SC221: Al Abdallah. How A Solo Agent Sold 130 Homes In One Year Including How He Found And Listed 46 Expired Listings In A Super Hot Seller’s Market.

In this call, Al talks about:

  • Working in a restaurant and being a professional drummer before entering real estate.
  • Joining a team, becoming a buyer agent, and selling 50 homes his first year.
  • The difficulty and challenge of leaving a successful team and venturing out on his own.
  • The things he did to sell 65 home his first year as a solo agent.
  • How he doubled his production and sold 130 homes his second year as a solo agent.
  • His daily schedule and time blocking that leads to clients and closings.
  • How he relisted 46 expired listings in a super hot seller’s market when expired listings are rare and competition is fierce.
  • Expired listing role play of his initial call and appointment setting script.
  • Two most common expired listings objections and how to handle each.
  • How listing one difficult expired listing resulted in 21 referral closings.
  • The 3 Option Close.
  • FSBO role play of his initial conversation and appointment setting script.
  • Why you always answer with a question.

Al Abdallah SUCCESS CALL …

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Download FULL Audio Running Time: 60 minutes

Background:

Al Abdallah is with eXp Realty in Dearborn, Michigan. Last year, he closed 130 transactions with a total sales volume of 25 million. His average sales price was 192 thousand of which 23% were buyers and 77% were sellers.

Al is a solo agent with one part time assistant. He has been an agent for 25 years.

Website:

AlSellsIt.com

2020 Stats:

  • 130 closings
  • 25 million sales volume
  • solo agent with one part time assistant

Niche:

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

SC220: Caleb Spears. How A 23 Year Old Agent TRIPLED His Production In 12 Months By Focusing On 1 Number.

In this call, Caleb talks about:

  • Working at Chick-Fil-A before entering real estate.
  • Getting his real estate license at 18 years old.
  • Plateauing and getting stuck at the same production level for two years.
  • Finding a mentor who showed him how to look at the numbers and the scientific side of real estate sales and business planning.
  • By tracking ONE key number daily, he was able to TRIPLE his production in one year.
  • Going from 11 million to 34 million in sales and earning 925 thousand in GCI.
  • Showing and describing his Blueprint Tracker with all his numbers for planning and tracking.
  • His annual SOI marketing program that brought in 56% of his business.
  • The number one “old fashioned” marketing method that draws the most business.
  • Why he shifted from a transactional to a relational based business.
  • The importance of knowing your on market and stats.
  • Several book recommendations, and more.

Caleb Spears SUCCESS CALL …

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Download FULL Audio Running Time: 72 minutes

Background:

Caleb Spears is with Sotheby’s International Realty in Santa Rosa Beach, Florida. Last year, he closed 41 transactions with a total sales volume of 34 million. His average sales price was 843 thousand of which 54% were buyers and 46% were sellers.

Caleb is a luxury agent and team member of the Spears Group. He has been an agent for 4.5 years.

Website:

ScenicSIR.com

2020 Stats:

  • 41 closings
  • 34 million sales volume
  • member of a luxury team

Niche:

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

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SC219: Darren James. Sold 52 Homes In One Year Working Part Time. Hiring Team Agents Who Average 36 Closings Per Year. Social Media Content Calendar and Content Compounding.

In this call, Darren talks about:

  • Selling 52 homes in one year working part time by handing out 25 business cards every day.
  • Now, while running a team, he is personally selling 130 to 160 homes per year (find out how).
  • In addition, his 8 team agents are each averaging 36 closings per year per agent (3 per month).
  • Learn which two industries he like to recruit team agents.
  • How he reduced his team from 33 agents down to 8 … stayed at the same sales volume … and dramatically improved the number of sales per agent.
  • Last year he and the team sold 438 homes worth 78 million and earned 1.97 million in GCI.
  • Why you should set up a Content Calendar and the power of Content Compounding to leverage your social media reach.
  • Repurposing one video into multiple marketing pieces such as video post (YouTube, Facebook), podcast (iTunes, Stitcher), blog post (transcript on website), 15 second clips on InstaGram, and more.
  • How he built a list of probate and divorce attorneys and how he gets a meeting with 6 out of 10 to present his referral proposal.
  • His repeat and referral Raving Fan Club that results 80% of his closings including many of the inexpensive marketing ideas.
  • Basecamp software he uses to create transparency during the transaction that frees up hours of his team’s time not having to repeat answers to transaction status questions.
  • How to let go of people who are not working out on the team.
  • Team dynamics, compensation, profit margin, and more.

Darren James SUCCESS CALL …

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Download FULL Audio Running Time: 62 minutes

Background:

Darren James is with eXp Realty in Baton Rouge, Louisiana. Last year, he closed 438 transactions with a total sales volume of 78 million. His average sales price was 180 thousand of which 75% were buyers and 25% were sellers.

Darren leads a team with 11 members. He has been an agent for 19 years.

Website:

Agent225.com

2019 Stats:

  • 438 closings
  • 78 million sales volume
  • 11 member group:
    • 8 team agents
    • 2 administrative staff
    • 1 team leader

Niche:

  • probate and divorce attorneys
  • repeat & referrals
  • past clients
  • sphere of influence

SC218: Vicki Westapher. Showing Agent Model of a Highly Leveraged Solo Agent. Proprietary Buyer Showing Strategy. Virtual Office Tools and Client Presentations.

In this call, Vicki talks about:

  • Closing 67 transactions worth 30 million and earning 867 thousand in GCI.
  • Operating as a highly leveraged solo agent with 3 administrative assistants.
  • Technology and tools to run a virtual office and make virtual client presentations.
  • Choosing the showing agent model instead of the more common buyer agent model … because it is 10 times less costly.
  • How the showing agent model works.
  • What tasks a showing agent does and does not do.
  • How to find, train, and pay a pool of part time showing agents.
  • Why other agents want to be a showing agent as a part time side gig.
  • Developing her proprietary showing strategy that results in faster buyer decisions, fewer houses shown, and happier clients.
  • Repeat and referral annual marketing plan that generates 74% of her business.
  • Video email PCSOI birthday greetings including her script requesting referrals.
  • The email “P.S.” that gives allows her to take evenings and Sundays off.
  • Taking 10 weeks of vacation per year.
  • Hiring assistants from an underutilized talent pool of stay-at-home-moms, offering flexibility, and getting long term loyalty.
  • Team dynamics, compensation, profit margin, and more.

Vicki Westapher SUCCESS CALL …

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Download FULL Audio Running Time: 124 minutes

Background:

Vicki Westapher is with Re/Max in Colorado Springs, Colorado. Last year, she closed 67 transactions with a total sales volume of 30 million. Her average sales price was 454 thousand of which 45% were buyers and 55% were sellers.

Vicki is a solo agent with 3 administrative assistants. She has been an agent for 22 years.

Website:

MakeYourBestMove.com

2020 Stats:

  • 67 closings
  • 30 million sales volume
  • 4 member group:
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 team manager
    • 1 team leader (solo agent)

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC217: Tina Caul. Relocated To A New Market And Sold 130 Homes In One Year As A Solo Agent … Then Sold 262 With A Team. Scripts And Stats For Zillow Leads. Single Most Important Metric To Agent Success.

In this call, Tina talks about:

  • Closing 130 transactions in a single year as a solo agent with two administrative assistants.
  • What she did to rebuild after her income fell 70% during the Great Recession.
  • Why you should focus on a single metric: contacts per day.
  • Dropping out of college to pursue a real estate career and earning 80k her first year.
  • FSBO Packet she delivered to list 2 out of 6 sellers.
  • Starting from scratch after relocating to a brand new market where she did not know anyone and failing until she got back to her roots and started prospecting.
  • Zillow leads are 48 percent of her business with a 10 percent conversion ratio and a 6-to-1 ROI plus her script for initial conversation.
  • Surrounding yourself with top agents to become a top agent.
  • Team dynamics, compensation, profit margin, and more.
  • UPDATE: In 2020, Tina and team sold 368 homes.

Tina Caul SUCCESS CALL …

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Download FULL Audio Running Time: 59 minutes

Background:

Tina Caul is with eXp Realty in Cary, North Carolina. Last year, she closed 262 transactions with a total sales volume of 101 million. Her average sales price was 381 thousand of which 59% were buyers and 41% were sellers.

Tina leads a team with 18 members. She has been an agent for 21 years.

Website:

CaulGroup.com

2019 Stats:

  • 262 closings
  • 101 million sales volume
  • 18 member group:
    • 12 team agents
    • 5 administrative staff
    • 1 team leader

Niche:

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

SC216: Paula Burlison. Ex-Stand Up Comic Sold Zero Homes Her First Year, Then Mastered Prospecting, And Earned 525k In GCI.

In this call, Paula talks about:

  • Being a stand-up comic and paramedic before becoming a real estate agent.
  • Selling ZERO homes her first year.
  • How she conquered the fear of prospecting (call avoidance) and sold 10 homes her second year.
  • Earning 525k in GCI last year by calling 30 people every morning.
  • Why she remains a proud solo agent leveraging her personal production with administrative staff (hint: super high profit margin and take home pay).
  • 5 scripts and roleplays for expired listings, for sale by owners, and non-owner occupied properties.
  • Using your “Radio Voice” to diffuse a conversation and calm people down.
  • How to create a positive mindset by choosing to opt-out.
  • The difference between acknowledgement and acceptance.
  • Her simple plan that results in 10% of her sphere of influence (fan club) sending her a referral every year.
  • Prospecting schedule, lead conversion ratio, profit margin, and more.

Paula Burlison SUCCESS CALL …

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Download FULL Audio Running Time: 90 minutes

Website:

LasVegasHomes.com/PaulaBurlison

Background:

Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). Last year, she closed 68 transactions with a total sales volume of 20 million. Her average sales price was 318 thousand of which 45% were buyers and 55% were sellers.

Paula is a solo agent with 2 administrative assistants. She has been an agent for 19 years.

2019 Stats:

  • 68 closings
  • 20 million sales volume
  • 3 member group:
    • 1 transaction manager
    • 1 listing manager
    • 1 solo agent

Niche:

  • expired listings
  • for sale by owners
  • non-owner occupied
  • repeat & referrals
  • past clients
  • sphere of influence

SC215: Scott Kato. Small 350 Person List Results In 60 Closings And 32 Million In Sales Plus How To Find A Cheap Virtual Assistant.

In this call, Scott talks about:

  • Managing music store inventory before getting into real estate.
  • Closing 14 homes his first year by hosting open houses 7 days per week.
  • The 62 Touch annual marketing plan to his small list of 350 past clients, friends, and family that resulted in 60 closings (that’s 1 in 6 people on the list resulted in a closing).
  • 4 past client appreciation party ideas including estimated costs.
  • How to find a cheap virtual assistant.
  • Starting a real estate investment company with his friend that grew into 8 million dollars in assets by purchasing foreclosures at the courthouse steps.
  • Transitioning his small team into a 7th level business that runs without him day to day.
  • Team dynamics, compensation, profit margin, and more.

Scott Kato SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

KatoGroup.com

Background:

Scott Kato is with Keller Williams Realty in Long Beach, California. Last year, he and his team (Kato Group) closed 75 transactions with a total sales volume of 40 million and 750 thousand in GCI. His average sales price was 533 thousand of which 65% were buyers and 35% were sellers. In his best year (2012), Scott sold 120 homes worth 50 million and earned 1.2 million in GCI. Scott owns a team with 7 members. He has been an agent for 17 years.

2019 Stats:

  • 75 closings
  • 40 million sales volume
  • 7 member team:
    • 3 buyer agent partners
    • 1 transaction coordinator
    • 1 director of sales
    • 1 director of operations
    • 1 team owner

Niche:

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

SC214: Kymber Lovett-Menkiti. From Social Worker to Agent to Team Leader to Partner of a 100 Million Dollar Real Estate Portfolio.

In this call, Kymber talks about:

  • Starting her career in social work and why she switched to real estate to make a bigger impact.
  • Focusing her prospecting on hyper local activities (geographic farming and sphere of influence).
  • Implementing her annual marketing plan including how to make your marketing relevant and anticipated.
  • Growing your team through mergers with other teams including structure, benefits, and cautions.
  • Living on a restricted income so she could save a bigger portion of her commissions to invest in real estate.
  • Investing in underserved communities for better cashflows, bigger profits, and revitialization of local neighborhoods.
  • Building an investment portfolio with over one million square feet of residential and commercial property worth over 100 million dollars.
  • LIFT agent program and how it helps new agents.
  • Team dynamics, compensation, profit margin, and more.

Kymber Lovett-Menkiti SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

MenkitiGroupHomes.com

Background:

Kymber Lovett-Menkiti is with Keller Williams Realty in Washington, D.C. Last year, she, her husband Bo, and team (MG Residential) closed 200 transactions with a total sales volume of 88 million and earned 2.3 million in GCI. Her average sales price was 440 thousand of which 40% were buyers and 60% were sellers. In her best year (2016), she sold 234 homes worth 112 million and earned 2.9 million in GCI.

Kymber leads a team with 19 members. She has been an agent for 13 years.

2019 Stats:

  • 200 closings
  • 88 million sales volume
  • 19 member group:
    • 5 full time realtors
    • 5 dual career realtors
    • 2 transaction managers
    • 2 operation coordinators
    • 1 design and marketing coordinator
    • 1 director of sales
    • 1 managing director
    • 1 director of coaching and business development
    • 1 president of sales

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC213: Chuck House. How To Sell 100 Homes Per Year With 3 People, Double Units In One Year, And 3 Ways To Raise Your Average Price.

In this call, Chuck talks about:

  • The ONE thing he did to double his production from 50 to 100 closings in one year with only 3 people.
  • Selling 100 units per year for the last 7 years in a row.
  • 3 ways he dramatically raised his average sales price and and his GCI to seven figures.
  • How an “old fashion snail mail” newsletter to 125 people set up his biggest gains.
  • Why he avoids shiny new lead generation trends (like buying internet leads) and instead focuses on high profit margin transactions.
  • The power of written goals.
  • Why he chose high profits over high volume.
  • His 36 touch marketing plan that is easy to implement, generates massive referrals, and resulted in a 28 to 1 ROI.
  • Team dynamics, compensation, profit margin, and more.

Chuck House SUCCESS CALL …

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Download FULL Audio Running Time: 68 minutes

Website:

ChuckHouse901.com

Background:

Chuck House is with Keller Williams Realty in Memphis, Tennessee. Last year, he and her team (The House Team) closed 109 transactions with a total sales volume of 39 million. His average sales price was 359 thousand of which 48% were buyers and 52% were sellers.

Chuck leads a team with 8 members. He has been an agent for 20 years.

2019 Stats:

  • 109 closings
  • 39 million sales volume
  • 8 member group:
    • 3 buyer agents
    • 1 listing agent
    • 1 transaction manager
    • 1 listing manager
    • 1 director of marketing
    • 1 team leader

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC212: Brenda Wade. Virtual Online Listing Presentations. Relaunching Your Career After A Break. Working With Your Kids. Shadow Program For Listing Partners.

In this call, Brenda (and her son Austin) talk about:

  • Getting her license at 22 years old.
  • Working for 7 years in one state, taking 10 years off to raise kids, then starting again in another state.
  • Why she hired 3 administrative assistants before hiring her first buyer agent.
  • The power of training your listing partner through a shadow (intern) program.
  • Script for introducing your intern to sellers at a listing presentation.
  • Virtual online listing presentations that was required during the coronavirus lockdown including technology and success rate.
  • Working with your kids (son, daughter, son-in-law, daughter-in-law) and how to make it work with roles, expectations, and communication.
  • Sharing this interview with her son (and listing partner) Austin Wade.
  • Team dynamics, profit margins, and more.

Brenda Wade SUCCESS CALL …

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Download FULL Audio Running Time: 73 minutes

Website:

BrendaWade.com

Background:

Brenda Wade is with Signature Realty Associates in Valrico, Florida. Last year, she and her team (The Brenda Wade Team) closed 309 transactions with a total sales volume of 113 million. Her average sales price was 368 thousand of which 39% were buyers and 61% were sellers. In her best year, 2017, she sold 408 homes worth 143 million.

Brenda leads a team with 16 members. She has been an agent for 25 years.

2019 Stats:

  • 309 closings
  • 113 million sales volume
  • 25 member group:
    • 2 listing partners
    • 7 buyer specialists
    • 1 office manager
    • 1 listing manager
    • 1 closing manager
    • 1 negotiator
    • 1 director of 1st impressions / marketing coordinator
    • 1 runner
    • 1 team leader

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC211: Bob Sokoler. Second Career Agent Personally Sold 110 Homes Last Year, Loves Internet Leads, And Works With His Son.

In this call, Bob talks about:

  • His first career as a TV news reporter and anchorman.
  • His second career as a real estate agent and first year production disappointment.
  • Adapting an internet lead strategy early that is still paying dividends.
  • Script for initial call back to internet leads.
  • Real internet conversion number.
  • Joining, valuing, and buying an existing team including valuation approach and payout structure.
  • Keys to working with your adult child in your real estate practice.
  • Personally selling 110 homes last year.
  • Dress code concepts.
  • Value of outside counsel.
  • Team dynamics, compensation, profit margins, and more.

Bob Sokoler SUCCESS CALL …

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Download FULL Audio Running Time: 64 minutes

Website:

WeSellLouisville.com

Background:

Bob Sokoler is with Re/Max in Louisville, Kentucky. Last year, he and his team (The Sokoler Team) closed 375 transactions with a total sales volume of 90 million. His average sales price was 240 thousand of which 70% were buyers and 30% were sellers.

Bob leads a team with 25 members. He has been an agent for 16 years.

2019 Stats:

  • 375 closings
  • 90 million sales volume
  • 25 member group:
    • 20 agents
    • 4 administrative
    • 1 team leader

Niche:

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

SC210: Michael Perna. How He Sold 183 Homes In One Year As A Solo Agent. Expired Listing Script That Results In Appointment 30% Of Time. Geographic Farm Power Postcard.

In this call, Michael talks about:

  • Only selling 3 homes his first 12 months.
  • Being an average agent selling 12 to 15 homes for several years.
  • Discovering door knock prospecting and listing 42 expired homes in 5 months including his approach, script, and success ratios.
  • Selling 183 homes in one year as a solo agent with one administrative assistant.
  • Building a team based on the 4 pillars of lead generation.
  • The 3 prong approach that doubled his production.
  • Dominating his geographic farm that resulted in 120 closings last year including how to select a farm, what to mail, and why it works.
  • Why he’s had 9 coaches in his career and believes the investment has returned his highest ROI.
  • His realistic communication guarantee.
  • Team dynamics, compensation, profit margins, and more.

Michael Perna SUCCESS CALL …

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Download FULL Audio Running Time: 67 minutes

Website:

ThePernaTeam.com

Background:

Michael (Mike) Perna is with Keller Williams in Novi, Michigan (Metro Detroit). Last year, he and his team (The Perna Team) closed 601 transactions with a total sales volume of 119 million. His average sales price was 198 thousand of which 45% were buyers and 55% were sellers.

Michael leads a team with 46 members. He has been an agent for 19 years.

2019 Stats:

  • 601 closings
  • 119 million sales volume
  • 48 member group:
    • 21 agents
    • 4 inside sales agents
    • 3 closing coordinators
    • 12 virtual assistants
    • 4 photographers-runners
    • 1 launch coach
    • 1 director of sales
    • 1 director of operations
    • 1 team leader

Niche:

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

SC209: Ed Kaminsky. How To Build Confidence To List And Sell Million Dollar Luxury Homes. 3 Skills Ultra High End Sellers Require An Agent To Possess.

In this call, Ed talks about:

  • Starting part time by working late evenings and early mornings (around his day job).
  • Knocking doors and cold calling phones to sell 17 homes his first full year.
  • Selling low priced homes in a market he was comfortable serving.
  • Setting a goal to sell 50 homes in one year and achieving it.
  • Working 12 hour days to out hustle his competition.
  • How he intentionally moved up his average sales price.
  • The mindset and confidence change he had to make to work with high priced. luxury home buyers and sellers.
  • What he had to sacrifice to move into the luxury market.
  • Selling 3 of the 4 most expensive homes in his market (12, 16,  and 17 million).
  • Required knowledge agents need to work with wealthy clients.
  • Why he participates in 3 weekly master mind groups.
  • His perfect daily and weekly schedule.
  • Team dynamics, profit margins, and more.

Ed Kaminsky SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

ItzSold.com

Background:

Ed Kaminsky is with Strand Hill/Christie’s International Real Estate in Hermosa Beach, California. Last year, he and his team (Kaminsky Real Estate Group) closed 78 transactions with a total sales volume of 180 million. His average sales price was 2.1 million of which 40% were buyers and 60% were sellers.

Ed leads a team with 12 members. He has been an agent for 32 years.

2018 Stats:

  • 83 closings
  • 180 million sales volume
  • 12 member group:
    • 2 closing managers (1 buyer and 1 seller)
    • 1 marketing manager
    • 1 social and tech officer
    • 1 graphic design
    • 1 chief operations officer (COO)
    • 4 buyer agents
    • 1 personal assistant
    • 1 team leader

Niche:

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

SC208: Jessica Starr. Script For Listing Homes Remotely (Or Virtually). Script For Opening With Expired Listings. Script For Setting Expections With New Clients About Your Time Off Schedule.

In this call, Jessica talks about:

  • Selling only two condos her first year.
  • Building up to 44 closings as a solo agent by her 7th year as a solo agent.
  • Growing 114% in one year by adding leverage and systems.
  • Her script for listing properties remotely (in a different state), why she had to do it, and how easy it was.
  • The power of timeblocking including her daily schedule and what she does each morning to guarantee her success.
  • Her script that sets her time off schedule with clients upfront at the first meeting.
  • How she approaches expired listings including her opening script.
  • Why she practiced with five script partners everyday and took the KW – BOLD class 15 times to master her scripts.
  • Annual marketing plan and how she gets 90% of her business from repeat and referrals from friends, family, and past clients.
  • 3 unique client events that average 3 closed referrals each.
  • See sample giveaways to her past clients and sphere of influence.
  • Why she shrunk her team from 16 to 6 people and imcreased productivity.
  • Team dynamics, profit margins, and more.

Jessica Starr SUCCESS CALL …

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Download FULL Audio Running Time: 65 minutes

Website:

StarrRealtyGroup.com

Background:

Jessica Starr is with Keller Williams in Simsbury, Connecticut. Last year, she and her team (Starr Realty Group) closed 176 transactions with a total sales volume of 38 million. Her average sales price was 216 thousand of which 55% were buyers and 45% were sellers. In her best year (2016), she sold 191 homes worth 45 million.

Jessica leads a team with 6 members. She has been an agent for 15 years.

2018 Stats:

  • 176 closings
  • 38 million sales volume
  • 6 member group:
    • 3 buyer specialists
    • 1 listing coordinator/business manager
    • 1 transaction manager
    • 1 team leader/rainmaker/CEO

Niche:

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

Coronavirus and Real Estate – The Real Talk

(Posted on March 14, 2020)

Let’s talk about the COVID-19 coronavirus pandemic

… and how it may affect real estate

… and your business.

Before I begin, let me just say that I am NOT a medical professional or expert on infectious diseases.  This email is my OPINION only. I could be right or wrong or somewhere in between. So take my comments, do your own research, and come to your own conclusions.

First, my advice.

For this discussion, put your EMOTION on hold … and use your LOGIC.

As Mike Ferry said to me a few days ago on this topic:  “Everyone needs to stay calm.”

Get curious.  Look for solutions.

Let’s dig in.

The Problem.

The COVID-19 panic is real.  The disease is spreading rapidly and is highly contagious.  It’s rapidly spreading throughout the world and is making it’s way into our communities.  It does not care about the color of your skin, your gender, your age, your political views, or your real estate knowledge (a little humor).  It’s just looking for hosts … human beings.

The disease can be deadly.  The mortality rate has been estimated from 1% to 3% of those that get infected (based on what I am hearing).  Most people, 97% to 99% will walk away from this.  Those are good odds.

Many in our community are at higher risk than others.  The elderly and those with other healthy issues (like respiratory issues, heart disease, diabities).  Do what you can to keep them from getting infected (i.e. bring them supplies so they can avoid crowds at stores, and if you feel ill, stay away from them).

Most importantly, let the medical personnel and the scientist do their job.  They are struggling with this challenge and need us to help by listening and following their guidelines.

We are in this together.

We will solve it together.

Communities across the country are working on solutions. Our leaders have never had to deal with this before. But they are looking for answers.

Schools are closing and going to online environments.  Why?  Slow down the spread.  Makes sense.

Sporting events, concerts, and public gatherings are being postponed or canceled.  This makes sense too.

Grocery stores are running low on items, but refilling fast.  Stores in my area are working hard to re-stock the shelves and keep the public calm.  Smile and thank them.

We need to be positive.

We need to make it through this together.

And we will.

Volunteer Quarantines at home are happening everywhere.  This is frustrating (especially for independent strong willed people – like real estate agents), but necessary if we want to slow this thing down BEFORE it over takes us (see Italy, Iran, South Korea).

Most of these school closures, work at home programs, and quarantines have limited duration … 3 to 6 weeks.  Keep this in mind.  There is light at the end of the tunnel.  It will NOT last forever.  This too shall pass.

People will be isolated … and scared.

Be the calming force … not the amplifier.

Ready for the BIG ONE?

Real estate transactions will grind to a halt.

Your title company, lender, inspector, and other service providers … will be home.

Before you jump off a building, remember, this will be temporary.

So what should you do?

The Solution.

I believe you need to focus on 3 things:

– You
– Your family
– Your finances
– Your business

In that order.

Preparing Your Mind.

First, stay calm.

You are no good to the people who count on you if you are erratic.

Second, use your LOGIC … and keep your EMOTION in check.

You need to walk through the logical options, resist hysteria, and look for solutions.

Third, focus on helping others.  For some reason, helping others calms human beings and allows us to think clearly.

Finally, search for opportunity and do not be opportunistic.

What do I mean?

When you search for opportunity in a challenge, you are looking for solutions that are good for you … AND those around out.  Win-Win.

When you are opportunistic, you look for solutions that help you … and hurt others.  Like buying all the toilet paper in the store for five dollars a pack and selling to your neighbor for fifty.  Sure you made a small profit, but you caused the problem by hording resources.

Look to help yourself … and others.

People will remember when everything settles down … respect you … tell their friends about you … and yes … want to do business with you.

Take Care of Your Family.

Once you have your head on straight, focus on your kids, spouse, and parents.  They need you to be a “rock” and find solutions.

Talk to the important people in your life.  Tell them you don’t have all the answers (nobody does), but that you are looking for answers.

Also assure them that you will survive this … together.

Ask for their advice … and listen to their ideas.  Odds are they have insight you don’t.

Once the family is on the same page, make a plan.

Start with the basic needs:  water, food, clothes, and shelter.

Today the big one is food.

Go the the Grocery Store NOW … and stock up on shelf stable food.

My advice, get enough to last 30 days.

That might be too much … or too little … we don’t know.  But it is a reasonable start.

When at the store, stay calm and smile at everyone.  You are all in the same boat.

And remember.  When this all blows over … these same people will want to do business with you … or avoid you.

Courtesy, politeness, and a smile go a long way.

Look at Your Finances.

Here is the stark reality:  you might not get paid for a month or longer.

As an agent, it’s highly likely that you’ve dealt with this challenge before.  Flash back in your mind for how you solved it in the past.

Make a list of your “Quick Cash” options:  cash, savings, credit cards, lines of credit, and people who can help (parents, grandparents, siblings, friends).

Add up your resources and see if you can make it 30+ days without a commission check.

You might need to get a home loan, finance a car, or get a personal loan from family or friends.

You might need to sell something valuable (coins, stamps, tools, a car).

Look for options now … BEFORE you run out of funds.

Doing this will stop your heart initially … but when you find answers … will allow you to breath.

Look at Your Business.

After … and I do mean AFTER … you get yourself balanced, your family settled, and your money plan in place … look at your business.  Only then will you be in a mental state to make good decisions and give good advice.

First, call your vendors (lenders, title reps, inspectors, etc) and ask how their BUSINESS is handling the challenges.  Find out their policies and plans … and how it will affect your clients.

Next, call your clients.  Under contract, listed sellers, and active buyers.  Let them know that you are here for them.  You don’t have all the answers (nobody does), but you will help them through this challenge.  Now that you have put your own house in order, it’s easier to advise others.

Let your clients know that things might get dicey, but to stay calm.  You will brainstorm solutions with them.  Together we are stronger and will win.

Third, call your hot leads and prospects (90 days or less to move).  Tell them what you know (and don’t know) about the market.  Educate them about the real estate situtation (as you see it).  They want your advice.  There may be a temporary pause, but we will get back on track soon.  Stay positive … and be ready to move back into the market when the tide rolls back.

Fourth, pause your prospecting and marketing for new business.  Many will advise you to forge ahead (and that might be wise), but I think the next 2-3 weeks will be a lot of panic and stress for most Americans.  They will NOT be thinking about real estate and moving.  They’ll be thinking about basic survival first (like you did).

Instead of marketing, conserve your cash and time.  Pool your funds and use your time to keep your existing pipeline intact.

Fifth, you are going to have some down time.  Probably a LOT of down time.

Look at this as an opportunity to catch up on your education, learn new techniques, and sharpen your skills.

Remember, your market will open back up soon (yes, it will – be positive).  Be ready to jump in when your competition will still be paralyzed with fear and indecision.

If you need some real estate educational resources, check out realG.tv for how to jump start your lead flow when the market opens up.

Take advantage of this market pause … educate yourself … and turn this tragedy into an opportunity.

Chin up.  Spirits up.  Be a beacon of hope.  And …

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC


SC207: Jeff Glover. Personally Sold 100 Homes Annually For The Last Ten Years. How To Structure And Compensate A High Profit High Productivity Team Based On Prospecting. Best Expired Script To Set Appointment.

In this call, Jeff talks about:

  • Getting his license at 18 and selling homes right out of high school.
  • How to overcome age objections from older homeowners when you are young.
  • Selling 31 homes his first full year at age 19 and how he did it.
  • Why he went into broker management for several years, what he learned, and the opportunities it created.
  • Selling 102 homes in one year with the help of one telemarketer.
  • Creating a new team culture based on high productivity high profit margin prospecting.
  • Combining the philosophies of Floyd Wickman, Mike Ferry, and Gary Keller into a winning team.
  • Script for convincing an expired listing to listen to your presentation and set an appointment.
  • Best for-sale-by-owner approach if you want to get the listing.
  • Personally selling 100 homes annually for the last 10 years.
  • Detailed description of his compensation programs for his outside sales associates, inside sales associates, and showing agents.
  • The 4x2x1x12 Formula and why it works to get referrals from your past clients and sphere of influence.
  • Team dynamics, compensation, profit margins, and more.

Jeff Glover SUCCESS CALL …

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Download FULL Audio Running Time: 55 minutes

Website:

JeffGloverAssociates.com

Background:

Jeff Glover is with Keller Williams in Detroit, Michigan. Last year, he and his team (Jeff Glover and Associates) closed 1000 transactions with a total sales volume of 200 million. His average sales price was 200 thousand of which 40% were buyers and 60% were sellers.

Jeff leads a team with 52 members. He has been an agent for 16 years.

2018 Stats:

  • 1000 closings
  • 200 million sales volume
  • 52 member group:
    • 34 outside sales associates
    • 10 inside sales associates
    • 7 operations staff
    • 1 team leader

Niche:

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

SC206: “Mark Z” Zawaideh. 200 Open Houses His First Year and Secrets Learned. Best Expired Listing Appointment Setting Tie Down Question. Building A 100 Million Dollar Empire.

In this call, Mark talks about:

  • Waiting tables and bartending at night while he worked real estate during the day.
  • Hosting 200 open houses his first year and his best open house strategy.
  • Why he only worked with buyers his first 3 years in the business.
  • How he found to courage to transition to working with sellers.
  • The key to success with expired listings, his best tie-down question, and the 3 core objections you need to master.
  • His best CTA for generating seller leads.
  • Knowing when you want to be the first or the last agent on a listing appointment.
  • How he created accountability for himself in the early days and his team agents now.
  • Expanding his real estate practice into real estate investment, management, construction, and title.
  • Team dynamics, compensation, profit margins, and more.

Mark Zawaideh SUCCESS CALL …

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Download FULL Audio Running Time: 64 minutes

Website:

MarkZProperties.com

Background:

Mark Zawaideh is with eXp Realty in Novi, Michigan. Last year, he and his team (Mark Z Real Estate Experts) closed 500 transactions with a total sales volume of 100 million and earned 2.8 million in GCI. His average sales price was 200 thousand of which 50% were buyers and 50% were sellers.

Mark leads a team with 64 members. He has been an agent for 16 years.

2018 Stats:

  • 500 closings
  • 100 million sales volume
  • 52 member group:
    • 5 listing specialists
    • 52 buyer specialists
    • 1 listing manager
    • 1 closing coordinator
    • 1 admin manager
    • 1 receptionist
    • 1 chief technology officer
    • 1 director of sales
    • 1 team leader

Niche:

  • open houses
  • expired listings
  • radio, TV, billboard
  • repeat & referrals
  • past clients
  • sphere of influence

SC205: Tammy Hines. How She Gets $1 Radio Ads.

In this call, Tammy talks about:

  • Selling 45 homes her first year and being named Rookie of the Year.
  • How she sold 85 homes her fourth year before agreeing to hire her first assistant.
  • Why she believes the price of the home never matters.
  • The need to keep rainy day money.
  • Her biggest past client event including marketing and cost.
  • Why she never asks for referrals.
  • How to get radio ads for one dollar per 30 second spot.
  • Her 24 page qualterly personal magazine that cost her zero.
  • Why she runs a fleet of moving trucks and cars including insurance and acquisition costs.
  • The benefit of offering company mobile phones to your agents.
  • Team dynamics, compensation, profit margins, and more.

Tammy Hines SUCCESS CALL …

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Download FULL Audio Running Time: 61 minutes

Website:

TammyMitchellHines.com

Background:

Tammy Hines is with Tammy Mitchell Hines & Company in Columbia, Illinois. Last year, she closed 357 transactions with a total sales volume of 66 million and earned 1.4 million in GCI. Her average sales price was 186 thousand of which 45% were buyers and 55% were sellers.

Tammy leads a team with 12 members. She has been an agent for 24 years.

2018 Stats:

  • 357 closings
  • 66 million sales volume
  • 12 member group:
    • 1 listing partner
    • 6 buyer agents
    • 1 photographer
    • 1 marketing director
    • 1 office manager
    • 1 office admin
    • 1 team leader

Niche:

  • radio ads
  • personal magazine
  • vehicle fleet
  • repeat & referrals
  • past clients
  • sphere of influence

SC204: Hudson Warren. How To Build An Agent To Agent Referral Business.

In this call, Hudson talks about:

  • Not selling any homes his first 6 months.
  • Lessons learned from his first mentor.
  • Moving from California to Florida and restarting his career from zero.
  • Building an Agent-To-Agent Referral business (50% of sales).
  • Discovering your feeder markets (where clients are coming from).
  • Prospecting for agent referrals in feeder markets including script.
  • Connecting with active referral agents on social media including best approach.
  • Meeting agents at conferences and trainings.
  • Giveaways to your sphere of influence that result in referrals, updated contact info, and online reviews.
  • Team dynamics, compensation, profit margins, and more.

Hudson Warren SUCCESS CALL …

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Download FULL Audio Running Time: 69 minutes

Website:

TheHudsonWarrentTeam.com

Background:

Hudson Warren is with Keller Williams in Bonita Springs, Florida. Last year, he closed 111 transactions with a total sales volume of 28 million. His average sales price was 256 thousand of which 40% were buyers and 60% were sellers.

Hudson leads a team with 5 members. He has been an agent for 13 years.

2018 Stats:

  • 111 closings
  • 28 million sales volume
  • 5 member group:
    • 3 buyer agents
    • 1 client success manager
    • 1 team leader

Niche:

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

SC203: Joe Bourland. Zillow Profitability Collapse And Conversion To Referral Based Fees.

In this call, Joe talks about:

  • Selling 35 homes his first year.
  • Who you should hire first and why.
  • The mindset shift needed to grow at 20-30% per year.
  • Moving a team from producing leader centric to 7th level.
  • Working with your spouse and staying in your lane.
  • Zillow ROI falling from 12-to-1 to 2-to-1 and the move from flat monthly fee to closing referral fee.
  • Annual marketing plan to get more referrals from your friends, family, and past clients.
  • Team dynamics, compensation, profit margins, and more.

Joe Bourland SUCCESS CALL …

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Download FULL Audio Running Time: 62 minutes

Website:

JoeArizona.com

Background:

Joe Bourland is with Re/Max in Avondale, Arizona. Last year, he closed 112 transactions with a total sales volume of 26 million. His average sales price was 235 thousand of which 50% were buyers and 50% were sellers.

Joe leads a team with 9 members. He has been an agent for 17 years.

2018 Stats:

  • 112 closings
  • 26 million sales volume
  • 9 member group:
    • 4 buyer agents
    • 1 listing agent
    • 1 listing manager
    • 1 transaction coordinator (virtual assistant)
    • 1 marketing coordinator
    • 1 team leader

Niche:

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

SC202: Desi Sowers. Solo Agent Gets 60 Referral Closings From Small List Of 300 People (1 in 5) By Former House Cleaner (And College Dropout).

In this call, Desi talks about:

  • Being a house cleaner before becoming an agent … and selling the same homes that she used to clean the toilets.
  • Selling 72 homes last year as a solo agent with one part-time virtual assistant.
  • Receiving 60 referral closings from her small list of 300 people … that is 1 in 5 (20%) closings from people on her list.
  • Why she never asks for referrals, doesn’t call her past clients, and sends lots of handwritten cards instead.
  • Her simple low-budget annual marketing plan.
  • Why she loves to bake a cake and deliver it to her clients.
  • Her $50,000 month.
  • Why she never jumped on the “team train” and never will.
  • The vitrual assistant company she contracts out part time, tasks given (you’ll be surprised by what she will NOT farm out), and how you might be able to hire them too.
  • Her daily and weekly schedule (she rarely works weekends) and more.

Desi Sowers SUCCESS CALL …

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Download FULL Audio Running Time: 71 minutes

Website:

DesiSowers.com

Background:

Desi Sowers is with Re/Max in Blacksburg, Virginia. Last year she closed 72 transactions with a total sales volume of 17 million and earned 440 thousand in GCI. Her average sales price was 233 thousand of which 32% were buyers and 68% were sellers.

Desi is a solo agent with 1 part time virtual assistants. She has been an agent for 14 years.

2018 Stats:

  • 72 closings
  • 17 million sales volume
  • 2 member group:
    • 1 part time vitrual assistant
    • 1 solo agent

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

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

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.

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.

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.

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.

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.

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