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.

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.

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

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.

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.

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

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.

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.

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

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.

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.

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

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.

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.

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

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.

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.

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

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.

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.

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

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).

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.

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

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.

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)