Tips


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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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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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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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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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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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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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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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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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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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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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


FSBO and Expired Calls – 2 Key Questions

For Sale By Owners and Expired Listings can be wonderful sources of new listings.

But what do you say?

To get answers, I ask Lisa Archer who sold 163 homes last year worth 41 million.

Lisa gets 20% of her business (32 closings per year) from FSBO and Expired calls.

In this 2 minute audio clip, Lisa tells us the 2 Key Questions you need to ask every FSBO and Expired. Click the arrow below to listen …

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P.S. Want to listen to Lisa Archer’s ENTIRE 1 hour and 31 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


Do Small Lists Send More Referrals

How many people should you have on your referral list?

There are two schools of thought:

1. Put everyone you meet on your list
2. Be super selective and keep it super small.

Which is better?

To get an answer, I ask Timothy Reeder who personally sold 115 homes so far this year (9 months) 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.

In this 7 minute audio clip, Timothy describes why he keeps his list small and the criteria he used to reduced his list from over 1,200 down to 300 people. Click the arrow below to listen …

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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


5-5-5 Plan for Facebook Referrals

Can you get referrals for FREE from Facebook?

To get answers, I ask Lisa Archer who sold 163 homes last year worth 41 million.

Lisa gets 30% of her business (48 closings per year) by spending 15 minutes per day on Facebook.

In this 3 minute audio clip, Lisa describes her Facebook 5-5-5 Plan that touches 75 people in 15 minutes per day and results in 48 closings per year. Click the arrow below to listen …

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P.S. Want to listen to Lisa Archer’s ENTIRE 1 hour and 31 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


7 Percent Conversion Rate On Internet Leads

Internet leads are fast, cheap, and plentiful. You can quickly load up your database with leads.

BUT…

Most agents complain about the low conversion rate … about 1 in 100.

How do you get MORE closings out of the SAME number of internet leads?

To get answers, I ask Kristan Cole who sold 240 homes last year worth 50 million.

Kirstan is converting 700% MORE intent leads into closings than the average agent.

In this 8 minute audio clip, Kristan shares how she converts 7 percent of her internet leads into closings. Click the arrow below to listen …

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P.S. Want to listen to Kristan Cole’s ENTIRE 1 hour and 35 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 Referrals Scripts That Work

Referrals are the key to long-term success in real estate.

All top agents have a solid referral system in place.

… and know how to ask for a referral.

… they have a REFERRAL SCRIPT.

So, what do they say? When do they say it?

To get answers, I ask Vija Williams who sold 60 homes last year worth 37 million.

Last year, referrals were her #1 source of business.

In this 3 minute audio clip, Vija shares 3 different referral scripts she uses. Click the arrow below to listen …

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P.S. Want to listen to Vija Williams’ ENTIRE 1 hour and 28 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


PPC and SEO Internet Leads

Want a consistent flow of leads into your business? Want to turn leads ON and OFF at will? Consider internet leads.

There are two types of internet leads: paid and free.

– Pay Per Click (PPC) leads cost money, but can generate fast results.

– Search Engine Optimization (SEO) leads are free, but require time to set up.

So HOW do you set up PPC and/or SEO lead generation programs? How do you get traffic? How do you turn visitors into leads and leads into clients?

To get answers, I ask Jeff Cohn who sold 420 homes last year worth 72 million.

Last year, internet leads were 40% of his business (168 homes sold).

In this 6 minute audio clip, Jeff describes both his PPC and SEO program in detail. Click the arrow below to listen …

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P.S. Want to listen to Jeff Cohn’s ENTIRE 1 hour and 40 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 Advocate Group

Referrals are the bread & butter of every top agent.

But they don’t “just happen.”

You have to put a plan in play.

And…

The Pareto Rule (80/20) is in place.

20% of your people will send you 80% of your referrals.

So smart agents identify and spoil the 20%.

Many “label” this group as their “top 50”, “raving fans”, “boosters, or “advocates”.

But HOW do you identify this group? How do you stay in front of them?.

To get an answer, I ask Lynda Anderson who sold 165 homes last year worth 27 million.

She has 168 people in her “Advocate Group”. Last year they sent her 85 closed referrals … 51% of her business.

In this 6 minute audio clip, Lynda describes WHO they are and HOW she promotes referrals. Click the arrow below to listen…

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P.S. Want to listen to Lynda Anderson’s ENTIRE 1 hour and 19 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS