Tips

Advise and insight for aspiring real estate agents.


[part 2] Solo Agent TACTIC: Lead Generation

Lead Generation TACTIC for Solo Agents … part 2.

Yesterday we talked HOW to maximize your R&R (repeat & referral)

… with the tactic of a FB private group and giveaways.

(If you missed it, look for it in your email, it was worth it.)

Today I want to talk about a tactic for

… filling your database with more

… past clients … and leads

… from NEW people

… who don’t know you … yet.

Solo agents need to keep things simple … and stay focused.

Your marketing plan needs TWO lead sources

… a two prong approach.

1. Repeat & Referral (people you know).

2. Future Growth (people you do not know).

The solo agent lead gen strategy should be:

1. Maximize R&R first.

2. Then add to database with ONE new lead source.

Per Future Growth business, let’s talk about that one new lead source.

There are many … okay … lots of options.

My only recommendation is that you pick only ONE … and master it.

Some you have heard about (FSBO, expired, Zillow, open houses, door knocking).

Other sources may be new.

I prefer FREE leads … to paid leads … when possible.

Let me share an example.

Super solo agent Lesley Hodge Perreault sold 80 homes last year.

(Click HERE to listen to her Success Call)

Most of her business is from R&R.

But Lesley is still in Growth Mode

… so she found a free way to add new leads and clients.

Drum roll please.

Posting free ads in local Buy/Sell/Trade groups on Facebook.

Result: she has been closing 1 to 2 homes per month

and even sold 8 homes in ONE month

… from this no-cost lead source.

(Lesley broke it down in detail with examples in her realG.tv session.  (Click HERE to watch it)

Basically, here is how it works.

Lesley researches FB for “_____ buy, sell, trade” private groups.

The blank is filled in with your city, town, or local area.

Look for the 5 or 10 largest groups.

Then she joins the group.

Lesley spends 10 minutes per day making a simple post …. promoting one of her listings (or her broker’s listing) (or other listings in the MLS, if allowed in your area).

She looks for homes with good picture curb appeal … and something unique (like mother-in-law apartment, reduced price, oversized garage, etc).

Lesley makes one post (ad), then copies it into all the other groups.

People start responding … and she talks with them.

So simple … yet powerful and effective.

I hope this example of Lesley expands your thinking.

There are MANY ways to succeed.

BUT … heed the warning: 

Focus on ONE lead gen method … and master it.

Lesley failed for many months while she “tweaked” her posts and approach.

You have to be committed … so you can LEARN how the approach works … and what your prospects REALLY want and need.

You need to learn their language … walk in their shoes … and then … talk like they do.

When you immerse yourself in ONE method … you become the expert … and the profits flow.

In conclusion, focus on ONE “future group” lead source … and master it.

Lesson five, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLCP

P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.



Solo Agent TACTIC: Lead Generation

Lead Generation TACTIC for Solo Agents.

Yesterday we talked about the STRATEGY

… that accounts for 55% to 95% of the business

… for 4 super solo agents

… who closed 69, 78, 80, 96 homes in one year.

It is … R&R

… an intense focus on repeat and referrals from

… friends, family, and past clients.

Strategy is the WHAT.

Tactics are the HOW.

So let’s talk about HOW to maximize your R&R.

Today I want to dive deep into one very effective tactic

… with a case study.

Super solo agent Jen Burns sold 78 homes last year

… half (39) were R&R.

That is 3+ closings per month … every month … from R&R.

[Take 60 seconds and imagine this happening for you.  3 closings per month.  What is the GCI in your market?  Would that make things better?]

Jen uses a simple, yet effective approach.

[Note: most successful tactics, are simple and easy to repeat.]

First, Jen decided on a medium to communicate with her people.

She picked Facebook.

Specifically, she created a PRIVATE Group.

Three cool things about FB private groups:

1.  Only the people you INVITE and approve can be in the group (exclusive).

2.  Your message ONLY goes out to these people (not to people who will not R&R).

3.  Your message is DELIVERED to ALL the people in the group … for free (FB does not charge to deliver to ALL, like on your business page).

Now you have a FREE and COMPLETE way to communicate with your people … anytime you want.

[BTW, that right there was worth hundreds if not thousands per month.  In the OLD days, I had to send snail mail to accomplish the same.]

What happens next?

2-3 times per week, Jen TALKS with her people.

She tells them about the real estate market (a little bit), social events around town (like sports games and cake sampling), and most importantly … giveaways.

Every month Jen GIVES something for FREE to her people.

But she makes it FUN … she turns it into a game … a door prize.

She post a picture of a GIFT, a description, and ask her people to COMMENT to enter the drawing.

Cool, right?

Amazing participation … interaction … and excitement.

Now I’ve heard of giveaways before.  Been happening for a long time.

For instance, a gift card to Target … or gift certificate to a romantic diner for two at a local hot spot.

Jen dialed this concept up to 11 (think the movie Spinal Tap).

Instead of giving away ONE gift … Jen gives away 10 or 20 or 30.

Soooooo Smart!!!

Instead of ONE winner (and happy person)

… she now has 10, 20, 30 people

… smiling

… singing her praises

… feeling warn and fuzzy about Jen

… and remembering her

… when they are ready to move

… or a friend asks for a good real estate agent.

Another cool move:  Jen finds (or makes) gifts that appeal to her LOCAL market.

For instance, she lives in Louisiana.

One gift was a “crawfish tray” to serve the local cuisine.

Unique to her people.

It shows she is part of the community …and understands their particular needs.

She is “one of them” … and everyone likes to work with (and help) one of their own.

[Note: to go deeper into this idea, and see Jen describe all the details, see her realG.tv session, coming out in 3 weeks.]

Why does this “giving gift” concept work?

The Law of Reciprocity.

When someone gives you something, you are grateful, and want to give something back.

Has a friend ever bought you lunch?

What do you offer next?

“I’ll pay next time.”

We all believe in equality … and balancing of the scales.

So when you give your people a gift … they want to give you something back … like a repeat … or a referral.

Simple, powerful, and it works.

Plus it’s fun … and it feels good.

In conclusion, consider starting a private FB group … and giving away cool, local, appreciated gifts to your people.

Give first … get later.

Tomorrow, I will dive deep into a tactic super solo agents are using to develop Future Growth leads.

Lesson four, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


[part 2] Solo Agent Strategy: Lead Generaation

Lead Generation Strategy for Solo Agents … part 2.

Yesterday we talked about the #1 STRATEGY for solo agent lead gen:

Pick ONE lead generation method … and master it.

Ignore all others … and you will be rewarded with abnormal profits.

Today we are going to dive DEEP into that strategy … and open it up.

After speaking with 4 super solo agents

… who sell 69, 78, 80, 96 homes per year

… I am seeing a pattern.

What is the #1 lead gen source for super solo agents?

Drum roll please.

Repeat & Referrals from family, friends, and past clients.

R&R is accounting for the majority of their business

… 55% to 95%.

So let’s conclude that you need to pursue R&R.

On the other side of the coin

… 5% to 45% of their business is coming from

… new lead sources.

So here is the BIG PICTURE.

Your marketing plan needs TWO lead sources

… a two prong approach.

1. Repeat & Referral (people you know).

2. Future Growth (people you do not know)

The key is to narrow this down to just TWO methods

… and become an expert in each category.

I’d start with R&R.  It is the easiest, fastest, and most profitable.

And you can create a moat around it … to keep your competitors out.

These people already “Know, Like, and Trust” you.  Very powerful.

Instead of chasing random leads (like cold calling or internet leads)

… that result in 1 sale in 100 leads.

Focus your efforts (and spend your marketing dollars) “loving on” people

… who already know you

… and result in 10 sales in 100 leads.

You read that right.

You are 10 Times more likely to do business with your R&R group.

So why do agents spend 10 times the money and effort on “new leads”?

Seems dumb.

But we do it all the time.

Well, super solo agents do NOT.  They focus on the R&R group.

Then after they master this approach

… they ADD more people to the R&R group

… by prospecting for new leads.

So if it works for them … it can work for you (model of success).

Quick story.

Seven years ago I spoke with Daniel Del Real.

He said something profound to me.

“Mike, one day I woke up and realized that I was wasting money on people who do not care about me … and ignoring the people who do.  Do I stopped all advertising (thousands per month) and invested that money into people who I like.  Instead of buying an internet ad, I purchased gift cards and mailed them to my friends, family, and past clients.  I showed my gratitude in advance.  Result, my repeat and referrals took off.”

And it did.

Daniel had a database of 800 people … who sent him 160 closings that year.

That is 20% … one in 5.

“But, Mike, I don’t know 800 people.”

Not yet.

However, studies show that most people know 200 people.

With the right approach, if you got 20% repeat & referral closings, that would be 40 closings per year.

For a solo agent in most markets, that is an excellent income.

In conclusion, the solo agent lead gen strategy should be:

1. Maximize R&R first

2. Then add to database with ONE new lead source

Tomorrow, I will dive deeper into the TACTICS super solo agents are using to develop more R&R.

Lesson three, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S.  But Mike …

I thought you said to master ONE lead gen method.

Yes.  I did.

First you master R&R.

Then you master ONE new lead source … to ADD to the R&R group.

That is it.

Simple … and powerful.

The key is to NOT over complicate step 2 … with 5 different lead gen sources … and not being very good at any of them.

Maybe you pick FSBOs.

Fine. 

Master FSBOs … and add to your database.

But continue to spend 80% of your time on what matters … your R&R.

P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


Solo Agent Strategy: Lead Generation

Lead Generation Strategy for Solo Agents.

Today we will talk about strategy.

When you are a solo agent

… you have to make every minute count.

Solo agents have POWER in their ability to adjust quickly to new market realities

… and capitalize on opportunities.

Think about a small row boat.  It can change direction in a matter of minutes (solo).

A big luxury cruise liner can change direction too, but it might take 10-20 times as long to make that same direction change (team).

Nimble works FOR solo agents

… when they focus on ONE niche


… you can master it faster

… and adjust to market fluctuation

… to serve that market.

However, for an unfocused agent

… this becomes a liability. 


If you keep turning the boat looking at all the different options

… you never move forward

… you just spin in circles.

For example, have you ever thought: 

– I want to work my sphere. 
– No wait.  FSBOs look cool.
– Wow!  Check out these Facebook leads.
– I didn’t know I can buy leads from Zillow.
– Open houses look fun.
– Maybe I should geographic farm.
– Spin.  Spin.  Spin.

It is okay to survey to market now and then.

But if you want to be a successful solo agent

… you need to focus one ONE niche

… and master it.

This is the HARDEST thing to do

… and the MOST profitable.


Once you COMMIT to ONE lead gen method

… you can IGNORE all the others

… dig deep into the unique challenges of this group

… talk to the prospects at a deeper level

… gain a stronger appreciation for their goals

… empathize with them

… talk their language

… and soon

… you become an EXPERT

… a master of this method

… and can provide solutions

… tailor made for this group.

You become the agent

… everyone in the group

… wants to work with.

You are able to

… build a WALL and a MOAT around your people

… as the competition wallows in indecision.

So the #1 strategy for solo agent lead generation is:

Pick ONE lead generation method … and master it.

Ignore all others … and you will be rewarded with abnormal profits.

Tomorrow, I will dig deeper into the strategy that super solo agents apply to lead generation.

Lesson two, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


Solo Agent Strategies and Tactics

Last week, we talked about solo agents

… and their surprising comeback

… in a world obsessed with teams.

I believe solo agents and team agents can learn from each other

… since they both serve the SAME clientele.

Based on the response to the

Solo Agent Survey (click here if you still want to take it)

we will dive a little deeper this week.

Ben Washlight made a great suggestion:

“Mike, I like the idea of being a lone wolf solo agent.  Can you tell me what to do to be successful?”

This is a loaded question.

As you know, there are a lot of moving parts in real estate.

However, I like the challenge.

So let’s dive deep into:

Strategies and Tactics for Success as a Solo Agent.

This week, I will share my thoughts on how to be a

… peak performer solo agent.

Here we go.

Lesson #1:  How To Avoid Burnout.

Let’s talk about the elephant in the room first.

As a solo agent, you will be doing EVERYTHING.

… and believe it or not

… I think you CAN do it all.

However, this requires intense effort (for high performance)

… focus on high dollar activities

… and the ability to say “no” to fake opportunities.

By it’s very nature, being productive and profitable, will result in stress.

But don’t be scared.

Being a failure without any clients or revenues

… is way MORE stressful

… than working hard.

You might know what I’m talking about.

So let’s assume you work hard … and are successful.

The hours are going to be long.

The work is going to be exciting.

The clients are going to be grateful.

And your bank account is going to grow.

Here is the key.

Take some of that money each month

… and decompress.

Take a vacation from the work.

You will need to EXIT the business once a month.

For a long 3 day weekend … or even a whole week.

It is best to do this the first or second week of the month

… since typically, closings happen at the end of the month.

I see you taking one 3-day weekend off every month

… and one 1-week off every quarter.

Why?

So you can recharge the engines

… spend time with your spouse, children, parents, friends

… or sometimes even better

… with no one … but you.

You need this time to

… clear your head

… nurture your body

….and “reboot” your system.

If you are not willing to do this

… you will burnout

… and not be any good

… to anyone.

Now you might be thinking:

“Mike, I can’t do that.”

Let’s me share an example.

Joy Russell is a super solo agent

… who sells 96 homes per year.

You might think she works

… every minute of every day.

After talking with Joy for over a year

… I can tell you that she DOES work a lot

… and is extremely intentional with her time.

What might surprise you is this:

She vacations 6 months out of the year.

How?

She takes mini-vacations every month.

Long weekends.

Plus one big travel every 2-3 week.

Usually 7-10 day trips out of the country.

Sitting on a beach.

Walking thru a jungle.

Looking at Paris from the top of the Eiffel Tower.

Joy has structured her business

… and trained her clients

… to accept her lifestyle

… and business format.

She does not hid her travels.

Instead, she shares the experiences

… and her clients love her for it.

Now I’m not saying you need to travel like Joy.

But what I am say is this:

You need to take time off … every month … and rejuvenate your soul … so you stay fresh … and don’t burn out.

How?

Schedule your breaks in ADVANCE.

Then treat it like an appointment with your doctor.  It’s going to happen.  Everything else will move around it.

Lesson one, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


Results of the Solo Agent Survey

Thank you for participating in the Solo Agent Survey.

Let’s get to the results.

From the cool agents who responded, here is what we learned.

Type of Solo Agent:

75% Lone Wolf – solo agents who have zero assistants … and do everything by themselves

15% Side Kick – solo agents who have 1 or more administrative assistants.

10% Contract Help – solo agents who pay a transaction manager (or other admin) on a per closing basis.

* Note: these numbers held true even with additional results added second day..

Number of Administrative Assistants:

75% with 0 assistants

21% with 1 assistant

4% with 2 assistants

Number of Homes Sold in Best Year:

10% at 0-5 homes sold

13% at 6-9 homes sold

25% at 10-19 homes sold

20% at 20-29 homes sold

15% at 30-39 homes sold

10% at 40-49 homes sold

5% at 50-74 homes sold

2% at 75-99 homes sold

Annual Gross Commission Income (GCI)

18% at 0-49 thousand

25% at 50-99 thousand

25% at 100-199 thousand

30% at 200-499 thousand

2% at 500+ thousand

Conclusion:

Wow!  Cool insight.

Solo agents are doing BETTER than the industry likes to admit.

My assumption is that solo agents have a HIGHER net profit (as a percentage) too.

Maybe we’ll explore more on this topic next week.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S.  Are you a solo agent who did not get to participate in the survey?

You can still add your input here:

CLICK HERE AND ANSWER A FEW QUESTIONS (SOLO AGENT SURVEY)

(will only take 3 minutes)

Thanks.

P.P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


Are solo agents making a comeback?

There are a lot of different success MODELS for real estate agents:

– Solo agent
– Solo with admin assistant
– Team small (2+ agents)
– Team large (5+ agents + staff)
– Team expansion (10+ agents in multiple markets)

And within teams, there are:

– team leaders (get all the glory and profits … but have the biggest financial risk)
– team members (specialize in one area … often eliminate downside cashola risk)
– staff (licensed and unlicensed)

Which model is best for you?

Depends on your personality and goals.

In a perfect world, the team model is best:

– centralized resources
– specialized focus and mastery
– higher production per team member
– consistent income
– more time off for the agents

But … that is a perfect world.

Often, teams struggle because:

– slow to adjust to changing markets
– high overhead
– lead sources dry up … or radically increase costs.

Lately, I’ve been discovering a NEW breed of agent

… the super solo agent.

(Or maybe this is just an old breed … super charged.)

These solo agents:

– are fast to change
– can implement new ideas rapidly
– master one lead generation method
– have low cost structures
– boast the biggest profit margins (as a percentage of GCI)

Their biggest risk is getting sick or hurt and not being able to work.

However, when done right, they can earn extraordinary incomes with small financial risks.

Per production, let’s talk about units closed PER AGENT (self production).

The “average” agent in America sells 4 homes per year.

(Yes, the average goes up and down slightly, but this has been a constant for decades.)

Above average agents sell 6-12 homes per year.

Good agents sell up to 25 homes per year.

Great agents start maxing out at 30-40 homes per year (without an admin).

Amazing agents (with an admin) are closing 50-60 per year.

Super solo agents are closing 70-80 homes per year (rare, but I’ve met several in the last few months).

And I even know one extreme SSA who sold 96 homes in one year (very rare).

Now while a team leader may net 10-20% in a solid year

… a solo agent can net 60-80% per year.

Although teams are often working with a bigger gross revenue

… I am seeing super solo agents who are earning the SAME take home pay

… with fewer management and overhead headaches.

So with all that said:

What do you think?

Are solo agents making a comeback?

Which model do you think is best?

Are you a solo agent … team member … or team leader?

Tell me your thoughts by clicking the link below.

– Mike Cerrone
Master Mind Agent LLC

P.S.  Join the solo agent discussion on Facebook …

Click HERE to post your answer on Facebook

Tell me what you think about the rise of super solo agents.

P.P.S.  Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.


Single Biggest Thing I’ve Done In My Career

What is the biggest thing you can do for your career as a real estate agent?

To get an answer, I ask the Casey Margenau who sold 2,830 homes in his career worth 2.7 billion … and was the #1 agent worldwide for Re/Max 5 years in a row.

In this quick 3 minute audio clip, Casey talks about “the single biggest thing I’ve done in my career that has had success.” Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Casey Margenau’s ENTIRE 1 hour and 43 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Internet Lead Follow Up System

Do you work with internet leads?

Need a system for converting those internet leads into real estate clients and closings?

How do you follow up with internet leads for maximum conversion?

To get an answer, I ask the Kevin Kauffman and Fred Weaver who sold 382 homes last year worth 79 million.

In this 5 minute audio clip, Kevin and Fred talk about their approach and system for converting internet leads into clients. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Kauffman-Weaver’s ENTIRE 1 hour and 53 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


ISA – Inside Sales Agent

Do you need an ISA – Inside Sales Agent?

ISAs can add dozens, even hundreds of transactions to your pipeline.

But who do you hire? Who trains them? What do they do each day?

To get an answer, I ask the Erik Hatch who sold 516 homes last year worth 108 million and brought in 3.3 million in GCI.

In this in-depth 10 minute audio clip, Erik talks about his 2 Inside Sales Agents who brought in 280 closings for the team last year and are possibly the most productive ISAs in the country. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Erik Hatch’s ENTIRE 1 hour and 41 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Showing Partner Buyer Agent Model

What is the difference between a Showing Partner and a Buyer Agent?

Who does what?

How do you compensate a Showing Partner? A Buyer Agent?

What is the take home pay for each?

To get an answer, I ask the Erik Hatch who sold 516 homes last year worth 108 million and brought in 3.3 million in GCI.

In this in-depth 9 minute audio clip, Erik talks about his showing partner buyer agent model. (You’ll be shocked at how much the buyer agents are earning.) Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Erik Hatch’s ENTIRE 1 hour and 41 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Maximum Transactions By One Agent

I get asked this question all the time:

What is the maximum number of transactions that can be closed by one agent … before you need to hire an assistant?

To get an answer, I ask the Blythe Team who sold 128 homes last year worth 24 million … and built up a huge volume before hiring an assistant.

In this quick 3 minute audio clip, they talk about how many homes you can sell by yourself. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to the Blythe Team’s ENTIRE 1 hour and 43 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Referral Scripts – Pitfalls and Solutions

Referrals are the easiest, most profitable source of business.

BUT asking for them can be scary.

And asking too much, can be harmful to your relationships.

So how do you strike a balance?

To get an answer, I ask the Blythe Team who sold 128 homes last year worth 24 million … 76% by repeat and referrals from family, friends, and past clients.

In this quick 6 minute audio clip, they talk about referral script pitfalls and solutions. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to the Blythe Team’s ENTIRE 1 hour and 43 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Geographic Farm 4-to-1 ROI

Geographic Farming can create a consistent source of new listings.

The concept is simple: mail a postcard, get a listing.

But how do you do it?

What do you mail? How often?

How do you pick the farm?

How many homes do you start with? How do you grow it?

To get an answer, I ask Edie Israel who sold 64 homes last year worth 44 million and earned 1 million in GCI.

In this quick 6 minute audio clip, Edie describes her geographic farm that is producing a 4-to-1 ROI. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Edie Israel’s ENTIRE 1 hour and 22 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Seller Qualification Questions

Ever go on a listing appointment … and realize you can’t help the seller?

They are unrealistic on price.

They don’t have any real motivation.

They don’t even want to sell.

They just want a free market evaluation for a refinance or insurance or property tax dispute.

Or worse, they already know they are going to hire their cousin with a brand new license.

… and they just want you to tell them the right listing price so the cousin can list it.

Ouch! Big waste of time.

So how do you qualify sellers and only go on the best listing appointments?

To get an answer, I ask Nick Shivers who sold 240 homes last year worth 73 million.

In this short 5 minute audio clip, Nick outlines his Seller Qualification Questions. Click the arrow below to listen …

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P.S. Want to listen to Nick Shivers’ ENTIRE 1 hour and 22 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Expired Script And Approach

Expired listings are a great source of new business.

You know they want to sell … and they are willing to pay a commission.

But how do you approach expired listings? What do you say?

To get an answer, I ask Nick Shivers who sold 240 homes last year worth 73 million.

In this quick 90 second audio clip, Nick outlines his approach and expired script for setting appointments with expired listings. Click the arrow below to listen …

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P.S. Want to listen to Nick Shivers’ ENTIRE 1 hour and 22 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Team Member Longevity

How do you keep team members long term?

Turnover kills productivity.

When team members leave, there is a hole in the team, production lags, and a new person has to be found and trained. This is a major drain on resources and frustration on the team leader.

So how do you keep team members long term? What is the secret to team member longevity?

To get an answer, I ask Debbie Yost who sold 251 homes last year worth 33 million.

In this in-depth 13 minute audio clip, Debbie tells us how she finds the right people for her team and keeps them long-term. Many of her people have been with her for over a decade. Click the arrow below to listen …

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P.S. Want to listen to Debbie Yost’s ENTIRE 1 hour and 26 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


How To Fund Kid’s College And Retirement

How will you pay for your kid’s college?

What will college cost when your child (or grandchild) goes?

Is there away to set up a retirement account for your kids (or grandkids) while they are young?

To get an answer, I ask Debbie Yost who sold 251 homes last year worth 33 million.

In this quick 2 minute audio clip, Debbie tells us how she paid for her daughter’s college … and her daughter’s retirement … while she was still a child. Click the arrow below to listen …

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Note: These are just ideas, not financial advice. Ask your CPA or attorney for help.

P.S. Want to listen to Debbie Yost’s ENTIRE 1 hour and 26 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


13 Word Referral Script

Referrals are the best, easiest, and most profitable source of business.

But HOW do you get referrals from your friends, family, and past clients?

More importantly, what do you SAY when you call?

To get an answer, I ask Timothy Reeder who personally sold 115 homes (in the first 9 months of the year) worth 20 million (his team is at 340 homes worth 51 million year-to-date).

Timothy receives 90% of his business (103 closings this year) by referral … from marketing to a list of only 300 people. That means 1 of 3 people on his list are referring clients that close.

So WHAT does he say?

In this quick 1 minute audio clip, Timothy describes his call approach and reveals his magic “13 Word” Referral Script. Click the arrow below to listen …

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If you missed it, here is the Timothy’s “13 Word” Referral Script he uses at the end of each call:

“Oh, by the way, I’m never too busy for any of your referrals.”

P.S. Want to listen to Timothy Reeder’s ENTIRE 1 hour and 26 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Facebook Failure Ads

Staying in front of your sphere-of-influence and past clients is important.

You want to be top of mind when they are ready to move.

You can use Targeted Facebook Ads to achieve two goals:

  1. Stay in front of your sphere when they log into Facebook.
  2. Keep your cost down … to almost zero.

How do you accomplish these two objectives?

To get answers, I ask Derek Gilbert who sold 68 homes YTD worth 21 million.

Derek uses “Facebook Failure Ads” to achieve both goals.

In this 3 minute audio clip, Derek describes his Facebook strategy to stay in front of his sphere-of-influence and past clients… for almost zero cost. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Derek Gilbert’s ENTIRE 1 hour and 21 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Expert Fees

Real estate agents can make $350 to $500 per hour as court appointed experts.

Plus, family law attorneys and judges assign you properties to sell for divorcing couples.

Is this for real?

To get answers, I ask Laurel Sparks who should sell 80 homes this year worth 35 million.

Laurel is a former flight attendant who gets 55% of her business from family law cases … plus earns expert fees for consulting attorneys and testifying in court.

In this 2 minute audio clip from Success Calls, Laurel tells us about her expert fees in addition to her court assigned listings. Click the arrow below to listen …

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P.S. Want to listen to Laurel Sparks’ ENTIRE 1 hour and 27 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


3 minute referral script

We all want more referrals from our friends, family, and past clients.

But we don’t want to sound like a broken record … and come across as an annoying pest.

So what do you say when you call?

To get answers, I ask Derek Gilbert who YTD sold 68 homes worth 21 million.

He got this referral script from his Keller Williams Realty BOLD class … and it’s working great.

In this 3 minute audio clip from Success Calls, Derek role plays with me and gets a referral in less than 3 minutes. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Derek Gilbert’s ENTIRE 1 hour and 21 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


Negotiating Multiple Offers In A Fast Moving Market

Negotiating multiple offers in a fast moving market can be tricky … for both the buyer and seller.

Both want a fair price and the transaction to close. So HOW do you make it work?

To get answers, I ask Derek Gilbert who sold 68 homes YTD worth 21 million.

When working with sellers, Derek describes how he promotes the property to generate multiple offers and how he finds the best offer … that will also close.

When working with buyers, Derek describes his “secret strategy” for getting his buyers offer accepted … even when it is not the highest price.

In this 8 minute audio clip, Derek describes his negotiating strategies in a fast moving market. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Derek Gilbert’s ENTIRE 1 hour and 21 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS


How To Get A Higher Commission

The fastest way to increase your income is to raise your commission rate.

But HOW do you do it?

To get answers, I ask Carol Wolfe who sold 30 homes last year worth 40 million.

Carol negotiates and receives 1% more commission that her competition.

***Note:  Commission rates are negotiable.  There are no standard rates.  This is for educational purposes only.

In this 5 minute audio clip, Carol describes the mindset and scripts for achieving a higher commission. Click the arrow below to listen …

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NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Carol Wolfe’s ENTIRE 1 hour and 10 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 114 past top agent calls. Click this link to learn more: SUCCESS CALLS