SC176: Jeff Sibbach. Why dropping the price may be the wrong way to sell a stagnant home.

Jeff Sibbach SUCCESS CALL …

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Download FULL Running Time: 48 minutes

Website:

Sibbach.com

Background:

Jeff Sibbach is with Realty One Group in Scottsdale, Arizona. Last year his team closed 387 transactions with a total sales volume of 175 million while Jeff was personally involved in 176 sales worth 106 million. His average sales price was 452 thousand of which 50% were buyers and 50% were sellers.

Jeff has a 68 member team: 25 admin staff, 43 agents, and 1 team leader.

Jeff is team leader of The Sibbach Team. He has been an agent for 16 years and works the Metro Phoenix market.

In this call, Jeff talks about:

  • How he niched into the “mid luxury” market where homes are twice the average price
  • Why he takes days, weeks, even months to properly prepare a home for sale
  • The biggest problems he encounters with bringing older homes into today’s style (you might be surprised)
  • His 57 item checklist for identifying functional obsolescence
  • Why dropping the price might be the wrong way to sell a home
  • How fix-up, repair, and updating the home are now marketing cost
  • Why he will invest his own money to fix up his client’s property
  • Selling the buyer on the home before the first showing
  • How he gets home photos to jump off the screen and get buyers lining up for his new listings
  • Why he hires a professional photographer
  • Hiring a professional stagger that he calls the “seller’s helper”
  • Taking before and after staging photos to promote on his website to get future clients
  • Get SEO leads by promoting neighborhoods over houses
  • Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 387 closings
  • 175 million sales volume
  • 68 member team:
    • 25 admin staff
      • listing manager
      • listing assistant
      • 2 transaction coordinators
      • listing and transaction coordinator
      • front desk/transaction coordinator
      • sales manager
      • marketing manager
      • administrative/marketing support
      • web design
      • 2 home staging/designer
      • vacant home manager
      • accounting
      • operations manager/marketing
      • executive assistant for Jeff
      • human resources
      • non-team member/rental leads
      • runner/client concierge
      • 4 client concierge
    • 43 agents
    • 1 team leader

Niche:

  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

SC175: Chris Higgins. Taking 43 listings in his first 60 days by focusing on FSBOs and expireds.

Chris Higgins SUCCESS CALL …

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Download FULL Running Time: 1:41

Website:

TheDream-Team.com

Background:

Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.

Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).

Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.

In this call, Chris talks about:

  • Working as a branch manager for 10 years before going into sales
  • Joining his wife’s team with a single focus on getting listings
  • Taking 43 listings in his first 60 days by focusing on FSBOs and expireds
  • Why door knocking is the best way to list FSBOs and expireds
  • Selling 125 homes in his second year
  • The reason he never turns down a listing
  • Why he takes 12 month listings without easy exit options
  • How to get systematic price reductions including the language and approach
  • 45% of his business was listing for sale by owners (86 listings last year)
  • FSBO scripts for initial contact, follow up, and setting appointments
  • What to say to FSBOs who tell you they are “listed” on Zillow
  • Why language and the words you use are the true tools of the master agent
  • The typical time FSBOs try on their own before they list (you’ll be surprised)
  • The commission option program you can use to get an appointment
  • How to hire an ISA or caller to set appointments for you
  • 25% of his business was relisting expired homes (47 listings last year)
  • Script to use when agents are telling the seller to wait 45 days for MLS to reset
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 191 closings
  • 33 million sales volume
  • 12 member team:
    • 1 lead buyer agent
    • 3 showing assistants
    • 1 lead seller agent (Chris)
    • 2 seller agents
    • 1 transaction manager
    • 1 director of media (sign runner / photography)
    • 1 inside sales associate (unlicensed)
    • 1 lead conversion manager
    • 1 partner (wife)

Niche:

  • for sale by owners
  • expired listings
  • repeat & referrals
  • past clients
  • sphere of influence

SC174: Todd Smith. 12 closings per month by geographic farming.

Todd Smith SUCCESS CALL …

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Download FULL Running Time: 1:01

Website:

AZPerformanceRealty.com

Background:

Todd Smith is with Keller Williams in Goodyear, Arizona. Last year he, his wife Shannon Cunningham, and team closed 216 transactions with a total sales volume of 50 million and earned 1.7 million in GCI. His average sales price was 235 thousand of which 48% were buyers and 52% were sellers. They also manage 160 rental units.

Todd has a 15 member team: 1 lead listing specialist, 1 listing partner, 4 buyer specialists, 2 showing assistants, 2 inside sales associates, 1 transaction manager, 1 marketing manager, 1 property manager, 1 field manager, and 1 team leader.

Todd is team leader of AZ Performance Realty. He has been an agent for 11 years and works the Metro Phoenix market.

In this call, Todd talks about:

  • Barely graduating from high school and working as a garbage man for 6 years
  • Joining a friend’s team and selling 5 homes his first week
  • How to leverage new construction when you are a resale agent
  • Why geographic farming accounts for 67% of his business … 144 closings
  • How they picked their first farm and what they did to expand it
  • Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back
  • Why they use an 8×8 program to start a new farm and get name recognition fast
  • What they mail into the farm and how often
  • How to enhance your farm results and reputation with open houses
  • Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again
  • The maximum number of listings a single agent can list each month and service properly
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 216 closings
  • 50 million sales volume
  • 15 member team:
    • 1 lead listing specialist
    • 1 listing partner
    • 4 buyer specialists
    • 2 showing assistants
    • 2 inside sales associates
    • 1 transaction manager
    • 1 marketing manager
    • 1 property manager
    • 1 field manager
    • 1 team leader

Niche:

    • geographic farming
    • repeat & referrals
    • past clients
    • sphere of influence

SC173: Tim Houk. A winning approach to listing FSBOs.

Tim Houk SUCCESS CALL …

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Download FULL Running Time: 0:49

Website:

TimHouk.com

Background:

Tim Houk is with Keller Williams in Baton Rouge, Louisiana.  Last year he closed 155 transactions with a total sales volume of 35 million and earned 875 thousand in GCI.  His average sales price was 228 thousand of which 51% were buyers and 49% were sellers.

Tim has a 9 member team: 3 buyer agents, 2 listing agents, 1 transaction coordinator, 1 listing manager, 1 executive assistant, and 1 team leader.

Tim is team leader of The Houk Group. He has been an agent for 11 years.

In this call, Tim talks about:

  • Waiting tables at night so he could work real estate full time during the day for his first 6 months
  • Earning six figures his first full year in real estate
  • His rude awakening during the Great Recession and the realization that he needed better systems
  • Ramping up to 155 units last year, staying in production, and selling 60 homes personally
  • What to do when a natural disaster hits your community and destroys 100 thousand homes
  • How to list For Sale By Owners including approach, scripts, setting appointments, selective follow up, role play, time cycles, data resources, and success rates
  • How he gets 60% of his business by repeat & referrals from past clients and sphere of influence including his annual marketing plan
  • Why you should hold a Pie Day Giveaway event in March instead of November
  • His 50 Core Advocate Group and why you need one
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 155 closings
  • 35 million sales volume
  • 9 member team:
    • 3 buyer agents
    • 2 listing agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 executive assistant
    • 1 team leader

Niche:

  • for sale by owners
  • repeat & referrals
  • past clients
  • sphere of influence

SC172: Anthony Graham. Why relevancy and call timing can triple your internet lead conversion.

Anthony Graham SUCCESS CALL …

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Download FULL Running Time: 1:09

Website:

EliteHomeSellers.com

Background:

Anthony Graham is with Re/Max in Allen, Texas. Last year he closed 48 transactions with a total sales volume of 17 million. His average sales price was 367 thousand of which 64% were buyers and 36% were sellers.

Anthony has a 4 member team: 2 support agents, 1 transaction coordinator, and 1 team leader.

Anthony is the team leader of Elite Home Sellers. He has been an agent for 10 years and works the Metro Dallas market.

In this call, Anthony talks about:

  • His slow start in real estate earning $19,252 in GCI his first year
  • Jumping up to 36 closings his second year when he discovered internet leads
  • Why internet leads require both a lead source and a platform to cultivate the leads
  • The most consistent high quality lead source for agents and the average cost
  • The best lead platform that tracks prospects activity in online home searches
  • Why lead quality is more important than quantity
  • The difference between nurture leads and inquiry leads and which one you want
  • Why relevancy and call timing can triple your internet lead conversion
  • The power of the text message follow up
  • Scripts for calling your internet leads and the best reason to call
  • The true ROI for internet leads that might shock you
  • How he is getting 53% of his business by repeat and referrals from his past clients and sphere of influence including his annual marketing plan
  • His unique custom personalized CMA postcard and follow up script
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 48 closings
  • 17 million sales volume
  • 4 member team:
    • 2 supporting agents
    • 1 transaction coordinator
    • 1 team leader

Niche:

    • internet leads
    • repeat & referrals
    • past clients
    • sphere of influence

SC171: Sarah Layson. Managing a team remotely from 200 miles away.

Sarah Layson SUCCESS CALL …

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Download FULL Running Time: 0:52

Website:

NashvilleHomeViewer.com

Background:

Sarah Layson is with Keller Williams in Memphis, Tennessee.  Last year she closed 86 transactions with a total sales volume of 32 million and a GCI of 916 thousand.  Her average sales price was 379 thousand of which 74% were buyers and 26% were sellers.

Sarah has a 7 member team: 4 buyer agents, 1 transaction coordinator, 1 marketing manager, and 1 team leader.

Sarah is the team leader of the Layson Group. She has been an agent for 4 years and works the Memphis and Nashville markets.

In this call, Sarah talks about:

  • Building sales skills and systems for the first 4 months … then selling 25 homes her first year by networking and working homegrown internet leads generated by her husband Scott the marketing manager
  • Expanding into a second market due to a family illness
  • Managing a team remotely from 200 miles away … the schedule and technology used to keep her team members accountable and on goal
  • How she is generated 38% of her business from homegrown internet leads with both free search engine optimization (SEO) and pay per click (PPC) ads
  • The relocation package offer that accounts for 50% of her internet leads
  • Which internet ads are providing the highest return and the average cost
  • How to get a prospect’s email address when you only have a cell number
  • What she is doing to generate 62% of her business by repeat and referrals from past clients and sphere of influence including her annual marketing plan
  • 2 referral scripts you can use with your sphere of influence
  • Team dynamics, compensation, profit margins, and more

2017 Stats:

  • 86 closings
  • 32 million sales volume
  • 7 member team:
    • 4 buyer agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 team leader

Niche:

    • internet leads
    • repeat & referrals
    • past clients
    • sphere of influence

SC170: Nate Brill. How to sell 2 homes per month hosting open houses.

Nate Brill SUCCESS CALL …

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Download FULL Running Time: 2:17

Website:

BrillTeam.com

Background:

Nate Brill is with Realty One Group in Surprise, Arizona. Last year he closed 80 transactions with a total sales volume of 22 million. His average sales price was 272 thousand of which 50% were buyers and 50% were sellers.

Nate has a 6 member team: 1 buyer specialist, 1 team agent, 1 listing coordinator, 1 transaction manager, 1 marketing manager, and 1 team leader.

Nate is the team leader of the Brill Team. He has been an agent for 4 years. He works the Metro Phoenix market.

In this call, Nate talks about:

  • Having a fast start and selling 27 homes his first year
  • Ramping up to 73 homes his second year … and 80 homes his 3rd year when he closed 66 transaction personally
  • Why his production fell in half to 39 homes his 4th year
  • Why we learn more from our failures than our successes
  • Lessons learned in the down year … and how you can avoid it
  • The benefits of a lead generation schedule
  • How he sold 2 homes per month (24 per year) hosting open houses
  • Detailed open house statistics such as: best day to hold an open, average leads per open on different days of the week, number of leads needed to get to a closing, and days in market from first introduction to close
  • Description of his open house system
  • Why he does not add every visitor to his registration book and why relationship building it the key to open houses success
  • How 35% of his business is from repeat and referrals from past clients and sphere of influence … and why he never asks for referrals
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 80 closings
  • 22 million sales volume
  • 6 member team:
    • 1 buyer specialist
    • 1 team agent
    • 1 listing coordinator
    • 1 transaction manager
    • 1 marketing manager
    • 1 team leader

Niche:

    • open houses
    • repeat & referrals
    • past clients
    • sphere of influence

SC169: Ronnie Matthews. Positioning yourself as a “fixer” for new home builders and listing hundreds of their “problem” houses each year.

Ronnie Matthews SUCCESS CALL …

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Download FULL Running Time: 0:51

Website:

RonnieAndCathy.com

Background:

Ronnie Matthews is with Re/Max in Spring, Texas. Last year he, his wife Cathy, and team closed 1,384 transactions with a total sales volume of 408 million. His average sales price was 294 thousand of which 40% were buyers and 60% were sellers.

Ronnie has a 22 member team: 1 listing specialist, 5 buyer specialists, 1 pre-listing coordinator/backup listing specialist, 2 listing coordinators, 1 listing contract administrator, 1 listing department manager, 2 buyer coordinators, 2 pending coordinators, 1 pending department manager, 1 relocation director, 1 elite properties director, 2 builder relations, 1 graphic designer, 1 bookkeeper, 1 broker, and 2 co-founders.

Ronnie and his wife Cathy are the co-founders of the Ronnie & Cathy Matthews Team. He has been an agent for 30 years and works the metro Houston market.

In this call, Ronnie talks about:

  • How a high school dropout sold 50 homes his first year in real estate
  • Being a “couple team” with his wife Cathy and distribution of duties
  • Working 80-100 hour weeks to build the business
  • Positioning yourself as a “fixer” for new home builders and listing hundreds of their “problem” houses each year
  • How to convince influencial people to refer you hundreds of transactions per year
  • Creating the most productive sales team in our records by averaging 197 closings per field salesperson last year
  • How he finds the right team members, never interviews longer than 15 minutes, and why he pays his entire team a salary
  • Setting up a 7th level team that operates independent of the team leader
  • The repeat & referral marketing plan that accounts for 70% of his business (968 closings last year) and why he thinks the team is underperforming in this area
  • How he sold the team practice to the team members including the valuation used, payment terms structured, and transition strategy
  • Team dynamics, compensation, profit margins and more

2016 Stats:

  • 1384 closings
  • 408 million sales volume
  • 22 member team:
    • 1 listing specialist
    • 5 buyer specialists
    • 1 pre-listing coordinator/backup listing specialist
    • 2 listing coordinators
    • 1 listing contract administrator
    • 1 listing department manager
    • 2 buyer coordinators
    • 2 pending coordinators
    • 1 pending department manager
    • 1 relocation director
    • 1 elite properties director
    • 2 builder relations
    • 1 graphic designer
    • 1 bookkeeper
    • 1 broker
    • 2 co-founders

Niche:

  • team valuation and sale
  • repeat & referrals
  • past clients
  • sphere of influence

SC168: Cody Gibson. The rise of expansion teams and his move into 17 states.

Cody Gibson SUCCESS CALL …

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Download FULL Running Time: 1:17

Website:

UHGconnect.com

Background:

Cody Gibson is with Keller Williams in Portland, Oregon. Last year he and his team closed 345 transactions with a total sales volume of 110 million. His average sales price was 319 thousand of which 55% were buyers and 45% were sellers.

Cody has a 152 member team: 140 salespeople (both core and expansion) and 12 administrative staff.

Cody is the team leader of United Home Group. He has been an agent for 17 years.

In this call, Cody talks about:

  • Selling 16 homes in his first 16 weeks in the business
  • The mental shift necessary for high achievement
  • Viewing production boards daily for motivation
  • Why he focuses on escrows instead of closings
  • The DFT metric (Deal Fell Thru) and why you might want it higher
  • His aggressive expansion into 76 market centers in 17 states and why he thinks he can still grow by a multiple of ten
  • His goal of 1,000 escrows this year
  • Why he looks for partner, not passenger, agents
  • Division of tasks between the hub and the expansion team
  • His approach to For Sale By Owners that is resulting in 25% of his business
  • FSBO scripts for the initial contact, follow up calls, and voice mail
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 345 closings
  • 110 million sales volume
  • 152 member team:
    • 140 salespeople
    • 12 administrative staff

Niche:

  • expansion team
  • for sale by owner
  • repeat & referrals
  • past clients
  • sphere of influence

SC167: April Stephens. How to get hired to list builders new construction homes.

April Stephens SUCCESS CALL …

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Download FULL Running Time: 0:49

Website:

AprilStephens.com

Background:

April Stephens is with Re/Max in Raleigh, North Carolina. Last year she closed 242 transactions with a total sales volume of 46 million. Her average sales price was 190 thousand of which 60% were buyers and 40% were sellers.

April has a 10 member team: 6 team agents, 1 transaction coordinator, 1 marketing manager, 1 virtual assistant, and 1 team leader.

April is the team leader of The April Stephens Team. She has been an agent for 11 years. She works the Triangle Area and Johnston County.

In this call, April talks about:

  • Starting her career by working for a home builder
  • Switching to resale homes during the Great Recession
  • How she helps home builders market and sell their homes
  • What she does to network with home builders and attract their listings
  • Why up to 45% if her sign calls result in a showing or buyer consultation
  • Promoting her listings with video home walk thru tours
  • Geographic farming with postcards, social media, and Realtor.com
  • Finding buyers and sellers at open houses
  • How she gets 55% of her business by repeat & referrals from past clients and sphere of influence including her annual marketing plan
  • Describing her weekly email newsletter
  • Why she hosts two client appreciation events per year, the costs, and the results
  • Team dynamics and more

2016 Stats:

  • 242 closings
  • 46 million sales volume
  • 10 member team:
    • 6 team agents
    • 1 transaction coordinator
    • 1 marketing manager
    • 1 virtual assistant
    • 1 team leader

Niche:

  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

SC166: Andy Peters. How to get people who only want to work with the team leader to work with your team members and be happy about it.

Andy Peters SUCCESS CALL …

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Download FULL Running Time: 1:08

Website:

ThePetersCompany.com

Background:

Andy Peters is with Keller Williams in Peachtree Corners, Georgia. Last year he, his wife Lesley, and team closed 185 transactions with a total sales volume of 65 million and earned 1.8 million in GCI. His average sales price was 353 thousand of which 60% were buyers and 40% were sellers.

Andy has a 16 member team: 1 director of sales, 1 lead listing agent, 1 lead buyer agent, 5 buyer agents, 1 inside sales agent, 1 director of operations, 1 director of marketing, 1 transaction coordinator, 1 listing manager, 1 service support specialist, 1 runner, and 1 director of expansion.

Andy Peters is the team leader of The Peters Company. He has been an agent for 9 years. This year, he is on track to sell 250 homes worth 85 million. He works Metro Atlanta and Northeast Georgia.

In this call, Andy talks about:

  • Joining forces with his wife to form a power sales duo
  • Splitting roles into sales and operations … and maintaining an even ratio as the team grew
  • Maxing out at 60 sales per year as a single field agent
  • Growing the team by hiring people who are looking for an opportunity not a paycheck
  • Goal of 100 applications per each position filled … and only hiring the top 1%
  • 85% of business is repeat & referral from past clients and sphere of influence
  • Massive success with the “33 Touch” referral program … including a full description of what to do and when to do it
  • How to send “items of value” in lumpy mail that establishes you as the creative agent who can find marketing solutions
  • Identifying the people in your database who are the “Income Determiners” and developing a special relationship with them
  • Hosting 4 parties and events per year to connect with your past clients and sphere of influence including: Pumpkin Patch, Easter Egg Hunt, and Derby Day
  • How to get people … who only want to work with the team leader … to work with your team members … and be happy about it
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 185 closings
  • 65 million sales volume
  • 16 member team:
    • 1 director of sales
    • 1 lead listing agent
    • 1 lead buyer agent
    • 5 buyer agents
    • 1 inside sales agent
    • 1 director of operations
    • 1 director of marketing
    • 1 transaction coordinator
    • 1 listing manager
    • 1 service support specialist
    • 1 runner
    • 1 director of expansion

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC165: Brian Weast. Grossing 7 figures but losing money, the mistakes made, and the road back to profitability.

Brian Weast SUCCESS CALL …

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Download FULL Running Time: 0:56

Website:

BrianWeast.com

Background:

Brian Weast is with Keller Williams in Rockwall, Texas. Last year he closed 140 transactions with a total sales volume of 32 million and earned 1 million in GCI. His average sales price was 228 thousand of which 50% were buyers and 50% were sellers.

Brian has a 11 member team: 5 team agents, 1 full time admin, 1 part time admin, 3 virtual assistants, and 1 team leader.

Brian Weast is the team leader of the Brian Weast Real Estate Group. He has been an agent for 11 years. In his best year, he sold 250 homes worth 47 million and earned 1.4 million in GCI. He works in Rockwall County just northeast of Dallas.

In this call, Brian talks about:

  • Starting part time for the first few years
  • Going full time during the Great Recession, focusing on REO, and selling 65 to 100 homes per year without an assistant
  • Exiting REO when the banks cut commissions by 20% while asking for more agent resources and time … effectively eliminating the profit
  • Moving into traditional retail sales by focusing on internet leads
  • Expanding too fast and losing track of expenses
  • Grossing seven figures, but ending up with a negative profit margin
  • Tracking his profit and loss statement monthly
  • Reducing his dependence on internet leads as the cost of leads skyrocketed
  • Focusing on past clients and sphere of influence and describing his annual marketing plan
  • Building repeat and referrals up to 60% of his business … and returning to a healthy profit
  • Unique marketing idea to parents of little league sports that is resulting in 10-15 closings per year for only a few hundred dollars
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 140 closings
  • 32 million sales volume
  • 11 member team:
    • 5 team agents
    • 1 full time admin
    • 1 part time admin
    • 3 virtual assistants
    • 1 team leader

Niche:

  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

SC164: Chris Watters. Netting 7 Figures By His 5th Year.

Chris Watters SUCCESS CALL

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Download FULL Running Time: 62 minutes

Website:

ChristopherWatters.com

MillionDollarRealEstateTeam.com

Background:

Chris Watters is with Watters International Realty in Austin, Texas. Last year he closed 427 transactions with a total sales volume of 103 million and 3.2 million in gross commission income. His average sales price was 243 thousand of which 40% were buyers and 60% were sellers.

Chris has a 20 member team: 12 buyer agents, 2 listing agents, 5 admin staff, and 1 team leader. Chris Watters is the team leader of the Watters International team. He has been an agent for 10 years.

In this call, Chris talks about:

  • His fast start as a buyer agent on a team
  • Then with very little experience, starting his own independent brokerage, building it for a year, then “burning it down” when the model did not work
  • Building a new organization from scratch based on the team model
  • Within a few short years, the new model netted a million dollars
  • Recognizing that team success is dependent on the right people being on the team
  • Finding team members that have the same core values and match the culture
  • Interviewing new agents while looking at them through your client’s eyes
  • Phone prospecting for new agents and the script he uses
  • The qualification process for new team members
  • Investigating the success trajectory of the agent applicant
  • The 30 Day Ramp Up training program for all agents new to the team
  • Realizing you cannot manage people, but you can manage standards
  • Weekly 411 accountability meetings
  • Culture, leadership, team dynamics, compensation, and more

2016 Stats:

  • 427 closings
  • 103 million sales volume
  • 20 member team:
    • 12 buyer agents
    • 2 listing agents
    • 5 admin staff
    • 1 team leader

Niche:

  • team building
  • repeat & referrals
  • past clients
  • sphere of influence

SC163: Elaine Northrop. How To Go From Victim To Victor. The Power Of Creative Visualization. And Selling Over 1,500 Homes Per Year.

Elaine Northrop SUCCESS CALL

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Download FULL Running Time: 57 min

Website:

NorthropTeam.com

Background:

Elaine Northrop is with Long & Foster in Clarksville, Maryland. She has been an agent for 44 years and was ranked the #1 agent for Coldwell Banker International for 3 years in a row during the 1990s based on her personal production when she sold over 100 million worth of homes each year.

Last year, her team, which is now run by her son, closed 1,772 transactions with a total sales volume of 750 million. Their average sales price was 423 thousand of which 40% were buyers and 60% were sellers. The team has 140 members including 94 full time agents and 46 admin staff.

In this call, Elaine talks about:

  • Not selling a single home her first six months in business, then selling 1 million in real estate (in 1973) during her second six months by changing her internal view of herself from victim to victor
  • How to use creative visualization to get anything you want in life
  • If you want to change your outside world, change the thinking inside your head
  • Why visualization is the most powerful thing you can do to succeed in real estate
  • How to initiate the success cycle of dream, desire, create, and inspire
  • What you should focus on when you visualize
  • The 2 biggest mistakes people make when stating their goals
  • Why success breeds success
  • The power of mediation
  • How she got her start with low rejection open houses … and why she still hosts open houses
  • Using print advertising to build your brand image in the market
  • How creative headlines and house descriptions sell more listings and get you hired by more sellers
  • Her book “Create Your Own Fate: Connect With Your Own Creativity And Chance Your Life”

2016 Stats:

  • 1,772 closings
  • 250 million sales volume
  • 140 member team:
    • 94 full time agents
    • 46 admin staff

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC162: Bob Zachmeier. Selling Half As Many Homes To Earn Twice The Income.

Bob Zachmeier SUCCESS CALL

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Download FULL Running Time: 1:03

Website:

NoteCarry.com

NoteBusinessBuilder.com

Background:

Bob Zachmeier is with Win3 Realty in Tucson, Arizona. Last year he closed 98 transactions with a total sales volume of 13 million. His average sales price was 132 thousand of which 40% were buyers and 60% were sellers. Bob has a 5 member team: 2 buyer agents, 1 buyer referral, 1 broker/owner, and 1 team leader.

Bob Zachmeier is the team leader of the Win3 Realty team. He has been an agent for 18 years. In his career, he has sold almost 4,000 homes. In his best year (2011) Bob sold 641 homes worth 76 million and earned 3.1 million in GCI.

In this call, Bob talks about:

  • Getting small to net more
  • His goal of selling half as many homes each year while earning twice the income
  • How he earns 30k by selling a 100k house
  • Why he is putting together seller carry back financing sales
  • How he is replacing his income stream by taking a note instead of a commission
  • Why he is selling lower priced homes to earn larger paydays
  • How he finds sellers who are open to seller carry back and private lender finance
  • The script he uses to present his idea to sellers
  • How he finds buyers who need creative financing, have access to large down payments, are willing to accept properties “as is” and make the repairs themselves
  • The way he structures monthly payments to be less than rent
  • How he finds investors who want to put up money and become private lenders
  • What he did to eliminate his landlord problems and turn it into monthly mailbox money
  • Team dynamics and more

2016 Stats:

  • 98 closings
  • 13 million sales volume
  • 5 member team:
    • 2 buyer agents
    • 1 buyer referral
    • 1 broker/owner
    • 1 team leader

Niche:

  • creative finance
  • seller carry back loans
  • private finance
  • repeat & referrals
  • past clients
  • sphere of influence

SC161: Matt Fetick. How To Re-List Expired Listings (Even In A Hot Market).

Matt Fetick SUCCESS CALL …

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Download FULL Running Time: 55 min

Website:

FetickTeam.com

Background:

Matt Fetick is with Keller Williams in Kennett Square, Pennsylvania. Last year he closed 278 transactions with a total sales volume of 78 million. His average sales price was 280 thousand of which 40% were buyers and 60% were sellers.

Matt has a 16 member team: 2 listing agents, 3 buyer agents, 1 showing agent, 2 inside sales agents, 1 listing coordinator, 1 transaction manager, 3 virtual assistants, 1 runner, 1 director of client experience, and 1 team leader.

Matt Fetick is the team leader of the Matt Fetick Team. He has been an agent for 11 years. In his career, he has sold over 2,000 homes. He works in the Philadelphia suburbs.

In this call, Matt talks about:

  • His career as a paramedic and police office before starting in real estate
  • Why he worked as a title company closing agent before selling homes
  • Getting a fast start and selling 18 homes his first year
  • Why 17% of his business is from expired listings in a very hot market
  • The script and dialogs he uses to set appointments with expireds
  • The conditions necessary for him to set appointments with 50% of the expires he calls … and why sometimes it is only 10%
  • How to create doubt in the expired seller’s mind without attacking the other agent
  • The single letter he mails that results in appointments with 20% of expireds
  • His script for handling objections while setting appointment with expireds
  • Facebook ads for expired listings including targeting and message
  • Why 25% of his business is from internet leads
  • How he is getting 30-50 seller leads per month from Facebook ads
  • Why he focuses on life changing events and market acceleration in neighborhoods
  • How his lead listing agent will close 120 homes and his lead buyer agent will sell 75 homes this year
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 278 closings
  • 78 million sales volume
  • 16 member team:
    • 2 listing agents
    • 3 buyer agents
    • 1 showing agent
    • 2 inside sales agents
    • 1 listing coordinator
    • 1 transaction manager
    • 3 virtual assistants
    • 1 runner
    • 1 director of client experience
    • 1 team leader

Niche:

  • expired listings
  • internet
  • repeat & referrals
  • past clients
  • sphere of influence

SC160: Ruby Henderson (And Charlotte Cox). How To Mend Relationships With Neglected Past Cleints.

Ruby Henderson SUCCESS CALL

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Download FULL Running Time: 1:10

Website:

MyTeamRuby.com

FindRaleighRealEstate.com

Background:

Ruby Henderson is with Keller Williams in Raleigh North Carolina. Last year she closed 196 transactions with a total sales volume of 56 million and a GCI of 1.5 million. Her average sales price was 286 thousand of which 58% were buyers and 42% were sellers. She has a 15 member team: 4 buyer agents, 1 listing specialist, 2 inside sales agents, 1 outside sales agent, 2 listing coordinators, 2 closing coordinators, 1 operations manager, 1 team manager, and 1 team leader.

Ruby Henderson is the team leader of Team Ruby. She has been an agent for 19 years. In her best year (2015), she sold 232 homes worth 57 million and she has sold over 2,000 homes in her career.

In this call, Ruby talks about:

  • Not selling any homes her first six months in the business … then earning twice her previous annual salary in the next six months
  • Working weekend open houses to develop a database of leads
  • Her belief that “failure is not going to be an option”
  • Building her team and her volume to 196 homes sold while personally selling over 80 homes last year
  • Mistakes made along the way including the error of focusing on volume while ignoring profit
  • How to mend relationships with neglected past clients
  • Her annual marketing plan to past clients and sphere of influence that resulted in 45% of her business last year
  • Running a BBQ client appreciation party at the park including cost per person
  • The difference between an inside sales agent and an outside sales agent
  • Team dynamics, profit margins, and more

2016 Stats:

  • 196 closings
  • 56 million sales volume
  • 15 member team:
    • 4 buyer agents
    • 1 listing specialist
    • 2 inside sales agents
    • 1 outside sales agent
    • 2 listing coordinators
    • 2 closing coordinators
    • 1 operations manager
    • 1 team manager
    • 1 team leader

Niche:

  • internet
  • repeat & referrals
  • past clients
  • sphere of influence

SC159: Bob Lucido. Representing Home Builders At Scale. Plus Creating A Resale Expansion Team That Sold 1,533 Homes.

Bob Lucido SUCCESS CALL

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Download FULL Running Time: 0:56

Website:

BobLucidoTeam.com/

Background:

Bob Lucido is with Keller Williams in Elliot City, Maryland. Last year he and his team closed 1,533 homes worth 619 million with a GCI of 14 million. His average sales price was 403 thousand of which 39% were buyers and 61% were sellers. He has a 186 member team: 100 core agents, 30 support staff, 50 expansion agents, and 6 expansion support staff.

Bob Lucido is the team leader of The Bob Lucido Team which was ranked the #1 team in the world for Keller Williams Realty in 2016. Bob has been an agent for 40 years. In his career he has sold over 31,000 homes.

In this call, Bob talks about:

  • Starting his career as a new homes sale representation
  • Selling his first home for $1 dollar down and earning a $100 commission
  • Spending most of his career working with small and mid-sized new home construction builders handling their inside sales and building a company that employed 300 people in 5 states and had $1 billion in annual revenue
  • Closing the doors to his business during the Great Recession
  • In 2008, he transitioned into selling resale homes
  • Bob is still in production listing and selling homes … he even does open houses
  • Last year, his “personal” team of Bob, his wife, and 3 assistants sold 265 homes work 135 million … while his full team sold 1,533 homes worth 619 million
  • Developing business in two locations: core and expansion
  • His core business is in Maryland with 100 agents and 30 support staff
  • Last year he started expansion offices and already has 50 expansion partners in 19 cities across the nation
  • Bob plans to expand into every state in the nation and multiple international cities
  • He thinks there will only be 5 “mega” expansion teams after the shake out
  • Bob believes that success comes from: thinking big, surrounding yourself with winners, and living a life of integrity and honesty

2016 Stats:

  • 1533 closings
  • 619 million sales volume
  • 186 member team:
    • 100 core agents
    • 30 support staff
    • 50 expansion agents
    • 6 expansion support staff

Niche:

  • new construction home builders
  • repeat & referrals
  • past clients
  • sphere of influence

SC158: Nina Lampley. Buyer Agent On Team Sells 102 Homes In One Year.

Nina Lampley SUCCESS CALL

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Download FULL Running Time: 1:10

Website:

NashvilleRoots.com

Background:

Nina Lampley is with Keller Williams in Nashville, Tennessee. Last year she closed 111 transactions with a total sales volume of 28 million. Her average sales price was 238 thousand of which 90% were buyers and 10% were sellers. She has a 3 member team: 1 buyer agent, 1 executive assistant, and 1 team leader.

Nina Lampley is the team leader of the Nashville Roots team. She has been an agent for 10 years. In her career she has sold 581 homes worth 91 million.

In this call, Nina talks about:

  • Starting as a new home construction representative in the middle of a recession
  • After 3 years, she joined a team as a buyer agent and sold 64 homes in 10 months
  • During her second year on the team she sold 98 homes as a buyer agent and sold 102 homes in her 3rd year
  • After working 70-80 hours per week, she left the team and started her own
  • Last year she sold 111 homes with a buyer agent and an executive assistant
  • 90% of her business is buyer transactions
  • 78% of her closings are coming from her past clients and sphere of influence
  • Nina describes her 33 Touch marketing program
  • One of her best referral sources is throwing her clients a House Warming Party and Nina will describe in detail how to do it
  • She also hosts quarterly client appreciation parties, semi-annual referral parties, and frequent happy hours
  • Find out why her clients love her closing gifts
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 111 closings
  • 28 million sales volume
  • 3 member team:
    • 1 buyer agent
    • 1 executive assistant
    • 1 team leader

Niche:

  • buyers
  • repeat & referrals
  • past clients
  • sphere of influence

SC157: Alexander Chandler. Representing New Construction Home Builders.

Alexander Chandler SUCCESS CALL

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Download FULL Running Time: 1:13

Website:

AlexanderChandler.com/

Background:

Alexander Chandler is with Alexander Chandler Realty in Fort Worth, Texas. Last year he closed 271 transactions with a total sales volume of 68 million. His average sales price was 253 thousand of which 10% were buyers and 90% were sellers. He has a 4 member team: 2 sales agents, 1 listing coordinator, and 1 listing agent / team leader.

Alexander is the team leader of Alexander Chandler Realty. He has been an agent for 20 years. In his best year (2015), he sold 511 homes worth 123 million and was ranked the #3 agent in America by the Wall Street Journal and Real Trends.

In this call, Alexander talks about:

  • Avoiding real estate sales when he started earning a living
  • What pulled him into real estate
  • Starting from zero in 3 different markets in 3 different cities
  • Lead generation he used to get a fast start in each new market
  • Developing a niche representing new home builders … listing and selling new construction homes has been 90% of his practice
  • Multiple ways agents can start a relationship with a new home builder
  • Using creative marketing to sell new construction homes
  • Basic concepts for setting your commission rate and fee structure when representing builders … and the difference between percentage and flat rate
  • New home builders know that 48% of all new homes are sold to buyers who are represented by an agent … so most plan to pay agents a co-op commission
  • 5 common reasons new home developments fail … and simple solutions that you can use to become a hero to the builder
  • Why branding and perception are important to both builders and agents
  • Team dynamics, creative marketing, and more

2015 Stats:

  • 511 closings
  • 123 million sales volume
  • 4 member team:
    • 2 sales agents
    • 1 listing coordinator
    • 1 listing agent / team leader

Niche:

  • new construction home builders
  • repeat & referrals
  • past clients
  • sphere of influence

SC156: Josh Barker. Highly Leveraged Producer Team Model. Personally Listing And Selling 220 Homes In One Year.

Josh Barker SUCCESS CALL

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Download FULL Running Time: 1:10

Website:

ReddingHomes.com

Bonus:

To see an issue of Josh’s Monthly Market Report, click the link below:

Sample – Monthly Market Report

Background:

Josh Barker is with Re/Max in Redding, California. Last year he closed 453 transactions with a total sales volume of 132 million. His average sales price was 291 thousand of which 50% were buyers and 50% were sellers. He has a 15 member team: 7 buyer specialists, 1 assistant listing agent, 2 escrow coordinators, 2 listing coordinators, 1 personal assistant / inside sales agent, 1 marketing director, 1 director of operations, and 1 listing agent / team leader.

Josh Barker is the team leader of Josh Barker Real Estate Advisors. He has been an agent for 18 years. He sold over 2,500 homes in his career.

In this call, Josh talks about:

  • Selling 25 home his first year in real estate … and how he got a quick start
  • 50% of his business is by repeat and referral from past clients and sphere of influence … and why it gets better every year
  • 20% of his business is from Zillow … and what he is doing to make that happen
  • 20% of his business is from sign calls … and script he uses during the call
  • How Josh personally listed and sold 220 homes last year … and why he stays in production and signs 80% of his listing appointments
  • Why excellent customer service leads to more referrals
  • His simple annual marketing plan for past clients and sphere of influence that results in 10% of his database buying or selling with him each year
  • Why he created a top 100 “Inner Circle” referral group, how he stays in front of them, and his script and approach to referrals
  • How he developed his “highly leveraged producers model” team concept that is a hybrid between team leader as the sole producer and team leader as the pure manager
  • Why prospecting is the major driver of his very profitable business
  • Team dynamics, compensation, profit margins, and more

2016 Stats:

  • 453 closings
  • 132 million sales volume
  • 15 member team:
    • 7 buyer specialists
    • 1 assistant listing agent
    • 2 escrow coordinators
    • 2 listing coordinators
    • 1 personal assistant / inside sales agent
    • 1 marketing director
    • 1 director of operations
    • 1 listing agent / team leader

Niche:

  • sign calls
  • Zillow
  • repeat & referrals
  • past clients
  • sphere of influence

SC155: Noah Ostroff. Sold 50 Homes His 1st Year. Closed 586 Homes Last Year With An Expansion Team.

Noah Ostroff SUCCESS CALL

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Download FULL Running Time: 1:10

Website:

PhillyLiving.com/

Background:

Noah Ostroff is with Keller Williams in Philadelphia, Pennsylvania. Last year he closed 586 transactions with a total sales volume of 200 million. His average sales price was 341 thousand of which 53% were buyers and 47% were sellers. He has a 50 member team: 35 agents, 1 ISA, 1 director of sales, 2 listing coordinators, 1 marketing coordinator, 1 marketing manager, 4 transaction managers, 1 operations manager, 1 compliance manager, 1 controller, 1 CEO, and 1 founder.

Noah is the founder of the Global Living team including the Philly Living brand. He has been an agent for 9 years. He is headquartered in Philadelphia and has expansion offices in 5 locations.

In this call, Noah talks about:

  • Selling 50 homes his first year in the business … and how he did it
  • Why everyone you meet needs housing and is a potential client
  • Lessons he learned from rapid growth
  • Answering the age old question: should team leaders give leads to agents … or teach agents to lead generate?
  • How to change the culture of a team
  • Why he turned weekly sales meetings into weekly Massive Action Events
  • What happens during the events … and the early results
  • Why focusing on your past clients and sphere of influence is more valuable than chasing people you don’t know
  • Rapid growth through expansion offices … mistakes made and lessons learned
  • What to do if a new office is not working out
  • Why it’s better to go narrow-and-deep instead of broad-and-shallow
  • Team dynamics, compensation, and more

2016 Stats:

  • 586 closings
  • 200 million sales volume
  • 50 member team:
    • 35 agents
    • 1 ISA (inside sales agent)
    • 1 director of sales
    • 2 listing coordinators
    • 1 marketing coordinator
    • 1 marketing manager
    • 4 transaction managers
    • 1 operations manager
    • 1 compliance manager
    • 1 controller
    • 1 CEO
    • 1 founder

Niche:

  • repeat & referrals
  • past clients
  • sphere of influence

SC154: Nick Waldner. Building A Prospecting Based Marketing Enhanced Team Model. Creating A Career Path For Team Agents.

Nick Waldner SUCCESS CALL

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Download FULL Running Time: 1:15

Website:

WaldnerWintersTeam.com

Background:

Nick Waldner is with Keller Williams in Columbia, Maryland.  Last year he closed 244 transactions with a total sales volume of 80 million.  His average sales price was 329 thousand of which 64% were buyers and 36% were sellers.  He has a 22 member team:
1 chief growth officer, 1 lead listing agent, 1 lead sales agent, 6 team sales agents, 4 inside sales agents, 1 listing manager, 1 listing assistant, 3 transaction coordinators, 1 operations manager, 1 runner, 1 virtual assistant, and 1 team leader.

Nick Waldner is the team leader of the Waldner Winters Team.  He has been an agent for 15 years.  He works the central Maryland market.

In this call, Nick talks about:

  • His entrepreneurial spirit shining through at age 7
  • Getting into real estate as an investor
  • Making 50% off lowball offers … and the results
  • How he built up to selling 65 homes per year as a solo agent
  • Plateauing at 15 million in sales volume for several years
  • Searching and finding better success systems and models
  • Doubling his annual production four years in a row and going from 16 million to an estimated 130 million this year
  • Earning 2.25 million in GCI last year
  • Describing the Agent Achievement Triangle and creating a career path for his team agents including:  ISA, Showing Agent, Sales Agent, Lead Agent, and Expansion Partner
  • Why his team is prospecting based and marketing enhanced
  • Handing team agents a “company generated” client every time they close an “agent generated” client
  • His simple yet effective repeat and referral program that accounts for 2/3rds of his business
  • How his internet lead program achieved an 8-to-1 ROI
  • His team’s “Road To A Billion” plan
  • Team dynamics, compensation, profit margins and more

2016 Stats:

  • 244 closings
  • 80 million sales volume
  • 22 member team:
    • 6 buyer specialists
    • 1 closing coordinator
    • 1 listing manager
    • 1 marketing/runner
    • 1 operations manager
    • 1 broker
    • 1 listing agent/team leader

Niche:

  • internet leads
  • repeat & referrals
  • past clients
  • sphere of influence

SC153: Bernie Gallerani. Personally listing and closing 101 sellers in one year. Listing Expireds. Plus Zillow vs AdWord leads.

Bernie Gallerani SUCCESS CALL

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Download FULL Running Time: 1:24

Website:

BernieGallerani.com

Background:

Bernie Gallerani is with Re/Max in Hendersonville, Tennessee.  Last year he closed 297 transactions with a total sales volume of 73 million.  His average sales price was 248 thousand of which 66% were buyers and 34% were sellers.  He has a 12 member team:  6 buyer specialists, 1 closing coordinator, 1 listing manager, 1 marketing/runner, 1 operations manager, 1 broker, and 1 listing agent/team leader.

Bernie Gallerani is the team leader of the Bernie Gallerani Team.  He has been an agent for 12 years.  He works the metro Nashville market.

In this call, Bernie talks about:

  • Growing up with humble beginnings while living in assisted HUD housing yet always believing he was destined for a better life
  • Getting a quick start in real estate and selling 34 homes his first year by focusing on prospecting and lead generation
  • Building a team that sold 297 homes last year
  • Personal listing and closing 101 sellers while the team helped 196 buyers
  • Staying in personal production to maximize net profits
  • Finding out if his team is truly profitable by splitting all revenues and expenses between his personal production and his team’s production using the concept of strategic business units
  • Why he invested big in Zillow advertising after testing and tracking
  • Discussing Zillow reviews, promotions, conversion rates, and ROI
  • Discovering that Google Adwords leads are cheap, but harder to convert
  • What he does to list expireds and how he adapted his approach in a super strong seller’s market, including his script
  • How to rekindle past clients after years of ignoring them
  • What he did to received 1 closing per 16 people in his past client and sphere of influence database within the first year of contacting them including his annual marketing plan
  • Team dynamics, compensation, profit margins and more

2016 Stats:

  • 297 closings
  • 73 million sales volume
  • 12 member team:
    • 6 buyer specialists
    • 1 closing coordinator
    • 1 listing manager
    • 1 marketing/runner
    • 1 operations manager
    • 1 broker
    • 1 listing agent/team leader

Niche:

  • internet leads
  • expired listings
  • repeat & referrals
  • past clients
  • sphere of influence