SC188: Jonathan Spears. 92 closings worth 119 million in one year.

October 21, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 56 minutes

Website:

scenicsir.com/agents/48330-Jonathan-Spears

Background:

Jonathan Spears is with Sotheby’s International in Destin, Florida. Last year he closed 92 transactions with a total sales volume of 119 million and earned 3 million in GCI. His average sales price was 1.3 million of which 35% were buyers and 65% were sellers.

Last year, Jonathan personally sold the 92 homes as a solo agent with one assistant. Today Jonathan’s team is growing and has 5 members: 2 buyer agents, 1 operations assistant, 1 executive assistant, and 1 team leader.

Jonathan is the team leader of the Spears Group. He has been an agent for 8 years and works the Destin 30A market. In his short career, he has already sold 343 million in volume and earned 10 million in GCI.

In this call, Jonathan talks about:

  • Entering college at age 14 and graduating college at 18.
  • Immediately going into real estate as an assistant to a successful REO agent and processing 50 broker price opinions per week for 2 years
  • Moved into sales and was a buyer agent for a team for the next 2 years
  • How he transitioned into high end luxury real estate, established a reputation, and began receiving referrals from wealthy clients
  • Personally sold 92 luxury homes last year as a solo agent with one assistant
  • 95% of his business is selling resort and 2nd homes
    Why these high end homes are being purchased for enjoyment and investment
  • His direct mail campaign that established him as the market leader
  • Why he sells lifestyle not bricks and sticks
  • His use of Instagram Stories to connect with his tribe
  • Visiting 5 star hotels and modeling their white glove service
  • Team dynamics, profit margins, and more

2017 Stats:

  • 92 closings
  • 119 million sales volume
  • 5 member team:
    • 2 buyer agents
    • 1 operations assistant
    • 1 executive assistant
    • 1 team leader

Niche:

  • luxury homes
  • direct mail
  • repeat & referrals
  • past clients
  • sphere of influence

SC187: Ken Pozek. 118 closings worth 39 million in one year.

October 7, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 49 minutes

Website:

PozekGroup.com

Background:

Ken Pozek is with Keller Williams in Orlando, Florida. Year-to-date he closed 73 transactions with a total sales volume of 28 million. His average sales price was 237 thousand of which 68% were buyers and 32% were sellers. In his best year (2016 in Detroit), he sold 118 homes worth 39 million.

Ken has a 6 member team: 1 lead agent partner, 2 agent partners, 1 executive admin / transaction coordinator, 1 part time marketing manager, and 1 team leader.

Ken is the team leader of the Pozek Group. He has been an agent for 10 years and works the metro Orlando market.

In this call, Ken talks about:

  • Flipping and appraising homes after high school
  • Getting into real estate and being successful in 3 different markets
  • Selling 18 homes his first 9 months in central Detroit
  • Then selling 80 properties the next 12 months by working with banks to dispose of REO foreclosure houses
  • Switching back into retail sales and moving to a more affluent part of the city to sell more expensive homes
  • Building up a practice by befriending other local business owners, solving their biggest pain points, and asking for referrals
  • Developing Channel Accounts with people who can send 2 or more referrals per year, including several sources of leads you may not have heard before
  • Building up his 2nd practice to 118 closings per year in Detroit, then moving thousand miles away, starting from scratch, and now on track to sell 100 homes in his second full year in Orlando
  • The huge expensive 120 thousand dollar mistake he made trying to grow too fast
  • Why old fashioned inexpensive lead generation is the most profitable way to grow
  • His vendor spotlight program that results in 2 closings per month for zero cost
  • How he closed 3 million in volume this year with free YouTube videos
  • His simple 60 touch annual marketing plan that results in sphere referrals
  • How he gets agent referrals from all over the country
  • Team dynamics, compensation, profit margins, and more

2018 Stats:

  • 73 closings (YTD thru Aug 2018)
  • 28 million sales volume
  • 6 member team:
    • 1 lead agent partner
    • 2 agent partners
    • 1 executive admin / transaction coordinator
    • 1 part time marketing manager
    • 1 team leader

Niche:

  • vendor network
  • channel accounts
  • repeat & referrals
  • past clients
  • sphere of influence

SC186: Tony Baroni. 231 closings worth 56 million in one year.

September 21, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 44 minutes

Website:

TonyBaroni.com

Background:

Tony Baroni is with Keller Williams in Brandon, Florida. Last year he closed 231 transactions with a total sales volume of 56 million. His average sales price was 242 thousand of which 45% were buyers and 55% were sellers.

Tony has a 14 member team: 2 buyer specialists, 1 lead buyer specialist, 1 listing specialist, 1 outside sales associate, 1 director of lead generation, 1 listing closing coordinator, 1 buyer closing coordinator, 1 listing coordinator, 1 marketing & media manager, 1 field rep, 1 stager, and 1 lead listing specialist/team leader.

Tony is the team leader of the Tony Baroni Team. He has been an agent for 13 years and works the metro Tampa Bay market.

In this call, Tony talks about:

  • Working in logistics before real estate
  • Receiving 30% of his business (70 closings last year) from online reviews
  • The Promise review and referral program, including script and role play
  • What to say and do to get clients to write 5 star reviews for you
  • The 6 most important websites to have your reviews posted and which site has the most “Google Juice”
  • How to promote your reviews on Facebook
  • Why 75% of his past clients fill out an online review
  • How he gets 55% of his business by repeat and referrals from past clients and sphere of influence
  • His Top 25 Referrer Party
  • Team dynamics, profit margins, and more

2017 Stats:

  • 231 closings
  • 56 million sales volume
  • 14 member team:
    • 2 buyer specialists
    • 1 lead buyer specialist
    • 1 listing specialist
    • 1 outside sales associate
    • 1 director of lead generation
    • 1 listing closing coordinator
    • 1 buyer closing coordinator
    • 1 listing coordinator
    • 1 marketing & media manager
    • 1 field rep
    • 1 stager
    • 1 lead listing specialist/team leader

Niche:

  • online reviews
  • repeat & referrals
  • past clients
  • sphere of influence

SC185: Lucas Howard. 265 closings worth 52 million in one year.

September 7, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 58 minutes

Website:

LucasHowardGroup.com

Background:

Lucas Howard is with Keller Williams in Grand Rapids, Michigan. Last year he closed 265 transactions with a total sales volume of 52 million and earned 1.7 million in GCI. His average sales price was 198 thousand of which 56% were buyers and 44% were sellers.

Lucas has a 19 member team: 6 buyer agents, 2 junior showing agents, 2 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 director of fun, 1 marketing director, 1 director of operations, 1 executive assistant, and 1 team leader.

Lucas is the team leader of the Lucas Howard Group. He has been an agent for 14 years and works the West Michigan market.

In this call, Lucas talks about:

  • Selling homes part time on the side for the first 8 years
  • Jumping in full time and selling 40 homes in first full year
  • Selling 58 homes the next year with zero assistants
  • Listing 110 homes as the teams exclusive listing agent
  • How he gets 60% of his business (150 closings) by repeat and referral from his past clients and sphere of influence including his 52 touch annual marketing plan
  • Hosting 4 past client events per year including the script he uses to invite his people and ask for referrals
  • Creating spotlight videos that promote local businesses and result in referrals from business owners including how to make the videos and getting the local business association to sponsor and pay for it
  • Hosting, promoting, and organizing huge community events with 6 to 10 thousand people attending that results in goodwill and referrals
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 265 closings
  • 52 million sales volume
  • 19 member team:
    • 6 buyer agents
    • 2 junior showing agents
    • 2 listing agents
    • 2 inside sales agents
    • 1 listing coordinator
    • 1 transaction coordinator
    • 1 director of fun
    • 1 marketing director
    • 1 director of operations
    • 1 executive assistant
    • 1 team leader

Niche:

  • community events
  • repeat & referrals
  • past clients
  • sphere of influence

SC184: Toni Zarghami. 108 closings worth 35 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 55 minutes

Website:

SearchSarasotaHomes.com

Background:

Toni Zarghami is with Keller Williams in Sarasota, Florida. Last year she, her husband David, and team closed 108 transactions with a total sales volume of 35 million. Her average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In her best year (2016), she sold 116 homes worth 40 million.

Toni has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist / director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer.

Toni is the co-founder and listing specialist of the Zarghami Group. She has been an agent for 10 years and works the metro Sarasota market.

In this call, Toni talks about:

  • Falling in love with real estate as a 4th grade teacher when she fix-n-flipped a house one summer
  • The benefits of shadowing a mentor early in your career
  • How she fell in with a builder to boost her practice early on
  • Lessons learned from failures and why you want to fail faster
  • How to create accountability for yourself and team members
  • Keys to successfully working with your spouse
  • Why Toni still personally lists and sells 50-60 homes per year
  • What to say to a seller when you are competing against other agents
  • Scripts for getting sellers to price their home correctly
  • How she stopped discounting her commission
  • Getting more repeat and referrals from past clients
  • Team dynamics and more

2017 Stats:

  • 108 closings
  • 35 million sales volume
  • 19 member team:
    • 6 buyer specialists
    • 3 junior partners
    • 1 listing specialist / director of sales
    • 3 full time operations staff
    • 2 virtual assistants
    • 1 courier
    • 1 sign guy
    • 1 chief growth officer
    • 1 chief executive officer

Niche:

    • internet leads
    • repeat & referrals
    • past clients
    • sphere of influence

SC183: Noel Bittinger. 154 closings worth 43 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 66 minutes

Website:

Bittinger.com

Background:

Noel Bittinger is with Bittinger Team, Realtors in Canton, Michigan. Last year she, her husband Lee, and team closed 154 transactions with a total sales volume of 43 million and a GCI of 1.2 million. Her average sales price was 282 thousand of which 39% were buyers and 61% were sellers. In her best year (2005), she sold 176 homes worth 42 million.

Noel has a 13 member team: 4 Realtors, 1 operations director, 1 listing manager, 1 closing manager, 1 field manager, 3 contractors (a bookkeeper, a photographer, and a digital marketing group), and 2 team leaders.

Noel is the team leader of the Bittinger Team. She has been an agent for 34 years and works Detroit – Anne Arbor market.

In this call, Noel talks about:

  • Failing her licensing exam the first attempt, yet selling 30 homes her first year
  • Exactly what she did to get such a fast start
  • Working with her spouse for 34 years and why it’s critical to establish clearly defined roles
  • How systems can set you free
  • What is a system, how can you set up a system, and examples of systems
  • Software that digitizes your system and gets all team members on same page
  • How she gets 57% of her business by repeat & referrals from past clients including her annual marketing plan
  • Why she hosts 3 client parties per year instead of one
  • How she gets 31% of her business from internet leads, what is her #1 best internet lead source, and the company she hired to run her internet marketing
  • Who does a better job of converting internet leads: agents, ISA, or outsource?
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 154 closings
  • 43 million sales volume
  • 13 member team:
    • 4 Realtors
    • 1 operations director
    • 1 listing manager
    • 1 closing manager
    • 1 field manager
    • 3 contractors (a bookkeeper, a photographer, and a digital marketing group)
    • 2 team leaders

Niche:

    • internet leads
    • repeat & referrals
    • past clients
    • sphere of influence

SC182: Craig Wilburn. 185 closings worth 49 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1 hour and 5 minutes

Website:

TeamDynamoRealEstate.com

Background:

Craig Wilburn is with Keller Williams in Gainesville, Florida. Last year he closed 185 transactions with a total sales volume of 49 million and a GCI of 1.3 million. His average sales price was 264 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), Craig sold 255 homes worth 55 million.

Craig has a 14 member team: 2 buyer agents, 3 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 field manager, 2 executive assistants, 1 director of operations, and 1 team leader.

Craig is the team leader of Team Dynamo. He has been an agent for 15 years and works the metro Gainesville market.

In this call, Craig talks about:

  • Only selling one house during his first 5 months while he educated himself on the market and built relationships
  • Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members
  • His formula was simple: talk to 17 people per day
  • Why he likes prospecting in shopping malls and office parks
  • How to build rapport quickly with anyone
  • Hear the script he uses to set appointments with people he just met who showed interest in real estate
  • Why he developed a laid back friendly approach to for-sale-by-owners
  • His annual client party and how he zero based the cost
  • Why he is still personally in production and sold 70 homes himself last year
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 185 closings
  • 49 million sales volume
  • 14 member team:
    • 2 buyer agents
    • 3 listing agents
    • 2 inside sales agents
    • 1 listing coordinator
    • 1 transaction coordinator
    • 1 field manager
    • 2 executive assistants
    • 1 director of operations
    • 1 team leader

Niche:

  • for sale by owner
  • repeat & referrals
  • past clients
  • sphere of influence

SC181: Dayton Schrader. 605 closings worth 155 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 58 minutes

Website:

TheSchraderGroup.com

Background:

Dayton Schrader is with Re/Max in San Antonio, Texas. Last year he closed 605 transactions with a total sales volume of 155 million and a GCI of 4 million. His average sales price was 256 thousand of which 45% were buyers and 55% were sellers.

Dayton has a 27 member team: 1 operations manager, 4 business development, 8 transaction coordinators, 1 property manager, 5 buyer agents, 2 photographers, 1 stager, 1 bookkeeper, 1 marketing, 1 runner, 1 executive assistant, and 1 team leader.

Dayton is the team leader of The Schrader Group. He has been an agent for 36 years and works the metro San Antonio market.

In this call, Dayton talks about:

  • His slow start in real estate selling 5 homes his first year
  • How he slowly built his practice with by working his sphere of influence
  • Recognizing that referral partners could each send 2-5 referrals per year
  • Building a VIP Referral Partner program with 250 professionals that resulted in 300 closings last year
  • Why he like to host big and small events
  • His belief in the Law of Reciprocity and how it works with referrals
  • Scripts his uses when initiating and following up with his referral partners
  • How he became a problem solver and a fixer for new home builders that results in over 200 closings last year
  • Common problems builders experience and how you can profit by solving
  • Why he personally lists 20 homes each month and tracks his P&L monthly
  • Team dynamics, profit margins, and more

2017 Stats:

  • 605 closings
  • 155 million sales volume
  • 27 member team:
    • 1 operations manager
    • 4 business development
    • 8 transaction coordinators
    • 1 property manager
    • 5 buyer agents
    • 2 photographers
    • 1 stager
    • 1 bookkeeper
    • 1 marketing
    • 1 runner
    • 1 executive assistant
    • 1 team leader

Niche:

  • new home builders
  • professional referral partners
  • repeat & referrals
  • past clients
  • sphere of influence

SC180: Joy Russell. 96 closings worth 17 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 49 minutes

Website:

JoySellsLouisiana.com

Background:

Joy Russell is with Keller Williams Realty in Prairieville, Louisiana. Last year she closed 96 transactions with a total sales volume of 17 million. Her average sales price was 171 thousand of which 60% were buyers and 40% were sellers.

Joy is a solo agent with 3 assistants: 1 executive assistant, 1 marketing assistant, and 1 part time inside sales agent.

Joy has been an agent for 14 years and works the Baton Rouge market. In her best year (2016), joy sold 126 homes worth 20 million.

In this call, Joy talks about:

  • How she sold 96 homes last year
  • Why she works as a solo agent and does not want any buyer agents
  • How she took 6 months off last year to travel the world (not all at once)
  • Her love of traveling to different countries to see different cultures (she’s already been to 37 countries)
  • When she is at work, she is totally focused on dollar productive activities
  • When she is on vacation, she totally disconnects from the business
  • How she only works 8-5 during the week and rarely works on the weekend
  • Why 99% of her clients wait for her to return from a trip before transacting real estate (hint: they want Joy only)
  • What her daily schedule looks like
  • Why she prospects for 2 hours every day, but never cold calls strangers
  • How she achieves an 85% profit margin and more

2017 Stats:

  • 96 closings
  • 17 million sales volume
  • 4 member team:
    • 1 executive assistant
    • 1 marketing assistant (pt)
    • 1 inside sales agent (pt)
    • 1 team leader (sole salesperson)

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC179: Sally Forster Jones. 156 closings worth 370 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 47 minutes

Website:

SallyForsterJones.com

Background:

Sally Forster Jones is with Compass in Beverly Hills, California. Last year she closed 156 transactions with a total sales volume of 370 million. Her average sales price was 2.4 million of which 40% were buyers and 60% were sellers.

Sally has a 24 member team: 14 team agents, 1 showing assistant, 1 senior director of operations, 1 director of sales, 1 listing director, 1 director of marketing, 1 marketing coordinator, 1 design and sales associate, 1 listing coordinator, 1 transaction coordinator, and 1 team leader.

Sally is the team leader of the SFJ Group. She has been an agent for 40 years and has sold over 5 billion in her career.

In this call, Sally talks about:

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

2017 Stats:

  • 156 closings
  • 370 million sales volume
  • 24 member team:
    • 14 team agents
    • 1 showing assistant
    • 1 senior director of operations
    • 1 director of sales
    • 1 listing director
    • 1 director of marketing
    • 1 marketing coordinator
    • 1 design and sales associate
    • 1 listing coordinator
    • 1 transaction coordinator
    • 1 team leader

Niche:

  • luxury homes
  • repeat & referrals
  • past clients
  • sphere of influence

SC178: Jay Acker. 380 closings worth 93 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 49 minutes

Website:

rebdgroup.com

Background:

Jay Acker is with Keller Williams Realty in Denton, Texas. Last year, he, his wife Carissa, and team closed 380 transactions with a total sales volume of 93 million and earned 2.5 million in GCI. His average sales price was 244 thousand of which 55% were buyers and 45% were sellers.

Jay has a 24 member team: 18 team agents, 1 transaction coordinator, 1 listing manager, 1 marketing manager, 1 runner, 1 COO, and 1 CEO.

Jay is the COO of the Real Estate By Design Group. He has been an agent for 12 years and works the metro Dallas Fort Worth market.

In this call, Jay talks about:

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

2017 Stats:

  • 380 closings
  • 93 million sales volume
  • 24 member team:
    • 18 team agents
    • 1 transaction coordinator
    • 1 listing manager
    • 1 marketing manager
    • 1 runner
    • 1 COO
    • 1 CEO

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC177: Anne Daily. 123 closings worth 20 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 55 minutes

Website:

AnneDaily.com

Background:

Anne Daily is with Re/Max in Fair Oaks, California. Last year, she and her husband Joe Herbert closed 61 transactions with a total sales volume of 18 million and 525 thousand in GCI. Her average sales price was 298 thousand of which 10% were buyers and 90% were sellers. In her best year, she sold 123 homes worth 20 million.

Anne has a 5 member team: 2 sales agents/team leaders, 1 office manager, 1 receptionist, and 1 runner.

Anne is the co-leader of The Anne Daily & Joe Herbert Team. She has been an agent for 29 years and works the metro Sacramento market.

In this call, Anne talks about:

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

2017 Stats:

  • 61 closings
  • 18 million sales volume
  • 5 member team:
    • 2 sales agents/team leaders
    • 1 office manager
    • 1 receptionist
    • 1 runner

Niche:

  • expired listings
  • notice of default
  • repeat & referrals
  • past clients
  • sphere of influence

SC176: Jeff Sibbach. 387 closings worth 175 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 48 minutes

Website:

Sibbach.com

Background:

Jeff Sibbach is with Realty One Group in Scottsdale, Arizona. Last year his team closed 387 transactions with a total sales volume of 175 million while Jeff was personally involved in 176 sales worth 106 million. His average sales price was 452 thousand of which 50% were buyers and 50% were sellers.

Jeff has a 68 member team: 25 admin staff, 43 agents, and 1 team leader.

Jeff is team leader of The Sibbach Team. He has been an agent for 16 years and works the Metro Phoenix market.

In this call, Jeff talks about:

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

2017 Stats:

  • 387 closings
  • 175 million sales volume
  • 68 member team:
    • 25 admin staff
      • listing manager
      • listing assistant
      • 2 transaction coordinators
      • listing and transaction coordinator
      • front desk/transaction coordinator
      • sales manager
      • marketing manager
      • administrative/marketing support
      • web design
      • 2 home staging/designer
      • vacant home manager
      • accounting
      • operations manager/marketing
      • executive assistant for Jeff
      • human resources
      • non-team member/rental leads
      • runner/client concierge
      • 4 client concierge
    • 43 agents
    • 1 team leader

Niche:

  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

SC175: Chris Higgins. 191 closings worth 33 million in one year.

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:41

Website:

TheDream-Team.com

Background:

Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.

Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).

Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.

In this call, Chris talks about:

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

2017 Stats:

  • 191 closings
  • 33 million sales volume
  • 12 member team:
    • 1 lead buyer agent
    • 3 showing assistants
    • 1 lead seller agent (Chris)
    • 2 seller agents
    • 1 transaction manager
    • 1 director of media (sign runner / photography)
    • 1 inside sales associate (unlicensed)
    • 1 lead conversion manager
    • 1 partner (wife)

Niche:

  • for sale by owners
  • expired listings
  • repeat & referrals
  • past clients
  • sphere of influence

SC174: Todd Smith. 216 closings worth 50 million in one year.

March 21, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:01

Website:

AZPerformanceRealty.com

Background:

Todd Smith is with Keller Williams in Goodyear, Arizona. Last year he, his wife Shannon Cunningham, and team closed 216 transactions with a total sales volume of 50 million and earned 1.7 million in GCI. His average sales price was 235 thousand of which 48% were buyers and 52% were sellers. They also manage 160 rental units.

Todd has a 15 member team: 1 lead listing specialist, 1 listing partner, 4 buyer specialists, 2 showing assistants, 2 inside sales associates, 1 transaction manager, 1 marketing manager, 1 property manager, 1 field manager, and 1 team leader.

Todd is team leader of AZ Performance Realty. He has been an agent for 11 years and works the Metro Phoenix market.

In this call, Todd talks about:

  • Barely graduating from high school and working as a garbage man for 6 years
  • Joining a friend’s team and selling 5 homes his first week
  • How to leverage new construction when you are a resale agent
  • Why geographic farming accounts for 67% of his business … 144 closings
  • How they picked their first farm and what they did to expand it
  • Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back
  • Why they use an 8×8 program to start a new farm and get name recognition fast
  • What they mail into the farm and how often
  • How to enhance your farm results and reputation with open houses
  • Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again
  • The maximum number of listings a single agent can list each month and service properly
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 216 closings
  • 50 million sales volume
  • 15 member team:
    • 1 lead listing specialist
    • 1 listing partner
    • 4 buyer specialists
    • 2 showing assistants
    • 2 inside sales associates
    • 1 transaction manager
    • 1 marketing manager
    • 1 property manager
    • 1 field manager
    • 1 team leader

Niche:

    • geographic farming
    • repeat & referrals
    • past clients
    • sphere of influence

SC173: Tim Houk. 155 closings worth 35 million in one year.

March 7, 2018 SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 0:49

Website:

TimHouk.com

Background:

Tim Houk is with Keller Williams in Baton Rouge, Louisiana.  Last year he closed 155 transactions with a total sales volume of 35 million and earned 875 thousand in GCI.  His average sales price was 228 thousand of which 51% were buyers and 49% were sellers.

Tim has a 9 member team: 3 buyer agents, 2 listing agents, 1 transaction coordinator, 1 listing manager, 1 executive assistant, and 1 team leader.

Tim is team leader of The Houk Group. He has been an agent for 11 years.

In this call, Tim talks about:

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

2016 Stats:

  • 155 closings
  • 35 million sales volume
  • 9 member team:
    • 3 buyer agents
    • 2 listing agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 executive assistant
    • 1 team leader

Niche:

  • for sale by owners
  • repeat & referrals
  • past clients
  • sphere of influence

Anthony Graham SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Anthony talks about:

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

Sarah Layson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Sarah talks about:

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

Nate Brill SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Nate talks about:

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

Ronnie Matthews SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Ronnie talks about:

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

Cody Gibson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Cody talks about:

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

April Stephens SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, April talks about:

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

Andy Peters SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Andy talks about:

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

Brian Weast SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Brian talks about:

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