Wes Madden SUCCESS CALL

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Download FULL Running Time: 1:44

Website:

WesMadden.com

Background:

Wes Madden with Madden Real Estate in Fairbanks, Alaska. Last year he closed 579 transactions with a total sales volume of 133 million and a GCI of 3.8 million. His average sales price was 230 thousand of which 42% were buyers and 58% were sellers. He has a 36 member team: 13 buyer specialists, 5 listing partners, 2 inside sales agents, 1 REO specialist, 4 escrow coordinators, 1 listing coordinator, 4 virtual assistants, 1 director of operations, 1 executive assistant, 2 directors of first impressions, 1 bookkeeper, 1 field coordinator, and 1 team leader.

Wes Madden is the team leader of the Madden Real Estate team. He has been an agent for 10 years and sold almost 4,000 homes worth 850 million in his career.

In this call, Wes talks about:

• Selling 75 homes his first full year by being determined and disciplined
• Handing out 500 business cards his first month
• Piloting a Blackhawk helicopter for the Army before starting his real estate career
• How he started by helping military personnel buy and sell homes … and how you can work with these folks if you live near a military base
• Getting a coach his first 6 months in the business
• Wanting to create a scalable, salable real estate business from the beginning
• Developing a 25% market share
• The simple marketing plan he uses to get 60% of his business by repeat and referral from past clients and sphere of influence … by creating an army of referral machines
• The Buy It Local Coupon Program
• How he ranks high in the search engines and gets free SEO traffic and leads
• Which companies he uses for paid PPC internet lead generation including the conversion rates and the return on investment numbers
• How he creates mass market awareness and direct sales with radio and TV ads … and the power of the celebrity endorsement
• Why he surrounds himself with experts
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 579 closings
• 133 million sales volume
• 36 member team:
  • 13 buyer specialists
  • 5 listing partners
  • 2 inside sales agents
  • 1 REO specialist
  • 4 escrow coordinators
  • 1 listing coordinator
  • 4 virtual assistants
  • 1 director of operations
  • 1 executive assistant
  • 2 directors of first impressions
  • 1 bookkeeper
  • 1 field coordinator
  • 1 team leader

Niche:

• military
• internet leads
• radio ads
• repeat & referrals
• past clients
• sphere of influence

(originally published on 08/07/16)

Casey Margenau SUCCESS CALL

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Download FULL Running Time: 1:44

Website:

CaseyMargenau.com

Background:

Casey Margenau is with Casey Margenau Fine Homes in Vienna, Virginia. Last year he closed 69 transactions with a total sales volume of 74 million. His average sales price was 1.1 million of which 24% were buyers and 76% were sellers. He has an 8 member team: 3 sales agents, 1 closing coordinator, 1 sales coordinator, 1 marketing coordinator, 1 field coordinator, and 1 team leader.

Casey Margenau is the team leader of the Casey Margenau Fine Homes team. He has been an agent for 27 years and sold 2,830 homes worth 2.7 billion in his career … making Casey a multi-billion dollar agent. He was ranked the #1 agent worldwide for RE/MAX 5 years in a row.

In this call, Casey talks about:

• Getting a quick start in real estate and becoming the #1 agent in his association by his second full year in the business
• Why it’s helpful to have a sales background
• Selling through storytelling
• How he started selling luxury homes
• Why he calls million dollar homes “forever homes”
• Which agents can easily transition into the luxury market (you may be surprised)
• How to market luxury homes and find a buyer
• What he claims is the “single biggest thing I’ve done in my career that has had success”
• The radical change he sees coming in the market in the next 5 years that will dramatically change the real estate landscape … and how you can survive and even thrive
• His simple annual marketing plan to past clients and sphere of influence
• How “green and red cherries” changed his approach to marketing
• Why internet marketing dynamics and an exit plan led him to go independent
• The 3 key administrative positions on his team
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 69 closings
• 74 million sales volume
• 8 member team:
  • 3 sales agents
  • 1 closing coordinator
  • 1 sales coordinator
  • 1 marketing coordinator
  • 1 field coordinator
  • 1 team leader

Niche:

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

(originally published on 07/21/16)

Justin Myer SUCCESS CALL

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Download FULL Running Time: 1:39

Website:

LethridgeRealEstate.com

ForeclosedLethbridge.com/

Josh Schoenly’s ClientAlchemist.com

Bonus:

To hear the radio ad, click the arrow below.

Radio Ad 1 Download

[sc_embed_player fileurl=”https://s3.amazonaws.com/MMA-Success-Calls/Justin-Myer-Radio-Ad.mp3″]

Sample Property Video1 :

Sample Property Video 2:

Background:

Justin Myer is with LethbridgeRealEstate.com in Lethbridge Alberta Canada. Last year he closed 221 transactions with a total sales volume of 58 million. His average sales price was 262 thousand of which 53% were buyers and 47% were sellers. He has an 8 member team: 1 listing specialist, 3 buyer agents, 1 buyer manager, 1 office manager, 1 admin assistant, and 1 team leader.

Justin Myer is the team leader of the LethbridgeRealEstate.com team. He has been an agent for 6 years and sold 465 homes in his short career.

In this call, Justin talks about:

• Selling 8 homes his first year
• Personally selling 150 homes last year while his team sold the balance
• How he generates hundreds of leads with inexpensive Facebook ads
• Which ad colors and fonts have the highest results
• Long versus short copy in ads
• Attracting buyers with unique lists of homes
• Starting a Facebook group that lead to working with 6 local home builders
• Radio ads that are counter to his competition
• His annual marketing plan for past clients
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 221 closings
• 58 million sales volume
• 8 member team:
  • 1 listing specialist
  • 3 buyer agents
  • 1 buyer manager
  • 1 office manager
  • 1 admin assistant
  • 1 team leader

Niche:

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

(originally published on 07/07/16)

Brett Keppler SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

TreoRealtors.com

Background:

Brett Keppler is with TREO Realtors in Cincinnati, Ohio. Last year he closed 260 transactions with a total sales volume of 31 million and GCI of 745 thousand. His average sales price was 118 thousand of which 40% were buyers and 60% were sellers. He has a 13 member team: 5 buyer agents, 1 listing agent, 1 marketing manager, 1 office manager, 1 personal assistant, 1 REO manager, 2 REO support, and 1 team leader.

Brett Keppler is the team leader of Team TREO. He has been an agent for 10 years, sold 1,500 homes in his career, and works the Greater Cincinnati market.

In this call, Brett talks about:

• Selling 12 homes his first year
• Personally selling 96 homes last year while his team sold the balance
• How he and his team transitioned from selling 494 homes in 2013 (mostly REO) to selling 260 homes in 2015 (mostly traditional sales)
• The single twist that makes his expired listing program different and more successful than his competitors
• Working with investors, what they want, and why they keep hiring him
• How he gets 1/3rd of his business from past clients and sphere of influence including his annual marketing plan
• Team dynamics, profit margins and more

2015 Stats:

• 260 closings
• 31 million sales volume
• 13 member team:
  • 5 buyer agents
  • 1 listing agent
  • 1 marketing manager
  • 1 office manager
  • 1 personal assistant
  • 1 REO manager
  • 2 REO support
  • 1 team leader

Niche:

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

(originally published on 06/21/16)

Marti Hampton SUCCESS CALL

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Download FULL Running Time: 1:09

Website:

MartiHampton.com

ComingVerySoon.com

ComingSoonHomes.com

MartiHampton YouTube Channel

Bonus:

To hear the radio ads, click the download links below.

Radio Ad 1 Download

Radio Ad 2 Download

Radio Ad 3 Download

Background:

Marti Hampton is with RE/MAX in Raleigh, North Carolina. Last year she closed 425 transactions with a total sales volume of 115 million and GCI of 3.3 million. Her average sales price was 275 thousand of which 42% were buyers and 58% were sellers. She has a 16 member team: 7 buyer agents, 3 listing agents, 6 administrative support, and 1 team leader.

Marti Hampton is the team leader of The Marti Hampton Team. She has been an agent for 30 years, sold 10,000 homes in her career, and works the Research Triangle market.

In this call, Marti talks about:

• Why growing up in poverty motivated her to be a success
• Being a single parent with 3 small children when she started in real estate
• Using high energy and enthusiasm to sell and win
• Increasing her production from 44k to 300k in the first 5 years
• Listing 42 homes in her best month
• Her innovative “Coming Soon” listing onboarding process that front loads marketing, creates pent up buyer demand, market interest, multiple offers, quick sales, and high prices for her sellers
• The best day to release a home on the market
• How to handle multiple offers
• Her marketing plan for past client and sphere of influence that generates repeats, referrals, and 50% of her closed business last year
• Marketing with educational videos
• Giving away event tickets
• Special past client file with 250 people most likely to refer her business
• Real estate update radio ads
• Working with Boomtown
• How to get online recommendations and reviews from happy past clients
• Her favorite books
• Team dynamics, compensation, profit margins and more

2016 Stats:

• 425 closings
• 115 million sales volume
• 16 member team:
  • 7 buyer agents
  • 3 listing agents
  • 6 administrative support
  • 1 team leader

Niche:

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

(originally published on 06/07/16)

Kathy Schmidt SUCCESS CALL

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Download FULL Running Time: 1:26

Website:

WeSellEdmonton.com

Bonus:

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

Kathy Schmidt – The Schmidt Report

Background:

Kathy Schmidt is with Schmidt Realty Group in Edmonton Alberta Canada. Last year she closed 162 transactions with a total sales volume of 68 million. Her average sales price was 424 thousand of which 51% were buyers and 49% were sellers. She has a 23 member team: 17 Realtors (11 are new interns), 1 general manager, 1 finance assistant, 1 marketing assistant, 1 office assistant, and 2 team owners.

Kathy Schmidt is the team leader of the Schmidt Realty Group. She has been an agent for 23 years.

In this call, Kathy talks about:

• Selling 27 homes her first year
• Staying positive through transition and change
• Her morning ritual that starts her off on the right foot
• Looking for 3 pieces of evidence that you are on the right track
• Her planning process using SMART goals
• How she generated 76% of her closings by repeat and referrals from past clients and sphere of influence
• The newsletter she mails to her sphere
• The electronic Schmidt Report she emails to her past clients
• Her annual Pie Day event
• Referral Rewards Program
• Focused networking and why it works
• New recruit 8-week boot camp
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 162 closings
• 68 million sales volume
• 23 member team:
  • 17 Realtors (11 are new interns)
  • 1 general manager
  • 1 finance assistant
  • 1 marketing assistant
  • 1 office assistant
  • 2 owners/team leaders

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/21/16)

Lance Loken SUCCESS CALL

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Download FULL Running Time: 1:31

Website:

TheLokenGroup.com

Bonus:

To access The Loken Group DropBox folder with their Operations Manual, click the link below (limited time):

TLGshares.com

Background:

Lance Loken is with Keller Williams Realty in Houston, Texas. Last year he and his team closed 992 transactions with a total sales volume of 218 million. His average sales price was 219 thousand of which 46% were buyers and 54% were sellers. He has a 37 member team: 7 buyer agents, 3 listing agents, 8 inside sales agents, 9 support, 2 builder relations, 1 recruiter, 6 outside support, and 1 team leader.

Lance Loken is the team leader of The Loken Group. He has been an agent for 5 years. He and his team have sold 2,278 homes in their short 5 year career.

In this call, Lance talks about:

• Applying lessons from high-level corporate America to his real estate team
• His quick start and selling 49 home his first year
• How he personally sold 200 homes in 2014
• Closing 992 homes last year with only 10 production agents in the field who averaged 99 closings each
• How his listing agents are averaging 15-20 listings per month
• Setting big, huge, audacious goals and a plan to achieve them
• Planning 10 years into the future
• Why focusing on team culture is the key to individual success
• Planning for success with a mission, vision, and values statement
• Empowering your people to make decisions and drive the organization forward
• 5 key people and succession stacking in each of 5 departments
• Focusing on and mastering only one new lead generation source each year
• How to generate business from past clients, sphere of influence, expired listings, home builders, radio & TV ads, and agent referrals
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 992 closings
• 218 million sales volume
• 37 member team:
  • 7 buyer agents
  • 3 listing agents
  • 8 inside sales agents
  • 9 support
  • 2 builder relations
  • 1 recruiter
  • 6 outside support
  • 1 team leader

Niche:

• expired listings
• agent referrals
• radio & TV ads
• home builders
• repeat & referrals
• past clients
• sphere of influence

(originally published on 05/07/16)

Jenny Ames SUCCESS CALL

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Download FULL Running Time: 1:49

Website:

ColdwellBankerHomes.com/JennniferAmes

LiveAndPlayInChicago.com

Background:

Jenny Ames is with Coldwell Banker in Chicago, Illinois. Last year she closed 111 transactions with a total sales volume of 141 million. Her average sales price was 1.2 million of which 31% were buyers and 69% were sellers. She has a 15 member team: 5 sales agents, 1 listing coordinator, 1 concierge service, 1 contracts coordinator, 1 weekend office manager, 1 marketing director, 1 bookkeeper, 1 team manager, 1 executive assistant, 1 personal assistant, and 1 team leader.

Jenny Ames is the team leader of the Jennifer Ames Chicago team. She’s been an agent for 22 years. In her best year (2014), she closed 144 transactions worth 160 million. Jenny has sold over 1.5 billion in her career, making her a Billion Dollar Agent.

In this call, Jenny talks about:

• Being named “Rookie of the Year”
• How she ranked #3 in Chicago by her 3rd year in the business
• Intentionally working the luxury market from day one
• How to quickly gain market knowledge and become the expert
• Looking for your portal into the luxury market
• Removing the “Chinese Wall” between your personal and business worlds
• Lifestyle selling
• Why networking is important and how to do it right
• How to differentiate yourself with photo quality and copywriting
• Why you should never use a 35 mm lens camera to photograph the interior
• Why listing syndication fails to inspire and how you can correct it
• Focusing on the details is the key to success in the luxury market
• How to market to past clients and sphere of influence with small and large events
• Team dynamics, profit margins and more

2015 Stats:

• 111 closings
• 141 million sales volume
• 15 member team:
  • 5 sales agents
  • 1 listing coordinator
  • 1 concierge service
  • 1 contracts coordinator
  • 1 weekend office manager
  • 1 marketing director
  • 1 bookkeeper
  • 1 team manager
  • 1 executive assistant
  • 1 personal assistant
  • 1 team leader

Niche:

• luxury
• networking
• repeat & referrals
• past clients
• sphere of influence

(originally published on 04/21/16)

Kauffman and Weaver SUCCESS CALL

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Download FULL Running Time: 1:55

Website:

Group4610.com

Background:

Kevin Kauffman and Fred Weaver with Keller Williams Realty in Tempe, Arizona. Last year they closed 382 transactions with a total sales volume of 79 million. Their average sales price was 206 thousand of which 51% were buyers and 49% were sellers. They have a 53 member team: 35 sales agents, 4 regional sales managers, 4 transaction coordinators, 2 listing coordinators, 4 assistants, 1 director of administration, 1 director of operations, and 2 team owners.

Kevin Kauffman and Fred Weaver are the team leaders of Group 46:10. Kevin’s been and agent for 8 years and Fred for 11 years. Their expansion team works 8 markets in 4 states.

In this call, Kevin & Fred talk about:

• Succeeding in a recession by becoming experts at Short Sales
• Building a 7th Level team that worked … then failed
• Jumping back into the business to list & sell while rebuilding from the ground up
• Growth through a multi-state hub-and-spoke expansion team
• What happens in the hub main office
• How they find agents to work the expansion offices
• Focusing on the 3 main lead generators of their sales agents: sphere of influence, prospecting, and open houses
• Training and accountability
• Leverage through delegation
• The 3 different referral sources: single agent, partners, and referral companies
• Creating a interdependent lead generation model
• Their goal to have 500 expansion partners
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 382 closings
• 79 million sales volume
• 53 member team:
  • 35 sales agents
  • 4 regional sales managers
  • 4 transaction coordinators
  • 2 listing coordinators
  • 4 assistants
  • 1 director of administration
  • 1 director of operations
  • 2 team owners

Niche:

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

(originally published on 04/17/16)

Erik Hatch SUCCESS CALL

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Download FULL Running Time: 1:48

Website:

LiveFargoMoorhead.com

ErikHatch.org

SellAHomeSaveAChild.org

Bonus:

To download JPG, right click link below photo and “save as” to your computer:

Erik Hatch – Mailer – Pie Giveaway – Front

Erik Hatch – Mailer – Pie Giveaway – Back

Background:

Erik Hatch is with Hatch Realty in Fargo, North Dakota. Last year he closed 516 transactions with a total sales volume of 108 million. His average sales price was 210 thousand of which 58% were buyers and 42% were sellers. He has a 27 member team: 4 buyer agents, 4 showing partners, 3 listing agents, 2 listing assistants, 3 inside sales agents, 1 sales manager / productivity coach, 2 transaction coordinators, 1 marketing director, 1 photographer, 1 graphic designer, 1 event coordinator, 1 expansion partner, 1 front desk, 1 broker, and 1 team leader.

Erik Hatch is the team leader of the Erik Hatch Team. He has been an agent for 10 years.

In this call, Erik talks about:

• How he went from selling 50 homes to 500 homes in 5 years
• Selling zero homes his first year
• For the first 5 years, he was a part-time agent and sold 58 homes in total
• In the sixth year, he went full-time and sold 52 homes with 1 part-time assistant
• The next year, he multiplied his production by a factor of 4 and sold 192 homes
• The next year, his team sold 246 homes while Erik personally sold 151 homes
• How to find and hire the right people
• Why you want to “hire culture and train skill”
• Description of his 10 hour hiring process
• The “buyer agent – showing partner” model: who does what and compensation
• The 300k per year buyer agent
• His top listing agent listed 125 homes last year
• How 2 socially awkward ISA’s converted an extra 280 transactions last year
• Why lead conversion is more important than lead generation
• Follow up strategy and script
• Why he and his team never asks for a referral, yet get 50% of their business by repeat and referrals from past clients and sphere of influence
• 7 past client event themes that result in business
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 516 closings
• 108 million sales volume
• 27 member team:
  • 4 buyer agents
  • 4 showing partners
  • 3 listing agents
  • 2 listing assistants
  • 3 inside sales agents
  • 1 sales manager / productivity coach
  • 2 transaction coordinators
  • 1 marketing director
  • 1 photographer
  • 1 graphic designer
  • 1 event coordinator
  • 1 expansion partner
  • 1 front desk
  • 1 broker
  • 1 lead agent

Niche:

• 7th level team
• internet leads
• repeat & referrals
• past clients
• sphere of influence

(originally published on 03/21/16)

Matt Curtis SUCCESS CALL

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Download FULL Running Time: 1:26

Website:

MattCurtisRealEstate.com

Background:

Matt Curtis is with Matt Curtis Real Estate in Madison, Alabama. Last year he closed 218 transactions with a total sales volume of 44 million. His average sales price was 204 thousand of which 63% were buyers and 37% were sellers. He has a 15 member team: 7 buyer agents, 1 listing partner, 1 college graduate buyer agent, 1 new home sales agent, 1 closing coordinator, 1 closing assistant, 1 runner, 1 marketing manager/recruiter, and 1 team leader.

Matt Curtis is the team leader of the Matt Curtis Real Estate team. He has been an agent for 10 years. He sold almost 950 homes in his career.

In this call, Matt talks about:

• How he sold 2 homes his first week and 35 homes his first 6 months
• The promotion he used to sell 11 homes in 2 hours
• His internet lead generation and conversion process that resulted in 100 closing last year
• His cost per lead and cost per sale numbers for Zillow, Commissions Inc., and Tiger Leads
• His lead distribution system including the perfect number of leads per agent
• How to get a hold of 90% of your internet leads within 48 hours
• How he got a 6-to-1 ROI on his internet leads and shares the cost with his lender
• The CRM he likes best for tracking and converting his leads
• How to use your internet leads to sign more listings
• Using mass text messages and his most effective text script
• How to keep your agents on track with weekly reviews and coaching
• Why he has over 200 online reviews and how he gets them
• Keys to working with new home builders
• Simple past client marketing plan that resulted in 11% of list repeating or referring
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 218 closings
• 44 million sales volume
• 15 member team:
  • 7 buyer agents
  • 1 listing partner
  • 1 college graduate buyer agent
  • 1 new home sales agent
  • 1 closing coordinator
  • 1 closing assistant
  • 1 runner
  • 1 marketing manager/recruiter
  • 1 team leader

Niche:

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

(originally published on 03/07/16)

Linda McKissack SUCCESS CALL

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Download FULL Running Time: 1:48

Website:

NorthTexasRealtyExperts.com

LindaMcKissack.com

Background:

Linda McKissack is with Keller Williams Realty in Denton, Texas. Last year her team closed 250 transactions with a total sales volume of 50 million. Her average sales price was 200 thousand of which 50% were buyers and 50% were sellers. She has a 12 member team: 6 buyer agents, 2 admin team, 1 marketing, 1 receptionist, 1 runner, and 1 lead agent.

Linda McKissack is a 7th Level team owner who’s removed herself from the day-to-day operation, yet retains an ownership position and receives a passive income stream. She has been an agent for 27 years. In her best year (2012), her team sold 300 homes worth 62 million and earned a GCI of 2.2 million.

In this call, Linda about:

• The huge upside the real estate business offers
• How she went from 600 thousand in debt with she began her real estate career to earning 3 million per year in passive income today
• Using big models to achieve big results
• How to turn your time consuming real estate practice into a 7th level team that runs without you and pays you a passive income stream year after year
• Why you want to hire and partner with “empire builders” and build a “bigger brighter future” for you and your team members
• The downside to doing everything yourself and living commission check to commission check
• Opening your eyes to new possibilities, walking through natural doors, and building a business bigger than you initially imagined
• How to structure the sale of your team and receive a 10 year income stream
• Building a 30 million dollar real estate portfolio filled with little rental houses that generate 146 thousand dollars per month in rental income
• Expanding from agent to team leader to office broker to region owner
• How she helped other offices grow and now receives 1.2 million per year in passive income
• And much, much more

2015 Stats:

• 250 closings
• 50 million sales volume
• 12 member team:
  • 6 buyer agents
  • 2 admin team
  • 1 marketing
  • 1 receptionist
  • 1 runner
  • 1 lead agent

Niche:

• 7th level team
• sell the team
• passive income
• wealth creation

(originally published on 02/21/16)

Blythe Team SUCCESS CALL

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Download FULL Running Time: 1:45

Website:

BrentBlythe.CBShome.com

Bonus:

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

Blythe Team – Magnet Sports Schedule

Blythe Team Postcard (Front) Client Appreciation

Blythe Team Postcard (Back) Client Appreciation

Blythe Team Postcard (Front) Top Sellers

Blythe Team Postcard (Back) Top Sellers

Blythe Team eNewsletter (page 1)

Blythe Team eNewsletter (page 2)

Background:

The Blythe family team is with CBS Home Real Estate in Omaha, Nebraska. Last year they closed 128 transactions with a total sales volume of 24 million. Their average sales price was 187 thousand of which 54% were buyers and 46% were sellers. They have a 6 member team: 3 team agents, 1 showing agent/inspection specialist, 1 administrative assistant, and 1 team leader.

The Blythe Real Estate Team is a father, mother, son team. Father Brent has been an agent for 28 years, mother Lesa for 12 years, and son Chad for 6 years.

In this call, Brent and Chad talk about:

• Getting a fast start with limited funds
• The key to working successfully with your family members
• Why telephone prospecting it the fastest, cheapest, most profitable way to generate leads and build the foundation of your business
• How to cultivate your past clients and sphere of influence
• Why 76% of their business is by repeat and referral and the simple annual marketing plan they use to make it happen
• Script and approach for calling your past clients and sphere of influence
• The importance of systems and how to create them
• Why you want to establish a daily schedule
• The value of a coach
• Networking clubs to build relationships and give and get professional referrals
• Why you might want to hire an Inspection Specialist
• Team dynamics, compensation, profit margins and more

2015 Stats:

• 128 closings
• 24 million sales volume
• 6 member team:
  • 3 team agents
  • 1 showing agent/inspection specialist
  • 1 administrative assistant
  • 1 team leader

Niche:

• phone prospecting
• networking
• repeat & referrals
• past clients
• sphere of influence

(originally published on 02/07/16)

Edie Israel SUCCESS CALL

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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:

EdieSellsHomes.com

Background:

Edie Israel is with Coldwell Banker in Yorba Linda, California. Last year she closed 64 transactions with a total sales volume of 44 million. Her average sales price was 698 thousand of which 30% were buyers and 70% were sellers. She has a 4 member team: 3 partners and 1 licensed assistant.

Edie Israel is the team leader of The Edie Israel Team. She has been an agent for 12 years. In her best year (2013), she sold 68 homes worth 49 million.

In this call, Edie talks about:

• How she got a fast start and sold 23 homes her first year by working with a relocation director and working at the local Costco Roadshow
• How she moved into luxury home sales by targeting neighborhoods she likes
• Selling a 5 million dollar home
• How to find luxury clients and how she found her first high end client
• Her luxury broker package
• How to put on a successful Broker Preview for industry participants
• Expanding her market, reputation, and reach through geographic farming and direct mail by starting with 1,000 home farm and growing to 60,000 homes per month that is resulting in a 4-to-1 ROI
• What her direct mail piece looks like
• How to get and use Zillow Testimonials to improve your internet reputation
• Her annual marketing plan for past clients and sphere of influence
• What she says when she calls her past clients
• How to work with your spouse
• Team dynamics, profit margins and more

2014 Stats:

• 64 closings
• 44 million sales volume
• 4 member team:
  • 3 partners
  • 1 licensed assistant

Niche:

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

(originally published on 01/21/16)

Debbie Yost SUCCESS CALL

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To listen on iTunes, click HERE.

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

Download FULL Running Time: 1:28

Website:

YostHomes.com

DebbieYost.com

Background:

Debbie Yost is with Re/Max in Casa Grande, Arizona. Last year she and her team closed 251 transactions with a total sales volume of 33 million. Her average sales price was 131 thousand of which 42% were buyers and 58% were sellers. She also manages 128 rental units with 125 thousand in monthly rents. She has an 18 member team: 5 buyer specialists, 4 listing partners, 1 receptionist, 1 closing manager, 1 listing manager, 2 property managers, 1 photographer, 1 sign installer, 1 partner, and 1 team leader.

Debbie Yost is the team leader of Yost Realty Group. She has been an agent for 35 years. In her best year (2005), she sold 330 homes worth 56 million. She’s sold about 10,000 homes in her career.

In this call, Debbie talks about:

• How she got a fast start in real estate
• Why getting education early is so important
• How she went from listing 125 homes per year by herself to setting up a 7th Level business that runs without her so she can travel the world
• What systems are, why they are important, and how you set them up
• How to create harmony in a family run business with a wife, husband, and daughter at the helm
• Why there is no such thing as a true real estate emergency
• How to pay for your kid’s (or grandkid’s) college … and even retirement … while they are young
• How to prioritize and work on the highest dollar productive activities first
• Creating happiness, loyalty, and longevity with your team members
• How to hire the right person and what to do during the 90 day probation period
• Why it takes 2 years for a new agent to learn the mechanics and finesse of sales
• Team dynamics and more

2014 Stats:

• 251 closings
• 33 million sales volume
• 18 member team:
  • 5 buyer specialists
  • 4 listing partners
  • 1 receptionist
  • 1 closing manager
  • 1 listing manager
  • 2 property managers
  • 1 photographer
  • 1 sign installer
  • 1 partner
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/07/16)

Nick Shivers SUCCESS CALL

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To listen on iTunes, click HERE.

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

Download FULL Running Time: 1:24

Website:

NickShivers.com

Background:

Nick Shivers is with Keller Williams Realty in Portland, Oregon. Last year he closed 240 transactions with a total sales volume of 73 million. His average sales price was 306 thousand of which 42% were buyers and 58% were sellers. He has a 16 member team: 5 buyer agents, 2 listing agents, 2 inside sales agents, 1 sales manager, 1 administrative manager, 1 buyer coordinator, 1 listing coordinator, 1 runner, 1 chief financial officer, and 1 team leader.

Nick Shivers is the team leader of Westone Properties Group. He has been an agent for 13 years. In his best year (2013), he sold 329 homes worth 82 million.

In this call, Nick talks about:

• How he got a fast start and sold 48 homes his first year by focusing on circle prospecting and door knocking
• The script he used to call around other agents listings to find sellers
• How to develop the team culture you want … and what to do if it’s not working
• Achieving the 7th Level and letting the team run on autopilot
• His marketing plan for repeat & referrals from past clients & sphere of influence
• How he ranks his past clients to determine who should receive his attention first
• Script he uses to call and qualify old forgotten leads
• House warming parties to solidify your new client relationship and meet their friends and family
• Radio ads that generate a 4 to 1 ROI
• Tracking lead flow with the pink sheet
• The career path for team agents including inside sales agent, showing agent, buyer agent, and listing agent
• Showing agent duties and compensation
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 240 closings
• 73 million sales volume
• 16 member team:
  • 5 buyer agents
  • 2 listing agents
  • 2 inside sales agents
  • 1 sales manager
  • 1 administrative manager
  • 1 buyer coordinator
  • 1 listing coordinator
  • 1 runner
  • 1 chief financial officer
  • 1 team leader

Niche:

• circle prospecting
• FSBOs
• expireds
• radio ads
• repeat & referrals
• past clients
• sphere of influence

(originally published on 12/21/15)

Laurel Starks SUCCESS CALL

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

download FULL Running Time: 1:30

Website:

StarksRealEstate.com

Background:

Laurel Starks is with Keller Williams Realty in Rancho Cucamonga, California. Year to date, she’s sold 71 homes worth 30 million. Her average sales price was 428 thousand of which 30% were buyers and 70% were sellers. She has a 7 member team: 1 executive assistant/listing coordinator, 1 contracts coordinator, 1 general manager, 3 sales agents, and 1 team leader.

Laurel Starks is the team leader of the Starks Realty Group. She has been an agent for 10 years and specializes in divorce homes.

In this call, Laurel talks about:

• Why she quit her job as an airline attendant to become a real estate agent
• How she quick became an expert at the sales contract
• Why she became a family law real estate expert and works with divorcing couples
• Receiving listing assignments from attorneys and judges
• How she became a court appointed expert
• Earning $350 to $500 per hour consulting for attorneys and testifying in court
• What you need to do to become a divorce home expert
• How to develop relationships with attorneys and judges
• Diversifying and building a traditional practice to expand her business
• Team dynamics, compensation, profit margins and more

2015 YTD Stats:

• 71 closings
• 30 million sales volume
• 7 member team:
  • 1 executive assistant/listing coordinator
  • 1 contracts coordinator
  • 1 general manager
  • 3 sales agents
  • 1 team leader

Niche:

• divorce homes
• repeat & referrals
• past clients
• sphere of influence

(originally published on 12/07/15)

Derek Gilbert SUCCESS CALL

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

Download FULL Running Time: 1:20

Website:

DenverDerek.com

Bonus:

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

Derek Gilbert – Invitation – Arcade Night

Derek Gilbert – Invitation – Dave And Busters

Derek Gilbert – Invitation – Pie Giveaway

Background:

Derek Gilbert is with Keller Williams Realty in Englewood, Colorado. Year to date, he’s sold 68 homes worth 21 million. His average sales price was 308 thousand of which 51% were buyers and 49% were sellers. He has a 4 member team: 1 executive assistant, 1 inside sales agent, 1 marketing partner, and 1 team leader.

Derek Gilbert is the team leader of The Gilbert Group. He has been an agent for 12 years. In his best year (2010) he sold 111 homes worth 21 million.

In this call, Derek talks about:

• Moving to Colorado and running his Arizona real estate team remotely
• Closing his remote office and starting from scratch in a new market where he did not know anyone
• Generating excitement and multiple offers for sellers in a hot market
• How to help buyers win in multiple offer situations even when they are not the highest price
• Marketing plan for past clients
• Referral scripts and role play to your sphere of influence
• Putting on events for your past clients including his Fall Festival
• Targeted “Facebook Failure” Ads that keep you in front of your past clients for pennies per day
• His geographic farming program
• The technology and software that makes his business work
• Team dynamics, profit margins and more

2015 YTD Stats (1st 10 months):

• 68 closings
• 21 million sales volume
• 4 member team:
  • 1 executive assistant
  • 1 inside sales agent
  • 1 marketing partner
  • 1 team leader

Niche:

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

(originally published on 11/21/15)

Carol Wolfe SUCCESS CALL

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

Download FULL Running Time: 1:12

Website:

CarolWolfe.com

Bonus:

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

Carol Wolfe – Farming Postcard

Carol Wolfe – Magazine Ad

Background:

Carol Wolfe is with Rodeo Realty in Encino, California. Last year, she sold 30 homes worth 40 million. Her average sales price was 1.3 million of which 20% were buyers and 80% were sellers. Last year, she had a 2 member team: 1 administrative assistant and 1 team leader. This year she is mentoring 3 buyer agents. Carol has been an agent for 41 years.

In this call, Carol talks about:

• How she negotiates a higher commission than her competition (commissions are negotiable, there are no standards, this is for educational purposes only)
• Why she sells luxury homes and a simple approach for you to move into the luxury home market
• Picking, expanding, and working her geographic farm
• How she earned 1.2 million in GCI last year with a super high profit margin
• Traveling twice per year around the world and how she keeps things on track back at the office
• How she stays in front of her community with bus benches, sports banners, and movie theater trailers
• Working with her daughter and teaching her the ropes
• Team dynamics, profit margins and more

2014 Stats:

• 30 closings
• 40 million sales volume
• 2 member team:
  • 1 administrative assistant
  • 1 team leader
  • This year also mentoring 3 buyer agents

Niche:

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

(originally published on 11/07/15)

Timothy Reeder SUCCESS CALL

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Download FULL Running Time: 1:28

Website:

timothyreeder.npdodge.com

Background:

Timothy Reeder is with NP Dodge Real Estate in Omaha, Nebraska.  In the first nine months of this year (2015), he has personally sold 115 homes worth 20 million, while his team has sold 340 homes worth 51 million.  His average sales price was 176 thousand of which 25% were buyers and 75% were sellers.  He has an 18 member team: 11 full time agents, 6 administrative staff, and 1 team leader.

Timothy Reeder is the team leader of The Good Life Group.  He has been an agent for 17 years.

In this call, Timothy talks about:

• How he personally sells over 100 homes per year by focusing on referrals
• His simple, yet effective referral marketing plan
• Why big databases are distracting, expensive, and often fail
• How a small list of 300 people resulted in 103 referral closings in 1 year
• The simple referral scripts that get results
• What to say when you call your people … fresh new ideas
• How to throw a huge client party … for free
• An in-depth discussion of the 3 elements of a successful referral campaign: calls, notes, and pop-bys
• How he reduced his database from 1,200 to 300 people overnight
• Why he picked old and historic homes as his niche
• Team dynamics, compensation, profit margins and more

2015 YTD Stats (1st 9 months):

• 340 closings
• 51 million sales volume
• 18 member team:
  • 11 full time agents
  • 6 administrative staff
  • 1 team leader

Niche:

• old and historic homes
• repeat & referrals
• past clients
• sphere of influence

(originally published on 10/21/15)

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Download FULL Running Time: 1:37

Website:

KristanCole.com/

Bonus:

5 Video Series: Kristan Cole interviews Gary Keller about Expansion Teams:

The ‘What’ and ‘Why’ of Expansion

How Does Expansion Affect the Market Centers?

Win-Win Relationships in Expansion

Is it ‘Who’ or ‘Where’ First in Expansion

The Future of Expansion and Keller Williams

Background:

Kristan Cole is with Keller Williams Realty in Scottsdale, Arizona. Last year she closed 249 transactions with a total sales volume of 50 million and 1.7 million in GCI. Her average sales price was 201 thousand of which 41% were buyers and 59% were sellers. She has a 21 member team: 4 buyer agents, 1 listing partner, 1 lead administrator, 1 closing coordinator, 1 director of lead generation, 1 executive assistant, 1 runner, 1 bookkeeper, 4 virtual assistants, 5 expansion partners, and 1 team leader.

Kristan Cole is the team leader of the Kirstan Cole Real Estate Network. She has been an agent for 30 years. She is also the Vice President of Mega Agent Expansion for Keller Williams Realty.

In this call, Kristan talks about:

• Starting in real estate right out of college
• Being a solo agent for 15 years before starting a team
• Working in a small rural market in Alaska
• The Expansion Team concept
• How she expanded into another city in Alaska … and then city in Arizona
• Running a team of people in two different states and virtual assistants in another country … and the technology she uses to make it work
• When expansion teams are a good idea … and when it’s not
• Lessons she’s learn after mentoring over 600 agents on expansion teams
• How she and her team are converting 7% of her internet leads into closings
• The benefits of a 7th Level team
• Team dynamics, profit margins and more

2014 Stats:

• 249 closings
• 50 million sales volume
• 21 member team:
  • 4 buyer agents
  • 1 listing partner
  • 1 lead administrator
  • 1 closing coordinator
  • 1 director of lead generation
  • 1 executive assistant
  • 1 runner
  • 1 bookkeeper
  • 4 virtual assistants
  • 5 expansion partners
  • 1 team leader

Niche:

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

(originally published on 10/07/15)

Lisa Archer SUCCESS CALL

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Download FULL Running Time: 1:33

Website:

LiveLoveHomes.com/

Background:

Lisa Archer is with Keller Williams Realty in Charlotte, North Carolina. Last year she closed 163 transactions with a total sales volume of 41 million. Her average sales price was 256 thousand of which 51% were buyers and 49% were sellers.

She has an 8 member team in Charlotte: 2 listing agents, 2 buyer agents, 1 showing agent, 1 director of opportunity generation, 1 marketing coordinator, 1 head of administration, and 1 team leader. Plus she has a 4 member administrative team in Mississippi and 2 expansion agents in Birmingham and Chicago. (Production numbers are based on the Charlotte team only).

Lisa Archer is the team leader of the Live Love Homes team. She has been an agent for 10 years.

In this call, Lisa talks about:

• How she started in real estate with her father
• Why a phone call from a friend tripled her business the following year
• How she developed the “Live Love” concept
• Why she’s growing her business with expansion teams in two other states and why she believes she can grow to 100 expansion agents in 3 years
• How she generates 35% of her business by referrals from other agents using Facebook and digital door knocking
• Her daily prospecting 5-5-5 plan to her sphere of influence that generates 30% of her business … and only takes 30 minutes per day
• Why relationship building is the key to her long term success
• The core questions she asks when prospecting FSBOs and expired listings
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 163 closings
• 41 million sales volume
• 8 member team in Charlotte:
  • 2 listing agents
  • 2 buyer agents
  • 1 showing agent
  • 1 director of opportunity generation
  • 1 marketing coordinator
  • 1 head of administration
  • 1 team leader
  • Plus 4 member administrative team in Mississippi
  • and 2 expansion agents in Birmingham and Chicago

Niche:

• internet leads (Facebook)
• FSBO
• expired listings
• repeat & referrals
• past clients
• sphere of influence
• agent referrals

(originally published on 09/21/15)

Charles Pence SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

ThePartnersTrust.com/

Background:

Charles Pence is with Partners Trust in Santa Monica, California. Last year he closed 27 transactions with a total sales volume of 85 million and earned 1.35 million in GCI. His average sales price was 3.1 million of which 45% were buyers and 55% were sellers.

He has 1 personal assistant.

Charles Pence is a partner of the firm Pence, Hathorn, and Silver. He has been an agent for 37 years. He’s sold over 2,300 homes worth over 2 billion in his career.

In this call, Charles talks about:

• How he became a luxury agent and how you can move into the luxury market
• Why he can earn all the money he needs by having 15 to 20 conversations per day
• How he got over the fear of calling his sphere of influence, what he talks about, his new approach, and the script he uses
• How the key to success is looking for change in people lives
• Door knocking in luxury neighborhoods every week for 20 years
• Why he still holds 3 to 4 open houses per month and why he hires professional hostesses to gather contact information
• Why low inventory is a myth and how to find all the listings you need
• Team dynamics, profit margins and more

2014 Stats:

• 27 closings
• 85 million sales volume
• 2 member team:
  • 1 personal assistant
  • 1 team leader

Niche:

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

(originally published on 09/07/15)

Lynda Anderson SUCCESS CALL

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

Download FULL Running Time: 1:21

Website:

BoulderBayRealty.com/

Bonus:

To download the Excel Spreadsheet, right click and “save as” to your computer:

Lynda Anderson – Agent Weekly Tracking Sheet

Background:

Lynda Anderson is with Boulder Bay Realty Group in Valparaiso, Indiana.  Last year she closed 165 transactions with a total sales volume of 27 million.  Her average sales price was 168 thousand of which 42% were buyers and 58% were sellers.

She has an 8 member team:  3 buyer specialists, 1 listing specialist, 1 showing specialist, 1 closing manager, 1 marketing director, and 1 team leader.

Lynda Anderson is the team leader of The Lynda Anderson Team.  She has been an agent for 25 years.  She’s sold over 2,400 homes in her career.

In this call, Lynda talks about:

• How she started in real estate to help her sister
• Working a rural market in a small town of 32,000 people
• Her small 168 person Advocate Group that sent her 85 closed referrals last year and resulted in 51% of her business
• Her client appreciation events including a fireworks show and movie day
• Creating Happy Birthday and Happy Home Anniversary videos
• How she generates 74% of her business by repeat & referrals from her past clients & sphere of influence
• How she sends mass texts messages and sly voice messages
• What she’s doing to convert 2.5% of her internet leads into closings
• The marketing method that has a 22-to-1 ROI, for every one dollar she invests, she gets 22 back
• Team dynamics, compensation, profit margins and more

2014 Stats:

• 165 closings
• 27 million sales volume
• 8 member team:
  • 3 buyer specialists
  • 1 listing specialist
  • 1 showing specialist
  • 1 closing manager
  • 1 marketing director
  • 1 team leader

Niche:

• internet leads
• IVR system
• repeat & referrals
• past clients
• sphere of influence
• agent referrals

(originally published on 08/21/15)