SC201: Phil Herman. 15 Second Elevator Commercial. Power Of Mentoring. Roleplay Of A Question Based Listing Presentation. Value Of A Pre-Appraisal.

Phil Herman SUCCESS CALL …

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Download FULL Audio Running Time: 86 minutes

Website:

PhilHerman.com

Background:

Phil Herman is with Re/Max in Dayton, Ohio. He’s sold almost 8,000 homes worth nearly 1 billion.

In this call, Phil talks about:

  • Not selling any homes his first 5 months in real estate
  • The power of positioning yourself in the market
  • Building 15 teams during his 42 year career (big and small)
  • Mentoring for 22 years with one of the worlds all time greatest agents, Bob Bohlen, and their weekly accountability calls
  • His 15 second elevator commercial (hear it all)
  • Why he moved from a statement based to a question based listing presentation
  • Roleplaying his question based listing presentation
  • Why you should have your seller order a Pre-Appraisal at every listing appointment
  • What is takes to be successful with expired listings
  • High impact prospecting vs marketing and branding
  • How to get the right people on your team

Niche:

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

SC200: Dan Lesniak. Building A Big Team With Leverage And Generating 7.8 Million In GCI.

Dan Lesniak SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

LiveTheOrangeLine.com

Background:

Dan Lesniak is with Optime Realty in Arlington, Virgina. Last year he (and his wife Keri Shull and team) closed 481 transactions with a total sales volume of 301 million and earned 7.8 million in GCI. His average sales price was 626 thousand of which 64% were buyers and 36% were sellers.

Dan and Keri have a team with 68 members: 40 buyer agents, 1 buyer coordinator, 5 listing agents, 3 listing coordinators, 4 inside sales agents, 8 marketing staff, and 7 operations staff. He has been an agent for 8 years.

In this call, Dan talks about:

  • Selling 37 homes his first year worth 22 million
  • Building a large team with his wife
  • His top 3 buisness sources: repeat and referrals, internet leads, and open houses
  • Detailed description of his annual marketing plan to his past clients and sphere of influence that results in a 20 to 1 ROI including his referral script
  • How he closed nearly 100 transactions last year from Zillow leads with a 8 to 1 ROI
  • Google PPC ads that brought in 50k per month in GCI with a 5 to 1 ROI
  • How his team brought in 750k in GCI from open houses
  • The power of having a list of Off Market Listings
  • Complete team agent compensation plan including all the levels

2018 Stats:

  • 481 closings
  • 301 million sales volume
  • 68 member team:
    • 40 buyer agents
    • 1 buyer coordinator
    • 5 listing agents
    • 3 listing coordinators
    • 4 inside sales agents
    • 8 marketing staff
    • 7 operations staff

Niche:

  • Zillow leads
  • open house
  • repeat & referrals
  • past clients
  • sphere of influence

SC199: Jen Burns. How To Sell 78 Homes Per Year As A Solo Agent.

Jen Burns SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

BatonRougeHomeStore.com

Background:

Jen Burns is with eXp Realty in Baton Rouge, Louisiana. Last year she closed 78 transactions with a total sales volume of 19 million and earned 464 thousand in GCI. Her average sales price was 243 thousand of which 60% were buyers and 40% were sellers.

Jen is a solo agent with 2 part time assistants: 1 administrative and 1 marketing. She has been an agent for 12 years.

In this call, Jen talks about:

  • Why small is beautiful … you don’t need a big team to make big bucks
  • Moving to a new market and starting over
  • How to get 39 referral closings per year with a private Facebook group and 150 dollars per month
  • Why small budget contest and giveaways result in big referrals
  • How to host a small client event that results in referrals when you are a shy introvert
  • Why she built a team, dismantled it, and went back to solo agent
  • Her plan to get to 100 referral closings per year as a solo agent
  • Tools solo agents can use to stay organized and free up time for family
  • How to increase your average sales price, profit margins, and more

2018 Stats:

  • 78 closings
  • 19 million sales volume
  • 3 member team:
    • 1 part time administrative assistant
    • 1 part time marketing assistant
    • 1 solo agent

Niche:

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

SC198: Scott Rodgers. Surviving The Zillow Changes And Buyer Agents Leaving.

Scott Rodgers SUCCESS CALL …

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Download FULL Audio Running Time: 48 minutes

Website:

RodgersRealEstateGroup.com

Background:

Scott Rodgers is with Re/Max in Peoria, Illinois. Last year he closed 162 transactions with a total sales volume of 26 million and earned 830 thousand in GCI. His average sales price was 161 thousand of which 60% were buyers and 40% were sellers.

Scott is a team leader with 7 members. He has been an agent for 18 years. Scott has sold 2,600 homes and earned 10.7 million in GCI in his career.

In this call, Scott talks about:

  • Teaching elementary school, high school, and being a baseball coach before real estate
  • Selling 47 homes his first year
  • Current struggles with the lastest changes Zillow has made with their leads (and what he is doing about it)
  • Bouncing back after losing two veteran buyer agents in the same year
  • His annual marketing plan to generate repeate and referrals from past clients and his sphere of influence
  • Hosting a 800 person swimming pool party
  • Compensation, profit margins, and more

2018 Stats:

  • 162 closings
  • 26 million sales volume
  • 7 member team:
    • 3 buyer agents
    • 1 listing agent
    • 1 listing coordinator
    • 1 closing coordinator
    • 1 part time courier / photographer

Niche:

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

SC197: Gary Raze. 72 Year Old Solo Agent Sells 69 Homes In One Year.

Gary Raze SUCCESS CALL …

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Download FULL Audio Running Time: 54 minutes

Website:

ReMax.com/GaryRaze

Background:

Gary Raze is with Re/Max in Eugene, Oregon. Last year he closed 69 transactions with a total sales volume of 17 million and earned 510 thousand in GCI. His average sales price was 252 thousand of which 35% were buyers and 65% were sellers.

Gary is a solo agent with one part-time administrative assistant. He has been an agent for 12 years. Gary has sold 573 homes and earned 3.3 million in GCI in his career.

In this call, Gary talks about:

  • Teaching middle school for 32 years
  • Entering real estate as a second career (and earning 10 times what he made as a teacher)
  • Building his business based on repeat and referral (95% of his business)
  • Generating 60 closings from a 350 person list … 1 in 6 people sent a closed referral or repeated
  • His low budget annual marketing plan
  • Why he never calls his people to beg for business
  • The 3 client appreciation events he hosts every year
  • Why he sends 2 direct mail pieces to millenials every month (and what he sends)
  • The power of humor in marketing
  • How to celebrate your people (and thier kids) birthday with cards and a video birthday song
  • Simple models, profit margins, and more

2017 Stats:

  • 69 closings
  • 17 million sales volume
  • 2 member team:
    • 1 administrative assistant
    • 1 solo agent

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC196: Lesley Hodge Perreault. Selling 80 homes per year as a solo agent.

Lesley Hodge Perreault SUCCESS CALL …

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Download FULL Running Time: 47 minutes

Website:

Lesley Hodge Perreault Website

Background:

Lesley Hodge Perreault is with eXp Realty in Wichita, Kansas.  Last year she closed 80 transactions with a total sales volume of 10 million.  Her average sales price was 133 thousand of which 64% were buyers and 36% were sellers.

Lesley is a solo agent with 2 assistants:  1 driver and 1 part time admin.

Lesley has been an agent for 15 years.  Her unlicensed husband David has been assisting for 2.5 years.

In this call, Lesley and David talk about:

  • Selling 80 homes per year as a solo REO agent
  • Getting burned out and taking two years off
  • Jumping back into real estate as a traditional agent with zero base
  • How to use Facebook to build an instant sphere of influence
  • The simple way to project success and attract new leads when you have zero listings and no clients
  • How to generate leads and closings by posting in strange places on Facebook including what to post
  • Which homes to avoid posting unless you want difficult clients
  • The one idea that skyrocketed her lead generation on Facebook
  • Turning Zillow into your own lead generation machine
  • Successfully working with your spouse including roles and responsibilities
  • Why busy agents should hire a driver before a buyer agent
  • Staying small and profitable
  • Selling 80 homes per year as a traditional agent

2017 Stats:

  • 80 closings
  • 10.6 million sales volume
  • 3 member team:
    • 1 agent
    • 1 driver
    • 1 part time admin

Niche:

  • Facebook
  • Zillow Leads
  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence

SC195: Willie Miranda. 3-4-12 lead follow up program.

Willie Miranda SUCCESS CALL …

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Download FULL Running Time: 58 minutes

Website:

MirandaRealEstateGroup.com

Background:

Willie Miranda is with Miranda Real Estate Group in Clifton Park, New York. Last year he closed 809 transactions with a total sales volume of 169 million and a GCI of 4.4 million. His average sales price was 208 thousand of which 45% were buyers and 55% were sellers.

Willie started as a solo agent, built a small team, then a large team, and now has grown into a hybrid team/broker model with 80 agents and 10 staff members.

Willie is the team leader and has been an agent for 20 years. He works the Albany New York market and sold 1.5 billion in real estate during his career making Willie a Billion Dollar Agent.

In this call, Willie talks about:

  • Starting real estate 120 thousand in debt
  • Building an insurance practice in lock step with his real estate practice
  • Selling 13 homes his first year from insurance client referrals
  • Quadrupling the second year to 50 closings when he hired a coach and learned direct response marketing
  • Reflecting after 20 years of team building on the most profitable stage of growth (you might be surprised)
  • In depth look at agent compensation including how to pay a listing specialist
  • How to set listing appointments by adding the 5 powerful words: “… and what not to do.”
  • New school method for converting a buyer lead into a client
  • Using targeted Facebook ads for just listed or just sold lead generation
  • Annual marketing plan to friends, family, and past clients that results repeat and referrals and 60% of his business including an old school method that still works wonders
  • How he is getting a 5% conversion rate on Zillow leads with the 3-4-12 follow up method
  • Profit margins, team dynamics, compensation, and more

2017 Stats:

  • 809 closings
  • 169 million sales volume
  • 80 member team:
    • 80 team agents
    • 10 admin staff

Niche:

  • Zillow Leads
  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence


SC194: David Zarghami. Plan to 5X production.

David Zarghami SUCCESS CALL …

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Download FULL Running Time: 56 minutes

Website:

SearchSarasotaHomes

Background:

David Zarghami is with Keller Williams in Sarasota, Florida. Last year he, his wife Toni, and team closed 108 transactions with a total sales volume of 35 million (with 6 people). His average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), he sold 116 homes worth 40 million.

David is ramping up for growth and now has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist/ director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer.

David is the co-founder and CEO of the Zarghami Group. He has been an agent for 8 years and works the metro Sarasota market.

In this call, David talks about:

  • Teaching 4th grade math before entering real estate
  • Flipping houses for his own account, then later on a bigger scale for a company
  • Entering sales and starting a practice separate from his wife
  • Successfully running two practices that combined sold 92 homes in one year
  • Relocating to a different state and starting fresh as a unified husband-wife team
  • Working with your spouse by defining roles and staying in your lane
  • Setting a big goal to multiply the business five-fold in two years
  • Accepting the role of CEO and setting the vision for the future
  • Structuring the team for fast growth and scale
  • Creating a career path for agent partners and being flexible to change
  • Team dynamics, profit margins, and more

2017 Stats:

  • 116 closings
  • 35 million sales volume
  • 19 member team:
    • 6 buyer specialists
    • 3 junior partners
    • 1 listing specialist / director of sales
    • 3 full time operations staff
    • 2 virtual assistants
    • 1 courier
    • 1 sign guy
    • 1 chief growth officer
    • 1 chief executive officer

Niche:

  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence

SC193: Jeff Cook. Building a 1,000 unit team.

Jeff Cook SUCCESS CALL

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Download FULL Running Time: 56 minutes

Website:

JeffCookRealEstate.com

Background:

Jeff Cook is with Jeff Cook Real Estate in Charleston, South Carolina. Last year he closed 1,065 transactions with a total sales volume of 254 million and a GCI of 8.3 million. His average sales price was 238 thousand of which 61% were buyers and 39% were sellers.

Jeff has a massive 191 person team in 7 locations. There are 163 agents including: 7 general sales managers, 3 assistant managers, 2 listing managers, and 1 broker in charge. There are 28 staff members including: 5 department heads, 3 listing, 3 closers, 6 ISA, 8 marketing, 5 accounting, 1 ops manager, and 1 CEO.

Jeff is the CEO and team leader of the Jeff Cook Real Estate team. He has been an agent for 15 years and works the Charleston, Greenville, and Columbia South Carolina markets.

In this call, Jeff talks about:

  • Being fired for being too good
  • His slow start in real estate
  • Gaining traction and building a huge team
  • Running a team as an independent brokerage
  • Expansion into multiple offices, mistakes made, and lessons learned
  • When entering a new market, which is better: prospecting or marketing
  • How many square feet are necessary for each person on your team
  • Permanent versus virtual office space
  • Why relationships trump process
  • Why he has 110 billboards, what is on them, and what works
  • When radio ads work, and when they don’t
  • The power of Google Reviews and Facebook Reviews and how to get them
  • Profit margins, team dynamics, compensation, and more

2017 Stats:

  • 1065 closings
  • 254 million sales volume
  • 191 member team:
    • 163 agents including:
      • 7 general sales managers
      • 3 assistant managers
      • 2 listing managers
      • 1 broker in charge
    • 28 staff members including:
      • 5 department heads
      • 3 listing
      • 3 closers
      • 6 ISA
      • 8 marketing
      • 5 accounting
      • 1 ops manager
    • 1 CEO/team leader

Niche:

  • Billboard
  • Radio
  • Google Reviews
  • Facebook Reviews
  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence

 


SC192: Ashton Gustafson. Selling 100 homes in one year as a solo agent without an assistant.

Ashton Gustafson SUCCESS CALL

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Download FULL Running Time: 51 minutes

Website:

BishopRealtors.com

Background:

Ashton Gustafson is with Bishop Realtor Group in Wichita Falls, Texas. Last year he closed 320 transactions with a total sales volume of 60 million. His average sales price was 187 thousand of which 60% were buyers and 40% were sellers.

Ashton has a 7 member team: 3 buyer agents, 2 admins, 1 executive office manager, and 1 team leader. He has been an agent for 12 years and works the Wichita Falls and Waco Texas markets.

In this call, Ashton talks about:

  • Selling zero home his first 6 months
  • Having a strategic epiphany and dramatically changing his approach
  • Then selling 55 homes his first full year
  • Burning out after personally selling over 100 homes as a solo agent without an assistant
  • Hiring a team to gain life balance
  • What he is doing to get 70-80% of his business by repeat and referral
  • The power of being a friend versus just being a real estate agent
  • His daily game of 60 Points of Rhythm for long term success
  • Giving people relevant, specific, and timely information
  • Personally selling over 75 homes last year
  • Why 80% of people can only remember one agent’s name
  • The power of a Top 100 list and who should be on it … and more

2017 Stats:

  • 320 closings
  • 60 million sales volume
  • 7 member team:
    • 3 buyer agents
    • 2 admin
    • 1 executive office manager
    • 1 team leader

Niche:

  • Repeat & Referral
  • Past Cleints
  • Sphere of Influence

(originally published on 12/21/18)


SC191: Dean Selvey. Exclusively represent new home builders and sell 220 homes per year.

Dean Selvey SUCCESS CALL

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Download FULL Running Time: 57 minutes

Website:

ArizonaBuilderSales.com/

Background:

Dean Selvey is with Re/Max in Scottsdale, Arizona. Last year he closed 220 transactions with a total sales volume of 60 million. His average sales price was 272 thousand of which 0% were buyers and 100% were sellers.

Dean has a 16 member team: 10 site sales agents, 1 sales manager, 2 marketing people, 1 bookkeeper, 1 admin / compliance officer, and 1 team leader.

Dean is the team leader of Arizona Builder Sales. He has been an agent for 37 years and works the Phoenix and Arizona markets. In his best year (2006), he sold 470 homes worth 120 million and has sold over 10,000 homes in his career.

In this call, Dean talks about:

  • His slow start and being an average agent for his first 5 years
    How his friend Russell Shaw opened his eyes to the Enemy Line concept to identify what was holding him back … with that simple understanding, he doubled his production the next year
  • Why he focuses on net profit instead of units or volume
  • How to become a Subject Master Expert
  • Today 100% of his business is representing local and regional home builders and developers
  • Instead of looking for one listing at a time, he looks for builders who can give him 100 listings over time
  • His current pipeline has 1,700 homes that will enter the market … and he will be the listing agent
  • How he got into new home sales, what his competitive advantage is, and why builders hire him
  • His simple slogan, “You build, we’ll sell”
  • The best ways to find new home buyers
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 220 closings
  • 60 million sales volume
  • 16 member team:
    • 10 site sales agents
    • 1 sales manager
    • 2 marketing people
    • 1 bookkeeper
    • 1 admin / compliance officer
    • 1 team leader

Niche:

  • new home construction
  • builder site representation

(originally published on 12/07/18)


SC190: Wendy Papasan. From stay-at-home mom to 6th level mega agent.

Wendy Papasan SUCCESS CALL

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Download FULL Running Time: 55 minutes

Website:

PapasanProperties.com

Background:

Wendy Papasan is with Keller Williams in Austin, Texas. Last year she closed 245 transactions with a total sales volume of 74 million. Her average sales price was 305 thousand of which 60% were buyers and 40% were sellers.

Wendy has a 28 member team: 19 agents, 1 showing partner, 2 inside sales agents, 1 listing manager, 1 contract manager, 1 marketing director, 1 director of growth, 1 operations director, and 1 CEO/team leader.

Wendy is the team leader of Papasan Property Group. She has been an agent for 9 years and works the Austin, Dallas, Houston, and St Lewis markets.

In this call, Wendy talks about:

  • Starting part time as a stay-at-home mom and selling 18 homes her first year
  • Building a 6th Level business by supporting the growth of others
  • Her “Big Why” and 6 core values that are the foundation of her team
  • Why her job switched to lead generation of team talent
  • Building a team around systems, administration, and support instead of centralized lead generation and distribution
  • Why she expanded outside her local market, how she picked the locations, and mistakes made that created a stronger team
  • Her tiny budget annual marketing plan for repeat and referrals from past client and sphere of influence that results in 56% of her business
  • Why you should focus on building a moat around your database
  • How she got 28% of her business last year by referrals from other agents
  • Her NOT to do list
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 245 closings
  • 74 million sales volume
  • 28 member team:
    • 19 agents
    • 1 showing partner
    • 2 inside sales agents
    • 1 listing manager
    • 1 contract manager
    • 1 marketing director
    • 1 director of growth
    • 1 operations director
    • 1 CEO/team leader

Niche:

  • agent referrals
  • expansion teams
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 11/21/18)


SC189: Mike Wall. Listing 44 expireds in 6 months while working part time at night.

Mike Wall SUCCESS CALL

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Download FULL Running Time: 56 minutes

Website:

LoveOhioLiving.com

Background:

Mike Wall is with eXp Realty in Dayton, Ohio. Last year he closed 322 transactions with a total sales volume of 48 million. His average sales price was 150 thousand of which 49% were buyers and 51% were sellers.

Mike has a 21 member team: 16 agents, 2 inside sales representatives, 1 listing manager, 1 contract manager, 1 marketing manager, and 2 team leaders.

Mike is a co-team leader of Love Ohio Living. He has been an agent for 10 years and works the Dayton and Cincinnati markets.

In this call, Mike talks about:

  • Mentoring under a top agent as a buyer agent for five years and selling 81 homes in his peak year
  • Getting wiped out during the Great Recession including losing his house to a foreclosure short sale
  • Leaving the business to work in another industry for five years
  • Easing back into real estate by calling expired listings part time while keeping his 9 to 5 job
  • In six months of working in the evenings and weekends he relisted 44 expired listings … and decided to go full time in back into real estate
  • The key statistic that results in the most success with expireds and how you can put the odds in your favor to beat out other agents
  • His proven approach to expired listings
  • How he went from ZERO to 300 closings in 5 years
  • What he did to build a team to the 7th Level so it runs without him
  • How he how gets 85% of his business by repeat and referrals from past clients and sphere of influence including his extensive annual marketing plan
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 332 closings
  • 48 million sales volume
  • 21 member team:
    • 16 buyer agents
    • 2 inside sales representatives
    • 1 listing manager
    • 1 contract manager
    • 1 marketing manager
    • 2 team leaders

Niche:

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

(originally published on 11/07/18)


SC188: Jonathan Spears. 26 year old sells 92 luxury homes in one year.

Jonathan Spears SUCCESS CALL

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Download FULL Running Time: 56 minutes

Website:

scenicsir.com/agents/48330-Jonathan-Spears

Background:

Jonathan Spears is with Sotheby’s International in Destin, Florida. Last year he closed 92 transactions with a total sales volume of 119 million and earned 3 million in GCI. His average sales price was 1.3 million of which 35% were buyers and 65% were sellers.

Last year, Jonathan personally sold the 92 homes as a solo agent with one assistant. Today Jonathan’s team is growing and has 5 members: 2 buyer agents, 1 operations assistant, 1 executive assistant, and 1 team leader.

Jonathan is the team leader of the Spears Group. He has been an agent for 8 years and works the Destin 30A market. In his short career, he has already sold 343 million in volume and earned 10 million in GCI.

In this call, Jonathan talks about:

  • Entering college at age 14 and graduating college at 18.
  • Immediately going into real estate as an assistant to a successful REO agent and processing 50 broker price opinions per week for 2 years
  • Moved into sales and was a buyer agent for a team for the next 2 years
  • How he transitioned into high end luxury real estate, established a reputation, and began receiving referrals from wealthy clients
  • Personally sold 92 luxury homes last year as a solo agent with one assistant
  • 95% of his business is selling resort and 2nd homes
    Why these high end homes are being purchased for enjoyment and investment
  • His direct mail campaign that established him as the market leader
  • Why he sells lifestyle not bricks and sticks
  • His use of Instagram Stories to connect with his tribe
  • Visiting 5 star hotels and modeling their white glove service
  • Team dynamics, profit margins, and more

2017 Stats:

  • 92 closings
  • 119 million sales volume
  • 5 member team:
    • 2 buyer agents
    • 1 operations assistant
    • 1 executive assistant
    • 1 team leader

Niche:

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

(originally published on 10/21/18)


SC187: Ken Pozek. Why expensive marketing failed and how cheap prospecting saved the day.

Ken Pozek SUCCESS CALL

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Download FULL Running Time: 49 minutes

Website:

PozekGroup.com

Background:

Ken Pozek is with Keller Williams in Orlando, Florida. Year-to-date he closed 73 transactions with a total sales volume of 28 million. His average sales price was 237 thousand of which 68% were buyers and 32% were sellers. In his best year (2016 in Detroit), he sold 118 homes worth 39 million.

Ken has a 6 member team: 1 lead agent partner, 2 agent partners, 1 executive admin / transaction coordinator, 1 part time marketing manager, and 1 team leader.

Ken is the team leader of the Pozek Group. He has been an agent for 10 years and works the metro Orlando market.

In this call, Ken talks about:

  • Flipping and appraising homes after high school
  • Getting into real estate and being successful in 3 different markets
  • Selling 18 homes his first 9 months in central Detroit
  • Then selling 80 properties the next 12 months by working with banks to dispose of REO foreclosure houses
  • Switching back into retail sales and moving to a more affluent part of the city to sell more expensive homes
  • Building up a practice by befriending other local business owners, solving their biggest pain points, and asking for referrals
  • Developing Channel Accounts with people who can send 2 or more referrals per year, including several sources of leads you may not have heard before
  • Building up his 2nd practice to 118 closings per year in Detroit, then moving thousand miles away, starting from scratch, and now on track to sell 100 homes in his second full year in Orlando
  • The huge expensive 120 thousand dollar mistake he made trying to grow too fast
  • Why old fashioned inexpensive lead generation is the most profitable way to grow
  • His vendor spotlight program that results in 2 closings per month for zero cost
  • How he closed 3 million in volume this year with free YouTube videos
  • His simple 60 touch annual marketing plan that results in sphere referrals
  • How he gets agent referrals from all over the country
  • Team dynamics, compensation, profit margins, and more

2018 Stats:

  • 73 closings (YTD thru Aug 2018)
  • 28 million sales volume
  • 6 member team:
    • 1 lead agent partner
    • 2 agent partners
    • 1 executive admin / transaction coordinator
    • 1 part time marketing manager
    • 1 team leader

Niche:

  • vendor network
  • channel accounts
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 10/07/18)


SC186: Tony Baroni. 70 closings last year from online reviews.

Tony Baroni SUCCESS CALL

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Download FULL Running Time: 44 minutes

Website:

TonyBaroni.com

Background:

Tony Baroni is with Keller Williams in Brandon, Florida. Last year he closed 231 transactions with a total sales volume of 56 million. His average sales price was 242 thousand of which 45% were buyers and 55% were sellers.

Tony has a 14 member team: 2 buyer specialists, 1 lead buyer specialist, 1 listing specialist, 1 outside sales associate, 1 director of lead generation, 1 listing closing coordinator, 1 buyer closing coordinator, 1 listing coordinator, 1 marketing & media manager, 1 field rep, 1 stager, and 1 lead listing specialist/team leader.

Tony is the team leader of the Tony Baroni Team. He has been an agent for 13 years and works the metro Tampa Bay market.

In this call, Tony talks about:

  • Working in logistics before real estate
  • Receiving 30% of his business (70 closings last year) from online reviews
  • The Promise review and referral program, including script and role play
  • What to say and do to get clients to write 5 star reviews for you
  • The 6 most important websites to have your reviews posted and which site has the most “Google Juice”
  • How to promote your reviews on Facebook
  • Why 75% of his past clients fill out an online review
  • How he gets 55% of his business by repeat and referrals from past clients and sphere of influence
  • His Top 25 Referrer Party
  • Team dynamics, profit margins, and more

2017 Stats:

  • 231 closings
  • 56 million sales volume
  • 14 member team:
    • 2 buyer specialists
    • 1 lead buyer specialist
    • 1 listing specialist
    • 1 outside sales associate
    • 1 director of lead generation
    • 1 listing closing coordinator
    • 1 buyer closing coordinator
    • 1 listing coordinator
    • 1 marketing & media manager
    • 1 field rep
    • 1 stager
    • 1 lead listing specialist/team leader

Niche:

  • online reviews
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 09/21/18)


SC185: Lucas Howard. Creating spotlight videos that promote local businesses and receive referrals from the owners.

Lucas Howard SUCCESS CALL …

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Download FULL Running Time: 58 minutes

Website:

LucasHowardGroup.com

Background:

Lucas Howard is with Keller Williams in Grand Rapids, Michigan. Last year he closed 265 transactions with a total sales volume of 52 million and earned 1.7 million in GCI. His average sales price was 198 thousand of which 56% were buyers and 44% were sellers.

Lucas has a 19 member team: 6 buyer agents, 2 junior showing agents, 2 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 director of fun, 1 marketing director, 1 director of operations, 1 executive assistant, and 1 team leader.

Lucas is the team leader of the Lucas Howard Group. He has been an agent for 14 years and works the West Michigan market.

In this call, Lucas talks about:

  • Selling homes part time on the side for the first 8 years
  • Jumping in full time and selling 40 homes in first full year
  • Selling 58 homes the next year with zero assistants
  • Listing 110 homes as the teams exclusive listing agent
  • How he gets 60% of his business (150 closings) by repeat and referral from his past clients and sphere of influence including his 52 touch annual marketing plan
  • Hosting 4 past client events per year including the script he uses to invite his people and ask for referrals
  • Creating spotlight videos that promote local businesses and result in referrals from business owners including how to make the videos and getting the local business association to sponsor and pay for it
  • Hosting, promoting, and organizing huge community events with 6 to 10 thousand people attending that results in goodwill and referrals
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 265 closings
  • 52 million sales volume
  • 19 member team:
    • 6 buyer agents
    • 2 junior showing agents
    • 2 listing agents
    • 2 inside sales agents
    • 1 listing coordinator
    • 1 transaction coordinator
    • 1 director of fun
    • 1 marketing director
    • 1 director of operations
    • 1 executive assistant
    • 1 team leader

Niche:

  • community events
  • repeat & referrals
  • past clients
  • sphere of influence

(originally published on 09/07/18)


SC184: Toni Zarghami. Scripts for getting your sellers to price correctly.

Toni Zarghami SUCCESS CALL …

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Download FULL Running Time: 55 minutes

Website:

SearchSarasotaHomes.com

Background:

Toni Zarghami is with Keller Williams in Sarasota, Florida. Last year she, her husband David, and team closed 108 transactions with a total sales volume of 35 million. Her average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In her best year (2016), she sold 116 homes worth 40 million.

Toni has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist / director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer.

Toni is the co-founder and listing specialist of the Zarghami Group. She has been an agent for 10 years and works the metro Sarasota market.

In this call, Toni talks about:

  • Falling in love with real estate as a 4th grade teacher when she fix-n-flipped a house one summer
  • The benefits of shadowing a mentor early in your career
  • How she fell in with a builder to boost her practice early on
  • Lessons learned from failures and why you want to fail faster
  • How to create accountability for yourself and team members
  • Keys to successfully working with your spouse
  • Why Toni still personally lists and sells 50-60 homes per year
  • What to say to a seller when you are competing against other agents
  • Scripts for getting sellers to price their home correctly
  • How she stopped discounting her commission
  • Getting more repeat and referrals from past clients
  • Team dynamics and more

2017 Stats:

  • 108 closings
  • 35 million sales volume
  • 19 member team:
    • 6 buyer specialists
    • 3 junior partners
    • 1 listing specialist / director of sales
    • 3 full time operations staff
    • 2 virtual assistants
    • 1 courier
    • 1 sign guy
    • 1 chief growth officer
    • 1 chief executive officer

Niche:

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

(originally published on 08/21/18)


SC183: Noel Bittinger. Keys to successfully working with your spouse.

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)


SC182: Craig Wilburn. Laid back approach to listing FSBOs.

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)


SC181: Dayton Schrader. 300 referral closings last year from 250 referral partners.

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)


SC180: Joy Russell. Solo agent sells 96 homes in one year.

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)


SC179: Sally Forster Jones. Selling homes to the rich and famous including billionaires.

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)


SC178: Jay Acker. Retooling your practice after dramatic market changes.

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)