anderson

In this call, Josh talks about:

  • The structure of his buyer department that closed 100 homes last year
  • Leads Coordinator (ISA) who sets 15-20 in-office buyer appointments per month
  • Lead Buyer Agent who signs up buyers and manages the buyer team
  • Showing Specialist that shows homes to 85-90 buyers per year
  • Why their buyers find the right home after seeing only 5 to 10 properties
  • Compensation structure for the buyer department
  • How Josh sold 25 homes his first year by using gorilla marketing
  • Why he is revamping his huge database of leads and contacts
  • Past client and sphere of influence program that results in repeat and referrals
  • How he sold 24 home last year by referrals from out of area agents
  • The radio ads that bring him listing and earn 300% ROI
  • Plus team dynamics, compensation, profit margins, and more
Nov 212013
 

Amanda Howard

  • 304 closings per year w/ $59 million sales volume
  • 150 rentals under management w/ $112K in monthly rents
  • 1 hour & 46 minutes
Click HERE to listen to Amanda Howard

In this call, Amanda talks about:

  • Selling 43 homes her first year with 2 small children in tow
  • Starting in a new market where she did not know anyone
  • Building a team so she can take 10 vacations per year.
  • Drawing 950 new leads into her database each month
  • Generating 43% of her business from her websites with no PPC
  • Maximizing free SEO to pull traffic to her websites
  • Her non-salesy follow up scripts that build positive relationships
  • The expired listing campaign that accounted for 9% of her sales
  • TV and radio ads that bring in 25% of her business
  • Customer care reps (inside sales agents) that nurture and convert over-flow leads
  • Starting a property management department to incubate future listings
  • Her buyer agent who will earn 160 thousand dollars this year
  • How she retains her best people year after year
  • Plus team dynamics, compensation, profit margins, and more
Nov 072013
 

Curtis Johnson

  • 268 closings per year
  • $48 million sales volume
  • 1 hour & 41 minutes
Click HERE to listen to Curtis Johnson

In this call, Curtis talks about:

  • Selling 10 homes his first year in real estate
  • How he upped his game and sold 40 homes his second year
  • Learning leverage from Michel Gerber and The E-Myth
  • Realizing that real estate is a lead generation game
  • What he tests in his Google PPC ads to improve results and reduce costs
  • Why his internet marketing converts 3 to 4 times better than average
  • How he generated over 1,000 seller leads in 90 days from the internet
  • Why he gets 3-to-1 ROI from his radio ads
  • How he charges and earns premium prices for his premium services
  • Video listing and buyer presentations that convert
  • Why you should consider being a non-competitive team leader
  • Fast starting his new buyer agents with 50 hours of training videos
  • Gearing up for the future and bringing his staff up to 25 people
  • Plus team dynamics, profit margins, and more
Oct 212013
 

Alexis-Bolin

  • 125 closings per year
  • $30 million sales volume
  • 1 hour & 52 minutes
Click HERE to listen to Alexis-Bolin

In this call, Alexis talks about:

  • Lessons learn by being a waitress for 18 years before real estate
  • Knocking on 50 doors a day to get started
  • Selling 100 homes per year way back in 1987
  • Her “Leap Frog” approach to geographic farming
  • Running a small team and maximizing profit
  • Generating 70% of her business from past clients and sphere of influence
  • Scripts for following up with your past clients
  • Her recipe business card
  • Christmas mailing and pie giveaway party
  • Her local access TV show “Let’s Talk Real Estate” that she’s hosted since 1987
  • Why she is called the “Queen of Objection Handling”
  • Role playing common objections, such as:
    • Will you lower your commission
    • I want an experienced agent to list my house
    • I only want to buy directly from the listing agent
    • I need to think about it
  • Plus team dynamics, profits, and more
Oct 072013
 

Craig Lerch Jr

  • 35 closings per year
  • $12 million sales volume
  • 1 hour & 35 minutes
Click HERE to listen to Craig Lerch Jr

In this call, Craig talks about:

  • The power of being small
  • Shrinking your team and raising your net profit
  • Generating 50% of his business from past clients and sphere of influence
  • How to add 3 people to your database every day for free
  • Staying in front of your people with a Monday Morning Coffee email
  • Raising his average sales price by over 300%
  • Establishing and dominating a high-end geographic farm
  • Maintaining a 76% profit margin
  • Investing in real estate without your own money
  • Team dynamics, profit margins, and more
Sep 212013
 

Melinda Estridge

  • 70 closings per year
  • $40 million sales volume
  • 1 hour & 48 minutes
Click HERE to listen to Melinda Estridge

In this call, Melinda talks about:

  • Selling over 1 billion dollars of real estate in her career
  • Staying with the same company since day one
  • Hiring and compensating a Leads Manager to follow up with internet leads
  • Working her past client and sphere of influence database
  • Farming different neighborhoods with different brands
  • Using shells and templates to simplify her direct mail marketing
  • Good Bye Parties for her sellers
  • Dumpster, Donation, & Shredding Day event
  • Renovation, Remodeling, & Staging Seminar
  • Annual Past Client Party
  • Sharing marketing expenses with lenders and other vendors
  • Time blocking, metrics, team dynamics, profit margins, and more
Sep 072013
 

Brian Maecker

  • 185 closings per year
  • $41 million sales volume
  • 1 hour & 29 minutes
Click HERE to listen to Brian Maecker

In this call, Brian talks about:

  • Generating 90% of his business from past clients and sphere of influence
  • How he turns 10% of his database in closings year after year
  • Making 30 to 50 calls per day
  • Scripts for calling 1, 3, 6, and 12 months after closing
  • Script for agents to reestablish relationships with neglected past clients
  • How to eliminate evening and weekend appointments
  • Direct mail and call schedule to his database
  • How to structure an ideal day and an ideal week
  • TV commercial that brought in 28 closings last year
  • Team dynamics, profit margins, and more
Aug 212013
 

Leigh Brown

  • 213 closings per year w/ $51 million sales volume
  • 58 rentals under management w/ $58k in monthly rents
  • 1 hour & 37 minutes
Click HERE to listen to Leigh Brown

In this call, Leigh talks about:

  • How a young mom can build a cranking team
  • Owning your political and religious beliefs in your business and marketing
  • Mentoring under her successful top agent father
  • Radio advertising that generates seller leads and a 410% ROI
  • Marketing plan to her people farm that generated half of her closings
  • Her Diamond Club for people who refer business
  • Low cost past client events that generate good will and referrals
  • Acquiring an existing team and merging operations
  • Starting a property management division
  • Team dynamics, profit margins, and more
Aug 072013
 

Jason Daniels

  • 102 closings per year
  • $23 million sales volume
  • 1 hour & 33 minutes
Click HERE to listen to Jason Daniels

In this call, Jason talks about:

  • Specializing in repeat and referrals from past clients and sphere of influence
  • Building, cleaning, and working your database
  • His monthly postcard marketing campaigns
  • How to getting local restaurants to donate meals for your promotions
  • Annual past client appreciation parties that result in referrals
  • Marketing plan for promoting a past client event
  • Phone scripts for easy follow up with a purpose
  • How to get referrals from other agents and builders
  • Team dynamics, profit margins, and more
Jul 212013
 

Rita Driver

  • 410 closings per year
  • $30 million sales volume
  • 1 hour & 26 minutes
Click HERE to listen to Rita Driver

In this call, Rita talks about:

  • Working with your spouse
  • Closing over 100 homes per year from past clients and referrals
  • Making 7-figures in GCI
  • Setting a minimum commission
  • Results of advertising on radio and TV
  • Finding and closing short sales
  • Referrals from local agents
  • Breaking into REO…even if everyone says it’s too late
  • Team dynamics, profit margins, and more
Jul 072013
 

Nate Martinez

  • 155 closings per year
  • $16 million sales volume
  • 1 hour & 25 minutes
Click HERE to listen to Nate Martinez

In this call, Nate talks about:

  • Selling 34 homes in his first year…as a part time agent
  • Transitioning back from REO agent to traditional agent
  • Upsizing, downsizing, and re-tooling his team
  • Farming multiple neighborhoods and price ranges with direct mail
  • High-end, glossy, jumbo-sized, just listed postcards that work
  • Cheap mailing cost using USPS Every Door Direct Mail
  • High-end, glossy, personalized, direct mail, neighborhood brochures
  • How to get top quality photos of your listings
  • Pre-MLS marketing and open houses
  • Past client and sphere of influence newsletter
  • Weekly inspirational email campaign
  • Working with your spouse and children
  • Team dynamics, profit margins, and more
Jun 212013
 

Laura Duggan

  • 39 closings per year
  • $19 million sales volume
  • 1 hour & 53 minutes
Click HERE to listen to Laura Duggan

In this call, Laura talks about:

  • Increasing your average sales price into the top 5% in your market
  • Earning larger professional service fees
  • Becoming a luxury home agent
  • How to find luxury home buyers and sellers
  • What to say at open houses to connect with visitors and get contact information
  • Networking with other high-end luxury service providers
  • Producing webinars to generate leads
  • How to market a luxury home for a fast sell at top dollar
  • Utilizing single property websites
  • Building your luxury home team of vendors and service providers
  • Preventing low appraisals
  • Working with your spouse
  • Team dynamics, profit margins, and more
Jun 072013
 

Shawn Cunningham

  • 64 closings per year w/ $10 million sales volume
  • 260 rentals under management w/ $310K in monthly rents
  • 1 hour & 43 minutes
Click HERE to listen to Shawn Cunningham

In this call, Shawn talks about:

  • creating an investor-based business.
  • splitting his time between sales and property management.
  • entering real estate at 17 as an intern.
  • buying an existing team.
  • generating 88% of his business from repeat & referrals.
  • narrowing his database to his “winning team”.
  • 17 people accounted for 60% of his business last year.
  • emailing his Investor Insiders List.
  • investment property selection and preparation.
  • property management fee structure, software, and true expenses.
  • tenant screening and qualifying process.
  • team dynamics, profit margins, and more.
May 212013
 

Patrick Lilly

  • 71 closings per year
  • $85 million sales volume
  • 1 hour & 42 minutes
Click HERE to listen to Patrick Lilly

In this call, Patrick talks about:

  • Coming to terms with a career as a real estate agent
  • Using your mindset to “control your reality” and win when everyone else is losing
  • How to sell homes in a market with no MLS and no lockboxes
  • How he double-ends 20% to 50% of his transactions
  • Deliberately increasing your average sales price
  • His super successful expired listing program
  • A part-time telemarketer who brought in and additional $550 thousand in GCI
  • How to screen telemarketing applicants without talking to them
  • Effective telemarketer compensation
  • His follow up program for past clients and sphere of influence
  • Listing process and the power of positioning the property
  • Team dynamics, compensation, profit margins, and more
May 072013
 

Brad Korn

  • 101 closings per year
  • $10 million sales volume
  • 2 hour & 10 minutes
Click HERE to listen to Brad Korn

In this call, Brad talks about:

  • His slow start in real estate…he only made $10k in his first 3 years…combined
  • Now he’s averaged 100 closings per year for the last 7 years
  • How he copies the best ideas from the top agents…and implements right away
  • Listing pricing strategy that sets him apart
  • Marketing program to sell a home faster than his competition
  • His appearance on HGTV’s My House is Worth What?
  • How he generates 60% of his business from repeat and referrals
  • Details about his database marketing plan that makes the phone ring
  • How he generates 30% of his business from geographic farming
  • Using templates to get your printing cost down
  • What he says on his mailing piece to get response
  • How he sold the same volume of homes after reducing his team from 8 to 3 members
  • The showing agent model of leverage
  • Team dynamics, compensation, profit margins, and more
Apr 212013
 

Buckley-Jolley Team

  • 194 closings per year
  • $40 million sales volume
  • 1 hour & 29 minutes
Click HERE to listen to Buckley Jolley

In this call, Todd and Karen talk about:

  • a real estate agent partnership that’s worked for 8 years
  • how to set up a partnership
  • who does what and who gets paid what
  • what to do when one partner is ready to retire
  • how to value a real estate practice (a real life case study)
  • how to pay the exiting partner over time
  • the golden key to partnership success, mutual respect
  • how to go from 25 to 40 million in one year
  • finding the right team members with a human resource consultant
  • team core values, daily team huddles, and 5 dial tracking
  • profit bonuses to team members
  • team dynamics and compensation
  • marketing to your past clients and sphere of influence, and more
Apr 072013
 

Craig Hartranft

  • 264 closings per year
  • $54 million sales volume
  • 1 hour & 14 minutes
Click HERE to listen to Craig Hartranft

In this call, Craig talks about:

  • Starting as a part time agent and selling 1 home in 6 months
  • How he sold 27 homes his first full year, 39 homes his second year, and 123 homes by his fifth year
  • Shadowing Allan Domb
  • Geographic farming for optimum success
  • Internet lead generation and follow-up
  • Radio advertising for seller leads
  • Repeat and referrals from past clients and sphere-of-influence
  • Give-a-ways to get in front of your past clients
  • Scripts for calling your past clients – even if it’s been a long time
  • His “B-List” for sellers
  • Pre-inspections and the dialog to make it work
  • Trial listings for sellers who are not ready for the MLS
  • Team structure, profitability, and more
Mar 212013
 

Patrick Tuttle

  • 71 closings per year w/ $12 million sales volume
  • 136 rentals under management w/ $184K in monthly rents
  • 1 hour & 58 minutes
Click HERE to listen to Patrick Tuttle

In this call, Patrick talks about:

  • A real estate coach who told him to quit the business
  • How he modified his business model to focus on his strengths
  • Working in a market where 80% of the population is Hispanic and speaks Spanish as a 1st or 2nd language
  • Doing business with military personnel from an expanding Army base
  • Moving to a town where he only knew his wife and generating 85% of his business by repeat and referrals from his sphere-of-influence and past clients
  • How he does business without making any prospecting calls
  • Personally selling 66 homes while he manages 136 rental properties for others
  • How his property management business doubled last year by referrals after he structured it to be more landlord friendly
  • His step-by-step system for filling a vacant property
  • Tenant screening process without credit reports
  • Rental collection schedule and system with dates and actions
  • Automating electronic rent collection and landlord payments
  • Property management software to keep running smooth
  • How to avoid midnight calls for plumbing issues
  • Team structure, profitability, and more
Mar 072013
 

Daniel Keltner

  • 298 closings per year
  • $22 million sales volume
  • 1 hour & 19 minutes
Click HERE to listen to Daniel Keltner

In this call, Daniel talks about:

  • The WORST first year of real estate production ever recorded
  • Virtual assistants (VAs) in detail
  • How he went from breakeven to profitably by outsourcing to VAs
  • His entire process of finding, hiring, training, and utilizing VAs
  • Where do you find VAs
  • Which countries have the best labor pools
  • His experience with 3 major outsourcing companies and what to avoid
  • How to post jobs, screen applicants, and negotiate agreements
  • How much to pay…you’ll be surprised by the low cost
  • His quick and easy training system
  • The cheap internet tools to make it all work
  • Which tasks a VA can do well, and which ones they can’t
  • How his REO business works
  • The best approach to getting into the REO business
  • His team, his profitability, and more
Feb 212013
 

Toril Schoepfer

  • 90 closings per year
  • $17 million sales volume
  • 1 hour & 39 minutes
Click HERE to listen to Toril Schoepfer

In this call, Toril talks about:

  • Starting her career while in college
  • Rebuilding after the Great Recession
  • Restructuring, reorganizing, and settling over $2 million dollars in debt
  • Growing her brand “Toril Sells Houses”
  • Creating a “mothership” database system for all her leads
  • Past client and sphere of influence marketing plan
  • Client appreciation party including BBQ, custom t-shirts, and vendor participation
  • Top 20 “walking billboard” advocates and ambassadors
  • Clickable CraigsList ads that generate 400% more leads
  • Property flyers that cause the phone to ring like crazy
  • Using your child in your advertising and paying them for modeling
  • Team structure and daily huddles
  • Managing her team with daily accomplishment emails, and more
Feb 142013
 

These 7 top real estate agents sold 3,588 homes in a single year worth $479 million and earned an estimated $13 million in commissions.

Major Topics:

  • 5 year plan to reach 1,000 closings per year
  • software to find names, addresses and phone numbers for expireds and FSBOs
  • adding profit centers:  mortgage, title, fees, and vendor marketing agreements
  • software that predicts the next people to move in a neighborhood
  • adding mini-teams inside your existing team
  • closing 14 buyer sides in January
  • adding agents to the team
  • responding to all inquiries in 5-15 minutes
  • finding listings in a tight market with neighbor only open houses
  • best sources of listings
  • spreading your brand to achieve market dominance
  • Facebook contest that went viral
Click HERE to listen to the ELITE Master Mind Call
Feb 072013
 

Nancy Jenkins

  • 182 closings per year
  • $58 million sales volume
  • 1 hour & 27 minutes
Click HERE to listen to Nancy Jenkins

In this call, Nancy talks about:

  • Starting her career when mortgage interest rates were 18%
  • Reaching for the next level in order to fund a current need
  • Thinking in terms of units not volume
  • How she generates 80% of her business from repeat and referrals from past clients and sphere of influence
  • Her marketing plan designed to touch her sphere 15 times per year
  • Prospecting for business and how she asks for referrals
  • How her monthly newsletter appeals to the four personality types
  • Deciding to scale back her production to a manageable level
  • How to give back with college scholarship giveaways, Boys & Girls Club, United Way, and charity work
  • Adding her first assistant
  • What her team looks like today
  • Working with your spouse and children
  • How to be a laissez-faire manager, and more.
Jan 212013
 

Les Walden

  • 141 closings per year
  • $22 million sales volume
  • 1 hour & 40 minutes
Click HERE to listen to Les Walden

In this call, Les talks about:

  • Relationship lead generation that creates 2/3rds of his business
  • How he makes friends and money at the same time
  • The revelation that made his business more successful and more enjoyable
  • His super profitable business model with a 72% net profit margin
  • Database segmentation into 3 groups: Target 25, Hit List, and Connectors
  • His marketing schedules for each database group
  • Scripts and dialogs for sphere of influence calls
  • Details about his two annual client appreciation events:
    • Floatapalooza
    • Santa Claus Party
  • Team structure and compensation including profit sharing
  • Transparency, open book management, and more.
Jan 142013
 

These 7 top real estate agents sold 3,588 homes in a single year worth $479 million and earned an estimated $13 million in commissions.

Major Topics:

  • single “high-profit” lead source that generated 46 closings last year
  • computer algorithm that matches buyers and sellers in 3 seconds
  • raising a $4.5 million flipping equity fund
  • increasing buyer side sales
  • adding $1 million luxury listings
  • finding more profit centers
  • key operating systems
  • broker/agent grows from 30 to 90 independent agents in one year
  • designing a new office with Microsoft/Apple feel
  • earning more by focused personal production
  • recruiting by speaking
  • opening additional locations
  • building systems on the franchise model
  • reducing team member turnover
  • helping team members accomplish their goals
  • maintaining personal production while starting a new venture
  • getting your buyer agent to earn $100k per year
  • taking 2 family vacations for 14 days without office communication
  • setting a goal to close 200 homes per year
  • adding TV commercials to your marketing
Click HERE to listen to the ELITE Master Mind Call
Jan 072013
 

Mitch Ribak

  • 301 closings per year
  • $43 million sales volume
  • 1 hour & 46 minutes
Click HERE to listen to Mitch Ribak

In this call, Mitch talks about:

  • Why he based his practice on buyer sales
  • How he generates 75% of his business from cheap internet leads
  • Internet metrics like cost-per-click, cost-per-lead, and cost-per-sale
  • How he can turn $200 into a closed transaction over and over again
  • How to design a successful google ad
  • An unknown internet lead source that cost half as much as google adwords and generates 33% more leads
  • Which landing page is better: open search or forced registration
  • What was his biggest marketing mistake
  • How to build and manage a huge database of leads
  • Exactly what’s inside his high conversion follow up system
  • What he did to sell 36 homes his first year
  • Why he built his team based on mediocrity
  • How to use lead conversion agents to convert more leads and make more sales
  • Team structure and pay
  • Net profit percentage, and more
Dec 272012
 

Howard Brinton – real estate ICON

  • 1960’s he sold “dirt”
  • 1970’s he sold condominium conversions
  • 1980’s he became a speaker/teacher
  • 1990’s he grew Howard Brinton Seminars™ and Star Power Network™ by interviewing top agents and sharing the message with audios, videos, classes, and conferences.
  • 2000’s he continued to spread the best practices of top agents.
  • December 26, 2012 he passed away.

Howard Brinton will be missed.

He was a GIANT in the real estate industry.  Howard showed us the way.

First as an agent selling homes…he sold 470 homes in a single year…during the 1970’s…without a computer.

Then as a speaker/teacher spreading the word of success to any agent willing to listen. He taught locally. Then CRS. Then state conventions. Then his own show/platform…Howard Brinton Seminars™ and Star Power Network™.

If you’ve been around long enough, you probably listened to some of his original interview cassette tapes, saw him speak, or attended his conferences, workshops, or universities.

Howard not only showed us WHAT the top agents were DOING, but also HOW they were THINKING. He opened up our world to the possibility of doing more, being more, and feeling more.

Howard gave us permission to be successful. He pulled us up to a higher level. Instead of looking around our own office or board, Howard put us on his shoulders so we could see “nationally”. He opened our eyes to a bigger world of success.

Howard brought like minded people together…people who wanted to succeed.

He created a “community” of high-achievers. A place where the best ideas could be shared, modified, and improved…all with the goal of better practices (and therefore lives) for the members.

I am eternally grateful to you, Howard. Thank you for sharing and giving so much of yourself.

Howard Brinton, you will be missed.

-Mike Cerrone