Mike

Charles Pence SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

ThePartnersTrust.com/

Background:

Charles Pence is with Partners Trust in Santa Monica, California. Last year he closed 27 transactions with a total sales volume of 85 million and earned 1.35 million in GCI. His average sales price was 3.1 million of which 45% were buyers and 55% were sellers.

He has 1 personal assistant.

Charles Pence is a partner of the firm Pence, Hathorn, and Silver. He has been an agent for 37 years. He’s sold over 2,300 homes worth over 2 billion in his career.

In this call, Charles talks about:

• How he became a luxury agent and how you can move into the luxury market
• Why he can earn all the money he needs by having 15 to 20 conversations per day
• How he got over the fear of calling his sphere of influence, what he talks about, his new approach, and the script he uses
• How the key to success is looking for change in people lives
• Door knocking in luxury neighborhoods every week for 20 years
• Why he still holds 3 to 4 open houses per month and why he hires professional hostesses to gather contact information
• Why low inventory is a myth and how to find all the listings you need
• Team dynamics, profit margins and more

2014 Stats:

• 27 closings
• 85 million sales volume
• 2 member team:
  • 1 personal assistant
  • 1 team leader

Niche:

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

(originally published on 09/07/15)

Lynda Anderson SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

BoulderBayRealty.com/

Bonus:

To download the Excel Spreadsheet, right click and “save as” to your computer:

Lynda Anderson – Agent Weekly Tracking Sheet

Background:

Lynda Anderson is with Boulder Bay Realty Group in Valparaiso, Indiana.  Last year she closed 165 transactions with a total sales volume of 27 million.  Her average sales price was 168 thousand of which 42% were buyers and 58% were sellers.

She has an 8 member team:  3 buyer specialists, 1 listing specialist, 1 showing specialist, 1 closing manager, 1 marketing director, and 1 team leader.

Lynda Anderson is the team leader of The Lynda Anderson Team.  She has been an agent for 25 years.  She’s sold over 2,400 homes in her career.

In this call, Lynda talks about:

• How she started in real estate to help her sister
• Working a rural market in a small town of 32,000 people
• Her small 168 person Advocate Group that sent her 85 closed referrals last year and resulted in 51% of her business
• Her client appreciation events including a fireworks show and movie day
• Creating Happy Birthday and Happy Home Anniversary videos
• How she generates 74% of her business by repeat & referrals from her past clients & sphere of influence
• How she sends mass texts messages and sly voice messages
• What she’s doing to convert 2.5% of her internet leads into closings
• The marketing method that has a 22-to-1 ROI, for every one dollar she invests, she gets 22 back
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 165 closings
• 27 million sales volume
• 8 member team:
  • 3 buyer specialists
  • 1 listing specialist
  • 1 showing specialist
  • 1 closing manager
  • 1 marketing director
  • 1 team leader

Niche:

• internet leads
• IVR system
• repeat & referrals
• past clients
• sphere of influence
• agent referrals

(originally published on 08/21/15)

Jeff Cohn SUCCESS CALL

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Download FULL Running Time: 1:42

Website:

OmahasEliteRealEstateGroup.com/

Background:

Jeff Cohn is with Berkshire Hathaway HomeServices in Omaha, Nebraska. Last year he closed 420 transactions with a total sales volume of 72 million. His average sales price was 171 thousand of which 66% were buyers and 34% were sellers. He has a 37 member team: 25 full-time agents, 5 part-time agents, 2 showing assistants, 1 operations manager, 1 sales manager, 1 listing coordinator, 1 buyers coordinator, 1 client care specialist, 1 sign runner, 2 virtual assistants, and 1 CEO/team leader.

Jeff Cohn is the team leader of Omaha’s Elite Real Estate Group. He has been an agent for 9 years. He’s sold over 1,600 homes worth 288 million in his career.

In this call, Jeff talks about:

• How he got a fast start, sold 56 homes, and earn 96 thousand his first year
• Why he shadowed 30 top agents around the nation and what he learned
• The 3 primary lead generation buckets every agent should focus on
• How he zero-bases his advertising cost with market service agreements
• Internet lead generation including both PPC and SEO strategies
• Why 30 internet leads per month per agent is the perfect number
• How to create a culture of accountability within your team
• His experiment with expansion teams … what worked and what did not
• How he generates 50% of his business by repeat & referrals from his past clients & sphere of influence
• What is circle prospecting … and should you do it
• The benefits of a call assistant
• How to achieve the 7th Level … and what the 8th Level might look like
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 420 closings
• 75 million sales volume
• 37 member team:
  • 25 full-time agents
  • 5 part-time agents
  • 2 showing assistants
  • 1 operations manager
  • 1 sales manager
  • 1 listing coordinator
  • 1 buyers coordinator
  • 1 client care specialist
  • 1 sign runner
  • 2 virtual assistants
  • 1 CEO/team leader

Niche:

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

(originally published on 08/07/15)

Vija Williams SUCCESS CALL

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Download FULL Running Time: 1:30

Website:

VijaCentral.com

Background:

Vija Williams is with is with Keller Williams Realty in Kirkland, Washington. Last year she closed 60 transactions with a total sales volume of 37 million. Her average sales price was 627 thousand of which 36% were buyers and 64% were sellers. She has a 6 member team: 1 team manager, 1 transaction coordinator, 3 buyer agents, and 1 team leader.

Vija Williams is the team leader of The Vija Team. She has been an agent for 14 years and works the Metro-Seattle market.

In this call, Vija talks about:

• When she almost lost her home 4 years ago when she was in foreclosure and 6 months behind on her house payments
• How she quickly turned it around and sold 9 million in the next 12 months
• What she’s been doing to double her production every 2 years
• How she gets referrals from her friends, family, past clients, and other agents in her area and around the nation
• Her Top 20 Group and why it accounts for a huge portion of her referrals
• How she generated 200 thousand in GCI last year by “playing” on Facebook
• What she did to move her price point up into the “entry” luxury market and her average listing price to 750 thousand
• How she started her own radio show
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 60 closings
• 37 million sales volume
• 6 member team:
  • 1 team manager
  • 1 transaction coordinator
  • 3 buyer agents
  • 1 team leader

Niche:

• “entry” luxury
• internet leads
• repeat & referrals
• past clients
• sphere of influence
• agent referrals

(originally published on 07/21/15)

Monte Mohr SUCCESS CALL

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Download FULL Running Time: 1:59

Website:

TemmesseeDreamHomes.com

WeSellHomesForFree.com

Bonus:</strong/>

Monte’s TV ad:

To hear the radio ads, click the arrow below.

Radio Ad 1 Download

[sc_embed_player fileurl=”https://s3.amazonaws.com/MMA-Success-Calls/Monte-Mohr-Radio-Ad-1.mp3″]

Radio Ad 2 Download

[sc_embed_player fileurl=”https://s3.amazonaws.com/MMA-Success-Calls/Monte-Mohr-Radio-Ad-2.mp3″]

Background:

Monte Mohr is with RE/MAX in Brentwood, Tennessee. Last year he closed 242 transactions with a total sales volume of 60 million. His average sales price was 248 thousand of which 55% were buyers and 45% were sellers. He has a 12 member team: 1 operations manager, 1 listing manager, 2 contract-to-close specialists, 5 buyer specialists, 1 marketing manager, 1 inside sales agent, and 1 team leader.

Monte Mohr is the team leader of The Mohr Group. He has been an agent for 29 years. Monte has increased his production by 60% per year, five years in a row … from 28 closings per year to 44 to 77 to 153 to 242. He has sold over 3,000 homes in his career worth almost 1 billion dollars.

In this call, Monte talks about:

• How he came back after the recession, a divorce, a loss of 2/3rds of his income, major back surgery, short selling his retirement rental properties, and his personal home being in foreclosure
• Building personal power by utilizing the Confidence Formula in Napoleon Hill’s book Think and Grow Rich
• How his personal production is over 100 homes sold per year
• Answering the market demand with his “We Sell Homes For Free” program that targets For Sale By Owners
• His radio ads that achieve a 4-to-1 ROI
• His TV ads that achieve a 8-to-1 ROI
• Gaining authority in your market by writing a newspaper column
• How he generated 45 closings last year from a 500 person database
• Team dynamics, profit margins and more

2014 Stats:

• 242 closings
• 60 million sales volume
• 12 member team:
  • 1 operations manager
  • 1 listing manager
  • 2 contract-to-close specialists
  • 5 buyer specialists
  • 1 marketing manager
  • 1 inside sales agent
  • 1 team leader

Niche:

• FSBOs
• Radio & TV ads/li>
• repeat & referrals
• past clients
• sphere of influence

(originally published on 07/07/15)

Michael Edlen SUCCESS CALL

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Download FULL Running Time: 1:43

Website:

MichaelEdlen.com

Background:

Michael Edlen is with Coldwell Banker in Pacific Palisades, California. Last year he closed 49 transactions with a total sales volume of 89 million. His average sales price was 1.8 million of which 33% were buyers and 67% were sellers. He has a 7 member team: 1 manager/escrow coordinator, 1 marketing director, 1 buyer specialist, 1 administrative support, 2 field associates, and 1 team leader.

Michael Edlen is the team leader of the Michael Edlen Team. He has been an agent for 29 years. In his best year (2013), Michael sold 54 homes worth 120 million with an average price of 2.2 million. He has sold over 1,200 homes in his career worth over 1.5 billion.

In this call, Michael talks about:

• How a bad home buying experience convinced him to get his license
• His “being of service” approach to real estate
• What it’s like selling million and multi-million dollar homes
• How he generates the majority of his business by repeat and referrals from past clients and sphere of influence
• The method he uses to determine the probability of repeat and referral business from each person in his database
• His annual marketing plan
• How he asks for referrals
• The script he uses to find out of state referrals
• How to find “perfect-fit” team members who are committed long-term (two of his staff have been with him for 17 years)
• The 5 books you should read to succeed in real estate
• Team dynamics, profit margins and more

2014 Stats:

• 49 closings
• 89 million sales volume
• 7 member team:
  • 1 manager/escrow coordinator
  • 1 marketing director
  • 1 buyer specialist
  • 1 administrative support
  • 2 field associates
  • 1 team leader

Niche:

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

(originally published on 06/21/15)

Randy Lewis SUCCESS CALL

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Download FULL Running Time: 1:19

Website:

ArizonaRandy.com

azFixUp.com

Background:

Randy Lewis is with RE/MAX in Glendale, Arizona. Last year he closed 98 transactions with a total sales volume of 18 million. His average sales price was 186 thousand of which 59% were buyers and 41% were sellers. Last year he had a 4 member team: 1 buyer agent, 1 administrator, 1 team manager, and 1 team leader.

Randy Lewis the team leader of the 10X Home Team. He has been an agent for 25 years. In his best year (2009), Randy sold 456 homes worth 34 million. He has sold over 2,000 homes in his career.

In this call, Randy talks about:

• Learning business principals at his father’s side
• Trustee sales and high volume systems
• The definition of a “fast wholesale deal” and a “bird dog”
• Almost being cast in the TV show Property Wars
• Working with investors
• The website he uses to attract investor leads
• Flipping 100s of properties as a principal and as a broker
• What happened to his real estate portfolio in the Great Recession
• How he generates repeat & referrals from his past clients & sphere of influence
• His past client referral script
• Why he uses an unconventional database management software
• How to keep FSBOs and Expireds on the phone and talking to you
• Team dynamics, profit margins and more

2014 Stats:

• 98 closings
• 18 million sales volume
• 4 member team:
  • 1 buyer specialist
  • 1 administrator
  • 1 team manager
  • 1 team leader

Niche:

• trustee sales
• investors
• repeat & referrals
• past clients
• sphere of influence

(originally published on 06/07/15)

Don Matheson SUCCESS CALL

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Download FULL Running Time: 1:32

Website:

ScottsdaleRealEstate.com

AZGolfHomes.com

DCRanch.com

Background:

Don Matheson is with Re/Max in Scottsdale, Arizona. Last year he closed 113 transactions with a total sales volume of 68 million. His average sales price was 601 thousand of which 40% were buyers and 60% were sellers. He has a 6 member team: 3 buyer/seller agents, 1 listing coordinator, 1 leads coordinator, and 1 team leader.

Don Matheson the team leader of The Matheson Team. He has been an agent for 38 years. In his best year (2010), Don sold 543 homes worth 110 million. He has sold over 1 billion dollars worth of homes in his career.

In this call, Don talks about:

• Why he never finished high school
• Moving to Phoenix after running a successful practice in Vancouver for a decade
• Even with all his experience, having a slow start in the new market
• The chance encounter with an young internet website builder
• His first website AZGolfHomes.com that ramped up his business
• Why he specializes in golf course and luxury homes (it’s 75% of his business)
• Generating your own leads with SEO and ranking high in Google search
• Becoming a hyper-local agent
• His million dollar home geographic farming program that captured a 12% marketing share
• How he approaches his past clients and sphere of influence
• Why small intimate client parties can be more successful that large events
• How to travel the world, meet new clients, and write it off as a business expense
• What every agent should do every morning to have a super productive day
• Team dynamics, profit margins and more

2014 Stats:

• 113 closings
• 68 million sales volume
• 6 member team:
  • 3 buyer/seller agents
  • 1 listing coordinator
  • 1 leads coordinator
  • 1 team leader

Niche:

• golf course homes
• luxury homes
• geographic farming
• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/21/15)

Char MacCallum SUCCESS CALL

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Download FULL Running Time: 1:09

Website:

Char4Homes.com

Background:

Char MacCallum is with the Char MacCallum Real Estate Group in Olathe, Kansas. Last year she closed 173 transactions with a total sales volume of 31 million. Her average sales price was 181 thousand of which 50% were buyers and 50% were sellers. Char also manages 126 rental properties with 82 thousand in gross monthly rents. She has a 13 member team: 3 buyer specialists, 2 listing specialists, 1 inside sales associate, 1 closing/transaction coordinator, 1 marketing manager, 2 rental property managers, 1 property acquisition manager, 1 virtual assistant, and 1 team leader.

Char MacCallum the team leader of the Char MacCallum Real Estate Group. She has been an agent for 37 years. In her best year (2004), Char sold 210 homes worth 35 million. She has sold over 3,500 homes in her career.

In this call, Char talks about:

• Being a part time agent for her first 10 years in real estate
• How she generates 80% of her business by repeat & referrals from her past clients and sphere of influence
• Her past client annual marketing plan
• Why she likes events and giveaways
• The 2 hour event that costs $2,400 and brought in $70k in GCI
• Why you need to tell a story in your marketing
• Her super simple referral script that works
• Why you need a success book
• Working with bulk investors
• Starting a property management division
• The LPMAMA buyer qualification system and scripts
• Her referral brokerage
• Team dynamics, profit margins and more

2014 Stats:

• 173 closings
• 31 million sales volume
• 13 member team:
  • 3 buyer specialists
  • 2 listing specialists
  • 1 inside sales associate
  • 1 closing/transaction coordinator
  • 1 marketing manager
  • 2 rental property managers
  • 1 property acquisition manager
  • 1 virtual assistant
  • 1 team leader

Niche:

• investors
• property management
• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/07/15)

Linda Domis SUCCESS CALL

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Download FULL Running Time: 1:36

Website:

WhittierHomes.com

Bonus:

To download PDF, right click and “save as” to your computer:

Linda Domis – Listing Marketing Plan

Linda Domis – Listing Flyer

Linda Domis – Just Listed Postcard

Background:

Linda Domis is with Keller Williams Realty in Whittier, California. Last year she closed 70 transactions with a total sales volume of 30 million. Her average sales price was 428 thousand of which 25% were buyers and 75% were sellers. She has a 6 member team: 1 listing/buyer specialist, 1 buyer specialist, 1 buyer specialist /administrative assistant, 1 transaction coordinator, 1 marketing/tech specialists, and 1 team leader.

Linda Domis is the team leader of The Domis Team. She has been an agent for 38 years. In her best year (2001), Linda sold 103 homes worth 40 million. She has sold over 2,000 homes in her career.

In this call, Linda talks about:

• Failing her first license exam and not selling a home for her first six months
• Gaining traction by marketing to her sphere of influence
• Why she is selling higher priced homes faster than average
• How she is moving into the luxury market
• Her geographic farm marketing plan
• How to stand out in your farm by doing something few attempt
• The best marketing piece she every used
• How she generates 60% of her business from family, friends, and past clients
• Why she dropped the big annual client party and started doing cluster parties
• Detailed description of her past client & sphere of influence marketing plan
• Her “indirect” referral script
• How to work with your spouse
• Opening a brokerage
• Team dynamics, profit margins and more

2014 Stats:

• 70 closings
• 30 million sales volume
• 6 member team:
  • 1 listing/buyer specialist
  • 1 buyer specialist
  • 1 buyer specialist/administrative assistant
  • 1 transaction coordinator
  • 1 marketing/tech specialists
  • 1 team leader

Niche:

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

(originally published on 04/21/15)

David Brenton SUCCESS CALL

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Download FULL Running Time: 1:39

Website:

move2indy.com

Bonus:

To download PDF, right click and “save as” to your computer:

David Brenton – Newsletter

David Brenton – Postcard – Movie Night Invitation

David Brenton – Postcard – April

David Brenton – Postcard – October

Background:

David Brenton is with the David Brenton Team in Indianapolis, Indiana. Last year he closed 313 transactions with a total sales volume of 52 million. His average sales price was 167 thousand of which 37% were buyers and 63% were sellers. He has a 12 member team: 3 Realtor® partners – buyer focus, 1 Realtor® partner – seller focus, 2 admin staff, 2 marketing staff, 2 personal assistants, 1 part-time bookkeeper, and 1 team leader.

David Brenton is the team leader of the David Brenton Team. He has been an agent for 23 years. In his best year, David sold 335 homes worth 53 million. He has sold over 4,000 homes in his career worth half-a-billion dollars.

In this call, David talks about:

• Becoming the top agent in his office his rookie year
• Setting minimum standards to achieve high goals
• Helping over 400 move-up buyers purchase new construction homes with his Guaranteed Sales Program, including a detailed discussion of how it works and the pitfalls to avoid
• How he is selling homes twice as fast as his peer average
• Marketing campaign to his past clients and sphere of influence that accounts for 75% of his business
• Script he uses to stay in touch with his past clients
• The 4 past client events he holds every year and why he does them
• How to select a geographic farm and how to contact them
• The key to tracking the source of your business
• Why he pays his sales team different than 99% of his peers
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 313 closings
• 52 million sales volume
• 11 member team:
  • 3 Realtor® partners – buyer focus
  • 1 Realtor® partner – seller focus
  • 2 admin staff
  • 2 marketing staff
  • 2 personal assistants
  • 1 part-time bookkeeper
  • 1 team leader

Niche:

• guaranteed sale program
• geographic farming
• repeat & referrals
• past clients
• sphere of influence

(originally published on 04/07/15)

Andrew Manning SUCCESS CALL

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Download FULL Running Time: 1:48

Website:

AndrewManning.com

Bonus:

To download PDF, right click and “save as” to your computer:

Andrew Manning – Red Dot Postcard – Front

Andrew Manning – Red Dot Postcard – Back

Background:

Andrew Manning is with Berkshire Hathaway Homes Services in Sherman Oaks, California. Last year he closed 61 transactions with a total sales volume of 68 million. His average sales price was 1.1 million of which 25% were buyers and 75% were sellers. He has a 5 member team: 1 buyer agent, 1 showing agent, 1 administrative assistant, 1 transaction coordinator, and 1 team leader.

Andrew Manning has been an agent for 29 years and works in the Sherman Oaks Los Angeles market. In his best year, he sold 58 homes worth 80 million.

In this call, Andrew talks about:

• Starting part-time and getting 3 buyer clients at his first open house
• His open house script to determine if the buyer has an agent
• Mentoring under a top agent in his office
• The laugh out-loud pre-listing price-reduction technique
• How to work with high net worth clients and celebrities
• His Action Price Plan for a quick sale at a maximum price
• Working with “must move” clients
• His “red dot” postcard that brings in listings
• Networking with business managers and inner circle advisors
• How to get referrals from other agents in your area and across the nation
• An informal marketing plan for past clients and sphere of influence
• Team dynamics, profit margins and more

2014 Stats:

• 61 closings
• 68 million sales volume
• 5 member team:
  • 1 buyer agent
  • 1 showing agent
  • 1 administrative assistant
  • 1 transaction coordinator
  • 1 team leader

Niche:

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

(originally published on 03/21/15)

Mark Hay SUCCESS CALL

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Download FULL Running Time: 1:18

Website:

MarkHay.com.au/

Background:

Mark Hay is with Mark Hay Realty Group in East Perth, Western Australia. Last year he closed 179 transactions with a total sales volume of 79 million and manages 800 rental properties. His average sales price was 444 thousand of which 39% were buyers and 61% were sellers. He has an 8 member team: 1 personal assistant, 1 sales assistant, 5 property managers, and 1 team leader.

Mark Hay is the team leader of the Mark Hay Realty Group. He’s been an agent for 29 years. In his best year (2007) he closed 222 transactions worth 38 million.

In this call, Mark talks about:

• Leaving school at 17 to start a milk vending business
• Becoming a real estate investor and a paper millionaire by 21 … then immediately losing it all in a market downturn
• Leaving real estate for 5 years to travel, explore the country, and work at odd jobs
• Becoming a real estate agent at 26 and focusing his career on small “mom and pop” real estate investors
• His monthly real estate investment seminars and personal financial snapshots
• Offering “all-in” full service brokerage and property management to investors
• Niche geographic farming investor condos
• Why telephone prospecting is his best source of business
• Expanding into commercial projects, land deals, and working with developers
• Competing in Iron Man competitions with his 21 years old son and travelling the isolated desert Gunbarrel Highway with his teenage sons on motorcycle
• Team dynamics, profit margins, and more

2014 Stats:

• 179 closings
• 79 million sales volume
• 8 member team:
  • 1 admin assitant
  • 1 sales assistant
  • 5 property managers
  • 1 team leader

Niche:

• investors
• seminars & workshops
• geographic farming
• repeat & referrals
• past clients
• sphere of influence

(originally published on 03/07/15)

Sid Lezamiz SUCCESS CALL

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Download FULL Running Time: 1:26

Website:

LezamizRealEstate.com

Background:

Sid Lezamiz is with Lezamiz Real Estate in Twin Falls, Idaho. Last year he closed 188 transactions with a total sales volume of 24 million and manages 140 rental properties. His average sales price was 128 thousand of which 41% were buyers and 59% were sellers. He has a 13 member team: 4 buyer specialists, 1 client care manager, 1 escrow manager, 1 director of first impressions, 1 bookkeeper, 1 rental manager, 2 rental administrators, 1 signage & deliver person, and 1 team leader.

Sid Lezamiz is the team leader of the Lezamiz Real Estate Company. He’s been an agent for 24 years. In his best year (2007) he closed 184 transactions worth 27 million.

In this call, Sid talks about:

• Being a farm boy developing his work ethic on the family farm for 12 years before transitioning into real estate and selling 25 homes his first 10 months in the business
• Working in a small rural town of 45,000 people
• A detailed description of his successful guaranteed buy-out program
• How he generates 58% of his business by repeat & referrals from past clients & sphere of influence
• His focus on attracting sellers and carrying 100 to 150 listings at a time
• An in-depth discussion of how a real estate agent can plan for retirement through real estate investment
• How he accumulated 85 rental units bringing in $75,000 in gross monthly rent
• A simple concept for reducing tenant turnover by signing long-term leases … up to 10 years
• How to buy rental properties without banks or conventional financing
• What the ideal rental property looks like
• Team dynamics, systems, and more

2014 Stats:

• 188 closings
• 24 million sales volume
• 13 member team:
  • 4 buyer specialists
  • 1 client care manager
  • 1 escrow manager
  • 1 director of first impressions
  • 1 bookkeeper
  • 1 rental manager
  • 2 rental administrators
  • 1 signage & deliver person
  • 1 team leader

Niche:

• agent retirement investment real estate
• guaranteed buy-out program
• repeat & referrals
• past clients
• sphere of influence

(originally published on 02/21/15)

Stephanie Vitacco SUCCESS CALL

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To listen on Google Play, click HERE.

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Download FULL Running Time: 1:05

Website:

StephanieVitacco.com

Background:

Stephanie Vitacco is with Keller Williams Realty in Encino, California. Last year she closed 179 transactions with a total sales volume of 100 million. Her average sales price was 558 thousand of which 25% were buyers and 75% were sellers. She has a 6 member team: 1 buyer agent, 1 lead administrator, 1 administrator, 1 listing coordinator, 1 transaction coordinator, and 1 team leader.

Stephanie Vitacco is the team leader of the Stephanie Vitacco Team. She’s been an agent for 27 years. In her best year (2010) she closed 349 transactions worth 122 million.

In this call, Stephanie talks about:

• Her international modeling career before real estate
• How she got a fast start by assuming she would close 3 to 4 homes per month, asking the top agents in her office what she should do every day, and then doing it
• How she gets the majority of her business by repeat & referral from past clients & sphere of influence
• The details of her direct mail piece she sends to her database every month
• Why humor is more important that statistics
• How she wins 83% of her listing appointments … even when most sellers are interviewing two to three agents
• Why she has been successful in both rapidly rising and rapidly falling markets
• Why she belongs to 4 networking groups
• Team dynamics, profit margins and more

2014 Stats:

• 179 closings
• 100 million sales volume
• 6 member team:
  • 1 buyer agent
  • 1 lead administrator
  • 1 administrator
  • 1 listing coordinator
  • 1 transaction coordinator
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 02/07/15)

Denny Grimes SUCCESS CALL

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Download FULL Running Time: 1:38

Website:

swFloridaHomes.com

Background:

Denny Grimes is with Denny Grimes & Company in Ft Myer, Florida. Last year he closed 120 transactions with a total sales volume of 30 million. His average sales price was 245 thousand of which 50% were buyers and 50% were sellers. He has a 4 member team: 1 buyer agent, 1 listing agent, 1 client care manager, and 1 team leader.

Denny Grimes is the team leader of Denny Grimes & Company. He’s been an agent for 32 years and sold over 500 million dollars worth of homes in his career.

In this call, Denny talks about:

• His roller-coaster ride career
• Just missing the million dollar club his first year
• Selling 70 homes per year by himself…before he hired his first buyer agent
• Building a 26 member team that sold 450 homes worth 150 million and netted over 1 million in profit
• Shrinking to 2 people after the median price fell 75% during the Great Recession
• Rebuilding his new team and the lessons learned
• Characteristics of ideal team members
• How he generates 85% of his business by repeat & referral
• His marketing plan for past clients & sphere of influence
• The magic birthday card that gets referrals and updates your database
• Script to ask for referrals
• Branding yourself as the expert
• The radical pricing philosophy that maximizes the sales price of your listings
• Team dynamics, profit margins and more

2014 Stats:

• 120 closings
• 30 million sales volume
• 4 member team:
  • 1 buyer agent
  • 1 listing agent
  • 1 client care manager
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/21/15)

Lars Hedenborg SUCCESS CALL

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Download FULL Running Time: 1:39

Website:

ListWithLars.com

Bonus Material:
To download the following, click on the link and “save as” to your computer.

Lars Hedenborg – Referral Card (PDF)

Background:

Lars Hedenborg is with RE/MAX in Charlotte, North Carolina. Last year he closed 312 transactions with a total sales volume of 72 million. His average sales price was 230 thousand of which 60% were buyers and 40% were sellers. He has a 15 member team: 5 buyer agents, 2 listing agents, 2 inside sales agents, 1 operations manager, 1 buyer client care coordinator, 1 listing client care coordinator, 1 executive services manager, 1 listing coordinator, and 1 team leader.

Lars Hedenborg is the team leader of The Lars Group. He’s been an agent for 7 years and sold over 1,200 homes in his short career.

In this call, Lars talks about:

• His fast start in real estate by focusing on buyers
• Script for turning buyer leads into appointments
• Simple method for gaining buyer loyalty at the first meeting
• How he built a 7-figure 7th level business that runs without his daily involvement
• The 4 technologies he uses to systematize his business
• The 5 marketing pillars that generate all his leads
• His Raving Fans Club and 60 Touch Marketing Program responsible for 120 closings last year
• How he multiplied his buyer calls from yard signs by 250%
• Why his team agents average over 100k in take home pay while the team maintains a healthy profit margin
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 312 closings
• 72 million sales volume
• 15 member team:
  • 5 buyer agents
  • 2 listing agents
  • 2 inside sales agents
  • 1 operations manager
  • 1 buyer client care coordinator
  • 1 listing client care coordinator
  • 1 executive services manager
  • 1 listing coordinator
  • 1 team leader

Niche:

• internet leads
• yard signs
• expired listings
• for sale by owners
• geographic farming
• radio/TV ads
• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/07/15)

Jack Cotton SUCCESS CALL

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Download FULL Running Time: 1:46

Website:

JackCotton.com

Background:

Jack Cotton is with Sotheby’s International Realty in Osterville, Massachusetts.  Last year he closed 80 transactions with a total sales volume of 63 million.  His average sales price was 797 thousand of which 10% were buyers and 90% were sellers.  He has a 3 member team:  1 agent associate, 1 administrative associate, and 1 team leader.

Jack Cotton has been an agent for 40 years, is an author of several luxury real estate books, and works the Cape Cod market.  Jack was also listed in the Top 250 Salespeople in the nation by the Wall Street Journal and Real Trends.

In this call, Jack talks about:

• Starting his real estate company in his college dorm room
• Locating his first office in the back room of a plumbing supply warehouse
• Not selling a single home for the first 14 months
• How he gained respect and expertise by writing valuation reports
• The way he fell into luxury real estate and ended up selling multi-million dollar homes
• The definition of a “maverick” and why you need one to break into any market
• The number one thing luxury home clients want from you
• How you can break into luxury home sales
• Why he uses a 2 ½ step listing presentation
• How showmanship sets you apart from your competition
• Team dynamics, profit margins and more

2013 Stats:

• 80 closings
• 63 million sales volume
• 3 member team:
  • 1 agent associate
  • 1 administrative associate
  • 1 team leader

Niche:

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

(originally published on 12/21/14)