Mike

Leslie McDonnell SUCCESS CALL

Leslie McDonnell

219 closings per year
$75 million sales volume
1 hour & 24 minutes

Click HERE to listen to Leslie McDonnell

In this call, Leslie talks about:

Starting part time while she waitressed and selling 44 home her first year
Generating her business from geographic farming, past clients, sphere of influence, and orphan clients
How she achieves a super high 71% net profit margin
Why she always gets every client’s birthday during the transaction
Her monthly marketing plan to her sphere of influence
Monthly giveaways to her past clients
Past client Thanksgiving Pie Day and Christmas Party
How she picks her geographic farm areas
Why she includes a call-to-action in every marketing piece
Direct mail campaign to her geographic farm
How systematizing her business tripled her production
Team dynamics, compensation, profit margins, and more

Do You Avoid Orphans?

Do you avoid orphans? BIG mistake.

Orphans are real estate buyers and sellers who are ABANDONED by their agents immediately after the closing. This happens more often than you’d think.

If you are the co-op agent in that transaction, you can ADOPT the orphans and make them your future clients.

But HOW do you do it?

To get an answer, I ask Leslie McDonnell who sold 219 homes last year worth 75 million…and loves to adopt orphan clients and make them her own.

In this 8 minute audio clip, Leslie discusses her Orphan Program. Click the arrow below to listen…

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P.S. Want to listen to Leslie McDonnell’s ENTIRE 1 hour and 21 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Mega Open House – Survey Results

Thank you for taking part in our 2 quick surveys about Mega Open Houses. You spoke, I listened.

Here are the results…

Survey 1: What are your 2 most pressing questions about Mega Open Houses?

I received a HUGE response…over 500 questions. I read each one. Then sorted and categorized them. Below is a list of the Top 5 questions/concerns ranked in order:

Promotion. How do you get 20,30,40,50, and even 100 people to attend your event?
Process. What is the exact step-by-step process of holding a Mega Open House…before, during, and after the event?
Capture. How do you collect the attendees contact info?
Qualification & Conversion: How do you qualify the attendees and convert the best into clients?
Cost. How much does it cost to hold a Mega Open House? How can it be so cheap?

Survey 2: Call for Mega Open House Cast Studies.

I received amazing responses. I was surprised by how many agents have held Mega Open Houses…and are doing great. Here are a few examples:

Nate is a new agent…90 days full time. So far, he’s done 5 Mega Open Houses. His best had 45 people attend and he picked up 2 new clients. He can already track 7 clients and over $2 million in sales volume to his Mega Open Houses…in his first 90 days.
Melinda is a veteran team leader. She just held a Mega Open House with 70 groups of of people through. It resulted in 4 buyer and seller appointments. multiple contracts, and good will in the community.
Chris is a veteran solo agent. He’s done over 45 Mega Open Houses and thinks they are his very best, most cost-effective prospecting tool. He is averaging 35 attendees per event and 1 closing for every two events. His best Mega Open House had around 100 people through and resulted in 5 closings…3 buyers and 2 sellers.
Joe is a veteran team leader. He’s held 6 Mega Open Houses…and sold the open house 5 times. It creates lots of excitement and a potential bidding war. The sellers love it. His best event had almost 100 people attend.
Thomas is a veteran solo agent. He’s held over 60 Mega Open Houses. He averages 45-50 people through and 1 closing per event. His best attracted 150 people through the door and resulted in 8 closings…5 buyers and 3 sellers.

This “little” project is morphing into something “big”. The more research I do, the more amazed I am. The successes are incredible…huge results on shoestring budgets. I’m finding the best practices and determining what is working…and not working. Then organizing it into a duplicatable system.

I plan to put on a training event sometime in the next few weeks or few months. It will answer the Top 5 questions above (and more), show a complete blueprint of the best way to hold a Mega Open House, and lay out case studies of real life agents getting leads, clients, and closings.

I’ll keep you posted. Stay tuned.

-Mike Cerrone

Get a Black Belt in Introvert Marketing

Are you an introvert? Is prospecting difficult? Even painful?

Maybe you should focus on Introvert Marketing.

So how do you get new business when you are shy and introverted?

To get an answer, I ask Gwen Daubenmeyer who sold 116 homes last year worth 21 million…and claims to have a “black belt” in Introvert Marketing. She avoids picking up the phone and calling ANYONE. So how does she sell so many homes?

In this 8 minute audio clip, Gwen discusses her Introvert Marketing program to her Past Clients and Sphere of Influence that resulted in 94% of her business last year. Click the arrow below to listen…

NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Gwen Daubenmeyer’s ENTIRE 1 hour and 21 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

How To Get Big Numbers From A Small Database

Agents like to brag about the SIZE of their database. Wrong metric.

What matters is the ENGAGEMENT with your people and how ACTIVE they are.

(Translation: Are they REPEATING and sending you REFERRALS or not?)

So what makes a GREAT database GREAT?

To get an answer, I ask Gwen Daubenmeyer who sold 116 homes last year worth 21 million…94% by repeat & referral from her past clients & sphere of influence.

In this 6 minute audio clip, Gwen discusses her super productive database. Click the arrow below to listen…

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Gwen Daubenmeyer SUCCESS CALL

Gwen Daubenmeyer

116 closings per year
$21 million sales volume
1 hour & 23 minutes

Click HERE to listen to Gwen Daubenmeyer

In this call, Gwen talks about:

Her super slow start in real estate…taking 6 months to sell her first home
Rebounding from a career crushing recession where home values fell 42%
How she generates 94% of her business by repeat & referrals from past clients & sphere of influence…including her informal marketing plan
Why she has a black belt in introvert marketing
How she gets big numbers from a small database…last year she got 1 closing from every 7 people in her database.
The 4 ways people get into her database…and why she takes some people out
Her inclusive core value that the people in her database are her “family”, in her “nest”, and are “one of us”.
How she uses Facebook to connect with her database and her creative use of lists
Her decision guiding mantra of “people over things”
Team dynamics, compensation, profit margins, and more

Showing Partner – Do You Need One?

Do you need a Showing Partner?

A Showing Partner is NOT a Buyer Agent.

A Showing Partner drives your buyers around, takes them inside properties, finds the ideal home, and hands the buyer back to you. Then you write the offer and negotiate the contract.

How do you compensate a showing Partner?

To get an answer, I ask Terry Moerler who sold 68 homes last year worth 40 million…and has a Buyer Agent (Chris) and Buyer Partner (Robin) on her team.

In this 2 minute audio clip, Terry discusses her Buyer Partner roles and compensation. Click the arrow below to listen…

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P.S. Want to listen to Terry Moerler’s ENTIRE 1 hour and 37 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Terry Moerler SUCCESS CALL

Terry Moerler

68 closings per year
$40 million sales volume
1 hour & 37 minutes

Click HERE to listen to Terry Moerler

In this call, Terry talks about:

Moving to California as a single mom and starting from scratch
How her passion for real estate investing turned into a career as an agent
Running her own brokerage, then working for another brokerage, eventually taking over a third brokerage, and being a top producing agent the entire time
How she turned around a lack-luster brokerage and built it into a powerhouse
What she does to generate over 90% of her personal production by repeat & referrals from her past clients & sphere of influence
The exact steps to her simple (yet profitable) referral marketing and prospecting program
Her team showing partner
Achieving the 7th Level in both her personal team and her 250 agent brokerage
Team dynamics, compensation, profit margins, and more

Judy Markowitz SUCCESS CALLS

Judy Markowitz

174 closings per year
$108 million sales volume
1 hour & 56 minutes

Click HERE to listen to Judy Markowitz

In this call, Judy talks about:

Growing up in a housing project and starting work at 15 years old.
Her turning point decision to “stop paying the world and have the world pay me”.
Why she borrowed $1,000 to start her career and what she invested in.
Mentoring with her first broker, doing whatever he said, and putting in overtime.
How she gets 67% of her business by repeat and referrals from her small list of 560 past clients and
sphere of influence.
Her VVIP program…why she set it up, who gets in, and how she makes it work
Quiet leads…what they are and how she benefits.
Why she always wants her marketing to stand out from the crowd.
Her annual Ice Cream Social Event that kicks off the summer, has 3,000 people attend, and gets big media coverage.
Why she can take 3 months off each year.
Team dynamics, compensation, profit margins, and more

Top 50 Group

There are 2 schools of thought for working your past clients and sphere of influence.

School 1. Build a HUGE list with thousands of people. Add anyone and everyone to your list. Then “spread” your marketing out and touch each person a few times per year.

School 2. Select an ELITE group of 50 people inside your master list…and “focus” the majority of your effort on that group. Develop deep, meaningful relationship with each person in your Top 50 Group and get 1-3 referrals per year from each.

Which school is better?

To get an answer, I ask Tami Spaulding who sold 85 homes last year worth 22 million (and has averaged 100 homes sold per year…for 20 years). Over 90% of her business is by repeat and referrals.

In this 4 minute audio clip, Tami discusses her Top 50 Group. Click the arrow below to listen…

NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Tami Spauldings’ ENTIRE 1 hour and 34 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Script for calling Expired Listings

Thinking about calling expired listings and asking them to list with you?

But you don’t know what to say? You’re not alone.

To get an answer, I ask Jennifer Carstensen who sold 155 homes last year worth 22 million. 30% of her business last year (about 50 transactions) were expired listings. Jennifer LOVES expired listings. She says, “these are my people.”

In this 3 minute audio clip, Jennifer discusses her expired listing script. Click the arrow below to listen…

NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Jennifer Carstensen’s ENTIRE 1 hour and 5 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Jennifer Carstensen SUCCESS CALL

Jennifer Carstensen

155 closings per year
$22 million sales volume
1 hour & 5 minutes

Click HERE to listen to Jennifer Carstensen

In this call, Jennifer talks about:

Why she switched from the mortgage business to real estate sales
Her goal to make $100k her first year and how she did it
The expired listing letter that generates 30% of her business
Her phone script for expired listings
What she does to get 30% of her business by repeat and referrals from past clients and sphere of influence
How she quickly ramped up her internet buyer leads with Boomtown
Her Facebook personal page, business page, and agent referral network
How she generates seller leads using newsfeed Facebook ads and the phone script she uses to convert them into listing appointments
The power of mentors and modeling successful agents
Team dynamics, compensation, profit margins, and more

Marketing Plan for Past Clients and Sphere of Influence

How do you MARKET to your Past Clients and Sphere of Influence? What EXACTLY do you do…each and every month?

To get an answer, I ask Tami Spaulding who sold 85 homes last year worth 22 million. Over 90% of her business is by repeat and referrals.

In this 7 minute audio clip, Tami discusses her marketing plan step-by-step. Click the arrow below to listen…

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Tami Spaulding SUCCESS CALL

Tami Spaulding

85 closings per year
$22 million sales volume
1 hour & 34 minutes

Click HERE to listen to Tami Spaulding

In this call, Tami talks about:

Working in the title business and as a top agent assistant before getting her license
How she consistently sells 100 homes per year with a small team
…and why she did not reach her 100 home goal in 2013
How she dealt with a major family challenge
…and how her team keep things going when she missed 7 weeks of work
Should you tell your sphere of influence about your family issues
Why systems, checklists, and team members make a real business
How she generates the majority of her business from repeats and referrals from her previous clients, sphere of influence, and REALTOR referrals
Scripts for calling your sphere of influence
Her annual marketing plan including a month-by-month description
Why “relationships” are everything and how to make them blossom
How to make “fun” part of everything you do
Why she has a Top 50 Group and how she selects them
Her REALTOR referral program that results in 28-33% of her business each year
The power of daily rituals, a formal schedule, and affirmations
Monthly P&L reviews and how she achieves a 65% profit margin
“The Book”, what’s inside it, and more

3 Parts to Referral Success

How do you get more REFERRALS from your friends, family, and past clients?

To get an answer, I ask Russell Rhodes who sold 578 homes last year and was ranked the #1 agent in the world for Keller Williams Realty in 2011 & 2012. Amazingly, 48% of his business is by referral.

In this 11 minute audio clip, Russell discusses his 3 part system to referral success. Click the arrow below to listen…

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P.S. Want to listen to Russell Rhodes’ ENTIRE 1 hour and 34 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Russell Rhodes SUCCESS CALL

Russell Rhodes

578 closings per year
$194 million sales volume
1 hour & 32 minutes

Click HERE to listen to Russell Rhodes

In this call, Russell talks about:

Why he hired an assistant his 3rd week in real estate
How he personally sold 191 homes last year
How he gets 48% of his business by repeat & referrals
The 3 major components to a building a business by referral
Why he gave his staff a raise during the great recession
How to turn your past clients into raving fans
His marketing plan to past clients and sphere of influence
Details about his 3 major past client events
His unique Client Appreciation Program
How he built a 35% market share in his geographic farm
His team member retention strategy that works…2 of his staff members have been with him for over 11 years and 4 of his buyer agents for over 8 years
Plus team dynamics, compensation, profit margins, and more

Tele Prospecting for New Clients

Do you need new clients? But you can afford (or don’t want) to advertise? Then consider…

Tele Prospecting.

It is the MOST profitable way to bring in new business since the customer acquisition cost is zero.

But HOW do you do it?

To get some answers, I asked Bob Bohlen. He sold 10,000 properties in his 25 year career.

In this 5 minute audio clip, Bob discusses how and why he still makes 80 calls per day (including his script). Click the arrow below to listen…

NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Bob Bohlen’s ENTIRE 1 hour and 31 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Liz And Mike McKee SUCCESS CALL

Liz & Mike McKee

84 closings per year
$25 million sales volume
1 hour & 35 minutes

Click HERE to listen to Liz & Mike McKee

In this call, Liz & Mike talk about:

Why Liz left her family brokerage to join a national franchise
How they doubled their sales volume and tripled their GCI in one year
Their goal to double again this year and how they plan to do it
The difference between the sales side and the business side of your practice
What they do to get 48% of their business from repeats and referrals
How to use statics to separate yourself from the competition
The expired listing campaign that generates 24% of their business
How they turn 1 listing into 2 clients
Their successful “neighborhood preview” model
How “old fashioned” basics result in higher profit margins
The key to working with your spouse
Plus team dynamics, compensation, profit margins, and more

Linda Craft SUCCESS CALL

Linda Craft

356 closings per year
$88 million sales volume
1 hour & 32 minutes

Click HERE to listen to Linda Craft

In this call, Linda talks about:

Her slow start in real estate
Her 6,000 past client database and how to develop life-long relationships
Putting on events for her past clients & sphere of influence
Detail discussion of her Valentine’s Day Movie Event, Thanksgiving Pie Giveaway Event, Shredding Event, and Santa Claus Day Event, including costs
How she gets people to the events with her step-by-step marketing plan
Why she partnered up with a major sports franchise
How she landed a expert slot on a local TV station
Why she sends video emails and how you can too
How she attracts free SEO internet leads to her website
Getting clients from walk-in traffic
How she advertises with a moving van…for free
Using audio tours to get more leads from sign calls
Why she sets listing appointments in her office and how you can too
Plus team dynamics, compensation, profit margins, and more

Bob Bohlen SUCCESS CALL

Bob Bohlen

12 closings per year (commercial)
$151 million sales volume (commercial)
1 hour & 31 minutes

Click HERE to listen to Bob Bohlen

In this call, Bob talks about:

Selling hundreds of properties his first full year in real estate and earning 642 thousand in commissions while working only 6 to 8 hours per week…by being an exclusive listing agent
Why you should be a listing agent and let everyone else work for you
Selling 1,100 properties in a single year
Focusing on multi-transactional sellers
Why residential agents should learn to value and sell commercial properties
In depth discussion of commercial real estate including:
- Where to learn the commercial side
- Tools commercial agents use
- The language and terms you need to know
- How commercial agents are paid and how big the checks can be (like the $1.5 million commission Bob earned on one transaction)
- Where to find commercial buyers and seller
- How to market and sell commercial properties
How Bob built his real estate portfolio to include 2,000 apartment units and 13 million square feet of commercial property
Bob’s tele-prospecting system…he still makes 75 to 80 calls per day
Bob’s scripts for calling expired listings and for sale by owners
Bob’s 4 minute listing presentation
Plus discussions about Clarity, Code-To-Text, Window View, shadow and coaching programs, Vulcan7, Tiger Leads, hard work ethic, and more

Hire a COO to run your real estate team

Have you built a team…and now you’re ready to have someone else manage the day-to-day?

Consider hiring a COO – Chief Operating Officer.

But how do you find the right person? What do they do…exactly?

To get some answers, I asked Martin Bouma. He sold 218 homes last year.

In this 3 minute audio clip, Martin discusses how he found and hired a COO to run his team. Click the arrow below to listen…

NOTE: The audio player above may be slow to load. Wait 60 seconds. If that does not work, REFRESH your browser and try again.

P.S. Want to listen to Martin Bouma’s ENTIRE 1 hour and 20 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

What do you think?

Did you find this GEM (audio clip) helpful? Leave a comment below and tell us what you think…

Jennifer King SUCCESS CALL

Jennifer King

100 closings per year
$19 million sales volume
1 hour & 22 minutes

Click HERE to listen to Jennifer King

In this call, Jennifer talks about:

Her slow start in real estate and how an investment in coaching turned it around
How she gets 84% of her business from her small database of 248 past clients and sphere of influence resulting in 1 closing per every 3 people in her database
Her database marketing plan
Detailed discussion of her inexpensive mini-golf and ice cream event
How she publicly acknowledges referrals…creating even more referrals
Her annual celebration breakfast for last year’s past clients
How she achieves a super high 71% net profit margin
What she is doing to get referrals from out-of-area agents
How she uses social media to contact her sphere of influence
List of free technology tools she uses to keep it all on track
Virtual assistants – how she finds, hires, trains, and manages them
Plus team dynamics, compensation, profit margins, and more

Jeff Scislow SUCCESS CALL

Jeff Scislow

80 closings per year
$16 million sales volume
1 hour & 41 minutes

Click HERE to listen to Jeff Scislow

In this call, Jeff talks about:

How he sold 58 homes in his first year including his zero-cost plan and simple yet powerful script
Jeff’s miraculous recovery from an incurable disease…the doctors told him, “Go home, stay away from your kids, don’t kiss your wife, get rid of your pets, and don’t go out in public”
Restructuring and rebuilding his business after his brush with death
How he plans to double his average sales price this year
His plan for representing builders and his USP prospecting script
How he generates 50% of his business from past clients and sphere of influence including his marketing plan
A discussion of his Top 100 List including who goes on it and what they receive
How he is renewing and detoxing his neglected past client database
His strategy for turning 1 transaction into 3 commission checks
Plus team dynamics, profit margins, and more

How to Reconnect with a Past Client

Have you ever “lost touch” with a past client? And you don’t know how to re-start the relationship?

You’re not alone. I get asked how to do this all the time. So…

To get some answers, I asked Martin Bouma. He sold 218 homes last year.

In this 1 minute audio clip, Martin discusses how you can re-ignite the relationship with your past client. Click the arrow below to listen…

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What do you think?

Did you find this GEM (audio clip) helpful? Leave a comment below and tell us what you think…