Noel Bittinger SUCCESS CALL …

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Download FULL Running Time: 66 minutes

Website:

Bittinger.com

Background:

Noel Bittinger is with Bittinger Team, Realtors in Canton, Michigan. Last year she, her husband Lee, and team closed 154 transactions with a total sales volume of 43 million and a GCI of 1.2 million. Her average sales price was 282 thousand of which 39% were buyers and 61% were sellers. In her best year (2005), she sold 176 homes worth 42 million.

Noel has a 13 member team: 4 Realtors, 1 operations director, 1 listing manager, 1 closing manager, 1 field manager, 3 contractors (a bookkeeper, a photographer, and a digital marketing group), and 2 team leaders.

Noel is the team leader of the Bittinger Team. She has been an agent for 34 years and works Detroit – Anne Arbor market.

In this call, Noel talks about:

• Failing her licensing exam the first attempt, yet selling 30 homes her first year
• Exactly what she did to get such a fast start
• Working with her spouse for 34 years and why it’s critical to establish clearly defined roles
• How systems can set you free
• What is a system, how can you set up a system, and examples of systems
• Software that digitizes your system and gets all team members on same page
• How she gets 57% of her business by repeat & referrals from past clients including her annual marketing plan
• Why she hosts 3 client parties per year instead of one
• How she gets 31% of her business from internet leads, what is her #1 best internet lead source, and the company she hired to run her internet marketing
• Who does a better job of converting internet leads: agents, ISA, or outsource?
• Team dynamics, compensation, profit margins, and more

2017 Stats:

• 154 closings
• 43 million sales volume
• 13 member team:
  • 4 Realtors
  • 1 operations director
  • 1 listing manager
  • 1 closing manager
  • 1 field manager
  • 3 contractors (a bookkeeper, a photographer, and a digital marketing group)
  • 2 team leaders

Niche:

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

(originally published on 08/07/18)

Craig Wilburn SUCCESS CALL …

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Download FULL Running Time: 1 hour and 5 minutes

Website:

TeamDynamoRealEstate.com

Background:

Craig Wilburn is with Keller Williams in Gainesville, Florida. Last year he closed 185 transactions with a total sales volume of 49 million and a GCI of 1.3 million. His average sales price was 264 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), Craig sold 255 homes worth 55 million.

Craig has a 14 member team: 2 buyer agents, 3 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 field manager, 2 executive assistants, 1 director of operations, and 1 team leader.

Craig is the team leader of Team Dynamo. He has been an agent for 15 years and works the metro Gainesville market.

In this call, Craig talks about:

• Only selling one house during his first 5 months while he educated himself on the market and built relationships
• Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members
• His formula was simple: talk to 17 people per day
• Why he likes prospecting in shopping malls and office parks
• How to build rapport quickly with anyone
• Hear the script he uses to set appointments with people he just met who showed interest in real estate
• Why he developed a laid back friendly approach to for-sale-by-owners
• His annual client party and how he zero based the cost
• Why he is still personally in production and sold 70 homes himself last year
• Team dynamics, compensation, profit margins, and more

2017 Stats:

• 185 closings
• 49 million sales volume
• 14 member team:
  • 2 buyer agents
  • 3 listing agents
  • 2 inside sales agents
  • 1 listing coordinator
  • 1 transaction coordinator
  • 1 field manager
  • 2 executive assistants
  • 1 director of operations
  • 1 team leader

Niche:

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

(originally published on 07/21/18)

Dayton Schrader SUCCESS CALL …

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Download FULL Running Time: 58 minutes

Website:

TheSchraderGroup.com

Background:

Dayton Schrader is with Re/Max in San Antonio, Texas. Last year he closed 605 transactions with a total sales volume of 155 million and a GCI of 4 million. His average sales price was 256 thousand of which 45% were buyers and 55% were sellers.

Dayton has a 27 member team: 1 operations manager, 4 business development, 8 transaction coordinators, 1 property manager, 5 buyer agents, 2 photographers, 1 stager, 1 bookkeeper, 1 marketing, 1 runner, 1 executive assistant, and 1 team leader.

Dayton is the team leader of The Schrader Group. He has been an agent for 36 years and works the metro San Antonio market.

In this call, Dayton talks about:

• His slow start in real estate selling 5 homes his first year
• How he slowly built his practice with by working his sphere of influence
• Recognizing that referral partners could each send 2-5 referrals per year
• Building a VIP Referral Partner program with 250 professionals that resulted in 300 closings last year
• Why he like to host big and small events
• His belief in the Law of Reciprocity and how it works with referrals
• Scripts his uses when initiating and following up with his referral partners
• How he became a problem solver and a fixer for new home builders that results in over 200 closings last year
• Common problems builders experience and how you can profit by solving
• Why he personally lists 20 homes each month and tracks his P&L monthly
• Team dynamics, profit margins, and more

2017 Stats:

• 605 closings
• 155 million sales volume
• 27 member team:
  • 1 operations manager
  • 4 business development
  • 8 transaction coordinators
  • 1 property manager
  • 5 buyer agents
  • 2 photographers
  • 1 stager
  • 1 bookkeeper
  • 1 marketing
  • 1 runner
  • 1 executive assistant
  • 1 team leader

Niche:

• new home builders
• professional referral partners
• repeat & referrals
• past clients
• sphere of influence

(originally published on 07/07/18)

Joy Russell SUCCESS CALL …

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Download FULL Running Time: 49 minutes

Website:

JoySellsLouisiana.com

Background:

Joy Russell is with Keller Williams Realty in Prairieville, Louisiana. Last year she closed 96 transactions with a total sales volume of 17 million. Her average sales price was 171 thousand of which 60% were buyers and 40% were sellers.

Joy is a solo agent with 3 assistants: 1 executive assistant, 1 marketing assistant, and 1 part time inside sales agent.

Joy has been an agent for 14 years and works the Baton Rouge market. In her best year (2016), joy sold 126 homes worth 20 million.

In this call, Joy talks about:

• How she sold 96 homes last year
• Why she works as a solo agent and does not want any buyer agents
• How she took 6 months off last year to travel the world (not all at once)
• Her love of traveling to different countries to see different cultures (she’s already been to 37 countries)
• When she is at work, she is totally focused on dollar productive activities
• When she is on vacation, she totally disconnects from the business
• How she only works 8-5 during the week and rarely works on the weekend
• Why 99% of her clients wait for her to return from a trip before transacting real estate (hint: they want Joy only)
• What her daily schedule looks like
• Why she prospects for 2 hours every day, but never cold calls strangers
• How she achieves an 85% profit margin and more

2017 Stats:

• 96 closings
• 17 million sales volume
• 4 member team:
  • 1 executive assistant
  • 1 marketing assistant (pt)
  • 1 inside sales agent (pt)
  • 1 team leader (sole salesperson)

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 06/21/18)

Sally Forster Jones SUCCESS CALL …

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Download FULL Running Time: 47 minutes

Website:

SallyForsterJones.com

Background:

Sally Forster Jones is with Compass in Beverly Hills, California. Last year she closed 156 transactions with a total sales volume of 370 million. Her average sales price was 2.4 million of which 40% were buyers and 60% were sellers.

Sally has a 24 member team: 14 team agents, 1 showing assistant, 1 senior director of operations, 1 director of sales, 1 listing director, 1 director of marketing, 1 marketing coordinator, 1 design and sales associate, 1 listing coordinator, 1 transaction coordinator, and 1 team leader.

Sally is the team leader of the SFJ Group. She has been an agent for 40 years and has sold over 5 billion in her career.

In this call, Sally talks about:

• Majoring in psychology and starting life as a kindergarten teacher
  Building a nest egg by flipping houses
• Getting a real estate license and selling average priced homes
• How she transitioned her practice into selling luxury and super luxury homes
• Working with billionaire clients
• Listing, marketing, and selling a 85 million dollar super mansion
• The differences and similarities between entry level and super luxury home buyers and sellers
• The steps to take to transition into the luxury market
• Why she always phone prospects for one hour every day
• Team dynamics and more

2017 Stats:

• 156 closings
• 370 million sales volume
• 24 member team:
  • 14 team agents
  • 1 showing assistant
  • 1 senior director of operations
  • 1 director of sales
  • 1 listing director
  • 1 director of marketing
  • 1 marketing coordinator
  • 1 design and sales associate
  • 1 listing coordinator
  • 1 transaction coordinator
  • 1 team leader

Niche:

• luxury homes
• repeat & referrals
• past clients
• sphere of influence

(originally published on 06/07/18)

Jay Acker SUCCESS CALL …

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Download FULL Running Time: 49 minutes

Website:

rebdgroup.com

Background:

Jay Acker is with Keller Williams Realty in Denton, Texas. Last year, he, his wife Carissa, and team closed 380 transactions with a total sales volume of 93 million and earned 2.5 million in GCI. His average sales price was 244 thousand of which 55% were buyers and 45% were sellers.

Jay has a 24 member team: 18 team agents, 1 transaction coordinator, 1 listing manager, 1 marketing manager, 1 runner, 1 COO, and 1 CEO.

Jay is the COO of the Real Estate By Design Group. He has been an agent for 12 years and works the metro Dallas Fort Worth market.

In this call, Jay talks about:

• Working in property management and corporate relocation before join forces with his wife to start a real estate team
• How to work successfully with your spouse by defining roles
• Retooling the business during market fluctuations
• 3 major mistakes he made growing the business and the lessons he learned
• How he gets 70% of his business by repeat & referrals from past clients and sphere of influence
• Why he throws a mix of small and big client events
• How one event resulted in 18 referrals and 11 closings
• Running a staff lean team for efficiency and profit
• Team dynamics, compensation, profit margins, and more

2017 Stats:

• 380 closings
• 93 million sales volume
• 24 member team:
  • 18 team agents
  • 1 transaction coordinator
  • 1 listing manager
  • 1 marketing manager
  • 1 runner
  • 1 COO
  • 1 CEO

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/21/18)

Anne Daily SUCCESS CALL …

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Download FULL Running Time: 55 minutes

Website:

AnneDaily.com

Background:

Anne Daily is with Re/Max in Fair Oaks, California. Last year, she and her husband Joe Herbert closed 61 transactions with a total sales volume of 18 million and 525 thousand in GCI. Her average sales price was 298 thousand of which 10% were buyers and 90% were sellers. In her best year, she sold 123 homes worth 20 million.

Anne has a 5 member team: 2 sales agents/team leaders, 1 office manager, 1 receptionist, and 1 runner.

Anne is the co-leader of The Anne Daily & Joe Herbert Team. She has been an agent for 29 years and works the metro Sacramento market.

In this call, Anne talks about:

• Starting as an organizer and property manager for her family real estate investment business
• Working with her spouse and adult children
• Why both she and her husband are in production, how to make it work, and why both need their own independent coach
• How the loss of family member affects a family team
• How she generated 30% of her business from expired listings last year including her approach of being the “turn around” agent, how she contacts the seller, and the service she uses to research the owners name, address, and phone number
• Even in a fast market, 10% of her business is from foreclosures and NODs (notices of default) and she describes a quick easy way to find contact info
• How she gets 50% of her business from repeat and referrals from past clients and sphere of influence from a small database of 800 people including her simple annual marketing plan
• The psychology of prospecting and how to embrace the opportunity
• How she splits her time between sale production 3 days per week and being a coach for the Mike Ferry Organization 2 days per week
• Team dynamics, profit margins, and more

2017 Stats:

• 61 closings
• 18 million sales volume
• 5 member team:
  • 2 sales agents/team leaders
  • 1 office manager
  • 1 receptionist
  • 1 runner

Niche:

• expired listings
• notice of default
• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/07/18)

Jeff Sibbach SUCCESS CALL …

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Download FULL Running Time: 48 minutes

Website:

Sibbach.com

Background:

Jeff Sibbach is with Realty One Group in Scottsdale, Arizona. Last year his team closed 387 transactions with a total sales volume of 175 million while Jeff was personally involved in 176 sales worth 106 million. His average sales price was 452 thousand of which 50% were buyers and 50% were sellers.

Jeff has a 68 member team: 25 admin staff, 43 agents, and 1 team leader.

Jeff is team leader of The Sibbach Team. He has been an agent for 16 years and works the Metro Phoenix market.

In this call, Jeff talks about:

• How he niched into the “mid luxury” market where homes are twice the average price
• Why he takes days, weeks, even months to properly prepare a home for sale
• The biggest problems he encounters with bringing older homes into today’s style (you might be surprised)
• His 57 item checklist for identifying functional obsolescence
• Why dropping the price might be the wrong way to sell a home
• How fix-up, repair, and updating the home are now marketing cost
• Why he will invest his own money to fix up his client’s property
• Selling the buyer on the home before the first showing
• How he gets home photos to jump off the screen and get buyers lining up for his new listings
• Why he hires a professional photographer
• Hiring a professional stagger that he calls the “seller’s helper”
• Taking before and after staging photos to promote on his website to get future clients
• Get SEO leads by promoting neighborhoods over houses
• Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers
• Team dynamics, compensation, profit margins, and more

2017 Stats:

• 387 closings
• 175 million sales volume
• 68 member team:
  • 25 admin staff
    • listing manager
    • listing assistant
    • 2 transaction coordinators
    • listing and transaction coordinator
    • front desk/transaction coordinator
    • sales manager
    • marketing manager
    • administrative/marketing support
    • web design
    • 2 home staging/designer
    • vacant home manager
    • accounting
    • operations manager/marketing
    • executive assistant for Jeff
    • human resources
    • non-team member/rental leads
    • runner/client concierge
    • 4 client concierge
  • 43 agents
  • 1 team leader

Niche:

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

(originally published on 04/21/18)

Chris Higgins SUCCESS CALL …

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Download FULL Running Time: 1:41

Website:

TheDream-Team.com

Background:

Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.

Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).

Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.

In this call, Chris talks about:

• Working as a branch manager for 10 years before going into sales
• Joining his wife’s team with a single focus on getting listings
• Taking 43 listings in his first 60 days by focusing on FSBOs and expireds
• Why door knocking is the best way to list FSBOs and expireds
• Selling 125 homes in his second year
• The reason he never turns down a listing
• Why he takes 12 month listings without easy exit options
• How to get systematic price reductions including the language and approach
• 45% of his business was listing for sale by owners (86 listings last year)
• FSBO scripts for initial contact, follow up, and setting appointments
• What to say to FSBOs who tell you they are “listed” on Zillow
• Why language and the words you use are the true tools of the master agent
• The typical time FSBOs try on their own before they list (you’ll be surprised)
• The commission option program you can use to get an appointment
• How to hire an ISA or caller to set appointments for you
• 25% of his business was relisting expired homes (47 listings last year)
• Script to use when agents are telling the seller to wait 45 days for MLS to reset
• Team dynamics, compensation, profit margins, and more

2017 Stats:

• 191 closings
• 33 million sales volume
• 12 member team:
  • 1 lead buyer agent
  • 3 showing assistants
  • 1 lead seller agent (Chris)
  • 2 seller agents
  • 1 transaction manager
  • 1 director of media (sign runner / photography)
  • 1 inside sales associate (unlicensed)
  • 1 lead conversion manager
  • 1 partner (wife)

Niche:

• for sale by owners
• expired listings
• repeat & referrals
• past clients
• sphere of influence

(originally published on 04/07/18)

Todd Smith SUCCESS CALL …

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Download FULL Running Time: 1:01

Website:

AZPerformanceRealty.com

Background:

Todd Smith is with Keller Williams in Goodyear, Arizona. Last year he, his wife Shannon Cunningham, and team closed 216 transactions with a total sales volume of 50 million and earned 1.7 million in GCI. His average sales price was 235 thousand of which 48% were buyers and 52% were sellers. They also manage 160 rental units.

Todd has a 15 member team: 1 lead listing specialist, 1 listing partner, 4 buyer specialists, 2 showing assistants, 2 inside sales associates, 1 transaction manager, 1 marketing manager, 1 property manager, 1 field manager, and 1 team leader.

Todd is team leader of AZ Performance Realty. He has been an agent for 11 years and works the Metro Phoenix market.

In this call, Todd talks about:

• Barely graduating from high school and working as a garbage man for 6 years
• Joining a friend’s team and selling 5 homes his first week
• How to leverage new construction when you are a resale agent
• Why geographic farming accounts for 67% of his business … 144 closings
• How they picked their first farm and what they did to expand it
• Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back
• Why they use an 8×8 program to start a new farm and get name recognition fast
• What they mail into the farm and how often
• How to enhance your farm results and reputation with open houses
• Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again
• The maximum number of listings a single agent can list each month and service properly
• Team dynamics, compensation, profit margins, and more

2016 Stats:

• 216 closings
• 50 million sales volume
• 15 member team:
  • 1 lead listing specialist
  • 1 listing partner
  • 4 buyer specialists
  • 2 showing assistants
  • 2 inside sales associates
  • 1 transaction manager
  • 1 marketing manager
  • 1 property manager
  • 1 field manager
  • 1 team leader

Niche:

• • geographic farming
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 03/21/18)

Tim Houk SUCCESS CALL …

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Download FULL Running Time: 0:49

Website:

TimHouk.com

Background:

Tim Houk is with Keller Williams in Baton Rouge, Louisiana.  Last year he closed 155 transactions with a total sales volume of 35 million and earned 875 thousand in GCI.  His average sales price was 228 thousand of which 51% were buyers and 49% were sellers.

Tim has a 9 member team: 3 buyer agents, 2 listing agents, 1 transaction coordinator, 1 listing manager, 1 executive assistant, and 1 team leader.

Tim is team leader of The Houk Group. He has been an agent for 11 years.

In this call, Tim talks about:

• Waiting tables at night so he could work real estate full time during the day for his first 6 months
• Earning six figures his first full year in real estate
• His rude awakening during the Great Recession and the realization that he needed better systems
• Ramping up to 155 units last year, staying in production, and selling 60 homes personally
• What to do when a natural disaster hits your community and destroys 100 thousand homes
• How to list For Sale By Owners including approach, scripts, setting appointments, selective follow up, role play, time cycles, data resources, and success rates
• How he gets 60% of his business by repeat & referrals from past clients and sphere of influence including his annual marketing plan
• Why you should hold a Pie Day Giveaway event in March instead of November
• His 50 Core Advocate Group and why you need one
• Team dynamics, compensation, profit margins, and more

2016 Stats:

• 155 closings
• 35 million sales volume
• 9 member team:
  • 3 buyer agents
  • 2 listing agents
  • 1 transaction coordinator
  • 1 marketing manager
  • 1 executive assistant
  • 1 team leader

Niche:

• for sale by owners
• repeat & referrals
• past clients
• sphere of influence

(originally published on 03/07/18)

Anthony Graham SUCCESS CALL …

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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

(originally published on 02/21/18)

Sarah Layson SUCCESS CALL …

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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

(originally published on 02/07/18)

Nate Brill SUCCESS CALL …

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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

(originally published on 01/21/18)

Ronnie Matthews SUCCESS CALL …

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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

(originally published on 01/07/18)

Cody Gibson SUCCESS CALL …

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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

(originally published on 12/21/17)

April Stephens SUCCESS CALL …

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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

(originally published on 12/07/17)

Andy Peters SUCCESS CALL …

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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

(originally published on 11/21/17)

Brian Weast SUCCESS CALL …

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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

(originally published on 11/07/17)

Chris Watters SUCCESS CALL

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Download FULL Running Time: 62 minutes

Website:

ChristopherWatters.com

MillionDollarRealEstateTeam.com

Background:

Chris Watters is with Watters International Realty in Austin, Texas. Last year he closed 427 transactions with a total sales volume of 103 million and 3.2 million in gross commission income. His average sales price was 243 thousand of which 40% were buyers and 60% were sellers.

Chris has a 20 member team: 12 buyer agents, 2 listing agents, 5 admin staff, and 1 team leader. Chris Watters is the team leader of the Watters International team. He has been an agent for 10 years.

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

2016 Stats:

• 427 closings
• 103 million sales volume
• 20 member team:
  • 12 buyer agents
  • 2 listing agents
  • 5 admin staff
  • 1 team leader

Niche:

• team building
• repeat & referrals
• past clients
• sphere of influence

(originally published on 10/21/17)

Elaine Northrop SUCCESS CALL

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Download FULL Running Time: 57 min

Website:

NorthropTeam.com

Background:

Elaine Northrop is with Long & Foster in Clarksville, Maryland. She has been an agent for 44 years and was ranked the #1 agent for Coldwell Banker International for 3 years in a row during the 1990s based on her personal production when she sold over 100 million worth of homes each year.

Last year, her team, which is now run by her son, closed 1,772 transactions with a total sales volume of 750 million. Their average sales price was 423 thousand of which 40% were buyers and 60% were sellers. The team has 140 members including 94 full time agents and 46 admin staff.

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”

2016 Stats:

• 1,772 closings
• 250 million sales volume
• 140 member team:
  • 94 full time agents
  • 46 admin staff

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 10/07/17)

Bob Zachmeier SUCCESS CALL

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Download FULL Running Time: 1:03

Website:

NoteCarry.com

NoteBusinessBuilder.com

Background:

Bob Zachmeier is with Win3 Realty in Tucson, Arizona. Last year he closed 98 transactions with a total sales volume of 13 million. His average sales price was 132 thousand of which 40% were buyers and 60% were sellers. Bob has a 5 member team: 2 buyer agents, 1 buyer referral, 1 broker/owner, and 1 team leader.

Bob Zachmeier is the team leader of the Win3 Realty team. He has been an agent for 18 years. In his career, he has sold almost 4,000 homes. In his best year (2011) Bob sold 641 homes worth 76 million and earned 3.1 million in GCI.

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

2016 Stats:

• 98 closings
• 13 million sales volume
• 5 member team:
  • 2 buyer agents
  • 1 buyer referral
  • 1 broker/owner
  • 1 team leader

Niche:

• creative finance
• seller carry back loans
• private finance
• repeat & referrals
• past clients
• sphere of influence

(originally published on 09/21/17)

Matt Fetick SUCCESS CALL …

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Download FULL Running Time: 55 min

Website:

FetickTeam.com

Background:

Matt Fetick is with Keller Williams in Kennett Square, Pennsylvania. Last year he closed 278 transactions with a total sales volume of 78 million. His average sales price was 280 thousand of which 40% were buyers and 60% were sellers.

Matt has a 16 member team: 2 listing agents, 3 buyer agents, 1 showing agent, 2 inside sales agents, 1 listing coordinator, 1 transaction manager, 3 virtual assistants, 1 runner, 1 director of client experience, and 1 team leader.

Matt Fetick is the team leader of the Matt Fetick Team. He has been an agent for 11 years. In his career, he has sold over 2,000 homes. He works in the Philadelphia suburbs.

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

2016 Stats:

• 278 closings
• 78 million sales volume
• 16 member team:
  • 2 listing agents
  • 3 buyer agents
  • 1 showing agent
  • 2 inside sales agents
  • 1 listing coordinator
  • 1 transaction manager
  • 3 virtual assistants
  • 1 runner
  • 1 director of client experience
  • 1 team leader

Niche:

• expired listings
• internet
• repeat & referrals
• past clients
• sphere of influence

(originally published on 09/07/17)

Ruby Henderson SUCCESS CALL

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Download FULL Running Time: 1:10

Website:

MyTeamRuby.com

FindRaleighRealEstate.com

Background:

Ruby Henderson is with Keller Williams in Raleigh North Carolina. Last year she closed 196 transactions with a total sales volume of 56 million and a GCI of 1.5 million. Her average sales price was 286 thousand of which 58% were buyers and 42% were sellers. She has a 15 member team: 4 buyer agents, 1 listing specialist, 2 inside sales agents, 1 outside sales agent, 2 listing coordinators, 2 closing coordinators, 1 operations manager, 1 team manager, and 1 team leader.

Ruby Henderson is the team leader of Team Ruby. She has been an agent for 19 years. In her best year (2015), she sold 232 homes worth 57 million and she has sold over 2,000 homes in her career.

In this call, Ruby 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

2016 Stats:

• 196 closings
• 56 million sales volume
• 15 member team:
  • 4 buyer agents
  • 1 listing specialist
  • 2 inside sales agents
  • 1 outside sales agent
  • 2 listing coordinators
  • 2 closing coordinators
  • 1 operations manager
  • 1 team manager
  • 1 team leader

Niche:

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

(originally published on 08/21/17)