Tips

Advise and insight for aspiring real estate agents.


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


Expansion Teams for Real Estate Agents

The new buzz word in top agent circles is “expansion teams”.

What is an expansion team? Do you need one? Or need to plan for one?

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

In this 8 minute audio clip, Jeff Cohn describes his expansion team concept and experience. 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 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS


3 Referral Scripts for Sphere of Influence

Referral are the life blood of real estate. We all know that.

But HOW do you ask for them directly … without coming off as a jerk?

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

In this 3 minute audio clip, Vija describes 3 of her favorite referral scripts. It works. Over half of her business is by referral. 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 Vija Williams’ 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS


Playing On Facebook adds 200k in GCI

Can agents sell real estate by “playing” on Facebook?

Some people believe you can “prospect” on Facebook by talking to your friends, family, and past clients.

But does it really work?

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

In this 2 minute audio clip, Vija describes how she added $200k in GCI by spending 1 to 2 hours per day on Facebook. 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 Vija Williams’ 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS


How To Rate Probability Of Past Client Repeat or Referral

How often should you call your past clients?

It’d be easy if you knew the odds that they’d buy another property with you (repeat) or send their family and friends to you (refer).

You could spend more time and money on the past clients who’d repeat and refer … and less on those that won’t. But …

How do you rate the probability of past client repeat and referrals?

To get an answer, I ask Michael Edlen who sold 49 homes worth 89 million last year.

In this 2 minute audio clip, Michael describes his rating system for past client repeat and refers. Click the arrow below to listen…

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P.S. Want to listen to Michael Edlen’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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS


Team Members For Life

If you have to beg your team members to stay … then it’s already too late.

One of the biggest problems facing real estate teams today is turnover.

You find a great hire, train them in your systems, then they leave after six months … or worst … become your competition.

So …

How do you KEEP your team members happy … long term?

To get an answer, I ask Michael Edlen who sold 49 homes worth 89 million last year.

In this 6 minute audio clip, Michael describes why his original hiring method failed and drove him to develop a better way. Now two team members have been with him 17 years, one 13 years, and the most recent hire 3 years. Click the arrow below to listen…

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P.S. Want to listen to Michael Edlen’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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS


Keys To Website Success

A real estate website can be a huge lead generator … or a complete waste of time and money.

What makes a website a success … and draws home buyers and sellers to it?

To get an answer, I ask Don Matheson who sold 113 homes worth 68 million last year.

In this 6 minute audio clip, Don describes his super successful real estate agent website and explains what you need to succeed. Click the arrow below to listen…

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P.S. Want to listen to Don Matheson’s ENTIRE 1 hour and 30 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


Indirect Referral Request

Getting referrals from your friends, family, and past clients are awesome.

But…

Asking directly can be VERY uncomfortable.

Is there a way to ask for referrals indirectly?

To get an answer, I ask Linda Domis who sold 70 homes worth 30 million last year.

In this 2 minute audio clip, Linda describes her best SCRIPT and approach to indirectly ask for referrals. It works. Linda generates 60% of her business by referral. 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 Linda Domis’ ENTIRE 1 hour and 34 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


How To Make Every Day A Huge Success

Ever get to the end of the day and think, “What did I do today?”

Do you get frustrated because you think you’re spinning your wheels?

How do you make every day a huge success?

To get an answer, I ask Don Matheson who sold 113 homes worth 68 million last year.

In this 6 minute audio clip, Don describes his “successful day formula” he learned while helping CEOs of America’s biggest corporations purchase million dollar vacation homes. Click the arrow below to listen…

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P.S. Want to listen to Don Matheson’s ENTIRE 1 hour and 30 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


Stop FSBO Hang Ups

For Sale By Owners (FSBO) are a great source of listings.

You know they want to sell their home … and 85% end up listing with an agent.

But when a FSBO first puts his home on the market, he doesn’t want to talk to an agent.

He wants to try and sell his home on his own.

So when you call, FSBOs often hang up or end the conversation before you can help.

How can you keep FSBOs on the phone long enough to help them?

To get an answer, I ask Randy Lewis who sold 98 homes worth 19 million last year.

In this 2 minute audio clip, Randy describes his best SCRIPT for keeping FSBOs and Expired Listings on the phone … and wanting to talk with him. Click the arrow below to listen…

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P.S. Want to listen to Randy Lewis’ ENTIRE 1 hour and 17 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


Bulk Investors

Have you thought about working with bulk investors?

There are 2 sources of income: small monthly property management fees and large sales commissions.

But how do you find these bulk investors?

To get an answer, I ask Char McCallum who sold 173 homes last year worth 31 million.

In this 5 minute audio clip, Char describes working with bulk investors. 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 Char McCallum’s ENTIRE 1 hour and 7 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


Marketing With Scratch Pads

After experimenting with different marketing, you’ll discover what works best for you.

Soon a winner will emerge.

It’ll become your “go to” marketing when things slow down … or you just want a bump in sales.

So what is your #1 best marketing piece?

To get an answer, I ask Linda Domis who sold 70 homes last year worth 30 million.

In this 3 minute audio clip, Linda describes her #1 best marketing piece every year … her scratch pads. Click the arrow below to listen…

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P.S. Want to listen to Linda Domis’s ENTIRE 1 hour and 34 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


Selling Golf Course Homes

Have you ever thought about specializing in golf course homes?

How about expensive, high-end, or gated-community homes?

How do you select and get your foot into these luxury markets?

To get an answer, I ask Don Matheson who sold 113 homes last year worth 68 million.

In this 4 minute audio clip, Don describes how he started selling golf course homes and his marketing approach (it’s 75% of his business). 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 Don Matheson’s ENTIRE 1 hour and 37 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


Marketing Plan For Your Sphere of Influence

The easiest business is from your friends, family, and past clients.

But how do you stay in front of them without sounding like a broken record?

To get an answer, I ask Char MacCallum who sold 173 homes last year worth 31 million.

In this 5 minute audio clip, Char describes her annual Marketing Plan to her sphere of influence. One 2 hour event resulted on $70k in GCI. Click the arrow below to listen…

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P.S. Want to listen to Char MacCallum’s ENTIRE 1 hour and 7 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


How To Work With Your Spouse

Many spouses dream of working together in real estate … and it can be awesome.

But if you go about it the wrong way … it can be a nightmare.

So … how do you successfully work with your spouse?

To get an answer, I ask Linda Domis who sold 70 homes last year worth 30 million.

In this 7 minute audio clip, Linda talks about working with her spouse for the last 16 years … it wasn’t always easy. 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 Linda Domis’s ENTIRE 1 hour and 34 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


LP-MAMA Buyer Qualification Script

We all know that you don’t want to waste your time with an unqualified buyer.

But HOW do you qualify home buyers? What do you ask? How do you remember what to say?

To get an answer, I ask Char MacCallum who sold 173 homes last year worth 31 million.

In this 2 minute audio clip, Char describes the LP-MAMA Buyer Qualification Script. 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 Char MacCallum’s ENTIRE 1 hour and 7 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


How To Ask For A Referral Without Being A Jerk

Referrals are the backbone of all successful businesses … especially real estate.

You are “pre-sold” to the new prospect before you say a single word.

However, referrals rarely happen in a vacuum. You have to ask for them. So …

How do you ask for a referral … without being a jerk?

To get an answer, I ask David Brenton who sold 313 homes last year worth 52 million.

In this 2 minute audio clip, David talks about how he asks for referrals from his past clients without being a pest or a jerk. 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 David Brenton’s ENTIRE 1 hour and 37 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


Past Client Marketing Campaign

Past client repeat and referrals are the easiest and most profitable source of business.

All the top agents know this and have past client marketing campaigns in place.

Your plan does not have to be complicated, just consistent. So …

What does a past client marketing plan look like?

To get an answer, I ask David Brenton who sold 313 homes last year worth 52 million.

In this 7 minute audio clip, David talks about his past client marketing campaign that results in 75% of his business (over 230 closings last year). 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 David Brenton’s ENTIRE 1 hour and 37 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