Christina Valkanoff

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Website:

www.cvrealtygroup.com/

Background:

Christina Valkanoff is with Keller Williams Realty in Raleigh, North Carolina. She works The Triangle (Raleigh, Durham, and Chapel Hill). Last year, she closed 37 transactions with a total sales volume of 7.0 million. Her average sales price was 189 thousand, of which 54% were buyers and 46% were sellers. She operates a team with 4 members: 1 client care specialist, 2 buyer specialists, and 1 team leader.

Christina Valkanoff is the team leader of the Christina Valkanoff Realty Group. She has been an agent for 9 years. Christina focuses on building relationships with her sphere of influence to generate repeat and referral business.

The last few years have brought many changes to her business. In 2009, Christina closed 46 transactions worth 10.1 million with one administrative assistant. It was fun, but it took its toll. Christina was burned out after working from 6 in the morning to 9 at night seven days a week. Then she decided to start a family. With a baby on the way, Christina knew she had to do things differently to make time for the new baby and her husband.

Christina decided to expand her team and reduce her hours. This year business is up 30% over last year, she works 3 to 4 days a week, and she spends time with her four month old daughter. Listen closely to how she made the transition from single agent to team leader.

2010 Stats:

• 37 closings
• 7.0 million sales volume
• 189 thousand average price
• 54% buyers and 46% sellers
• 2 member team
  • 1 client care specialist
  • 2 buyer specialists
  • 1 team leader

Niche:

• Sphere of Influence

(originally published on 08/07/11)

Jose Medina

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Website:

www.josesellshomes.com/

Background:

Jose Medina is with RE/MAX Crossroads in Canton, Ohio. He works Stark County. Last year he closed 155 transactions with a total sales volume of 21 million. His average sales price was 139 thousand, of which 40% were buyers and 60% were sellers. He operates a team with 6 members: 1 closing manager, 1 listing manager, 3 buyer agents, and 1 team leader.

Jose Medina is the team leader of Jose Medina & Associates. He has been an agent for 9 years. Jose specializes in generating referral business from his sphere of influence and past client database. He receives 80% of his business from this database.

Jose wants everyone he has ever met, come in contact with, or done business with, to be in his database. He contacts his 7,000 person database at least six times per year by direct mail.

Jose has two major annual promotions. First, for Thanksgiving he gives away a free pie to anyone on his list who will RSVP and come by the office to pick it up. Second, for Christmas he has a client appreciation party at a local movie theater focused on the kids. Both have been a huge success and get Jose in front of his sphere of influence and past clients to bond and show appreciation.

Jose believes real estate is a contact sport: the more contacts, the more contracts. Every day he makes phone calls during his Hour of Power. Jose has advanced his business with team building and marketing. He believes sellers respond to agent image and results while buyers respond to properties for sale. He advertises in his local newspaper and provides a free moving truck to his current and past clients. Listen closely to how Jose uses DISC personality styles in his listing appointments to generate a 70-80 home listing inventory.

2010 Stats:

• 155 closings
• 21 million sales volume
• 139 thousand average price
• 40% buyers and 60% sellers
• 6 member team:
  • 1 closing manager
  • 1 listing manager
  • 3 buyer agents
  • 1 team leader

Niche:

• Referral

(originally published on 07/21/11)

Angie VanEman

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Website:

www.homevaluesbyangiev.com/

Background:

Angie VanEman is with American Way Realty in Mankato, Minnesota. She focuses on first time home buyers and referrals. Last year, she closed 42 transactions with a total sales volume of 8.5 million. Her average sales price was 206 thousand, of which 83% were buyers and 17% were sellers. She operates as an individual agent – a sole practitioner

Angie VanEman has had her license for 7 years. She acquired it in college so she could help part-time in the family real estate business. The family brokerage eventually achieved a 28% market share and made her mom “Mankato Famous.”

After college, Angie moved to Manhattan to pursue her dream of working in advertising. But the entry-level pay was too low so she took a job as a leasing agent. In 2009 Angie moved back to her hometown of Mankato. In her first full year in a new market, she single-handedly closed 42 transactions by focusing on first time home buyers and referrals from past clients and her sphere of influence.

Angie knows how to create raving fans and referrals. Her philosophy is simple: Treat people the way you want to be treated. Angie believes in the personal touch. She has a 30 minute call back guarantee. She sends out anniversary, holiday, and birthday cards. She is about to throw her first client appreciate party. Angie wants her marketing to be 90% fun and 10% business. She believes people do business with people they like.

2010 Stats:

• 42 closings
• 8.5 million sales volume
• 206 thousand average price
• 83% buyers and 17% sellers
• sole-practitioner

Niche:

• 1st time buyer
• Referral

(originally published on 07/07/11)

Jana Caudill

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Download FULL Running Time: 1:39

Website:

www.janacaudillteam.com/

Background:

Jana Caudill was with Keller Williams Realty Leaders (is now with RedKey Realty Leaders) in Crown Point, Indiana. In 2006 she posted her best year when she closed 444 transactions with a total sales volume of 93 million. Her average sales price was 209 thousand, of which 40% were buyers and 60% were sellers. She operates a team with 11 members: 1 closing manager, 1 listing manager, 1 marketing social media creative director, 2 listing specialists, 4 buyer specialists, 1 commercial specialist, and 1 team leader.

Jana Caudill is the team leader of The Jana Caudill Team. She has been an agent for 15 years. Jana works a diverse area of small towns in Northwest Indiana and has been the #1 agent in her MLS for the last eight years. She is a generalist who targets the entire market from high end to entry level to commercial. Jana’s strategy paid off in 2006 when she was named the #1 Agent worldwide for Keller Williams Realty. Not bad for someone who did not know anyone when she first moved to town.

Jana strives for balance between being a mother of four and a business tycoon with her hand in multiple successful businesses including her top-notch real estate agent practice, her real estate brokerage, and a title company.

Jana has achieved the allusive “7th Level” in her real estate career. She has been able to build her team and step out of the day-to-day operations for the last four years. Her business runs on auto-pilot by her well-trained, knowledgeable, and capable team. Listen carefully as this master team builder explains how to put the “right people on your bus and in the right seats.” Jana is a natural rainmaker, businesswoman, and team leader. Listen as she shares one marketing idea after another.

2006 Stats:

• 444 closings
• 93 million sales volume
• 209 thousand average price
• 40% buyers and 60% sellers
• 11 member team:
  • 1 closing manager
  • 1 listing manager
  • 1 marketing social media creative director
  • 2 listing specialists
  • 4 buyer specialists
  • 1 commercial specialist
  • 1 team leader

Niche:

• Diverse

(originally published on 06/21/11)

Mike Muren

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Website:

www.longandfoster.com/MikeMuren/

Background:

Mike Muren is with Mackintosh Realtors in Frederick, Maryland. He works the new home construction and resale markets. Last year, he closed 33 transactions with a total sales volume of 7.6 million. His average sales price was 230 thousand, of which 64% were buyers and 34% were sellers. He operated a team with 2 members: 1 realtor and 1 team leader.

Mike Muren is the team leader of The Muren Team. He has been an agent for 9 years. Mike specializes in working with builders and selling new homes. The recession took a huge chunk out of the new home market and Mike’s business suffered. He went from selling 74 homes for 31 million in 2005, to 33 homes last year. But Mike is resilient and he has been busy adapting to his new market. He is on track to close 50 plus homes this year.

Mike’s knowledge of new home sales is coming back into play as builders start building again. He believes in strategic community service. During the recession, Mike volunteered to be on his local city planning committee. There he met a builder who wanted to build a community of net zero energy green homes. This community puts as much power back into the grid as it takes out each year by using solar and geothermal power. The result is a zero energy bill for the homeowners. Now Mike is the sales manager in four states for Nexus Energy Homes and his office is hopping.

Mike discusses how to establish a relationship with a builder and how you can add value. He also talks about his organic SEO strategies and using options to generate cash flow and more sales.

2010 Stats:

• 33 closings
• 7.6 million sales volume
• 230 thousand average price
• 64% buyers and 36% sellers
• 2 member team:
  • 1 Realtor
  • 1 team leader

Niche:

• New homes
• Green homes

(originally published on 06/07/11)

Chad Goldwasser

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Download FULL Running Time: 1:24

Website:

www.chadgoldwasser.com/

Background:

Chad Goldwasser is with Goldwasser Real Estate in Austin, Texas. In 2008 he posted his best year when he closed 543 transactions with a total sales volume of 123 million. His average sales price was 226 thousand, of which 55% were buyers and 45% were sellers. He operated a team with 40 members: 3 closing managers, 4 listing managers, 1 marketing manager, 1 marketing manager assistant, 1 controller, 7 listing specialists, 22 buyer specialists, and 1 team leader.

Chad Goldwasser is the team leader of Goldwasser Real Estate. He has been an agent for 14 years. Chad works the suburbs of Austin Texas and specializes in geographic farming. In 2007 & 2008 he was ranked the #1 Agent worldwide for Keller Williams Realty. In his short career, Chad has personally sold over 1,000 homes. His teams have sold over 5,000 homes. Chad is a “Billion Dollar Agent”, one of the rare agents to have sold over one billion dollars worth of real estate.

Chad is known for running huge teams of people. In 2008, he led a team of 40 people. Chad shares how he built and managed such a huge and successful team.

In late 2008, Chad went independent and started his own brokerage. He created a hybrid between a traditional brokerage and a large team. The broker provides centralized marketing and systems while the agent retains independence to either work the company business or generate their own. Either way the client receives standardized marketing and service.

Chad is a strong geographic farmer. He will describe how to take over and dominate almost any geographic area in 8 weeks with a secret he learned at a NAR convention. Chad used the technique to quickly take over and gain a 30% market share in his farm.

Chad is an advocate of building yourself from the inside out. He will describe how he reprogrammed his mind to go from a bartender to one of the biggest agents in the world.

2008 Stats:

• 543 closings
• 123 million sales volume
• 226 thousand average price
• 46% buyers and 54% sellers
• 40 member team:
  • 3 closing managers
  • 4 listing managers
  • 1 marketing manager
  • 1 marketing manager assistant
  • 1 controller
  • 7 listing specialists
  • 22 buyer specialists
  • 1 team leader

Niche:

• Geographic Farming

Click here to listen to the interview with: Chad Goldwasser
(originally published on 05/21/11)

Spring Bengtzen

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Download FULL Running Time: 1:19

Website:

www.facebook.com/springbengtzen/

Background:

Spring Bengtzen is with Keller Williams Realty in Eden, Utah. She works the 2nd home & resort communities surrounding Powder Mountain, Snow Basin, & Wolf Mountain Ski Resorts and Pineview Reservoir. Last year, she closed 47 transactions with a total sales volume of 11.3 million. Her average sales price was 329 thousand, of which 50% were buyers and 50% were sellers. She operates a team with 2 members: 1 administrative assistant and 1 team leader.

Spring Bengtzen is the team leader of the Spring Creek Realtor Group. She has been an agent for 8 years. Spring specializes in selling 2nd home & resort properties in a four season community. She is a generalist who specializes in a small market of approximately 5,000 households.

Spring sells raw land, condos, townhomes, and houses. She started working with a developer and eventually struck out on her own. Spring knows the benefit of a prime office location and has made strategic alliances with the travel lodges. She believes in constantly prospecting and matchmaking her buyers and sellers. Last year, Spring double-ended over half of her own listings.

2010 Stats:

• 47 closings
• 11.3 million sales volume
• 329 thousand average price
• 50% buyers and 50% sellers
• 2 member team:
  • 1 administrative assistant
  • 1 team leader

Niche:

• 2nd Home
• Resort

(originally published on 05/07/11)

Daniel Del Real

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Download FULL Running Time: 1:37

Website:

www.thedelrealgroup.com/

Background:

Daniel Del Real is with PMZ, Inc. in Modesto, California. He works the Central Valley. Last year he closed 196 transactions with a total sales volume of 25 million. His average sales price was 131 thousand, of which 54% were buyers and 46% were sellers. He operates a team with 4 members: 1 closing manager, 1 buyer agent, 1 REO partner, and 1 team leader.

Daniel Del Real is the team leader of the Del Real Group. He has been an agent for 8 years. Daniel specializes in generating referral business from his database of past clients and sphere of influence. He receives over 80% of his business from referrals.

Daniel is very selective about who goes into his database, and who stays in. He is not afraid to remove names of people who are not referring him business. He only wants to invest his time and effort with people who believe in him and send him referrals. Daniel believes it is better to have 100 people in his database who are actively referring him business than to have 1,000 people who may or may not.

Daniel stopped advertising a few years ago. He redirected all the money into improving his relationships with the people in his database. After eight years, he has a database of 800 people who referred over 160 transactions last year. How does he do it? Daniel believes he must be a selfless “giver”. Through the magic of reciprocity, the more he gives, the more he receives.

Daniel prefers to “educate” or show people how transactions work rather than “selling” or telling them. To this end, Daniel created transaction “case studies” for buying, selling and investing that he posts on his blog.

Daniel added REO volume to his business by partnering with a successful veteran agent. Listen carefully to how Daniel is building his exit strategy.

2010 Stats:

• 196 closings
• 25 million sales volume
• 131 thousand average price
• 54% buyers and 46% sellers
• 4 member team:
  • 1 closing manager
  • 1 buyer agent
  • 1 REO agent
  • 1 team leader

Niche:

• Referral

(originally published on 04/21/11)

Kate Hamlin

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Download FULL Running Time: 1:32

Website:

www.katehamlin.wordpress.com/

Background:

Kate Hamlin works with Century 21 – Hometown Brokers in Billings, Montana. She has been an agent for 5 years. Last year Kate closed 29 transactions worth a total sales volume of $5.0 million. Her average price was $172 thousand, of which 40% were buyers and 60% were sellers. She operates as an individual agent – a sole practitioner.

Kate works the small market of Billings, Montana with a population just north of 100 thousand. She started her career as an engineer, but quickly and successfully transitioned into real estate sales. Kate specializes in generating referral business by joining and networking inside the Chamber of Commerce and the Economic Development Board. She also participates in a Leads Group she helped form. Listen closely to how Kate uses free and low cost technology to manage her communication and scheduling.

2010 Stats:

• 29 closings
• 5.0 million sales volume
• 172 thousand average price
• 40% buyers and 60% sellers
• sole-practitioner

Niche:

• Newtorking
• Referral
• Sphere-of-Influence

(originally published on 04/07/11)

Tyler Smith

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Download FULL Running Time: 1:51

Website:

www.askty.com/

Background:

Tyler Smith works with Keller Williams Realty in Folsom, California. He services the Tri-County area of: Sacramento, Placer, and El Dorado Counties. Last year, he closed 171 transactions with a total sales volume of 32 million. His average sales price was 187 thousand, of which 16% were buyers and 84% were sellers. He operates a team with 5 members: 2 executive assistants, 1 buyer agent, 1 field runner, and 1 team leader.

Tyler Smith is the team leader of The Smith Team. He has been an agent for 7 years. Tyler specializes in selling REO and Short Sale properties. Last year Tyler was ranked the #1 Agent for Keller Williams Realty in Sacramento County and ranked in the Top 50 agents nationally for Keller Williams Realty. Not bad for a young man who is only 27 years old and selling homes in a down market.

Tyler started into real estate at a young age. Although he had a slow start, he is firing on all cylinders now. Tyler has a rare gift of being both analytical and charismatic. He uses his analytical skills to develop and implement systems and standardized checklists. He uses his charisma to quickly build rapport with asset managers, prospects, and staff.

Tyler loves to learn new ideas…and implement them. He is energetic, full-of-life, animated, and tenacious. He has the gift of story telling and uses it to paint vibrant pictures. He peppers his speech with wonderful quips such as: “go from making a living to making a fortune”, “if it doesn’t make money, it doesn’t make sense”, and “what you give out in slices, comes back to you in loaves.” Tyler believes “the early bird gets the worms” and typically rises before daybreak.

2010 Stats:

• 171 closings
• 32 million sales volume
• 187 thousand average price
• 16% buyers and 84% sellers
• 5 member team:
  • 2 executive assistants
  • 1 buyer agent
  • 1 field runner
  • 1 team leader

Niche:

• REO
• Short Sale

(originally published on 03/21/11)

Teresa Staiano

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Website:

www.triplemint.com/

Background:

Teresa Staiano works with Prudential Douglas Elliman in New York, New York. She has been an agent for 6 years. Last year, Teresa closed 44 transactions worth a total sales volume of $7.9 million. Her average price was $179 thousand, of which 50% were buyers and 50% were sellers. She operates as an individual agent – a sole practitioner.

Last year, Teresa focused on the co-op market in Queens, New York. She specialized in listing For-Sale-By-Owners and working with First-Time-Home-Buyers. Six weeks prior to the interview, Teresa moved to Manhattan to refocus her career on the upper end luxury market. This interview focuses on her accomplishments working in Queens and will briefly touch base on her transition to Manhattan.

2010 Stats:

• 44 closings
• 7.9 million sales volume
• 179 thousand average price
• 50% buyers and 50% sellers
• sole-practitioner

Niche:

• FSBO (For-Sale-By-Owner)
• First-Time-Home-Buyers
• Co-Op

(originally published on 03/07/11)

McDaniel Callahan

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Website:

www.mcdanielcallahan.com/

Background:

The McDaniel-Callahan Real Estate TEAM with J. Rockcliff Realtors in Danville, California. The team leaders are: Terry McDaniel (father), Greg McDaniel (son), and Chris Callahan (friend). They work the San Francisco East Bay area. In 2005 they posted their best year when they closed 54 transactions with a total sales volume of 77 million. Their average sales price was 1.4 million, of which 35% were buyers and 65% were sellers. They operate a team with 7 members: 1 office manager/agent, 1 door knocker, 2 buyer specialists, and 3 team leaders.

This is a tight-knit, multi-generational family operation. Terry McDaniel is the father who has been in the business for 38 years. Over ten years ago, he was joined by son Greg McDaniel and business partner Chris Callahan. The three are principals in the McDaniel Callahan Real Estate TEAM. They work the high-priced market in the San Francisco East Bay area.

Terry built his business by door-knocking and creating lasting relationships with the people he met. Door-knocking has always been easy for Terry. He believes he is on a mission to “keep good people away from bad brokers.” Terry knows his clients will be protected in his care. Terry taught Greg and Chris how to door-knock and prospect. Now they are just as comfortable knocking on the door of a 400 thousand dollar home as the door of a 3 million dollar home. Surprisingly, the more expensive homes may be easier. Over the years, they have knocked on thousands of doors themselves, and hired teams of door knockers to do the same.

The McDaniel Callahan Team was taken off guard by the severity of the current recession. But they have regained their balance, restructured their operation, and are forging ahead through determination, persistence, and belief in themselves. Listen carefully to how they are using predictive analytics to find people who are most likely to move next.

2005 Stats:

• 54 closings
• 77 million sales volume
• 1.4 million average price
• 35% buyers and 65% sellers
• 7 member team:
  • 1 office manager/agent
  • 1 door knocker
  • 2 buyer specialists
  • 3 team leaders

Niche:

• Door Knocking
• Referral

(originally published on 02/21/11)

Brandon Hunt

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Download FULL Running Time: 1:28

Website:

www./

Background:

Brandon Hunt works with Show Appeal Realty in Tempe, Arizona in the Metro Phoenix market. He has been an agent for 7 years. Last year Brandon closed 52 transactions with a total sales volume of 11.7 million. His average sales price was $228 thousand, of which 3% were buyers and 97% were sellers. He operates as an individual agent and as a broker/owner.

Brandon is a true entrepreneur. He operates a unique business model with two sides. On side one, Brandon owns a traditional brokerage company. On side two, Brandon manages a fix-and-flip investor business.

Brandon’s traditional brokerage company is called Show Appeal Realty, which has a professional stager on staff. He hired a professional manager to run the day-to-day operations. Brandon focuses his efforts on lead generation, follow-up and infrastructure systems for his 27 agents. Pay attention to his buyer lead generation system utilizing the latest in Search Engine Optimization (SEO) strategies and Internet Data Exchange (IDX) syndication to generate 30,000 unique visitors per month and 8-13 hot buyer leads per day. Not bad for a company that has only been around for a year and a half.

Brandon’s fix-and-flip investor business is called Nuff Said Enterprises. He identified a need in the market for clean, beautiful, fixed-up, and ready-to-move in homes. He teamed up with an investor. Brandon provides the management and the investor provides the money. Together they buy foreclosure homes at the courthouse steps, fix them up, and sell them fast. The typical transaction is only 8 weeks from buy-to-fix-to-sell all in a declining market. He typically has 13-17 homes on the books and manages 3 construction crews simultaneously. Brandon thinks outside the box.

2010 Stats:

• 52 closings
• 11.7 million sales volume
• 228 thousand average price
• 3% buyers and 97% sellers
• sole-practitioner

Niche:

• Fix-N-Flip
• SEO & IDX

(originally published on 02/07/11)

Leo Pareja

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Website:

Background:

Leo Pareja works with Keller Williams Realty in Reston, Virginia. He has been an agent for 9 years. He’s licensed in three states: Virginia, Maryland, and the District of Columbia. He works the Tri-States area including: Baltimore, D.C. and Hampton Roads. Last year, he closed 603 transactions with a total sales volume of 118 million. His average sales price was 195 thousand, of which 20% were buyers and 80% were sellers. He operates a team with 17 members: 1 pre-marketing, 1 valuation & repair, 1 contracts, 2 closers, 1 utility/HOA, 1 accounting/reimbursement, 2 runners, 3 field agents, 4 buyer agents, and 1 team leader.

Leo Pareja is the team leader of the Leo Pareja Team. He specializes in selling REO and multi-transactional sellers. Last year Leo was ranked the #1 Agent Worldwide for Keller Williams Realty by number of transactions…an amazing feat for someone who has yet to see his 30th birthday.

Leo attributes his success to his mindset and determination. He has been able to regroup, refocus and persevere even after humbling defeats. Leo states that he’s not “special” and that systems, mindset, and repetition will set you where you want to go. Think big. Dream big.

Leo is an expert in REO sales. The majority of his closings last year were REO. This interview will focus on answering three major questions. How do you develop relationships with banks and asset managers? What exactly happens during a REO transaction from start to finish? What do you have to know to become an REO agent?

2010 Stats:

• 603 closings
• 118 million sales volume
• 195 thousand average price
• 20% buyers and 80% sellers
• 17 member team:
  • 1 pre-marketing
  • 1 valuation & repair
  • 1 contracts
  • 2 closers
  • 1 utility/HOA
  • 1 accounting/reimbursement
  • 2 runners
  • 3 field agents
  • 4 buyer agents
  • 1 team leader

Niche:

• REO
• Multi-Transactional Sellers

(originally published on 01/21/11)

John Morley

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Download FULL Running Time: 1:45

Website:

www.morleygroup.com/

Background:

John Morley is with Morley Real Estate Group in Huntsville, Alabama. He has been an agent for 6 years. Last year John closed 69 transactions with a total sales volume of 13.9 million. His average sales price was $202 thousand, of which 39% were buyers and 61% were sellers. He operates a team with 5 members: 1 listings and closing manager, 2 buyer agents, 1 listing partner, and 1 team leader.

John Morley is the owner and team leader of Morley Real Estate Group. John believes in modeling the best business practices of successful agents. He recognized that reinventing the wheel takes too long and can be deadly in business.

John generates the majority of his business from inexpensive radio and television advertisements. He keeps the cost down by starring in his own ads. It’s working. He’s averaging 25 to 30 listing appointments per month and is on track to close 100 transactions this year.

John believes in working “on” his business rather than “in” his business. While John focuses on generating leads and moving the team forward, his dedicated team members handle the day-to-day operations. John has not worked directly with a seller or a buyer for over a year and a half. He accomplished this by hiring both buyer agents and a listing partner. Listen closely to how the Listing Partner freed John from a 100 hour a week trap, gave him his life back, and continues to grow the business at the same time.

2010 Stats:

• 69 closings
• 13.9 million sales volume
• 202 thousand average price
• 39% buyers and 61% sellers
• 5 member team:
  • 1 listings and closing manager
  • 2 buyer agents
  • 1 listing partner
  • 1 team leader

Niche:

• Radio & TV ads

(originally published on 01/07/11)

Jack Cotton 80 closings per year $63 million sales volume 1 hour & 44 minutes Click HERE to listen to Jack Cotton

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

Rick Edler 49 closings per year $76 million sales volume 1 hour & 22 minutes Click HERE to listen to Rick Edler

In this call, Rick talks about:

• Joining the business his mother Kitty started
• Working in a million dollar luxury market on the coast of California
• Selling a 12 million dollar luxury home, wearing high-end suits in the heat, and driving his clients around in his Tesla S-Model
• Why your appearance matters
• The steps to increasing your average sales price
• How to change your mind set and feel comfortable working with wealthy clients
• Growing a team and his Jerry McGuire moment
• Shrinking a team right before the Great Recession
• Rebuilding a team focused on personal production
• The power of goal setting and the easy way to review daily
• Why you should focus on increasing your average commission dollars
• Team dynamics, compensation, profit margins and more

Liz Egner 147 closings per year $25 million sales volume 1 hour & 22 minutes Click HERE to listen to Liz Egner

In this call, Liz talks about:

• Being an elementary school teacher before jumping into real estate.
• The year she maxed out selling 95 homes with two administrative assistants and the decision to add agent partners to the team to gain more time.
• How she gets 90% of her business by repeat & referrals from her past clients & sphere of influence.
• Why she reduced the size of her past client database.
• Detailed descriptions of her 4 past client party events per year.
• Why she rotates the location, time, and focus of each event.
• The high value of past client visits.
• Why she created her own private networking leads group and the rewards.
• Team dynamics, compensation, profit margins and more

Sam Ferreri 286 closings per year $29 million sales volume 1 hour & 32 minutes Click HERE to listen to Sam Ferreri

In this call, Sam talks about:

• Getting his license at 17 years old, while he was a junior in high school, and selling 3 homes his first month.
• His direct mail geographic farm that brings in 60% of his business.
• The old fashion “ugly” postcard that is out-pulling all the new glossy postcards
• The criteria he uses to determine if a neighborhood is farm worthy
• How he keeps in touch with his past client database and gets 30% of his business by repeat and referral
• Why he uses 5 different databases to track his leads and deliver his messages
• The secret to his success and longevity
• Team dynamics, compensation, profit margins and more

Mike Parker 97 closings per year $14 million sales volume 1 hour & 31 minutes Click HERE to listen to Mike Parker

In this call, Mike talks about:

• Why getting burned in an electrical explosion and sitting in a burn unit for 57 days…was the best thing that ever happened to him
• How he generates over 75% of his business by repeat and referrals from his past clients and sphere of influence
• Why he uses the term “team agent” instead of “buyer agent”
• How to get back up after getting knocked down
• How to recover from a painful divorce
• How to stay proactive and beat depression
• A simple way to track trends in the general economy that may affect your local real estate market
• A simple daily habit that will result in 48 closings per year
• His 25th annual Santa Claus Event that results in a 10-to-1 ROI
• Team dynamics, compensation, profit margins and more

Christy Crouch 101 closings per year $14 million sales volume 1 hour & 23 minutes Click HERE to listen to Christy Crouch

In this call, Christy talks about:

• Starting as a receptionist in a real estate office
• Shadowing two top agents as their operations manager
• Starting her own team when she moved to a new city
• Building her business on a shoestring budget by prospecting 3 to 5 hours per day
• How she gets 50% of her business from expired listings and 20% of her business from for sale by owners
• Her exact approach to expired listings and FSBOs including: scripts, dialogs, objection handling, role playing, and her full marketing plan
• How she is able to maintain a 70% net profit margin
• Her manual file tracking system
• Team dynamics, profit margins, and more

Chris Suarez 220 closings per year $73 million sales volume 1 hour & 56 minutes Click HERE to listen to Chris Suarez

In this call, Chris talks about:

• Starting over in 3 different markets after 3 relocations
• Getting a fast start doing daily open houses
• The nitty-gritty details for open house success
• Developing multiple $20 million niches within your practice
• Opening a shopping mall kiosk that brought in $13 million in sales its 1st full year
• Using the principles of the MREA book to model and duplicate success
• Ramping up in a new market and going from zero to $1.8 million in GCI and $1 million in net profit…in only 4 ½ years
• Running his team with two co-dependent divisions
• Why each buyer agent has their own showing assistant…and how it’s working
• Team dynamics, compensation, profit margins, and more

Brent Gove 168 closings per year $63 million sales volume 1 hour & 52 minutes Click HERE to listen to Brent Gove

In this call, Brent talks about:

• Starting slow and only selling 8 homes his first year
• The first discovery that doubled his production up to 48 closing in a year and $395 thousand in GCI
• The second discovery that double his production again up to 110 closings in a year and expanded into 429 closings 5 years later
• What it feels like to close 55 homes and net $288 thousand in one month
• Why Brent believes copying successful models is the fastest way to success
• How he built his business on “large scale” open houses
• His one radio ad that brought in an extra $300 thousand last year
• Why you need to master lead generation
• Teaching buyer agents to generate their own leads
• Team dynamics, compensation, profit margins, and more

Leslie McDonnell 219 closings per year $75 million sales volume 1 hour & 24 minutes Click HERE to listen to Leslie McDonnell

In this call, Leslie talks about:

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