Jason Daniels 102 closings per year $23 million sales volume 1 hour & 33 minutes Click HERE to listen to Jason Daniels

In this call, Jason talks about:

• Specializing in repeat and referrals from past clients and sphere of influence
• Building, cleaning, and working your database
• His monthly postcard marketing campaigns
• How to getting local restaurants to donate meals for your promotions
• Annual past client appreciation parties that result in referrals
• Marketing plan for promoting a past client event
• Phone scripts for easy follow up with a purpose
• How to get referrals from other agents and builders
• Team dynamics, profit margins, and more

Rita Driver 410 closings per year $30 million sales volume 1 hour & 26 minutes Click HERE to listen to Rita Driver

In this call, Rita talks about:

• Working with your spouse
• Closing over 100 homes per year from past clients and referrals
• Making 7-figures in GCI
• Setting a minimum commission
• Results of advertising on radio and TV
• Finding and closing short sales
• Referrals from local agents
• Breaking into REO…even if everyone says it’s too late
• Team dynamics, profit margins, and more

Nate Martinez 155 closings per year $16 million sales volume 1 hour & 25 minutes Click HERE to listen to Nate Martinez

In this call, Nate talks about:

• Selling 34 homes in his first year…as a part time agent
• Transitioning back from REO agent to traditional agent
• Upsizing, downsizing, and re-tooling his team
• Farming multiple neighborhoods and price ranges with direct mail
• High-end, glossy, jumbo-sized, just listed postcards that work
• Cheap mailing cost using USPS Every Door Direct Mail
• High-end, glossy, personalized, direct mail, neighborhood brochures
• How to get top quality photos of your listings
• Pre-MLS marketing and open houses
• Past client and sphere of influence newsletter
• Weekly inspirational email campaign
• Working with your spouse and children
• Team dynamics, profit margins, and more

Laura Duggan 39 closings per year $19 million sales volume 1 hour & 53 minutes Click HERE to listen to Laura Duggan

In this call, Laura talks about:

• Increasing your average sales price into the top 5% in your market
• Earning larger professional service fees
• Becoming a luxury home agent
• How to find luxury home buyers and sellers
• What to say at open houses to connect with visitors and get contact information
• Networking with other high-end luxury service providers
• Producing webinars to generate leads
• How to market a luxury home for a fast sell at top dollar
• Utilizing single property websites
• Building your luxury home team of vendors and service providers
• Preventing low appraisals
• Working with your spouse
• Team dynamics, profit margins, and more

Shawn Cunningham 64 closings per year w/ $10 million sales volume 260 rentals under management w/ $310K in monthly rents 1 hour & 43 minutes Click HERE to listen to Shawn Cunningham

In this call, Shawn talks about:

• creating an investor-based business.
• splitting his time between sales and property management.
• entering real estate at 17 as an intern.
• buying an existing team.
• generating 88% of his business from repeat & referrals.
• narrowing his database to his “winning team”.
• 17 people accounted for 60% of his business last year.
• emailing his Investor Insiders List.
• investment property selection and preparation.
• property management fee structure, software, and true expenses.
• tenant screening and qualifying process.
• team dynamics, profit margins, and more.

Patrick Lilly 71 closings per year $85 million sales volume 1 hour & 42 minutes Click HERE to listen to Patrick Lilly

In this call, Patrick talks about:

• Coming to terms with a career as a real estate agent
• Using your mindset to “control your reality” and win when everyone else is losing
• How to sell homes in a market with no MLS and no lockboxes
• How he double-ends 20% to 50% of his transactions
• Deliberately increasing your average sales price
• His super successful expired listing program
• A part-time telemarketer who brought in and additional $550 thousand in GCI
• How to screen telemarketing applicants without talking to them
• Effective telemarketer compensation
• His follow up program for past clients and sphere of influence
• Listing process and the power of positioning the property
• Team dynamics, compensation, profit margins, and more

Brad Korn 101 closings per year $10 million sales volume 2 hour & 10 minutes Click HERE to listen to Brad Korn

In this call, Brad talks about:

• His slow start in real estate…he only made $10k in his first 3 years…combined
• Now he’s averaged 100 closings per year for the last 7 years
• How he copies the best ideas from the top agents…and implements right away
• Listing pricing strategy that sets him apart
• Marketing program to sell a home faster than his competition
• His appearance on HGTV’s My House is Worth What?
• How he generates 60% of his business from repeat and referrals
• Details about his database marketing plan that makes the phone ring
• How he generates 30% of his business from geographic farming
• Using templates to get your printing cost down
• What he says on his mailing piece to get response
• How he sold the same volume of homes after reducing his team from 8 to 3 members
• The showing agent model of leverage
• Team dynamics, compensation, profit margins, and more

Buckley-Jolley Team 194 closings per year $40 million sales volume 1 hour & 29 minutes Click HERE to listen to Buckley Jolley

In this call, Todd and Karen talk about:

• a real estate agent partnership that’s worked for 8 years
• how to set up a partnership
• who does what and who gets paid what
• what to do when one partner is ready to retire
• how to value a real estate practice (a real life case study)
• how to pay the exiting partner over time
• the golden key to partnership success, mutual respect
• how to go from 25 to 40 million in one year
• finding the right team members with a human resource consultant
• team core values, daily team huddles, and 5 dial tracking
• profit bonuses to team members
• team dynamics and compensation
• marketing to your past clients and sphere of influence, and more

Craig Hartranft 264 closings per year $54 million sales volume 1 hour & 14 minutes Click HERE to listen to Craig Hartranft

In this call, Craig talks about:

• Starting as a part time agent and selling 1 home in 6 months
• How he sold 27 homes his first full year, 39 homes his second year, and 123 homes by his fifth year
• Shadowing Allan Domb
• Geographic farming for optimum success
• Internet lead generation and follow-up
• Radio advertising for seller leads
• Repeat and referrals from past clients and sphere-of-influence
• Give-a-ways to get in front of your past clients
• Scripts for calling your past clients – even if it’s been a long time
• His “B-List” for sellers
• Pre-inspections and the dialog to make it work
• Trial listings for sellers who are not ready for the MLS
• Team structure, profitability, and more

Patrick Tuttle 71 closings per year w/ $12 million sales volume 136 rentals under management w/ $184K in monthly rents 1 hour & 58 minutes Click HERE to listen to Patrick Tuttle

In this call, Patrick talks about:

• A real estate coach who told him to quit the business
• How he modified his business model to focus on his strengths
• Working in a market where 80% of the population is Hispanic and speaks Spanish as a 1st or 2nd language
• Doing business with military personnel from an expanding Army base
• Moving to a town where he only knew his wife and generating 85% of his business by repeat and referrals from his sphere-of-influence and past clients
• How he does business without making any prospecting calls
• Personally selling 66 homes while he manages 136 rental properties for others
• How his property management business doubled last year by referrals after he structured it to be more landlord friendly
• His step-by-step system for filling a vacant property
• Tenant screening process without credit reports
• Rental collection schedule and system with dates and actions
• Automating electronic rent collection and landlord payments
• Property management software to keep running smooth
• How to avoid midnight calls for plumbing issues
• Team structure, profitability, and more

Daniel Keltner 298 closings per year $22 million sales volume 1 hour & 19 minutes Click HERE to listen to Daniel Keltner

In this call, Daniel talks about:

• The WORST first year of real estate production ever recorded
• Virtual assistants (VAs) in detail
• How he went from breakeven to profitably by outsourcing to VAs
• His entire process of finding, hiring, training, and utilizing VAs
• Where do you find VAs
• Which countries have the best labor pools
• His experience with 3 major outsourcing companies and what to avoid
• How to post jobs, screen applicants, and negotiate agreements
• How much to pay…you’ll be surprised by the low cost
• His quick and easy training system
• The cheap internet tools to make it all work
• Which tasks a VA can do well, and which ones they can’t
• How his REO business works
• The best approach to getting into the REO business
• His team, his profitability, and more

Toril Schoepfer 90 closings per year $17 million sales volume 1 hour & 39 minutes Click HERE to listen to Toril Schoepfer

In this call, Toril talks about:

• Starting her career while in college
• Rebuilding after the Great Recession
• Restructuring, reorganizing, and settling over $2 million dollars in debt
• Growing her brand “Toril Sells Houses”
• Creating a “mothership” database system for all her leads
• Past client and sphere of influence marketing plan
• Client appreciation party including BBQ, custom t-shirts, and vendor participation
• Top 20 “walking billboard” advocates and ambassadors
• Clickable CraigsList ads that generate 400% more leads
• Property flyers that cause the phone to ring like crazy
• Using your child in your advertising and paying them for modeling
• Team structure and daily huddles
• Managing her team with daily accomplishment emails, and more

Nancy Jenkins 182 closings per year $58 million sales volume 1 hour & 27 minutes Click HERE to listen to Nancy Jenkins

In this call, Nancy talks about:

• Starting her career when mortgage interest rates were 18%
• Reaching for the next level in order to fund a current need
• Thinking in terms of units not volume
• How she generates 80% of her business from repeat and referrals from past clients and sphere of influence
• Her marketing plan designed to touch her sphere 15 times per year
• Prospecting for business and how she asks for referrals
• How her monthly newsletter appeals to the four personality types
• Deciding to scale back her production to a manageable level
• How to give back with college scholarship giveaways, Boys & Girls Club, United Way, and charity work
• Adding her first assistant
• What her team looks like today
• Working with your spouse and children
• How to be a laissez-faire manager, and more.

Les Walden 141 closings per year $22 million sales volume 1 hour & 40 minutes Click HERE to listen to Les Walden

In this call, Les talks about:

• Relationship lead generation that creates 2/3rds of his business
• How he makes friends and money at the same time
• The revelation that made his business more successful and more enjoyable
• His super profitable business model with a 72% net profit margin
• Database segmentation into 3 groups: Target 25, Hit List, and Connectors
• His marketing schedules for each database group
• Scripts and dialogs for sphere of influence calls
• Details about his two annual client appreciation events:
  • Floatapalooza
  • Santa Claus Party
• Team structure and compensation including profit sharing
• Transparency, open book management, and more.

Mitch Ribak 301 closings per year $43 million sales volume 1 hour & 46 minutes Click HERE to listen to Mitch Ribak

In this call, Mitch talks about:

• Why he based his practice on buyer sales
• How he generates 75% of his business from cheap internet leads
• Internet metrics like cost-per-click, cost-per-lead, and cost-per-sale
• How he can turn $200 into a closed transaction over and over again
• How to design a successful google ad
• An unknown internet lead source that cost half as much as google adwords and generates 33% more leads
• Which landing page is better: open search or forced registration
• What was his biggest marketing mistake
• How to build and manage a huge database of leads
• Exactly what’s inside his high conversion follow up system
• What he did to sell 36 homes his first year
• Why he built his team based on mediocrity
• How to use lead conversion agents to convert more leads and make more sales
• Team structure and pay
• Net profit percentage, and more

Howard Brinton – real estate ICON 1960’s he sold “dirt” 1970’s he sold condominium conversions 1980’s he became a speaker/teacher 1990’s he grew Howard Brinton Seminars™ and Star Power Network™ by interviewing top agents and sharing the message with audios, videos, classes, and conferences. 2000’s he continued to spread the best practices of top agents. December 26, 2012 he passed away.

Howard Brinton will be missed.

He was a GIANT in the real estate industry.  Howard showed us the way.

First as an agent selling homes…he sold 470 homes in a single year…during the 1970’s…without a computer.

Then as a speaker/teacher spreading the word of success to any agent willing to listen. He taught locally. Then CRS. Then state conventions. Then his own show/platform…Howard Brinton Seminars™ and Star Power Network™.

If you’ve been around long enough, you probably listened to some of his original interview cassette tapes, saw him speak, or attended his conferences, workshops, or universities.

Howard not only showed us WHAT the top agents were DOING, but also HOW they were THINKING. He opened up our world to the possibility of doing more, being more, and feeling more.

Howard gave us permission to be successful. He pulled us up to a higher level. Instead of looking around our own office or board, Howard put us on his shoulders so we could see “nationally”. He opened our eyes to a bigger world of success.

Howard brought like minded people together…people who wanted to succeed.

He created a “community” of high-achievers. A place where the best ideas could be shared, modified, and improved…all with the goal of better practices (and therefore lives) for the members.

I am eternally grateful to you, Howard. Thank you for sharing and giving so much of yourself.

Howard Brinton, you will be missed.

-Mike Cerrone