Bob Lucido SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 08/07/17)

Nina Lampley SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 07/21/17)

Alexander Chandler SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 07/07/17)

Josh Barker SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 06/21/17)

Noah Ostroff SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 06/07/17)

Nick Waldner SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 05/21/17)

Bernie Gallerani SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

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

(originally published on 05/07/17)

Brendon Payne SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:15

Website:

BrendonPayne.com

Background:

Brendon Payne is with Century 21 in Myrtle Beach, South Carolina. Last year he closed 163 transactions with a total sales volume of 24 million. His average sales price was 147 thousand of which 15% were buyers and 85% were sellers. He has a 6 member team: 1 buyer specialist, 2 listing specialists, 1 client care coordinator, 1 executive assistant, and 1 team leader.

Brendon Payne is the team leader of the Brendon Payne Team. He has been an agent for 10 years. He’s sold 1,029 homes in his career.

In this call, Brendon talks about:

• Listing 30 homes his first 150 days in the business by implementing a proven system and describing his daily schedule during that time
• How he got up to 100 closings in his 3rd year by focusing on listing sellers and referring out all buyers
• Why seller still made up 85% of his business last year
• Working a resort market and why he works with both full time residence and 2nd home clients
• Why it’s important to learn the language of your market and master your scripts
• Database marketing and residual revenue
• Why he changed from Top Producer to InfusionSoft for his CRM
• Making 50 contacts per day
• Why expired listing account for 26% of his business
• Describing his expired marketing method
• Role playing his script for calling and setting an appointment with an expired listings
• How he tracks down expired listing phone numbers
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 163 closings
• 24 million sales volume
• 6 member team:
  • 1 buyer specialist
  • 2 listing specialists
  • 1 client care coordinator
  • 1 executive assistant
  • 1 team leader

Niche:

• expired listings
• database marketing
• phone prospecting
• repeat & referrals
• past clients
• sphere of influence

(originally published on 04/21/17)

Erin Krueger SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:35

Website:

ErinKrueger.com

Background:

Erin Krueger is with Synergy Realty Network in Brentwood, Tennessee. Last year she closed 352 transactions with a total sales volume of 80 million. Her average sales price was 227 thousand of which 80% were buyers and 20% were sellers. She has a 7 member team: 2 buyer agents, 1 listing manager / buyer agent, 1 transaction manager, 1 operation & marketing manager, 1 closing coordinator, and 1 team leader.

Erin Krueger is the team leader of The Erin Krueger Team. She has been an agent for 10 years. She works the Nashville and Middle Tennessee market.

In this call, Erin talks about:

• Moving to a new town where she did not know anyone and starting from scratch
• Spending the first 7 years building up her solo agent practice to selling 70 homes in 1 year by herself
• Quadrupling her production in one year from 70 closing to 298 closing by building a team
• Focusing on high quality customer service to make raving fans
• Creating an environment of open communication with clients that develops a deep level of trust and results in massive referrals
• Making herself and her team available to answer any or all client questions
• Putting your client in the driver’s seat and telling them “you can go as fast or as slow as you want”
• Combining a systems & processes approach with a human hand-holding approach
• Finding “off market” homes for your buyer clients before everyone else in a fast moving market using ninja tactics
• Launching a listing into the market over the weekend and generate multiple offers
• Handling low appraisals working with a buyer … or working with a seller
• Structuring a vendor contract with a trial period for an easy exit
• Team dynamics and more

2016 Stats:

• 352 closings
• 80 million sales volume
• 7 member team:
  • 2 buyer agents
  • 1 listing manager / buyer agent
  • 1 transaction manager
  • 1 operation & marketing manager
  • 1 closing coordinator
  • 1 team leader

Niche:

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

(originally published on 04/07/17)

Vicky Blair-Martin SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:29

Website:

cbELKO.com

Background:

Vicky Blair-Martin is with Coldwell Banker in Elko, Nevada.  Last year she closed 140 transactions with a total sales volume of 33 million.  Her average sales price was 241 thousand of which 30% were buyers and 70% were sellers.  She has a 5 member team:  1 buyer agent, 1 transaction manager, 1 listing manager, 1 runner, and 1 team leader.

Vicky Blair-Martin is the team leader of the Blair-Martin Team.  She has been an agent for 25 years.  She works the Elko and Spring Creek markets.

In this call, Vicky talks about:

• Starting part time in real estate and making more money than her prior full time job as a dental assistant
• Working a small rural “gold mining” community that averages only 55 sales per month
• How her production increased from 35 closing per year by herself to 140 closing with 1 buyer agent when she hired a coach at the Mike Ferry Organization
• In her best year she personally closed 102 homes
• Why she makes 40 calls per day for two and half hours each morning
• Who she calls and what she says
• How she gets 1 listing appointment from every 32 contacts
• Role plays and scripts for:  prospecting calls to your past clients and sphere of influence, voice mail messages, appointment setting, and seller qualification
• The expectation that 10% of your past clients and sphere of influence will send you a transaction this year if you contact them by phone and mail 4 time per year
• A description of the postcard she mails and why it works
• Her huge 70% profit margin by running a prospecting based practice
• What is in her pre-listing package
• Role playing partners, mastermind calls, and the one minute listing presentation
• Script for canceling a listing appointment for the seller with a competing agent
• Where to hire people with the best work ethic for your team
• How you can help home builders and end up listing their new construction projects
• Team dynamics, profit margins and more

2016 Stats:

• 140 closings
• 33 million sales volume
• 5 member team:
  • 1 buyer agent
  • 1 transaction manager
  • 1 listing manager
  • 1 runner
  • 1 team leader

Niche:

• telephone prospecting
• FSBO
• builders
• repeat & referrals
• past clients
• sphere of influence

(originally published on 03/21/17)

Sandi Van Camp SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:23

Website:

Sandi On HuntRealEstate.com

Background:

Sandi Van Camp is with Hunt Real Estate ERA in Canandaigua, New York.  Last year she closed 100 transactions with a total sales volume of 14 million.  Her average sales price was 145 thousand of which 48% were buyers and 52% were sellers.  She has a 5 member team:  3 part-time buyer agents, 1 project manager, and 1 team leader.

Sandi Van Camp is the team leader of Van Camp Realty.  She has been an agent for 14 years.  In her best year, 2015, Sandi sold 132 homes worth 17 million.

In this call, Sandi talks about:

• How she got a quick start by asking a few more questions
• Her love of design and carpentry
• How her “retirement career” with the goal of selling 1 or 2 homes per year exploded and quickly became a full time job
• Why her production initially fell when she hired and trained her part-time buyer specialists
• How she personally closed 120 transactions in her peak year
• Why this ex-accountant does not like making number goals or tracking her stats
• Working a rural market
• Why educating your clients is more important than selling
• How to break into the relocation market and a list of several providers
• Comparing the new breed of internet referral leads to the traditional relocation leads
• Naming a list of internet referral lead companies and how they operate
• How to create “word of mouth” repeat and referral business from your past clients and sphere of influence
• Why she became a certified stager
• Scripts and role play for helping your seller stage their home for a quicker sale
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 100 closings
• 14 million sales volume
• 5 member team:
  • 3 part-time buyer specialists
  • 1 project manager
  • 1 team leader

Niche:

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

(originally published on 03/07/17)

Chris Montalvo SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:32

Website:

CorpusChris.com

Background:

Chris Montalvo is with Mirabal Montalvo & Associates in Corpus Christi, Texas.  Last year he closed 190 transactions with a total sales volume of 30 million.  His average sales price was 157 thousand of which 30% were buyers and 70% were sellers.  He has a 9 member team:  2 buyer agents, 1 listing agent, 1 REO coordinator, 1 assistant, 1 assistant’s assistant, 1 bookkeeper, 1 Facebook advertiser, and 1 team leader.

Chris Montalvo is the team leader of the Chris Montalvo Group.  He has been an agent for 13 years.  In his best year, Chris sold 236 homes worth 32 million.

In this call, Chris talks about:

• Getting his license at 18 years old after failing the exam 7 times
• Starting in a small office with limited guidance
• Moving to a productive office and opening his eyes to the possibilities
• Buying his first home and renting out rooms to friends to cover the cost
• Negotiating with a top REO agent to put Chris’ phone number on the top agent’s yard signs in exchange for a referral fee
• Finding his niche by helping investors purchase rental properties
• Investing his own money in distressed real estate and building cash flows
• Personally flipping 60 homes in one year and paying big taxes
• Building a personal portfolio of 160 homes by his 30th birthday
• His investment formula and calculation for buying rentals
• How he finds homeowners willing to sell for 70 cents or less on the dollar
• Why he focuses on cash flows and high cap rates
• Working with new investors to create rental portfolios and wealth
• His 5 whale business development strategy
• Team dynamics, profit margins and more

2016 Stats:

• 190 closings
• 30 million sales volume
• 9 member team:
  • 2 buyer agents
  • 1 listing agent
  • 1 REO coordinator
  • 1 assistant
  • 1 assistant’s assistant
  • 1 bookkeeper
  • 1 Facebook advertiser
  • 1 team leader

Niche:

• investors
• REO
• repeat & referrals
• past clients
• sphere of influence

Production:

• 190 closings per year
• $30 million sales volume

In this call, Chris talks about:

• Getting his license at 18 years old after failing the exam 7 times
• Starting in a small office with limited guidance
• Moving to a productive office and opening his eyes to the possibilities
• Buying his first home and renting out rooms to friends to cover the cost
• Negotiating with a top REO agent to put Chris’ phone number on the top agent’s yard signs in exchange for a referral fee
• Finding his niche by helping investors purchase rental properties
• Investing his own money in distressed real estate and building cash flows
• Personally flipping 60 homes in one year and paying big taxes
• Building a personal portfolio of 160 home by his 30th birthday
• His investment formula and calculation for buying rentals
• How he finds homeowners willing to sell for 70 cents or less on the dollar
• Why he focuses on cash flows and high cap rates
• Working with new investors to create rental portfolios and wealth
• His 5 whale business development strategy
• Team dynamics, profit margins and more

(originally published on 02/21/17)

Luke Marvel SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:26

Website:

BarracksTownhomes.com

Background:

Luke Marvel is with Luke Marvel Broker in College Station, Texas.  Last year he closed 202 transactions with a total sales volume of 42 million and managed 300 rental units.  His average sales price was 207 thousand of which 30% were buyers and 70% were sellers.  He has a 2 member sales team:  1 transaction manager and 1 team leader.

Luke Marvel is the team leader of the Marvel Team.  He has been an agent for 6 years.  In his best year, Luke sold 234 homes worth 48 million.

In this call, Luke talks about:

• Selling 14 homes his first year
• By his 5th year he was ranked the #1 Agent in America in units for Century 21
• How he positioned himself to work with a few small investors who purchase one to two rental units per year
• Specializing in the college student housing market
• 50% of his business is working with investors who want to rent to students
• 30% of his business is working with parents who want to purchase a property for their kids to live in while they attend college
• How parents are offsetting college costs by owning the rental their kid’s live in
• Why he uses simple proformas that explain the benefits of the investment without over complicating the financials and focusing on the projected cash-on-cash return
• Teaming up with a developer to build a student housing master planned community called The Barracks
• Starting a property management company with 10 employees to service student rentals and their unique 51 week terms
• Where to find the investors
• How to attract the students with on-campus and on-site events
• Why millennials are willing to spend heavily on experiences … and using that concept in your marketing
• Luke’s impressive personal portfolio of rental units and commercial properties
• How Luke defines a good investment and why most investors don’t like it
• Team dynamics, profit margins and more

2016 Stats:

• 202 closings
• 42 million sales volume
• 2 member team:
  • 1 transaction manager
  • 1 team leader

Niche:

• student housing
• investors
• builders
• repeat & referrals
• past clients
• sphere of influence

(originally published on 02/07/17)

Jeff Quintin SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:23

Website:

TheQuintinGroup.com

Background:

Jeff Quintin is with Keller Williams Realty in Ocean City, New Jersey.  Last year he closed 165 transactions with a total sales volume of 60 million and a gross commission income of 1.6 million.  His average sales price was 363 thousand of which 50% were buyers and 50% were sellers.  He has a 9 member team:  2 buyer agents, 1 listing partner, 2 inside sales agents (new), 1 executive assistant, 1 listing manager, 1 closing coordinator, and 1 team leader.

Jeff Quintin is the team leader of the Quintin Group.  He has been an agent for 24 years and works the South Jersey Shore.  In his best year, Jeff sold 219 homes worth 139 million and earned 3.9 million in gross commission income.

In this call, Jeff talks about:

• Going into real estate right out of high school
• Pursuing expireds and taking 14 listing his 3rd month in the business
• A description of his expired listing campaign
• Perfecting his phone prospecting through training, practice, and dedication
• The tool he uses to contact 10 homeowners per hour over the phone
• How to get over call reluctance and start dialing for dollars
• His morning ritual that guarantees success and a constant flow of listings
• Achieving success by being consistent, competitive, and coachable
• Obtaining high profit margins of 50%-60% by being a prospecting based agent
• Selling properties in a 2nd home resort market and achieving a 10% market share
• How to find phone numbers and email addresses for homeowners in any market and the companies he uses to do it
• Why his new listing partner is taking 10 listings per month
• How his lead buyer agent earned 500 thousand in one year
• Receiving 52% of his business by repeat and referral from past clients and sphere of influence and the script he uses to train his past clients to send him referrals
• The tool he uses to record one message and deliver mass voice mails
• The team leader dilemma between being the player vs being the coach
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 165 closings
• 60 million sales volume
• 9 member team:
  • 2 buyer agents
  • 1 listing partner
  • 2 inside sales agents (new)
  • 1 executive assistant
  • 1 listing manager
  • 1 closing coordinator
  • 1 team leader

Niche:

• 2nd home resort
• expired listings
• phone prospecting
• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/21/17)

Amanda Bell SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 0:57

Website:

AmandaBell.com

Background:

Amanda Bell is with At Home Realty in Ashland City, Tennessee.  Last year she closed 323 transactions with a total sales volume of 46 million.  Her average sales price was 141 thousand of which 40% were buyers and 60% were sellers.  She has a 3 member team:  1 office manager, 1 closing coordinator, and 1 team leader.

Amanda Bell is the team leader of the Amanda Bell Team.  She has been an agent for 13 years, works the Middle Tennessee market, and may be the most productive solo agent in America closing 323 homes per licensed salesperson and 107 homes per team member.

In this call, Amanda talks about:

• Getting a slow start and only selling 3 homes her first year
• Learning her craft and selling 30 homes her second year while working another job full time
• Succeeding in a small rural market and a town of 4,000 people
• How she sold 323 homes with 2 administrative assistants
• Why she handles all the buyers and sellers personally
• The difference between being an advisor and a salesperson
• Why she works a 100 hour week and why she wouldn’t do it any other way
• How she closed over 120 transactions by repeat and referrals from her small list of 700 past clients and sphere of influence … basically 1 in 6 people sent her a referral that closed
• Her simple, yet humorous, monthly postcard campaign
• Why she does not use a CRM … and what she does instead
• How she gets 30 percent of her business from internet leads with preferred memberships at Zillow/Trulia, Realtor.com, and Homes.com
• How she is currently carrying 90 listings
• Her key qualifying questions for buyers and sellers
• Team dynamics, profit margins and more

2016 Stats:

• 323 closings
• 46 million sales volume
• 3 member team:
  • 1 office manager
  • 1 closing coordinator
  • 1 team leader

Niche:

• internet leads
• REO and short sales
• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/07/17)

Daniel Barraza SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:17

Website:

BarrazaTeam.com

Background:

Daniel Barraza is with My Home Group Realty in Phoenix, Arizona.  Last year he closed 165 transactions with a total sales volume of 25 million.  His average sales price was 151 thousand of which 55% were buyers and 45% were sellers.  He has a 5 member team:  1 business manager, 1 marketing director, 1 transaction coordinator, 1 listing coordinator, and 1 team leader.

Daniel Barraza is the team leader of the Barraza Team.  He has been an agent for 5 years and sold 597 homes in his short career.

In this call, Daniel talks about:

• His fast start taking 29 listings in his first 2 months
• Quickly ramping up and selling 115 homes his second year
• How he sold 165 homes last year while helping all the buyers and sellers personally  … there are no buyer agents or listing agents on his team
• The 3 major tasks each staff member is responsible for
• How he got 175 people to refer him 87 closings last year
• Why he ranks his database and lists his best opportunity for business into 3 categories: Top Clients, Favorite People, and Top Business People
• His simple, yet effective, past client and sphere of influence marketing program that includes:  birthday cupcakes, birthday cards, 2 dollar bills, letters of the heart, and evidence of success
• The Client Appreciation Party that tripled referrals
• Why he pays for a House Warming Party for his clients and how he promotes it
• How most of his referrals occurred without asking … and his new non-threatening reverse question referral script that is working wonders
• Why he personally makes follow up calls 30, 60, and 90 days after the closing
• Team dynamics, profit margins and more

2015 Stats:

• 165 closings
• 25 million sales volume
• 5 member team:
  • 1 business manager
  • 1 marketing director
  • 1 transaction coordinator
  • 1 listing coordinator
  • 1 team leader

Niche:

• short sale
• house warming parties
• repeat & referrals
• past clients
• sphere of influence

(originally published on 12/21/16)

Anne Lusk SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:28

Website:

AnneLusk.com

Background:

Anne Lusk is with Lusk & Associates Sotheby’s International Realty in Lancaster, Pennsylvania.  Last year she closed 108 transactions with a total sales volume of 45 million (and 149 homes worth 67 million this year).  Her average sales price was 418 thousand of which 25% were buyers and 75% were sellers.  She has a 7 member team:  1 buyer transaction coordinator, 1 seller transaction coordinator, 1 runner, 1 marketing director, 2 marketing assistants, and 1 team leader.

Anne Lusk is the team leader of the Anne Lusk Team.  She has been an agent for 21 years and works the Lancaster County and Central Pennsylvania markets.

In this call, Anne talks about:

• Getting a fast start and selling 77 homes her first year in a new market
• Quickly identifying an under-served niche and helping Spanish speaking clients
• Becoming the community resource for her clients and serving their needs both in and out of real estate
• How referrals happen without asking for them when you have a servant’s heart
• Why you have to do good to do well
• How she broke into the luxury market when a janitor mentioned her to a corporate executive who referred her to her first high end relocation client
• Her signature Go Godiva Chocolate marketing effort that brings in 10 million dollars in referrals and has a 20-to-1 ROI
• Selling 108 homes last year (and 149 homes already this year), being the only salesperson on the team, and handling all the buyers and sellers personally
• Why your actions speak louder than your words
• How she increased her production 40% in the last year by focusing all her marketing efforts into one area around her office
• Team dynamics, profit margins and more

2015 Stats:

• 108 closings
• 45 million sales volume
• 7 member team:
  • 1 buyer transaction coordinator
  • 1 seller transaction coordinator
  • 1 runner
  • 1 marketing director
  • 2 marketing assistants
  • 1 team leader

Niche:

• Spanish speaking
• luxury
• repeat & referrals
• past clients
• sphere of influence

(originally published on 12/07/16)

Benjamin Beaver SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:36

Website:

HomesForSaleSanAngelo.com

Bonus:

To see Benjamin’s YouTube channel, click link below:

Benjamin Beaver YouTube Channel

Background:

Benjamin Beaver is with Coldwell Banker in San Angelo, Texas. Last year he closed 194 transactions with a total sales volume of 36 million. His average sales price was 189 thousand of which 45% were buyers and 55% were sellers. He has a 4 member team: 2 licensed assistants, 1 administrative assistant, and one team leader.

Benjamin Beaver is the team leader of the Benjamin Beaver team. He has been an agent for 5 years and sold almost 800 homes in his short career.

In this call, Benjamin talks about:

• Selling 36 homes his first year and being named the Rookie of the Year for Coldwell Banker nationally
• Describing specifically what he did that first year to generate leads and business
• Why he avoided traditional cold call prospecting
• Lead generating with creative humorous marketing and social media engagement
• Sharing some of his unconventional slogans that built his brand
• Succeeding in a “big” small town market
• Why his biggest lead source is boosting posts of video house tours on Facebook
• How to create a professional looking video house tour, how long it should be, what should be in it, and what to avoid
• Specific details about what text to include in your Facebook post
• How to get engagement with likes, tags, shares, and comments
• Why you should comment on your post first and which links you should include
• How to use demographic targeting to lower your Facebook boosted post costs and increase the views by potential buyers of the property you are promoting
• Creating educational videos to build your brand
• Hosting your own YouTube channel to organize and promote your videos
• Being available for quick response to your leads and clients
• How he negotiated all 194 transactions last year
• Paying licensed agents to show your buyers homes when you can’t
• Achieving huge results without a formal CRM
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 194 closings
• 36 million sales volume
• 4 member team:
  • 2 licensed assistants
  • 1 administrative assistant
  • 1 team leader

Niche:

• video house tours
• social media
• Facebook
• YouTube
• billboard
• repeat & referrals
• past clients
• sphere of influence

(originally published on 11/07/16)

Ray Megie SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:33

Website:

RayMegie.com

Bonus:

To download PDF, right click and “save as” to your computer:

Ray Megie- Recession Home Buyer Letter

Background:

Ray Megie is with Realty Executives in Lapeer, Michigan. Last year he closed 297 transactions with a total sales volume of 18 million. His average sales price was 62 thousand of which 25% were buyers and 75% were sellers. He has an 11 member team: 4 sales agents, 1 executive assistant, 1 receptionist, 4 REO staff, and 1 team leader.

Ray Megie is the team leader of The Raymond Megie Team. He has been an agent for 20 years and works both the urban and rural areas around Metro Detroit.

In this call, Ray talks about:

• Mentoring under his uncle for the first 18 months
• Moving to the rural area and getting referrals from the urban agents
• Adjusting to the market collapse during the Great Recession
• Building an REO business and selling 1,006 homes in a single year
• Selling homes for one dollar up to 1.8 million
• Retooling after the economy recovered and going back into retail sales
• Building his practice through community involvement
• Generating leads with Facebook ads and boosting posts
• Marketing to homeowners who purchased during the recession and now have huge equity
• Telemarketing service targeting FSBO and expired listings
• Dealing with technology and clients who demand your attention 24 hours per day
• Prioritizing your family first
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 297 closings
• 18 million sales volume
• 11 member team:
  • 4 sales agents
  • 1 executive assistant
  • 1 receptionist
  • 4 REO staff
  • 1 team leader

Niche:

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

(originally published on 10/21/16)

Matt Laricy SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:15

Website:

MattLaricyGroup.com

Bonus:

Matt Laricy Group – YouTube Channel

Background:

Matt Laricy is with Americorp Ltd in Chicago, Illinois. Last year he closed 260 transactions with a total sales volume of 104 million. His average sales price was 404 thousand of which 60% were buyers and 40% were sellers. He has a 6 member team: 3 sales agents, 1 administrative assistant, 1 marketing assistant, and 1 team leader.

Matt Laricy is the team leader of the Matt Laricy Group. He has been an agent for 10 years and works the downtown Chicago market.

In this call, Matt talks about:

• Only selling 2 homes his first full year in real estate
• Sleeping on his parents couch and begging his dad for gas money to get started
• Why switching market focus open the doors to a whole new future
• Building the foundation of success with passion, education, and determination
• Predicting internet marketing trends and getting in early
• Buying Zillow and Trulia zip codes in the early days
• Answering buyer and seller questions online and receiving a stream of leads
• How he got 550 agent reviews and recommendations on the internet that give him instant credibility
• Using high quality photo and video marketing
• Producing neighborhood tour videos to establish his expert status
• Why most agents approach lead follow up the wrong way
• Why he hates CRMs and sends personal emails instead
• Team dynamics, profit margins and more

2016 Stats:

• 260 closings
• 104 million sales volume
• 6 member team:
  • 3 sales agents
  • 1 administrative assistant
  • 1 marketing assistant
  • 1 team leader

Niche:

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

(originally published on 10/07/16)

Louise Juracek SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:30

Website:

LouiseJuracek.com

Background:

Louise Juracek is with Coldwell Banker in Bakersfield, California. Last year she closed 138 transactions with a total sales volume of 16 million. Her average sales price was 118 thousand of which 34% were buyers and 66% were sellers. Last year she had a 4 member team: 1 sales partner, 1 office manager, 1 assistant, and 1 team leader.

Louise Juracek is the team leader of The Louise Juracek Team. She has been an agent for 33 years. She works the Kern County market.

In this call, Louise talks about:

• Selling 35 homes her first year while working part time at real estate
• What she did to get the top agent in her office to mentor her
• How she personally closes over 100 transactions per year
• Starting every day by asking: “Where’s the deal coming from today?”
• Setting the ambition goal to schedule 100 appointments in 4 months
• Script for engaging your family, friends, and past clients in your goals
• Why you should go Elephant Hunting one day per week
• How to become the Multiple Listing Salesperson for a new home builder and list their excess inventory on the MLS
• Why you should track unsold inventory
• How to make lunch time pay off in referrals
• Her minimum commission income goal per transaction
• The script to capture the open house visitor’s attention within 10 seconds
• Why she keeps her past client and sphere of influence list small
• How she generates over 60% of her business by repeat and referral
• Her referral script including a role play that results in 2 leads
• How her “love of people” results in “clients for life”
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 138 closings
• 16 million sales volume
• 4 member team:
  • 1 sales partner
  • 1 office manager
  • 1 assistant
  • 1 team leader

Niche:

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

(originally published on 09/21/16)

Colleen Lawler SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:31

Website:

TheIrvineTeam.com

Bonus:

To download PDF, right click and “save as” to your computer:

Colleen Lawler – Expired Letter 1

Colleen Lawler – Expired Letter 2

Background:

Colleen Lawler is with Coldwell Banker in Chesterfield, Missouri.  Last year she closed 202 transactions with a total sales volume of 68 million.  Her average sales price was 336 thousand of which 47% were buyers and 53% were sellers.  She has a 7 member team:  2 buyer specialists, 1 marketing manager, 1 listing manager, 2 closing managers, and 1 team leader.

Colleen Lawler is the team leader of The Irvine Team.  She has been an agent for 30 years and participated in over 1,260 real estate transactions worth over 416 million.

In this call, Colleen talks about:

• Her slow start and sever call reluctance.
• Gaining traction by hosting open houses and changing the power dynamic by ‘interviewing” and selecting visitors to be her clients
• Succeeding in real estate sales as a highly analytical “C” on the DISC personality profile
• How to use “emotional intelligence” in negotiations
• Why 35% of her business is “two sided” move up and move down clients
• Her Golden 200 List that sends the majority of her referrals
• Why she gets 70% of her business from friends, family, and past clients
• How she hosts and promotes 2 annual client parties (Shredding Event and Pie Giveaway) that result in immediate and future business
• The fast and easy way to set up a drip email campaign your people will love
• How she receives 20% of her business from expired listings … almost without trying
• Simple way to get the email address for expired listings
• How to get Zillow/Trulia online reviews and the power of the “one star” review
• How you built a successful team structure with Post-It Notes
• Why her team averages 28 closings per member and 67 closings per agent
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 202 closings
• 68 million sales volume
• 7 member team:
  • 2 buyer specialists
  • 1 marketing manager
  • 1 listing manager
  • 2 closing managers
  • 1 team leader

Niche:

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

(originally published on 09/07/16)

Lawrence Belland SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

.
.
.
.

To listen on iTunes, click HERE.

To listen on Google Play, click HERE.

To download, right click the “Download” link below and “save as” to your computer.

Download FULL Running Time: 1:28

Website:

BellandRealtyGroup.com

Background:

Lawrence Belland is with John L Scott Real Estate in Portland, Oregon. Last year he closed 81 transactions with a total sales volume of 28 million. His average sales price was 354 thousand of which 15% were buyers and 85% were sellers. He has a 10 member team: 1 buyer agent, 1 listing manager, 3 listing coordinators, 1 client care manager, 1 negotiator, 1 marketing manager, l transaction coordinator, and 1 team leader.

Lawrence Belland is the team leader of the Belland Realty Group. He has been an agent for 38 years and participated in over 6,000 real estate transactions worth over 750 million.

In this call, Lawrence talks about:

• Starting his career creatively with “minor partitions” and helping sellers split vacant lots off oversized properties to create two pieces of real estate to sell
• Putting his real estate sales career on hold while he pursued the mortgage business and investment transactions for 10 years
• Jumping back into real estate sales by working short sales … in the early 1990’s
• How he developed his concept of the “Listing Launch” where he builds up anticipation in the market with delayed showing dates and restricted offer dates (confirm practice rules with your MLS or state license authority)
• His 10 day pre-launch marketing program that often results in dozens of showings and multiple offers the first day on the market … including the best day and time for the launch
• Why he invests his own money to “fix up” his sellers’ properties for quicker sales and higher nets for the seller … and himself
• His seller strategy for dealing with multiple offers
• The annual marketing plan he uses with his past clients and sphere of influence to generate repeat and referrals that account for 40% of his business
• Team dynamics, profit margins and more

2015 Stats:

• 81 closings
• 28 million sales volume
• 10 member team:
  • 1 buyer agent
  • 1 listing manager
  • 3 listing coordinators
  • 1 client care manager
  • 1 negotiator
  • 1 marketing manager
  • 1 transaction coordinator
  • 1 team leader

Niche:

• short sale
• repeat & referrals
• past clients
• sphere of influence

(originally published on 08/21/16)