Gwen Daubenmeyer 116 closings per year $21 million sales volume 1 hour & 23 minutes Click HERE to listen to Gwen Daubenmeyer

In this call, Gwen talks about:

• Her super slow start in real estate…taking 6 months to sell her first home
• Rebounding from a career crushing recession where home values fell 42%
• How she generates 94% of her business by repeat & referrals from past clients & sphere of influence…including her informal marketing plan
• Why she has a black belt in introvert marketing
• How she gets big numbers from a small database…last year she got 1 closing from every 7 people in her database.
• The 4 ways people get into her database…and why she takes some people out
• Her inclusive core value that the people in her database are her “family”, in her “nest”, and are “one of us”.
• How she uses Facebook to connect with her database and her creative use of lists
• Her decision guiding mantra of “people over things”
• Team dynamics, compensation, profit margins, and more

Terry Moerler 68 closings per year $40 million sales volume 1 hour & 37 minutes Click HERE to listen to Terry Moerler

In this call, Terry talks about:

• Moving to California as a single mom and starting from scratch
• How her passion for real estate investing turned into a career as an agent
• Running her own brokerage, then working for another brokerage, eventually taking over a third brokerage, and being a top producing agent the entire time
• How she turned around a lack-luster brokerage and built it into a powerhouse
• What she does to generate over 90% of her personal production by repeat & referrals from her past clients & sphere of influence
• The exact steps to her simple (yet profitable) referral marketing and prospecting program
• Her team showing partner
• Achieving the 7th Level in both her personal team and her 250 agent brokerage
• Team dynamics, compensation, profit margins, and more

Judy Markowitz 174 closings per year $108 million sales volume 1 hour & 56 minutes Click HERE to listen to Judy Markowitz

In this call, Judy talks about:

• Growing up in a housing project and starting work at 15 years old.
• Her turning point decision to “stop paying the world and have the world pay me”.
• Why she borrowed $1,000 to start her career and what she invested in.
• Mentoring with her first broker, doing whatever he said, and putting in overtime.
• How she gets 67% of her business by repeat and referrals from her small list of 560 past clients and
• sphere of influence.
• Her VVIP program…why she set it up, who gets in, and how she makes it work
• Quiet leads…what they are and how she benefits.
• Why she always wants her marketing to stand out from the crowd.
• Her annual Ice Cream Social Event that kicks off the summer, has 3,000 people attend, and gets big media coverage.
• Why she can take 3 months off each year.
• Team dynamics, compensation, profit margins, and more

Jennifer Carstensen 155 closings per year $22 million sales volume 1 hour & 5 minutes Click HERE to listen to Jennifer Carstensen

In this call, Jennifer talks about:

• Why she switched from the mortgage business to real estate sales
• Her goal to make $100k her first year and how she did it
• The expired listing letter that generates 30% of her business
• Her phone script for expired listings
• What she does to get 30% of her business by repeat and referrals from past clients and sphere of influence
• How she quickly ramped up her internet buyer leads with Boomtown
• Her Facebook personal page, business page, and agent referral network
• How she generates seller leads using newsfeed Facebook ads and the phone script she uses to convert them into listing appointments
• The power of mentors and modeling successful agents
• Team dynamics, compensation, profit margins, and more

Tami Spaulding 85 closings per year $22 million sales volume 1 hour & 34 minutes Click HERE to listen to Tami Spaulding

In this call, Tami talks about:

• Working in the title business and as a top agent assistant before getting her license
• How she consistently sells 100 homes per year with a small team
• …and why she did not reach her 100 home goal in 2013
• How she dealt with a major family challenge
• …and how her team keep things going when she missed 7 weeks of work
• Should you tell your sphere of influence about your family issues
• Why systems, checklists, and team members make a real business
• How she generates the majority of her business from repeats and referrals from her previous clients, sphere of influence, and REALTOR referrals
• Scripts for calling your sphere of influence
• Her annual marketing plan including a month-by-month description
• Why “relationships” are everything and how to make them blossom
• How to make “fun” part of everything you do
• Why she has a Top 50 Group and how she selects them
• Her REALTOR referral program that results in 28-33% of her business each year
• The power of daily rituals, a formal schedule, and affirmations
• Monthly P&L reviews and how she achieves a 65% profit margin
• “The Book”, what’s inside it, and more

Russell Rhodes 578 closings per year $194 million sales volume 1 hour & 32 minutes Click HERE to listen to Russell Rhodes

In this call, Russell talks about:

• Why he hired an assistant his 3rd week in real estate
• How he personally sold 191 homes last year
• How he gets 48% of his business by repeat & referrals
• The 3 major components to a building a business by referral
• Why he gave his staff a raise during the great recession
• How to turn your past clients into raving fans
• His marketing plan to past clients and sphere of influence
• Details about his 3 major past client events
• His unique Client Appreciation Program
• How he built a 35% market share in his geographic farm
• His team member retention strategy that works…2 of his staff members have been with him for over 11 years and 4 of his buyer agents for over 8 years
• Plus team dynamics, compensation, profit margins, and more

Liz & Mike McKee 84 closings per year $25 million sales volume 1 hour & 35 minutes Click HERE to listen to Liz & Mike McKee

In this call, Liz & Mike talk about:

• Why Liz left her family brokerage to join a national franchise
• How they doubled their sales volume and tripled their GCI in one year
• Their goal to double again this year and how they plan to do it
• The difference between the sales side and the business side of your practice
• What they do to get 48% of their business from repeats and referrals
• How to use statics to separate yourself from the competition
• The expired listing campaign that generates 24% of their business
• How they turn 1 listing into 2 clients
• Their successful “neighborhood preview” model
• How “old fashioned” basics result in higher profit margins
• The key to working with your spouse
• Plus team dynamics, compensation, profit margins, and more

Linda Craft 356 closings per year $88 million sales volume 1 hour & 32 minutes Click HERE to listen to Linda Craft

In this call, Linda talks about:

• Her slow start in real estate
• Her 6,000 past client database and how to develop life-long relationships
• Putting on events for her past clients & sphere of influence
• Detail discussion of her Valentine’s Day Movie Event, Thanksgiving Pie Giveaway Event, Shredding Event, and Santa Claus Day Event, including costs
• How she gets people to the events with her step-by-step marketing plan
• Why she partnered up with a major sports franchise
• How she landed a expert slot on a local TV station
• Why she sends video emails and how you can too
• How she attracts free SEO internet leads to her website
• Getting clients from walk-in traffic
• How she advertises with a moving van…for free
• Using audio tours to get more leads from sign calls
• Why she sets listing appointments in her office and how you can too
• Plus team dynamics, compensation, profit margins, and more

Bob Bohlen 12 closings per year (commercial) $151 million sales volume (commercial) 1 hour & 31 minutes Click HERE to listen to Bob Bohlen

In this call, Bob talks about:

• Selling hundreds of properties his first full year in real estate and earning 642 thousand in commissions while working only 6 to 8 hours per week…by being an exclusive listing agent
• Why you should be a listing agent and let everyone else work for you
• Selling 1,100 properties in a single year
• Focusing on multi-transactional sellers
• Why residential agents should learn to value and sell commercial properties
• In depth discussion of commercial real estate including:
  • Where to learn the commercial side
  • Tools commercial agents use
  • The language and terms you need to know
  • How commercial agents are paid and how big the checks can be (like the $1.5 million commission Bob earned on one transaction)
  • Where to find commercial buyers and seller
  • How to market and sell commercial properties
• How Bob built his real estate portfolio to include 2,000 apartment units and 13 million square feet of commercial property
• Bob’s tele-prospecting system…he still makes 75 to 80 calls per day
• Bob’s scripts for calling expired listings and for sale by owners
• Bob’s 4 minute listing presentation
• Plus discussions about Clarity, Code-To-Text, Window View, shadow and coaching programs, Vulcan7, Tiger Leads, hard work ethic, and more

Jennifer King 100 closings per year $19 million sales volume 1 hour & 22 minutes Click HERE to listen to Jennifer King

In this call, Jennifer talks about:

• Her slow start in real estate and how an investment in coaching turned it around
• How she gets 84% of her business from her small database of 248 past clients and sphere of influence resulting in 1 closing per every 3 people in her database
• Her database marketing plan
• Detailed discussion of her inexpensive mini-golf and ice cream event
• How she publicly acknowledges referrals…creating even more referrals
• Her annual celebration breakfast for last year’s past clients
• How she achieves a super high 71% net profit margin
• What she is doing to get referrals from out-of-area agents
• How she uses social media to contact her sphere of influence
• List of free technology tools she uses to keep it all on track
• Virtual assistants – how she finds, hires, trains, and manages them
• Plus team dynamics, compensation, profit margins, and more

Jeff Scislow 80 closings per year $16 million sales volume 1 hour & 41 minutes Click HERE to listen to Jeff Scislow

In this call, Jeff talks about:

• How he sold 58 homes in his first year including his zero-cost plan and simple yet powerful script
• Jeff’s miraculous recovery from an incurable disease…the doctors told him, “Go home, stay away from your kids, don’t kiss your wife, get rid of your pets, and don’t go out in public”
• Restructuring and rebuilding his business after his brush with death
• How he plans to double his average sales price this year
• His plan for representing builders and his USP prospecting script
• How he generates 50% of his business from past clients and sphere of influence including his marketing plan
• A discussion of his Top 100 List including who goes on it and what they receive
• How he is renewing and detoxing his neglected past client database
• His strategy for turning 1 transaction into 3 commission checks
• Plus team dynamics, profit margins, and more

Drew Johnson 349 closings per year $34 million sales volume 1 hour & 19 minutes Click HERE to listen to Drew Johnson

In this call, Drew talks about:

• How a visit to the county courthouse was the seed of his success
• His courthouse investor program that results in 120-130 closings per year
• Why his model works in up and down markets
• How he expanded into multiple real estate related businesses through partnerships including brokerage, property management, and construction
• Building slowly but surely by focusing on production not commission
• His belief that there’s no such thing as a real estate emergency
• His time management principal of why do something today when you can get someone else to do tomorrow
• What happens in his typical day
• Plus delegation strategies, profit margins, and more

Bob McTague 124 closings per year $18 million sales volume 1 hour & 43 minutes Click HERE to listen to Bob McTague

In this call, Bob talks about:

• How he generates 400 to 600 leads per month from his internet PPC campaigns
• Free niche blogging that brings in 2-3 seller appointment per month
• His FSBO program that resulted in 22 closings last year
• 9 major 3rd party internet lead providers and their follow-up systems
• What he does to get a 300% ROI on his internet lead investments
• Description of his low-key lead conversion system including scripts
• A solution to the buyer agent accountability challenge
• How he shrunk his team and increase overall productivity
• Plus team dynamics, compensation, profit margins, and more

Martin Bouma 218 closings per year $67 million sales volume 1 hour & 20 minutes Click HERE to listen to Martin Bouma

In this call, Martin talks about:

• How he fell into real estate by accident
• After his first year, his broker told him he did not have what it takes to succeed
• How he went from failure to producer in 120 days and the woman that helped him
• What he does to generate 68% of his business by repeat and referrals from his past clients and sphere of influence including his marketing plan
• How he dominates his neighborhood filled with million dollar houses
• Spoiling his raving fans with a Top 150 VIP Program
• Geographic farming for high-end listings including what to send and how often
• Hiring a COO to run his day-to-day operations
• Lead coordinator who calls all the internet leads and set appointments
• How to keep your staff motivated and accountable
• Plus team dynamics, compensation, profit margins, and more

Paul Wheeler 248 closings per year w/ $35 million sales volume 283 rentals under management w/ $228K in monthly rents 1 hour & 29 minutes Click HERE to listen to Paul Wheeler

In this call, Paul talks about:

• Knowing he wanted to be self-employed at age 11
• Buying his first rental property while attending college
• Selling 32 homes his first year in the business and not being satisfied
• How he only works Monday thru Friday 9 am to 3 pm, takes 6 to 8 weeks of vacation per year, and reads 2 to 4 books per week
• Why he puts his kids in his marketing and how it helped him improve his brand
• Exactly how his guaranteed sale program works
• His TV, billboard, and internet lead programs including costs, pointers, and ROI
• How he gets 55% of his business by repeat and referrals from his past clients and sphere of influence
• His property management division structure, staff, and revenues
• Benefits of hiring 2 listing specialists who focus all their time and effort on taking listings, including the conversion numbers you can expect
• Building a retirement through real estate investment holding companies
• Paul’s plan to give 100% of his profits away to charity
• Plus team dynamics, compensation, profit margins, and more

Kendra Cooke 124 closings per year $19 million sales volume 1 hour & 45 minutes Click HERE to listen to Kendra Cooke

In this call, Kendra talks about:

• Starting as a part-time receptionist in a real estate office while attending college
• Learning real estate working the administrative/operations side of a brokerage for 10 years before getting her license
• How she sold 24 homes her first year while pushing her new born in a stroller
• Why she works as a listing agent with 4 new home builders
• How she became the exclusive listing agent in her area for one of the biggest builders in the nation
• Why building personal relationships is the key to her success
• How she built her own networking group with multi-transactional referral partners that resulted in 31 closings last year
• Her exact marketing plan for past clients and sphere of influence that generates 60% to 80% of her business each year
• Plus team dynamics, compensation, profit margins, and more

Josh Anderson 190 closings per year $45 million sales volume 1 hour & 42 minutes Click HERE to listen to Josh Anderson

In this call, Josh talks about:

• The structure of his buyer department that closed 100 homes last year
• Leads Coordinator (ISA) who sets 15-20 in-office buyer appointments per month
• Lead Buyer Agent who signs up buyers and manages the buyer team
• Showing Specialist that shows homes to 85-90 buyers per year
• Why their buyers find the right home after seeing only 5 to 10 properties
• Compensation structure for the buyer department
• How Josh sold 25 homes his first year by using gorilla marketing
• Why he is revamping his huge database of leads and contacts
• Past client and sphere of influence program that results in repeat and referrals
• How he sold 24 home last year by referrals from out of area agents
• The radio ads that bring him listing and earn 300% ROI
• Plus team dynamics, compensation, profit margins, and more

Amanda Howard 304 closings per year w/ $59 million sales volume 150 rentals under management w/ $112K in monthly rents 1 hour & 46 minutes Click HERE to listen to Amanda Howard

In this call, Amanda talks about:

• Selling 43 homes her first year with 2 small children in tow
• Starting in a new market where she did not know anyone
• Building a team so she can take 10 vacations per year.
• Drawing 950 new leads into her database each month
• Generating 43% of her business from her websites with no PPC
• Maximizing free SEO to pull traffic to her websites
• Her non-salesy follow up scripts that build positive relationships
• The expired listing campaign that accounted for 9% of her sales
• TV and radio ads that bring in 25% of her business
• Customer care reps (inside sales agents) that nurture and convert over-flow leads
• Starting a property management department to incubate future listings
• Her buyer agent who will earn 160 thousand dollars this year
• How she retains her best people year after year
• Plus team dynamics, compensation, profit margins, and more

Curtis Johnson 268 closings per year $48 million sales volume 1 hour & 41 minutes Click HERE to listen to Curtis Johnson

In this call, Curtis talks about:

• Selling 10 homes his first year in real estate
• How he upped his game and sold 40 homes his second year
• Learning leverage from Michel Gerber and The E-Myth
• Realizing that real estate is a lead generation game
• What he tests in his Google PPC ads to improve results and reduce costs
• Why his internet marketing converts 3 to 4 times better than average
• How he generated over 1,000 seller leads in 90 days from the internet
• Why he gets 3-to-1 ROI from his radio ads
• How he charges and earns premium prices for his premium services
• Video listing and buyer presentations that convert
• Why you should consider being a non-competitive team leader
• Fast starting his new buyer agents with 50 hours of training videos
• Gearing up for the future and bringing his staff up to 25 people
• Plus team dynamics, profit margins, and more

Alexis-Bolin 125 closings per year $30 million sales volume 1 hour & 52 minutes Click HERE to listen to Alexis-Bolin

In this call, Alexis talks about:

• Lessons learn by being a waitress for 18 years before real estate
• Knocking on 50 doors a day to get started
• Selling 100 homes per year way back in 1987
• Her “Leap Frog” approach to geographic farming
• Running a small team and maximizing profit
• Generating 70% of her business from past clients and sphere of influence
• Scripts for following up with your past clients
• Her recipe business card
• Christmas mailing and pie giveaway party
• Her local access TV show “Let’s Talk Real Estate” that she’s hosted since 1987
• Why she is called the “Queen of Objection Handling”
• Role playing common objections, such as:
  • Will you lower your commission
  • I want an experienced agent to list my house
  • I only want to buy directly from the listing agent
  • I need to think about it
• Plus team dynamics, profits, and more

Craig Lerch Jr 35 closings per year $12 million sales volume 1 hour & 35 minutes Click HERE to listen to Craig Lerch Jr

In this call, Craig talks about:

• The power of being small
• Shrinking your team and raising your net profit
• Generating 50% of his business from past clients and sphere of influence
• How to add 3 people to your database every day for free
• Staying in front of your people with a Monday Morning Coffee email
• Raising his average sales price by over 300%
• Establishing and dominating a high-end geographic farm
• Maintaining a 76% profit margin
• Investing in real estate without your own money
• Team dynamics, profit margins, and more

Melinda Estridge 70 closings per year $40 million sales volume 1 hour & 48 minutes Click HERE to listen to Melinda Estridge

In this call, Melinda talks about:

• Selling over 1 billion dollars of real estate in her career
• Staying with the same company since day one
• Hiring and compensating a Leads Manager to follow up with internet leads
• Working her past client and sphere of influence database
• Farming different neighborhoods with different brands
• Using shells and templates to simplify her direct mail marketing
• Good Bye Parties for her sellers
• Dumpster, Donation, & Shredding Day event
• Renovation, Remodeling, & Staging Seminar
• Annual Past Client Party
• Sharing marketing expenses with lenders and other vendors
• Time blocking, metrics, team dynamics, profit margins, and more

Brian Maecker 185 closings per year $41 million sales volume 1 hour & 29 minutes Click HERE to listen to Brian Maecker

In this call, Brian talks about:

• Generating 90% of his business from past clients and sphere of influence
• How he turns 10% of his database in closings year after year
• Making 30 to 50 calls per day
• Scripts for calling 1, 3, 6, and 12 months after closing
• Script for agents to reestablish relationships with neglected past clients
• How to eliminate evening and weekend appointments
• Direct mail and call schedule to his database
• How to structure an ideal day and an ideal week
• TV commercial that brought in 28 closings last year
• Team dynamics, profit margins, and more

Leigh Brown 213 closings per year w/ $51 million sales volume 58 rentals under management w/ $58k in monthly rents 1 hour & 37 minutes Click HERE to listen to Leigh Brown

In this call, Leigh talks about:

• How a young mom can build a cranking team
• Owning your political and religious beliefs in your business and marketing
• Mentoring under her successful top agent father
• Radio advertising that generates seller leads and a 410% ROI
• Marketing plan to her people farm that generated half of her closings
• Her Diamond Club for people who refer business
• Low cost past client events that generate good will and referrals
• Acquiring an existing team and merging operations
• Starting a property management division
• Team dynamics, profit margins, and more