Mike

ALT003: Script To Reconnect With Past Clients Who You’ve Lost Touch With

Agent Lead Talk (episode 3) …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Audio Running Time: 8:37 minutes

Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

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

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.

Jen Burns SUCCESS CALL …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Podcast, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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

ALT002: Google Ads (Adwords) That Result In Clients and Closings For $330 Each

Agent Lead Talk (episode 2) …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Audio Running Time: 13:00 minutes

ALT001: Craigslist Ads That Bring In 10 Free Leads Per Day And 40 Closings Per Year

Agent Lead Talk (episode 1) …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Audio Running Time: 11:32 minutes

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

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.

Scott Rodgers SUCCESS CALL …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Podcast, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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.

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.

Gary Raze SUCCESS CALL …

Watch video above or listen to audio below:

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Podcast, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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

[part 2] Solo Agent TACTIC: Lead Generation

Lead Generation TACTIC for Solo Agents … part 2.

Yesterday we talked HOW to maximize your R&R (repeat & referral)

… with the tactic of a FB private group and giveaways.

(If you missed it, look for it in your email, it was worth it.)

Today I want to talk about a tactic for

… filling your database with more

… past clients … and leads

… from NEW people

… who don’t know you … yet.

Solo agents need to keep things simple … and stay focused.

Your marketing plan needs TWO lead sources

… a two prong approach.

1. Repeat & Referral (people you know).

2. Future Growth (people you do not know).

The solo agent lead gen strategy should be:

1. Maximize R&R first.

2. Then add to database with ONE new lead source.

Per Future Growth business, let’s talk about that one new lead source.

There are many … okay … lots of options.

My only recommendation is that you pick only ONE … and master it.

Some you have heard about (FSBO, expired, Zillow, open houses, door knocking).

Other sources may be new.

I prefer FREE leads … to paid leads … when possible.

Let me share an example.

Super solo agent Lesley Hodge Perreault sold 80 homes last year.

(Click HERE to listen to her Success Call)

Most of her business is from R&R.

But Lesley is still in Growth Mode

… so she found a free way to add new leads and clients.

Drum roll please.

Posting free ads in local Buy/Sell/Trade groups on Facebook.

Result: she has been closing 1 to 2 homes per month

… and even sold 8 homes in ONE month

… from this no-cost lead source.

(Lesley broke it down in detail with examples in her realG.tv session. (Click HERE to watch it)

Basically, here is how it works.

Lesley researches FB for “_____ buy, sell, trade” private groups.

The blank is filled in with your city, town, or local area.

Look for the 5 or 10 largest groups.

Then she joins the group.

Lesley spends 10 minutes per day making a simple post …. promoting one of her listings (or her broker’s listing) (or other listings in the MLS, if allowed in your area).

She looks for homes with good picture curb appeal … and something unique (like mother-in-law apartment, reduced price, oversized garage, etc).

Lesley makes one post (ad), then copies it into all the other groups.

People start responding … and she talks with them.

So simple … yet powerful and effective.

I hope this example of Lesley expands your thinking.

There are MANY ways to succeed.

BUT … heed the warning:

Focus on ONE lead gen method … and master it.

Lesley failed for many months while she “tweaked” her posts and approach.

You have to be committed … so you can LEARN how the approach works … and what your prospects REALLY want and need.

You need to learn their language … walk in their shoes … and then … talk like they do.

When you immerse yourself in ONE method … you become the expert … and the profits flow.

In conclusion, focus on ONE “future group” lead source … and master it.

Lesson five, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLCP

P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

Solo Agent TACTIC: Lead Generation

Lead Generation TACTIC for Solo Agents.

Yesterday we talked about the STRATEGY

… that accounts for 55% to 95% of the business

… for 4 super solo agents

… who closed 69, 78, 80, 96 homes in one year.

It is … R&R

… an intense focus on repeat and referrals from

… friends, family, and past clients.

Strategy is the WHAT.

Tactics are the HOW.

So let’s talk about HOW to maximize your R&R.

Today I want to dive deep into one very effective tactic

… with a case study.

Super solo agent Jen Burns sold 78 homes last year

… half (39) were R&R.

That is 3+ closings per month … every month … from R&R.

[Take 60 seconds and imagine this happening for you. 3 closings per month. What is the GCI in your market? Would that make things better?]

Jen uses a simple, yet effective approach.

[Note: most successful tactics, are simple and easy to repeat.]

First, Jen decided on a medium to communicate with her people.

She picked Facebook.

Specifically, she created a PRIVATE Group.

Three cool things about FB private groups:

1. Only the people you INVITE and approve can be in the group (exclusive).

2. Your message ONLY goes out to these people (not to people who will not R&R).

3. Your message is DELIVERED to ALL the people in the group … for free (FB does not charge to deliver to ALL, like on your business page).

Now you have a FREE and COMPLETE way to communicate with your people … anytime you want.

[BTW, that right there was worth hundreds if not thousands per month. In the OLD days, I had to send snail mail to accomplish the same.]

What happens next?

2-3 times per week, Jen TALKS with her people.

She tells them about the real estate market (a little bit), social events around town (like sports games and cake sampling), and most importantly … giveaways.

Every month Jen GIVES something for FREE to her people.

But she makes it FUN … she turns it into a game … a door prize.

She post a picture of a GIFT, a description, and ask her people to COMMENT to enter the drawing.

Cool, right?

Amazing participation … interaction … and excitement.

Now I’ve heard of giveaways before. Been happening for a long time.

For instance, a gift card to Target … or gift certificate to a romantic diner for two at a local hot spot.

Jen dialed this concept up to 11 (think the movie Spinal Tap).

Instead of giving away ONE gift … Jen gives away 10 or 20 or 30.

Soooooo Smart!!!

Instead of ONE winner (and happy person)

… she now has 10, 20, 30 people

… smiling

… singing her praises

… feeling warn and fuzzy about Jen

… and remembering her

… when they are ready to move

… or a friend asks for a good real estate agent.

Another cool move: Jen finds (or makes) gifts that appeal to her LOCAL market.

For instance, she lives in Louisiana.

One gift was a “crawfish tray” to serve the local cuisine.

Unique to her people.

It shows she is part of the community …and understands their particular needs.

She is “one of them” … and everyone likes to work with (and help) one of their own.

[Note: to go deeper into this idea, and see Jen describe all the details, see her realG.tv session, coming out in 3 weeks.]

Why does this “giving gift” concept work?

The Law of Reciprocity.

When someone gives you something, you are grateful, and want to give something back.

Has a friend ever bought you lunch?

What do you offer next?

“I’ll pay next time.”

We all believe in equality … and balancing of the scales.

So when you give your people a gift … they want to give you something back … like a repeat … or a referral.

Simple, powerful, and it works.

Plus it’s fun … and it feels good.

In conclusion, consider starting a private FB group … and giving away cool, local, appreciated gifts to your people.

Give first … get later.

Tomorrow, I will dive deep into a tactic super solo agents are using to develop Future Growth leads.

Lesson four, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

[part 2] Solo Agent Strategy: Lead Generaation

Lead Generation Strategy for Solo Agents … part 2.

Yesterday we talked about the #1 STRATEGY for solo agent lead gen:

Pick ONE lead generation method … and master it.

Ignore all others … and you will be rewarded with abnormal profits.

Today we are going to dive DEEP into that strategy … and open it up.

After speaking with 4 super solo agents

… who sell 69, 78, 80, 96 homes per year

… I am seeing a pattern.

What is the #1 lead gen source for super solo agents?

Drum roll please.

Repeat & Referrals from family, friends, and past clients.

R&R is accounting for the majority of their business

… 55% to 95%.

So let’s conclude that you need to pursue R&R.

On the other side of the coin

… 5% to 45% of their business is coming from

… new lead sources.

So here is the BIG PICTURE.

Your marketing plan needs TWO lead sources

… a two prong approach.

1. Repeat & Referral (people you know).

2. Future Growth (people you do not know)

The key is to narrow this down to just TWO methods

… and become an expert in each category.

I’d start with R&R. It is the easiest, fastest, and most profitable.

And you can create a moat around it … to keep your competitors out.

These people already “Know, Like, and Trust” you. Very powerful.

Instead of chasing random leads (like cold calling or internet leads)

… that result in 1 sale in 100 leads.

Focus your efforts (and spend your marketing dollars) “loving on” people

… who already know you

… and result in 10 sales in 100 leads.

You read that right.

You are 10 Times more likely to do business with your R&R group.

So why do agents spend 10 times the money and effort on “new leads”?

Seems dumb.

But we do it all the time.

Well, super solo agents do NOT. They focus on the R&R group.

Then after they master this approach

… they ADD more people to the R&R group

… by prospecting for new leads.

So if it works for them … it can work for you (model of success).

Quick story.

Seven years ago I spoke with Daniel Del Real.

He said something profound to me.

“Mike, one day I woke up and realized that I was wasting money on people who do not care about me … and ignoring the people who do. Do I stopped all advertising (thousands per month) and invested that money into people who I like. Instead of buying an internet ad, I purchased gift cards and mailed them to my friends, family, and past clients. I showed my gratitude in advance. Result, my repeat and referrals took off.”

And it did.

Daniel had a database of 800 people … who sent him 160 closings that year.

That is 20% … one in 5.

“But, Mike, I don’t know 800 people.”

Not yet.

However, studies show that most people know 200 people.

With the right approach, if you got 20% repeat & referral closings, that would be 40 closings per year.

For a solo agent in most markets, that is an excellent income.

In conclusion, the solo agent lead gen strategy should be:

1. Maximize R&R first

2. Then add to database with ONE new lead source

Tomorrow, I will dive deeper into the TACTICS super solo agents are using to develop more R&R.

Lesson three, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S. But Mike …

I thought you said to master ONE lead gen method.

Yes. I did.

First you master R&R.

Then you master ONE new lead source … to ADD to the R&R group.

That is it.

Simple … and powerful.

The key is to NOT over complicate step 2 … with 5 different lead gen sources … and not being very good at any of them.

Maybe you pick FSBOs.

Fine.

Master FSBOs … and add to your database.

But continue to spend 80% of your time on what matters … your R&R.

P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

Solo Agent Strategy: Lead Generation

Lead Generation Strategy for Solo Agents.

Today we will talk about strategy.

When you are a solo agent

… you have to make every minute count.

Solo agents have POWER in their ability to adjust quickly to new market realities

… and capitalize on opportunities.

Think about a small row boat. It can change direction in a matter of minutes (solo).

A big luxury cruise liner can change direction too, but it might take 10-20 times as long to make that same direction change (team).

Nimble works FOR solo agents

… when they focus on ONE niche

… you can master it faster

… and adjust to market fluctuation

… to serve that market.

However, for an unfocused agent

… this becomes a liability.

If you keep turning the boat looking at all the different options

… you never move forward

… you just spin in circles.

For example, have you ever thought:

– I want to work my sphere.
– No wait. FSBOs look cool.
– Wow! Check out these Facebook leads.
– I didn’t know I can buy leads from Zillow.
– Open houses look fun.
– Maybe I should geographic farm.
– Spin. Spin. Spin.

It is okay to survey to market now and then.

But if you want to be a successful solo agent

… you need to focus one ONE niche

… and master it.

This is the HARDEST thing to do

… and the MOST profitable.

Once you COMMIT to ONE lead gen method

… you can IGNORE all the others

… dig deep into the unique challenges of this group

… talk to the prospects at a deeper level

… gain a stronger appreciation for their goals

… empathize with them

… talk their language

… and soon

… you become an EXPERT

… a master of this method

… and can provide solutions

… tailor made for this group.

You become the agent

… everyone in the group

… wants to work with.

You are able to

… build a WALL and a MOAT around your people

… as the competition wallows in indecision.

So the #1 strategy for solo agent lead generation is:

Pick ONE lead generation method … and master it.

Ignore all others … and you will be rewarded with abnormal profits.

Tomorrow, I will dig deeper into the strategy that super solo agents apply to lead generation.

Lesson two, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

Solo Agent Strategies and Tactics

Last week, we talked about solo agents

… and their surprising comeback

… in a world obsessed with teams.

I believe solo agents and team agents can learn from each other

… since they both serve the SAME clientele.

Based on the response to the

Solo Agent Survey (click here if you still want to take it)

we will dive a little deeper this week.

Ben Washlight made a great suggestion:

“Mike, I like the idea of being a lone wolf solo agent. Can you tell me what to do to be successful?”

This is a loaded question.

As you know, there are a lot of moving parts in real estate.

However, I like the challenge.

So let’s dive deep into:

Strategies and Tactics for Success as a Solo Agent.

This week, I will share my thoughts on how to be a

… peak performer solo agent.

Here we go.

Lesson #1: How To Avoid Burnout.

Let’s talk about the elephant in the room first.

As a solo agent, you will be doing EVERYTHING.

… and believe it or not

… I think you CAN do it all.

However, this requires intense effort (for high performance)

… focus on high dollar activities

… and the ability to say “no” to fake opportunities.

By it’s very nature, being productive and profitable, will result in stress.

But don’t be scared.

Being a failure without any clients or revenues

… is way MORE stressful

… than working hard.

You might know what I’m talking about.

So let’s assume you work hard … and are successful.

The hours are going to be long.

The work is going to be exciting.

The clients are going to be grateful.

And your bank account is going to grow.

Here is the key.

Take some of that money each month

… and decompress.

Take a vacation from the work.

You will need to EXIT the business once a month.

For a long 3 day weekend … or even a whole week.

It is best to do this the first or second week of the month

… since typically, closings happen at the end of the month.

I see you taking one 3-day weekend off every month

… and one 1-week off every quarter.

Why?

So you can recharge the engines

… spend time with your spouse, children, parents, friends

… or sometimes even better

… with no one … but you.

You need this time to

… clear your head

… nurture your body

….and “reboot” your system.

If you are not willing to do this

… you will burnout

… and not be any good

… to anyone.

Now you might be thinking:

“Mike, I can’t do that.”

Let’s me share an example.

Joy Russell is a super solo agent

… who sells 96 homes per year.

You might think she works

… every minute of every day.

After talking with Joy for over a year

… I can tell you that she DOES work a lot

… and is extremely intentional with her time.

What might surprise you is this:

She vacations 6 months out of the year.

How?

She takes mini-vacations every month.

Long weekends.

Plus one big travel every 2-3 week.

Usually 7-10 day trips out of the country.

Sitting on a beach.

Walking thru a jungle.

Looking at Paris from the top of the Eiffel Tower.

Joy has structured her business

… and trained her clients

… to accept her lifestyle

… and business format.

She does not hid her travels.

Instead, she shares the experiences

… and her clients love her for it.

Now I’m not saying you need to travel like Joy.

But what I am say is this:

You need to take time off … every month … and rejuvenate your soul … so you stay fresh … and don’t burn out.

How?

Schedule your breaks in ADVANCE.

Then treat it like an appointment with your doctor. It’s going to happen. Everything else will move around it.

Lesson one, done.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

Results of the Solo Agent Survey

Thank you for participating in the Solo Agent Survey.

Let’s get to the results.

From the cool agents who responded, here is what we learned.

Type of Solo Agent:

75% Lone Wolf – solo agents who have zero assistants … and do everything by themselves

15% Side Kick – solo agents who have 1 or more administrative assistants.

10% Contract Help – solo agents who pay a transaction manager (or other admin) on a per closing basis.

* Note: these numbers held true even with additional results added second day..

Number of Administrative Assistants:

75% with 0 assistants

21% with 1 assistant

4% with 2 assistants

Number of Homes Sold in Best Year:

10% at 0-5 homes sold

13% at 6-9 homes sold

25% at 10-19 homes sold

20% at 20-29 homes sold

15% at 30-39 homes sold

10% at 40-49 homes sold

5% at 50-74 homes sold

2% at 75-99 homes sold

Annual Gross Commission Income (GCI)

18% at 0-49 thousand

25% at 50-99 thousand

25% at 100-199 thousand

30% at 200-499 thousand

2% at 500+ thousand

Conclusion:

Wow! Cool insight.

Solo agents are doing BETTER than the industry likes to admit.

My assumption is that solo agents have a HIGHER net profit (as a percentage) too.

Maybe we’ll explore more on this topic next week.

Keep moving forward.

-Mike Cerrone
Master Mind Agent LLC

P.S. Are you a solo agent who did not get to participate in the survey?

You can still add your input here:

CLICK HERE AND ANSWER A FEW QUESTIONS (SOLO AGENT SURVEY)

(will only take 3 minutes)

Thanks.

P.P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

Are solo agents making a comeback?

There are a lot of different success MODELS for real estate agents:

– Solo agent
– Solo with admin assistant
– Team small (2+ agents)
– Team large (5+ agents + staff)
– Team expansion (10+ agents in multiple markets)

And within teams, there are:

– team leaders (get all the glory and profits … but have the biggest financial risk)
– team members (specialize in one area … often eliminate downside cashola risk)
– staff (licensed and unlicensed)

Which model is best for you?

Depends on your personality and goals.

In a perfect world, the team model is best:

– centralized resources
– specialized focus and mastery
– higher production per team member
– consistent income
– more time off for the agents

But … that is a perfect world.

Often, teams struggle because:

– slow to adjust to changing markets
– high overhead
– lead sources dry up … or radically increase costs.

Lately, I’ve been discovering a NEW breed of agent

… the super solo agent.

(Or maybe this is just an old breed … super charged.)

These solo agents:

– are fast to change
– can implement new ideas rapidly
– master one lead generation method
– have low cost structures
– boast the biggest profit margins (as a percentage of GCI)

Their biggest risk is getting sick or hurt and not being able to work.

However, when done right, they can earn extraordinary incomes with small financial risks.

Per production, let’s talk about units closed PER AGENT (self production).

The “average” agent in America sells 4 homes per year.

(Yes, the average goes up and down slightly, but this has been a constant for decades.)

Above average agents sell 6-12 homes per year.

Good agents sell up to 25 homes per year.

Great agents start maxing out at 30-40 homes per year (without an admin).

Amazing agents (with an admin) are closing 50-60 per year.

Super solo agents are closing 70-80 homes per year (rare, but I’ve met several in the last few months).

And I even know one extreme SSA who sold 96 homes in one year (very rare).

Now while a team leader may net 10-20% in a solid year

… a solo agent can net 60-80% per year.

Although teams are often working with a bigger gross revenue

… I am seeing super solo agents who are earning the SAME take home pay

… with fewer management and overhead headaches.

So with all that said:

What do you think?

Are solo agents making a comeback?

Which model do you think is best?

Are you a solo agent … team member … or team leader?

Tell me your thoughts by clicking the link below.

– Mike Cerrone
Master Mind Agent LLC

P.S. Join the solo agent discussion on Facebook …

Click HERE to post your answer on Facebook

Tell me what you think about the rise of super solo agents.

P.P.S. Want to receive these insightful and inspirational real estate agent success ideas in your email box every day?

CLICK HERE to join the daily email list.

Hope this helps.

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

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.

Lesley Hodge Perreault SUCCESS CALL …

***Note: If you can not see the audio player above, REFRESH your browser and try again.

To listen on iTunes, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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.

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.

Willie Miranda SUCCESS CALL …

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

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.

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.

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.

David Zarghami SUCCESS CALL …

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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.

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.

Jeff Cook SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

. . . .

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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.

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.

Ashton Gustafson SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

. . . .

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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.

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

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.
To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 49 minutes

Website:

PozekGroup.com

Background:

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

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

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

In this call, Ken talks about:

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

2018 Stats:

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

Niche:

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

(originally published on 10/07/18)

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

Tony Baroni SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 44 minutes

Website:

TonyBaroni.com

Background:

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

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

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

In this call, Tony talks about:

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

2017 Stats:

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

Niche:

online reviews
repeat & referrals
past clients
sphere of influence

(originally published on 09/21/18)

Top Real Estate Agents Share Best Practices, Systems, And Strategies

Top Real Estate Agents Share Best Practices, Systems, And Strategies

Mike

ALT003: Script To Reconnect With Past Clients Who You’ve Lost Touch With

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

ALT002: Google Ads (Adwords) That Result In Clients and Closings For $330 Each

ALT001: Craigslist Ads That Bring In 10 Free Leads Per Day And 40 Closings Per Year

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

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

[part 2] Solo Agent TACTIC: Lead Generation

Solo Agent TACTIC: Lead Generation

[part 2] Solo Agent Strategy: Lead Generaation

Solo Agent Strategy: Lead Generation

Solo Agent Strategies and Tactics

Results of the Solo Agent Survey

Are solo agents making a comeback?

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

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

SC194: David Zarghami. Plan to 5X production.

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

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

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

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

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

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

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

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