Mike

Geographic Farming can create a consistent source of new listings.

The concept is simple: mail a postcard, get a listing.

But how do you do it?

What do you mail? How often?

How do you pick the farm?

How many homes do you start with? How do you grow it?

To get an answer, I ask Edie Israel who sold 64 homes last year worth 44 million and earned 1 million in GCI.

In this quick 6 minute audio clip, Edie describes her geographic farm that is producing a 4-to-1 ROI. 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 Edie Israel’s ENTIRE 1 hour and 22 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Ever go on a listing appointment … and realize you can’t help the seller?

They are unrealistic on price.

They don’t have any real motivation.

They don’t even want to sell.

They just want a free market evaluation for a refinance or insurance or property tax dispute.

Or worse, they already know they are going to hire their cousin with a brand new license.

… and they just want you to tell them the right listing price so the cousin can list it.

Ouch! Big waste of time.

So how do you qualify sellers and only go on the best listing appointments?

To get an answer, I ask Nick Shivers who sold 240 homes last year worth 73 million.

In this short 5 minute audio clip, Nick outlines his Seller Qualification Questions. 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 Nick Shivers’ ENTIRE 1 hour and 22 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Expired listings are a great source of new business.

You know they want to sell … and they are willing to pay a commission.

But how do you approach expired listings? What do you say?

To get an answer, I ask Nick Shivers who sold 240 homes last year worth 73 million.

In this quick 90 second audio clip, Nick outlines his approach and expired script for setting appointments with expired listings. 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 Nick Shivers’ ENTIRE 1 hour and 22 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

How do you keep team members long term?

Turnover kills productivity.

When team members leave, there is a hole in the team, production lags, and a new person has to be found and trained. This is a major drain on resources and frustration on the team leader.

So how do you keep team members long term? What is the secret to team member longevity?

To get an answer, I ask Debbie Yost who sold 251 homes last year worth 33 million.

In this in-depth 13 minute audio clip, Debbie tells us how she finds the right people for her team and keeps them long-term. Many of her people have been with her for over a decade. 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 Debbie Yost’s ENTIRE 1 hour and 26 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

How will you pay for your kid’s college?

What will college cost when your child (or grandchild) goes?

Is there away to set up a retirement account for your kids (or grandkids) while they are young?

To get an answer, I ask Debbie Yost who sold 251 homes last year worth 33 million.

In this quick 2 minute audio clip, Debbie tells us how she paid for her daughter’s college … and her daughter’s retirement … while she was still a child. 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.

Note: These are just ideas, not financial advice. Ask your CPA or attorney for help.

P.S. Want to listen to Debbie Yost’s ENTIRE 1 hour and 26 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Referrals are the best, easiest, and most profitable source of business.

But HOW do you get referrals from your friends, family, and past clients?

More importantly, what do you SAY when you call?

To get an answer, I ask Timothy Reeder who personally sold 115 homes (in the first 9 months of the year) worth 20 million (his team is at 340 homes worth 51 million year-to-date).

Timothy receives 90% of his business (103 closings this year) by referral … from marketing to a list of only 300 people. That means 1 of 3 people on his list are referring clients that close.

So WHAT does he say?

In this quick 1 minute audio clip, Timothy describes his call approach and reveals his magic “13 Word” Referral 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.

If you missed it, here is the Timothy’s “13 Word” Referral Script he uses at the end of each call:

“Oh, by the way, I’m never too busy for any of your referrals.”

P.S. Want to listen to Timothy Reeder’s ENTIRE 1 hour and 26 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Staying in front of your sphere-of-influence and past clients is important.

You want to be top of mind when they are ready to move.

You can use Targeted Facebook Ads to achieve two goals:

1. Stay in front of your sphere when they log into Facebook.
2. Keep your cost down … to almost zero.

How do you accomplish these two objectives?

To get answers, I ask Derek Gilbert who sold 68 homes YTD worth 21 million.

Derek uses “Facebook Failure Ads” to achieve both goals.

In this 3 minute audio clip, Derek describes his Facebook strategy to stay in front of his sphere-of-influence and past clients… for almost zero cost. 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 Derek Gilbert’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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Real estate agents can make $350 to $500 per hour as court appointed experts.

Plus, family law attorneys and judges assign you properties to sell for divorcing couples.

Is this for real?

To get answers, I ask Laurel Sparks who should sell 80 homes this year worth 35 million.

Laurel is a former flight attendant who gets 55% of her business from family law cases … plus earns expert fees for consulting attorneys and testifying in court.

In this 2 minute audio clip from Success Calls, Laurel tells us about her expert fees in addition to her court assigned listings. 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 Laurel Sparks’ ENTIRE 1 hour and 27 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

We all want more referrals from our friends, family, and past clients.

But we don’t want to sound like a broken record … and come across as an annoying pest.

So what do you say when you call?

To get answers, I ask Derek Gilbert who YTD sold 68 homes worth 21 million.

He got this referral script from his Keller Williams Realty BOLD class … and it’s working great.

In this 3 minute audio clip from Success Calls, Derek role plays with me and gets a referral in less than 3 minutes. 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 Derek Gilbert’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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Negotiating multiple offers in a fast moving market can be tricky … for both the buyer and seller.

Both want a fair price and the transaction to close. So HOW do you make it work?

To get answers, I ask Derek Gilbert who sold 68 homes YTD worth 21 million.

When working with sellers, Derek describes how he promotes the property to generate multiple offers and how he finds the best offer … that will also close.

When working with buyers, Derek describes his “secret strategy” for getting his buyers offer accepted … even when it is not the highest price.

In this 8 minute audio clip, Derek describes his negotiating strategies in a fast moving market. 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 Derek Gilbert’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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

The fastest way to increase your income is to raise your commission rate.

But HOW do you do it?

To get answers, I ask Carol Wolfe who sold 30 homes last year worth 40 million.

Carol negotiates and receives 1% more commission that her competition.

***Note:  Commission rates are negotiable.  There are no standard rates.  This is for educational purposes only.

In this 5 minute audio clip, Carol describes the mindset and scripts for achieving a higher commission. 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 Carol Wolfe’s ENTIRE 1 hour and 10 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

For Sale By Owners and Expired Listings can be wonderful sources of new listings.

But what do you say?

To get answers, I ask Lisa Archer who sold 163 homes last year worth 41 million.

Lisa gets 20% of her business (32 closings per year) from FSBO and Expired calls.

In this 2 minute audio clip, Lisa tells us the 2 Key Questions you need to ask every FSBO and Expired. 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 Lisa Archer’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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

How many people should you have on your referral list?

There are two schools of thought:

1. Put everyone you meet on your list
2. Be super selective and keep it super small.

Which is better?

To get an answer, I ask Timothy Reeder who personally sold 115 homes so far this year (9 months) worth 20 million (his team is at 340 homes worth 51 million year-to-date).

Timothy receives 90% of his business (103 closings this year) by referral … from marketing to a list of only 300 people. That means 1 of 3 people on his list are referring clients that close.

In this 7 minute audio clip, Timothy describes why he keeps his list small and the criteria he used to reduced his list from over 1,200 down to 300 people. 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 Timothy Reeder’s ENTIRE 1 hour and 26 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Can you get referrals for FREE from Facebook?

To get answers, I ask Lisa Archer who sold 163 homes last year worth 41 million.

Lisa gets 30% of her business (48 closings per year) by spending 15 minutes per day on Facebook.

In this 3 minute audio clip, Lisa describes her Facebook 5-5-5 Plan that touches 75 people in 15 minutes per day and results in 48 closings per 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 Lisa Archer’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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Internet leads are fast, cheap, and plentiful. You can quickly load up your database with leads.

BUT…

Most agents complain about the low conversion rate … about 1 in 100.

How do you get MORE closings out of the SAME number of internet leads?

To get answers, I ask Kristan Cole who sold 240 homes last year worth 50 million.

Kirstan is converting 700% MORE intent leads into closings than the average agent.

In this 8 minute audio clip, Kristan shares how she converts 7 percent of her internet leads into closings. 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 Kristan Cole’s ENTIRE 1 hour and 35 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Referrals are the key to long-term success in real estate.

All top agents have a solid referral system in place.

… and know how to ask for a referral.

… they have a REFERRAL SCRIPT.

So, what do they say? When do they say it?

To get answers, I ask Vija Williams who sold 60 homes last year worth 37 million.

Last year, referrals were her #1 source of business.

In this 3 minute audio clip, Vija shares 3 different referral scripts she uses. 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 Vija Williams’ ENTIRE 1 hour and 28 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Want a consistent flow of leads into your business? Want to turn leads ON and OFF at will? Consider internet leads.

There are two types of internet leads: paid and free.

– Pay Per Click (PPC) leads cost money, but can generate fast results.

– Search Engine Optimization (SEO) leads are free, but require time to set up.

So HOW do you set up PPC and/or SEO lead generation programs? How do you get traffic? How do you turn visitors into leads and leads into clients?

To get answers, I ask Jeff Cohn who sold 420 homes last year worth 72 million.

Last year, internet leads were 40% of his business (168 homes sold).

In this 6 minute audio clip, Jeff describes both his PPC and SEO program in detail. 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 Jeff Cohn’s ENTIRE 1 hour and 40 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 114 past top agent calls. Click this link to learn more: SUCCESS CALLS

Referrals are the bread & butter of every top agent.

But they don’t “just happen.”

You have to put a plan in play.

And…

The Pareto Rule (80/20) is in place.

20% of your people will send you 80% of your referrals.

So smart agents identify and spoil the 20%.

Many “label” this group as their “top 50”, “raving fans”, “boosters, or “advocates”.

But HOW do you identify this group? How do you stay in front of them?.

To get an answer, I ask Lynda Anderson who sold 165 homes last year worth 27 million.

She has 168 people in her “Advocate Group”. Last year they sent her 85 closed referrals … 51% of her business.

In this 6 minute audio clip, Lynda describes WHO they are and HOW she promotes referrals. 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 Lynda Anderson’s ENTIRE 1 hour and 19 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

The new buzz word in top agent circles is “expansion teams”.

What is an expansion team? Do you need one? Or need to plan for one?

To get an answer, I ask Jeff Cohn who sold 420 homes last year worth 72 million.

In this 8 minute audio clip, Jeff Cohn describes his expansion team concept and experience. 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 Jeff Cohn’s ENTIRE 1 hour and 40 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

Referral are the life blood of real estate. We all know that.

But HOW do you ask for them directly … without coming off as a jerk?

To get an answer, I ask Vija Williams who sold 60 homes last year worth 37 million.

In this 3 minute audio clip, Vija describes 3 of her favorite referral scripts. It works. Over half of her business is by referral. 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 Vija Williams’ 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

Can agents sell real estate by “playing” on Facebook?

Some people believe you can “prospect” on Facebook by talking to your friends, family, and past clients.

But does it really work?

To get an answer, I ask Vija Williams who sold 60 homes last year worth 37 million.

In this 2 minute audio clip, Vija describes how she added $200k in GCI by spending 1 to 2 hours per day on Facebook. 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 Vija Williams’ 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

How often should you call your past clients?

It’d be easy if you knew the odds that they’d buy another property with you (repeat) or send their family and friends to you (refer).

You could spend more time and money on the past clients who’d repeat and refer … and less on those that won’t. But …

How do you rate the probability of past client repeat and referrals?

To get an answer, I ask Michael Edlen who sold 49 homes worth 89 million last year.

In this 2 minute audio clip, Michael describes his rating system for past client repeat and refers. 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 Michael Edlen’s ENTIRE 1 hour and 41 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

If you have to beg your team members to stay … then it’s already too late.

One of the biggest problems facing real estate teams today is turnover.

You find a great hire, train them in your systems, then they leave after six months … or worst … become your competition.

So …

How do you KEEP your team members happy … long term?

To get an answer, I ask Michael Edlen who sold 49 homes worth 89 million last year.

In this 6 minute audio clip, Michael describes why his original hiring method failed and drove him to develop a better way. Now two team members have been with him 17 years, one 13 years, and the most recent hire 3 years. 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 Michael Edlen’s ENTIRE 1 hour and 41 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS

A real estate website can be a huge lead generator … or a complete waste of time and money.

What makes a website a success … and draws home buyers and sellers to it?

To get an answer, I ask Don Matheson who sold 113 homes worth 68 million last year.

In this 6 minute audio clip, Don describes his super successful real estate agent website and explains what you need to succeed. 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 Don Matheson’s ENTIRE 1 hour and 30 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 102 past top agent calls. Click this link to learn more: SUCCESS CALLS