SC172: Anthony Graham. Why relevancy and call timing can triple your internet lead conversion.

February 21, 2018 SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 1:09

Website:

EliteHomeSellers.com

Background:

Anthony Graham is with Re/Max in Allen, Texas. Last year he closed 48 transactions with a total sales volume of 17 million. His average sales price was 367 thousand of which 64% were buyers and 36% were sellers.

Anthony has a 4 member team: 2 support agents, 1 transaction coordinator, and 1 team leader.

Anthony is the team leader of Elite Home Sellers. He has been an agent for 10 years and works the Metro Dallas market.

In this call, Anthony talks about:

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

2017 Stats:

  • 48 closings
  • 17 million sales volume
  • 4 member team:
    • 2 supporting agents
    • 1 transaction coordinator
    • 1 team leader

Niche:

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

SC171: Sarah Layson. Managing a team remotely from 200 miles away.

February 7, 2018 SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 0:52

Website:

NashvilleHomeViewer.com

Background:

Sarah Layson is with Keller Williams in Memphis, Tennessee.  Last year she closed 86 transactions with a total sales volume of 32 million and a GCI of 916 thousand.  Her average sales price was 379 thousand of which 74% were buyers and 26% were sellers.

Sarah has a 7 member team: 4 buyer agents, 1 transaction coordinator, 1 marketing manager, and 1 team leader.

Sarah is the team leader of the Layson Group. She has been an agent for 4 years and works the Memphis and Nashville markets.

In this call, Sarah talks about:

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

2017 Stats:

  • 86 closings
  • 32 million sales volume
  • 7 member team:
    • 4 buyer agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 team leader

Niche:

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

SC170: Nate Brill. How to sell 2 homes per month hosting open houses.

Nate Brill SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 2:17

Website:

BrillTeam.com

Background:

Nate Brill is with Realty One Group in Surprise, Arizona. Last year he closed 80 transactions with a total sales volume of 22 million. His average sales price was 272 thousand of which 50% were buyers and 50% were sellers.

Nate has a 6 member team: 1 buyer specialist, 1 team agent, 1 listing coordinator, 1 transaction manager, 1 marketing manager, and 1 team leader.

Nate is the team leader of the Brill Team. He has been an agent for 4 years. He works the Metro Phoenix market.

In this call, Nate talks about:

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

2016 Stats:

  • 80 closings
  • 22 million sales volume
  • 6 member team:
    • 1 buyer specialist
    • 1 team agent
    • 1 listing coordinator
    • 1 transaction manager
    • 1 marketing manager
    • 1 team leader

Niche:

    • open houses
    • repeat & referrals
    • past clients
    • sphere of influence

SC169: Ronnie Matthews. Positioning yourself as a “fixer” for new home builders and listing hundreds of their “problem” houses each year.

Ronnie Matthews SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 0:51

Website:

RonnieAndCathy.com

Background:

Ronnie Matthews is with Re/Max in Spring, Texas. Last year he, his wife Cathy, and team closed 1,384 transactions with a total sales volume of 408 million. His average sales price was 294 thousand of which 40% were buyers and 60% were sellers.

Ronnie has a 22 member team: 1 listing specialist, 5 buyer specialists, 1 pre-listing coordinator/backup listing specialist, 2 listing coordinators, 1 listing contract administrator, 1 listing department manager, 2 buyer coordinators, 2 pending coordinators, 1 pending department manager, 1 relocation director, 1 elite properties director, 2 builder relations, 1 graphic designer, 1 bookkeeper, 1 broker, and 2 co-founders.

Ronnie and his wife Cathy are the co-founders of the Ronnie & Cathy Matthews Team. He has been an agent for 30 years and works the metro Houston market.

In this call, Ronnie talks about:

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

2016 Stats:

  • 1384 closings
  • 408 million sales volume
  • 22 member team:
    • 1 listing specialist
    • 5 buyer specialists
    • 1 pre-listing coordinator/backup listing specialist
    • 2 listing coordinators
    • 1 listing contract administrator
    • 1 listing department manager
    • 2 buyer coordinators
    • 2 pending coordinators
    • 1 pending department manager
    • 1 relocation director
    • 1 elite properties director
    • 2 builder relations
    • 1 graphic designer
    • 1 bookkeeper
    • 1 broker
    • 2 co-founders

Niche:

  • team valuation and sale
  • repeat & referrals
  • past clients
  • sphere of influence

SC168: Cody Gibson. The rise of expansion teams and his move into 17 states.

Cody Gibson SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 1:17

Website:

UHGconnect.com

Background:

Cody Gibson is with Keller Williams in Portland, Oregon. Last year he and his team closed 345 transactions with a total sales volume of 110 million. His average sales price was 319 thousand of which 55% were buyers and 45% were sellers.

Cody has a 152 member team: 140 salespeople (both core and expansion) and 12 administrative staff.

Cody is the team leader of United Home Group. He has been an agent for 17 years.

In this call, Cody talks about:

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

2016 Stats:

  • 345 closings
  • 110 million sales volume
  • 152 member team:
    • 140 salespeople
    • 12 administrative staff

Niche:

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

SC167: April Stephens. How to get hired to list builders new construction homes.

April Stephens SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 0:49

Website:

AprilStephens.com

Background:

April Stephens is with Re/Max in Raleigh, North Carolina. Last year she closed 242 transactions with a total sales volume of 46 million. Her average sales price was 190 thousand of which 60% were buyers and 40% were sellers.

April has a 10 member team: 6 team agents, 1 transaction coordinator, 1 marketing manager, 1 virtual assistant, and 1 team leader.

April is the team leader of The April Stephens Team. She has been an agent for 11 years. She works the Triangle Area and Johnston County.

In this call, April talks about:

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

2016 Stats:

  • 242 closings
  • 46 million sales volume
  • 10 member team:
    • 6 team agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 virtual assistant
    • 1 team leader

Niche:

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

SC166: Andy Peters. How to get people who only want to work with the team leader to work with your team members and be happy about it.

Andy Peters SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 1:08

Website:

ThePetersCompany.com

Background:

Andy Peters is with Keller Williams in Peachtree Corners, Georgia. Last year he, his wife Lesley, and team closed 185 transactions with a total sales volume of 65 million and earned 1.8 million in GCI. His average sales price was 353 thousand of which 60% were buyers and 40% were sellers.

Andy has a 16 member team: 1 director of sales, 1 lead listing agent, 1 lead buyer agent, 5 buyer agents, 1 inside sales agent, 1 director of operations, 1 director of marketing, 1 transaction coordinator, 1 listing manager, 1 service support specialist, 1 runner, and 1 director of expansion.

Andy Peters is the team leader of The Peters Company. He has been an agent for 9 years. This year, he is on track to sell 250 homes worth 85 million. He works Metro Atlanta and Northeast Georgia.

In this call, Andy talks about:

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

2016 Stats:

  • 185 closings
  • 65 million sales volume
  • 16 member team:
    • 1 director of sales
    • 1 lead listing agent
    • 1 lead buyer agent
    • 5 buyer agents
    • 1 inside sales agent
    • 1 director of operations
    • 1 director of marketing
    • 1 transaction coordinator
    • 1 listing manager
    • 1 service support specialist
    • 1 runner
    • 1 director of expansion

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC165: Brian Weast. Grossing 7 figures but losing money, the mistakes made, and the road back to profitability.

Brian Weast SUCCESS CALL

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

.
.
.
.

To listen on iTunes, click HERE.

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

Download FULL Running Time: 0:56

Website:

BrianWeast.com

Background:

Brian Weast is with Keller Williams in Rockwall, Texas. Last year he closed 140 transactions with a total sales volume of 32 million and earned 1 million in GCI. His average sales price was 228 thousand of which 50% were buyers and 50% were sellers.

Brian has a 11 member team: 5 team agents, 1 full time admin, 1 part time admin, 3 virtual assistants, and 1 team leader.

Brian Weast is the team leader of the Brian Weast Real Estate Group. He has been an agent for 11 years. In his best year, he sold 250 homes worth 47 million and earned 1.4 million in GCI. He works in Rockwall County just northeast of Dallas.

In this call, Brian talks about:

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

2016 Stats:

  • 140 closings
  • 32 million sales volume
  • 11 member team:
    • 5 team agents
    • 1 full time admin
    • 1 part time admin
    • 3 virtual assistants
    • 1 team leader

Niche:

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

Chris Watters SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 427 closings per year
  • $103 million sales volume

In this call, Chris talks about:

  • His fast start as a buyer agent on a team
  • Then with very little experience, starting his own independent brokerage, building it for a year, then “burning it down” when the model did not work
  • Building a new organization from scratch based on the team model
  • Within a few short years, the new model netted a million dollars
  • Recognizing that team success is dependent on the right people being on the team
  • Finding team members that have the same core values and match the culture
  • Interviewing new agents while looking at them through your client’s eyes
  • Phone prospecting for new agents and the script he uses
  • The qualification process for new team members
  • Investigating the success trajectory of the agent applicant
  • The 30 Day Ramp Up training program for all agents new to the team
  • Realizing you cannot manage people, but you can manage standards
  • Weekly 411 accountability meetings
  • Culture, leadership, team dynamics, compensation, and more
Members click HERE to listen to entire 60 minute call

Elaine Northrop SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 1,772 closings per year
  • $750 million sales volume

In this call, Elaine talks about:

  • Not selling a single home her first six months in business, then selling 1 million in real estate (in 1973) during her second six months by changing her internal view of herself from victim to victor
  • How to use creative visualization to get anything you want in life
  • If you want to change your outside world, change the thinking inside your head
  • Why visualization is the most powerful thing you can do to succeed in real estate
  • How to initiate the success cycle of dream, desire, create, and inspire
  • What you should focus on when you visualize
  • The 2 biggest mistakes people make when stating their goals
  • Why success breeds success
  • The power of mediation
  • How she got her start with low rejection open houses … and why she still hosts open houses
  • Using print advertising to build your brand image in the market
  • How creative headlines and house descriptions sell more listings and get you hired by more sellers
  • Her book “Create Your Own Fate: Connect With Your Own Creativity And Chance Your Life”
Members click HERE to listen to entire 55 minute call

Bob Zachmeier SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 98 closings per year
  • $13 million sales volume

In this call, Bob talks about:

  • Getting small to net more
  • His goal of selling half as many homes each year while earning twice the income
  • How he earns 30k by selling a 100k house
  • Why he is putting together seller carry back financing sales
  • How he is replacing his income stream by taking a note instead of a commission
  • Why he is selling lower priced homes to earn larger paydays
  • How he finds sellers who are open to seller carry back and private lender finance
  • The script he uses to present his idea to sellers
  • How he finds buyers who need creative financing, have access to large down payments, are willing to accept properties “as is” and make the repairs themselves
  • The way he structures monthly payments to be less than rent
  • How he finds investors who want to put up money and become private lenders
  • What he did to eliminate his landlord problems and turn it into monthly mailbox money
  • Team dynamics and more
Members click HERE to listen to entire 61 minute call

Matt Fetick SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 278 closings per year
  • $78 million sales volume

In this call, Matt talks about:

  • His career as a paramedic and police office before starting in real estate
  • Why he worked as a title company closing agent before selling homes
  • Getting a fast start and selling 18 homes his first year
  • Why 17% of his business is from expired listings in a very hot market
  • The script and dialogs he uses to set appointments with expireds
  • The conditions necessary for him to set appointments with 50% of the expires he calls … and why sometimes it is only 10%
  • How to create doubt in the expired seller’s mind without attacking the other agent
  • The single letter he mails that results in appointments with 20% of expireds
  • His script for handling objections while setting appointment with expireds
  • Facebook ads for expired listings including targeting and message
  • Why 25% of his business is from internet leads
  • How he is getting 30-50 seller leads per month from Facebook ads
  • Why he focuses on life changing events and market acceleration in neighborhoods
  • How his lead listing agent will close 120 homes and his lead buyer agent will sell 75 homes this year
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 53 minute call

Ruby Henderson SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 196 closings per year
  • $57 million sales volume

In this call, Ruby Henderson (with Charlotte Cox) talks about:

  • Not selling any homes her first six months in the business … then earning twice her previous annual salary in the next six months
  • Working weekend open houses to develop a database of leads
  • Her belief that “failure is not going to be an option”
  • Building her team and her volume to 196 homes sold while personally selling over 80 homes last year
  • Mistakes made along the way including the error of focusing on volume while ignoring profit
  • How to mend relationships with neglected past clients
  • Her annual marketing plan to past clients and sphere of influence that resulted in 45% of her business last year
  • Running a BBQ client appreciation party at the park including cost per person
  • The difference between an inside sales agent and an outside sales agent
  • Team dynamics, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Bob Lucido SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 1533 closings per year
  • $619 million sales volume

In this call, Bob talks about:

  • Starting his career as a new homes sale representation
  • Selling his first home for $1 dollar down and earning a $100 commission
  • Spending most of his career working with small and mid-sized new home construction builders handling their inside sales and building a company that employed 300 people in 5 states and had $1 billion in annual revenue
  • Closing the doors to his business during the Great Recession
  • In 2008, he transitioned into selling resale homes
  • Bob is still in production listing and selling homes … he even does open houses
  • Last year, his “personal” team of Bob, his wife, and 3 assistants sold 265 homes work 135 million … while his full team sold 1,533 homes worth 619 million
  • Developing business in two locations: core and expansion
  • His core business is in Maryland with 100 agents and 30 support staff
  • Last year he started expansion offices and already has 50 expansion partners in 19 cities across the nation
  • Bob plans to expand into every state in the nation and multiple international cities
  • He thinks there will only be 5 “mega” expansion teams after the shake out
  • Bob believes that success comes from: thinking big, surrounding yourself with winners, and living a life of integrity and honesty
Members click HERE to listen to entire 54 minute call

Nina Lampley SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 111 closings per year
  • $28 million sales volume

In this call, Nina talks about:

  • Starting as a new home construction representative in the middle of a recession
  • After 3 years, she joined a team as a buyer agent and sold 64 homes in 10 months
  • During her second year on the team she sold 98 homes as a buyer agent and sold 102 homes in her 3rd year
  • After working 70-80 hours per week, she left the team and started her own
  • Last year she sold 111 homes with a buyer agent and an executive assistant
  • 90% of her business is buyer transactions
  • 78% of her closings are coming from her past clients and sphere of influence
  • Nina describes her 33 Touch marketing program
  • One of her best referral sources is throwing her clients a House Warming Party and Nina will describe in detail how to do it
  • She also hosts quarterly client appreciation parties, semi-annual referral parties, and frequent happy hours
  • Find out why her clients love her closing gifts
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Alexander Chandler SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 511 closings per year
  • $123 million sales volume

In this call, Alexander talks about:

  • Avoiding real estate sales when he started earning a living
  • What pulled him into real estate
  • Starting from zero in 3 different markets in 3 different cities
  • Lead generation he used to get a fast start in each new market
  • Developing a niche representing new home builders … listing and selling new construction homes has been 90% of his practice
  • Multiple ways agents can start a relationship with a new home builder
  • Using creative marketing to sell new construction homes
  • Basic concepts for setting your commission rate and fee structure when representing builders … and the difference between percentage and flat rate
  • New home builders know that 48% of all new homes are sold to buyers who are represented by an agent … so most plan to pay agents a co-op commission
  • 5 common reasons new home developments fail … and simple solutions that you can use to become a hero to the builder
  • Why branding and perception are important to both builders and agents
  • Team dynamics, creative marketing, and more
Members click HERE to listen to entire 1 hour and 11 minute call

Josh Barker SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 453 closings per year
  • $132 million sales volume

In this call, Josh talks about:

  • Selling 25 home his first year in real estate … and how he got a quick start
  • 50% of his business is by repeat and referral from past clients and sphere of influence … and why it gets better every year
  • 20% of his business is from Zillow … and what he is doing to make that happen
  • 20% of his business is from sign calls … and script he uses during the call
  • How Josh personal listed and sold 220 homes last year … and why he stays in production and signs 80% of his listing appointments
  • Why excellent customer service leads to more referrals
  • His simple annual marketing plan for past clients and sphere of influence that results in 10% of his database buying or selling with him each year
  • Why he created a top 100 “Inner Circle” referral group, how he stays in front of them, and his script and approach to referrals
  • How he developed his “highly leveraged producers model” team concept that is a hybrid between team leader as the sole producer and team leader as the pure manager
  • Why prospecting is the major driver of his very profitable business
  • Team dynamics, compensation, profit margins, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Noah Ostroff SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 586 closings per year
  • $200 million sales volume

In this call, Noah talks about:

  • Selling 50 homes his first year in the business … and how he did it
  • Why everyone you meet needs housing and is a potential client
  • Lessons he learned from rapid growth
  • Answering the age old question: should team leaders give leads to agents … or teach agents to lead generate?
  • How to change the culture of a team
  • Why he turned weekly sales meetings into weekly Massive Action Events
  • What happens during the events … and the early results
  • Why focusing on your past clients and sphere of influence is more valuable than chasing people you don’t know
  • Rapid growth through expansion offices … mistakes made and lessons learned
  • What to do if a new office is not working out
  • Why it’s better to go narrow-and-deep instead of broad-and-shallow
  • Team dynamics, compensation, and more
Members click HERE to listen to entire 1 hour and 8 minute call

Nick Waldner SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Bernie talks about:

  • His entrepreneurial spirit shining through at age 7
  • Getting into real estate as an investor
  • Making 50% off lowball offers … and the results
  • How he built up to selling 65 homes per year as a solo agent
  • Plateauing at 15 million in sales volume for several years
  • Searching and finding better success systems and models
  • Doubling his annual production four years in a row and going from 16 million to an estimated 130 million this year
  • Earning 2.25 million in GCI last year
  • Describing the Agent Achievement Triangle and creating a career path for his team agents including: ISA, Showing Agent, Sales Agent, Lead Agent, and Expansion Partner
  • Why his team is prospecting based and marketing enhanced
  • Handing team agents a “company generated” client every time they close an “agent generated” client
  • His simple yet effective repeat and referral program that accounts for 2/3rds of his business
  • How his internet lead program achieved an 8-to-1 ROI
  • His team’s “Road To A Billion” plan
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 13 minute call

Bernie Gallerani SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 297 closings per year
  • $73 million sales volume

In this call, Bernie talks about:

  • Growing up with humble beginnings while living in assisted HUD housing yet always believing he was destined for a better life
  • Getting a quick start in real estate and selling 34 homes his first year by focusing on prospecting and lead generation
  • Building a team that sold 297 homes last year
  • Personal listing and closing 101 sellers while the team helped 196 buyers
  • Staying in personal production to maximize net profits
  • Finding out if his team is truly profitable by splitting all revenues and expenses between his personal production and his team’s production using the concept of strategic business units
  • Why he invested big in Zillow advertising after testing and tracking
  • Discussing Zillow reviews, promotions, conversion rates, and ROI
  • Discovering that Google Adwords leads are cheap, but harder to convert
  • What he does to list expireds and how he adapted his approach in a super strong seller’s market, including his script
  • How to rekindle past clients after years of ignoring them
  • What he did to received 1 closing per 16 people in his past client and sphere of influence database within the first year of contacting them including his annual marketing plan
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 22 minute call

Brendon Payne SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 163 closings per year
  • $24 million sales volume

In this call, Brendon talks about:

  • Listing 30 homes his first 150 days in the business by implementing a proven system and describing his daily schedule during that time
  • How he got up to 100 closings in his 3rd year by focusing on listing sellers and referring out all buyers
  • Why seller still made up 85% of his business last year
  • Working a resort market and why he works with both full time residence and 2nd home clients
  • Why it’s important to learn the language of your market and master your scripts
  • Database marketing and residual revenue
  • Why he changed from Top Producer to InfusionSoft for his CRM
  • Making 50 contacts per day
  • Why expired listing account for 26% of his business
  • Describing his expired marketing method
  • Role playing his script for calling and setting an appointment with an expired listings
  • How he tracks down expired listing phone numbers
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 13 minute call

Erin Krueger SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

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

In this call, Erin talks about:

  • Moving to a new town where she did not know anyone and starting from scratch
  • Spending the first 7 years building up her solo agent practice to selling 70 homes in 1 year by herself
  • Quadrupling her production in one year from 70 closing to 298 closing by building a team
  • Focusing on high quality customer service to make raving fans
  • Creating an environment of open communication with clients that develops a deep level of trust and results in massive referrals
  • Making herself and her team available to answer any or all client questions
  • Putting your client in the driver’s seat and telling them “you can go as fast or as slow as you want”
  • Combining a systems & processes approach with a human hand-holding approach
  • Finding “off market” homes for your buyer clients before everyone else in a fast moving market using ninja tactics
  • Launching a listing into the market over the weekend and generate multiple offers
  • Handling low appraisals working with a buyer … or working with a seller
  • Structuring a vendor contract with a trial period for an easy exit
  • Team dynamics and more
Members click HERE to listen to entire 1 hour and 33 minute call

Vicky Blair-Martin SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 140 closings per year
  • $33 million sales volume

In this call, Vicky talks about:

  • Starting part time in real estate and making more money than her prior full time job as a dental assistant
  • Working a small rural “gold mining” community that averages only 55 sales per month
  • How her production increased from 35 closing per year by herself to 140 closing with 1 buyer agent when she hired a coach at the Mike Ferry Organization
  • In her best year she personally closed 102 homes
  • Why she makes 40 calls per day for two and half hours each morning
  • Who she calls and what she says
  • How she gets 1 listing appointment from every 32 contacts
  • Role plays and scripts for: prospecting calls to your past clients and sphere of influence, voice mail messages, appointment setting, and seller qualification
  • The expectation that 10% of your past clients and sphere of influence will send you a transaction this year if you contact them by phone and mail 4 time per year
  • A description of the postcard she mails and why it works
  • Her huge 70% profit margin by running a prospecting based practice
  • What is in her pre-listing package
  • Role playing partners, mastermind calls, and the one minute listing presentation
  • Script for canceling a listing appointment for the seller with a competing agent
  • Where to hire people with the best work ethic for your team
  • How you can help home builders and end up listing their new construction projects
  • Team dynamics, profit margins and more
Members click HERE to listen to entire 1 hour and 27 minute call

Sandi Van Camp SUCCESS CALL

SAMPLE this call … listen to first 15 minutes below …

Production:
  • 100 closings per year
  • $14 million sales volume

In this call, Sandi talks about:

  • How she got a quick start by asking a few more questions
  • Her love of design and carpentry
  • How her “retirement career” with the goal of selling 1 or 2 homes per year exploded and quickly became a full time job
  • Why her production initially fell when she hired and trained her part-time buyer specialists
  • How she personally closed 120 transactions in her peak year
  • Why this ex-accountant does not like making number goals or tracking her stats
  • Working a rural market
  • Why educating your clients is more important than selling
  • How to break into the relocation market and a list of several providers
  • Comparing the new breed of internet referral leads to the traditional relocation leads
  • Naming a list of internet referral lead companies and how they operate
  • How to create “word of mouth” repeat and referral business from your past clients and sphere of influence
  • Why she became a certified stager
  • Scripts and role play for helping your seller stage their home for a quicker sale
  • Team dynamics, compensation, profit margins and more
Members click HERE to listen to entire 1 hour and 21 minute call