Tips

Can you follow a proven path to net 1 million dollars per year as a real estate agent?

Can you model your way to a million? Can anyone do it?

To get an answer, I ask Chris Suarez who sold 220 homes last year worth $73 million, grossed $1.8 million in GCI, and took home $1 million in net profit…only 4.5 years after starting from zero in a new market.

In this 3 minute audio clip, Chris tells us how he used a simple model to net 1 million…and why you can do it too. Click the arrow below to listen…

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P.S. Want to listen to Chris Suarez’s ENTIRE 1 hour and 56 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Is radio advertising worth it? Yes…when it works.

Brent Gove has ONE radio ad that brings in $300,000 per year in GCI.

Want to hear it? Me too. : )

What does he say? Where does it play?

To get an answer, I ask Brent Gove who sold 168 homes last year worth 63 million.

In this 3 minute audio clip, Brent lets us listen to his radio ad and then tells us why it works. Click the arrow below to listen…

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P.S. Want to listen to Brent Gove’s ENTIRE 1 hour and 52 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

How do you go from being an average agent…to being a super agent?

What changes? What is the turning point? What makes the difference?

To get an answer, I ask Brent Gove who sold 8 homes his first year. He pushed hard and several years later, he closed 28 homes.

Then he learned a new concept, applied it, and DOUBLED his production to 48 homes. The next year he made another discovery and DOUBLED again to 110 closings. But he was not done. Listen to how he worked up to 429 closings worth $168 million and earned a whooping $3.9 million in GCI.

In this 7 minute audio clip, Brent tells us how he went from average to super agent. Click the arrow below to listen…

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P.S. Want to listen to Brent Gove’s ENTIRE 1 hour and 52 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Past clients are the easiest and most profitable source of NEW business for any real estate agent.

The question is:

HOW do you stay in touch and be the first agent they call when they want to move or refer a friend?

To get an answer, I ask Leslie McDonnell who sold 219 homes last year worth 75 million…and gets the vast majority of her future business from her past clients…and achieves a 71% net profit margin.

In this 10 minute audio clip, Leslie discusses her Past Client Marketing Plan in detail. Click the arrow below to listen…

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

Can you TRIPLE your production with a simple change?

YES! (Hint: it’s not marketing.)

Leslie McDonnell tripled her production with a SIMPLE change in her business…but it added a BIG change to her production…an additional $38 million in sales volume.

HOW do you do that?

To get an answer, I ask Leslie McDonnell who sold 219 homes last year worth 75 million…and tripled her production with one simple change.

In this 6 minute audio clip, Leslie discusses how she tripled her production. Click the arrow below to listen…

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

Do you avoid orphans? BIG mistake.

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

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

But HOW do you do it?

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

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

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

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

Here are the results…

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

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

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

Survey 2: Call for Mega Open House Cast Studies.

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

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

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

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

I’ll keep you posted.  Stay tuned.

-Mike Cerrone

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

Maybe you should focus on Introvert Marketing.

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

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

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

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

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

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

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

So what makes a GREAT database GREAT?

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

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

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

Do you need a Showing Partner?

A Showing Partner is NOT a Buyer Agent.

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

How do you compensate a showing Partner?

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

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

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

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

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

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

Which school is better?

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

Tele Prospecting.

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

But HOW do you do it?

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

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

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

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

Consider hiring a COO – Chief Operating Officer.

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

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

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

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

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

What do you think?

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

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

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

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

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

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

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

What do you think?

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

Why pursue For Sale By Owners? You know FSBOs want to sell their house.

But how do you find and market to them?

To get some answers, I asked Bob McTague. He sold 166 homes last year.

In this 6 minute audio clip, Bob discusses his FSBO Program in detail. Click the arrow below to listen…

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

P.S. Want to listen to Bob McTague’s ENTIRE 1 hour and 43 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

What do you think?

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

Would you like some FREE seller leads? Have you considered Niche Blogging?

Bob McTague generates 2 to 3 listing appointments per month for free with his SEO (search engine optimized) niche blogging.

Sounds good…but how do you do it?

To get some answers, I asked Bob. He sold 166 homes last year and specializes in internet leads.

In this 10 minute audio clip, Bob discusses his niche blogging program in detail. Click the arrow below to listen…

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

P.S. Want to listen to Bob McTague’s ENTIRE 1 hour and 43 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

What do you think?

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

Small home builders do not have the staff to list and sell their inventory of homes.

They need a good listing agent. You need a steady stream of listings.

Sounds like a match made in heaven.

But…

How do you list new homes for small builders?

To get some answers, we asked Kendra Cooke. She sold 124 homes last year. Kendra listed dozens of new homes for small builders.

In this 2 minute audio clip, Kendra discusses her marketing plan to attract small home builders and list their new home inventory. Click the arrow below to listen…

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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 Kendra Cooke’s ENTIRE 1 hour and 45 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Tired of going on nighttime and weekend listing appointments?

Stop.

Ask your sellers to meet you during the lunch hour.

But HOW do you switch to lunchtime listing appointments?

To get some answers, we asked Paul Wheeler. He sold 248 homes last year. Paul ONLY goes on listing appointments during lunchtime…he HAS to do it then…he doesn’t work evenings and weekends.

In this 2 minute audio clip, Paul discusses his lunchtime listing appointments. Click the arrow below to listen…

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P.S. Want to listen to Paul Wheelers’s ENTIRE 1 hour and 29 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Geographic farming can produce a consistent source of leads and closings.

You can intentionally work in an area and price range of your choosing.

But the big question is…

How do I pick a geographic farm?

To get some answers, we asked Martin Bouma. He sold 218 homes last year. Martin raised his sales volume (and commission income) by 50% last year while doing the same number of transactions. How? By deliberately farming homes in a higher price range.

In this 3 minute audio clip, Martin discusses his geographic farm selection process and analysis…in detail. Click the arrow below to listen…

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

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

We all know that a team creates leverage for the team leader.

Team members free your time to work ON the business instead of IN the business…and that’s when the real growth, profits, and freedom happen.

But…

Without a VISION of what the final team looks like, it’s hard to know what you are working towards.

To get some answers, we asked Paul Wheeler. He sold 248 homes last year. Because of his team, Paul works 9 to 3 Monday thru Friday, drops off and picks up his kids from school everyday, and vacations 6 to 8 weeks per year.

In this 2 minute audio clip, Paul discusses his team structure…in detail. Click the arrow below to listen…

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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 Paul Wheeler’s ENTIRE 1 hour and 29 minute SUCCESS CALL? Do you like learning from Top Agents who already discovered HOW to succeed in real estate and are selling 50, 100, 200, and even 300 homes per year? Then consider joining SUCCESS CALLS and listen to 2 new top agent calls every month and gaining access to all 72 past top agent calls. Click this link to learn more: SUCCESS CALLS

Why did you get into real estate?

If you’re like most agents, you wanted to help people and get rich doing it.

…and know of others who made wealth by investing in real estate.

Now it’s time to set up your future by adding “real estate investor” to your title.

We all know a good real estate investment can pay for retirement and kid’s college.

But…

What does it look like? How do you get started? When do you know you’ve made it?

To get some answers, we asked Paul Wheeler. He sold 248 homes last year…and owns a lot of rentals.

In this 6 minute audio clip, Paul discusses his real estate investment holding companies, his retirement strategy, and how he made it happen. Click the arrow below to listen…

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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 Paul Wheeler’s ENTIRE 1 hour and 29 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 60 past top agent calls. Click this link to learn more: SUCCESS CALLS