Aug 212015
 

Lynda Anderson

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

In this call, Lynda talks about:

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

Jeff Cohn

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

In this call, Jeff talks about:

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

Vija Williams

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

In this call, Vija talks about:

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

Monte Mohr

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

In this call, Monte talks about:

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

Michael Edlen

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

In this call, Michael talks about:

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

Randy Lewis

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

In this call, Randy talks about:

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

Don Matheson

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

In this call, Don talks about:

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

Char MacCallum

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

In this call, Char talks about:

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

Linda Domis

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

In this call, Linda talks about:

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

David Brenton

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

In this call, David talks about:

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

Andrew Manning

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

In this call, Andrew talks about:

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

Mark Hay

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

In this call, Mark talks about:

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

Sid Lezamiz

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

In this call, Sid talks about:

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

Stephanie Vitacco

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

In this call, Stephanie talks about:

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

Denny Grimes

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

In this call, Denny talks about:

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

Lars Hedenborg

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

In this call, Lars talks about:

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

Jack Cotton

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

In this call, Jack talks about:

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

Rick Edler

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

In this call, Rick talks about:

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

Liz Egner

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

In this call, Liz talks about:

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

Sam Ferreri

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

In this call, Sam talks about:

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

Mike Parker

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

In this call, Mike talks about:

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

Christy Crouch

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

In this call, Christy talks about:

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

Chris Suarez

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

In this call, Chris talks about:

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

Brent Gove

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

In this call, Brent talks about:

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

Leslie McDonnell

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

In this call, Leslie talks about:

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

Gwen Daubenmeyer

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

In this call, Gwen talks about:

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

Terry Moerler

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

In this call, Terry talks about:

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

Judy Markowitz

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

In this call, Judy talks about:

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

Jennifer Carstensen

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

In this call, Jennifer talks about:

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

Tami Spaulding

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

In this call, Tami talks about:

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