Gwen Daubenmeyer SUCCESS CALL

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Download FULL Running Time: 1:25

Website:

TheIntegrityTeam.com

Background:

Gwen Daubenmeyer is with RE/MAX in Bloomfield Hills, Michigan. Last year she closed 116 transactions with a total sales volume of 21 million. Her average sales price was 181 thousand of which 57% were buyers and 43% were sellers. She operates a team with 6 members: 3 buyer specialists, 1 part time executive assistant/listing coordinator, 1 part time closing coordinator, and 1 team leader.

Gwen Daubenmeyer is the team leader of The Integrity Team. She’s been an agent for 29 years and works the Metro Detroit market.

In this call, Gwen talks about:

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

2013 Stats:

• 116 closings
• 21 million sales volume
• 6 member team:
  • 3 buyer specialists
  • 1 part time executive assistant/listing coordinator
  • 1 part time closing coordinator
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 08/07/14)

Terry Moerler SUCCESS CALL

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Download FULL Running Time: 1:40

Website:

TheMoerlerTeam.com

Background:

Terry Moerler is with Keller Williams Realty in Westlake Village, California. Last year she closed 68 transactions with a total sales volume of 40 million. Her average sales price was 590 thousand of which 44% were buyers and 56% were sellers. She operates a team with 5 members: 1 Realtor partner, 1 showing partner, 1 transaction partner, 1 listing partner, and 1 team leader.

Terry Moerler is the team leader of Terry Moerler Partners. She’s been an agent for 35 years, sold 110 homes in her best year, and helped over 2,100 families move in her career.

In this call, Terry talks about:

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

2013 Stats:

• 68 closings
• 40 million sales volume
• 5 member team:
  • 1 REALTOR partner
  • 1 showing partner
  • 1 listing partner
  • 1 transaction partner
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 07/21/14)

Judy Markowitz SUCCESS CALL

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Download FULL Running Time: 1:58

Website:

EnergizedRealtyGroup.com

Background:

Judy Markowitz is with the Energized Realty Group in Flushing, New York. Last year she closed 174 transactions with a total sales volume of 108 million. Her average sales price was 625 thousand of which 47% were buyers and 53% were sellers. She operates a team with 14 members: 3 buyer specialists, 2 listing specialists, 1 team manager, 1 marketing manager, 1 prospecting assistant, 1 head administrative coordinator, 2 administrative assistants, 1 director of first impressions, 1 courier, and 1 team leader.

Judy is the team leader of the Energized Realty Group. She’s been an agent for 27 years and works in the northeast borough of Queens in New York City.

In this call, Judy talks about:

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

2013 Stats:

• 174 closings
• 108 million sales volume
• 14 member team:
  • 3 buyer specialists
  • 2 listing specialists
  • 1 team manager
  • 1 marketing manager
  • 1 prospecting assistant
  • 1 head administrative coordinator
  • 2 administrative assistants
  • 1 director of first impressions
  • 1 courier
  • 1 team leader

Niche:

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

(originally published on 07/07/14)

Jennifer Carstensen SUCCESS CALL

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Download FULL Running Time: 1:06

Website:

YourMemphisHouse.com

Background:

Jennifer Carstensen is with RE/MAX in Germantown, Tennessee. Last year she closed 155 transactions with a total sales volume of 22 million. Her average sales price was 141 thousand of which 60% were buyers and 40% were sellers. She operates a team with 8 members: 5 buyer specialists, 1 executive assistant, 1 marketing assistant, and 1 team leader.

Jennifer is the team lead of The Live Love Memphis Group. She’s been an agent for 5 years and sold 431 homes in her short career.

In this call, Jennifer talks about:

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

2013 Stats:

• 155 closings
• 22 million sales volume
• 8 member team:
  • 5 buyer specialists,
  • 1 executive assistant
  • 1 marketing assistant
  • 1 team leader

Niche:

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

(originally published on 06/21/14)

Tami Spaulding SUCCESS CALL

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Download FULL Running Time: 1:36

Website:

Talk2Tami.com

Background:

Tami Spaulding is with The Group in Fort Collins, Colorado. Last year she closed 85 transactions with a total sales volume of 22 million. Her average sales price was 257 thousand of which 35% were buyers and 65% were sellers. She operates a team with 3 members: 1 listing manager, 1 contracts manager, and 1 team leader. Tami has been an agent for 26 years and sold 2,000 homes in her career.

In this call, Tami talks about:

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

2013 Stats:

• 85 closings
• 22 million sales volume
• 3 member team:
  • 1 listing manager
  • 1 contracts manager
  • 1 team leader

Niche:

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

(originally published on 06/07/14)

Russell Rhodes SUCCESS CALL

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Download FULL Running Time: 1:34

Website:

TheRhodesTeam.com

Background:

Russell Rhodes is with Keller Williams Realty in Dallas, Texas. Last year he closed 578 transactions with a total sales volume of 194 million. His average sales price was 335 thousand of which 49% were buyers and 51% were sellers.

He operates a team with 24 members: 12 buyer agents, 1 listing partner, 1 general manager, 1 operations manager, 2 listing department, 3 closing department, 1 marketing manager, 1 director of 1st impressions, 1 runner, and 1 team leader.

Russell Rhodes is the team leader of The Rhodes Team. He has been an agent for 14 years. He sold over 4,000 homes in his career and was ranked the #1 agent in the world for Keller Williams Realty in 2011 and 2012.

In this call, Russell talks about:

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

2013 Stats:

• 578 closings
• 194 million sales volume
• 24 member team:
  • 12 buyer agents
  • 1 listing partner
  • 1 general manager
  • 1 operations manager
  • 2 listing department
  • 3 closing department
  • 1 marketing manager
  • 1 director of 1st impressions
  • 1 runner
  • 1 team leader

Niche:

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

(originally published on 05/21/14)

Liz And Mike McKee SUCCESS CALL

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Download FULL Running Time: 1:37

Website:

TheLizAndMikeMcKeeTeam.com

Background:

Liz & Mike McKee with Coldwell Banker Preferred in Wilmington, Delaware. Last year they closed 84 transactions with a total sales volume of 25 million. Their average sales price was 297 thousand of which 40% were buyers and 60% were sellers. They operate a 9 member team: 4 client specialists, 1 settlement coordinator, 1 listing coordinator, 1 virtual assistant, and 2 team leaders.

Liz & Mike McKee are the team leaders of the Liz & Mike McKee Team. Liz has been and agent for 30 years and is a 3rd generation Realtor. Mike has been and agent for 30 months.

In this call, Liz & Mike talk about:

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

2013 Stats:

• 84 closings
• 25 million sales volume
• 9 member team
  • 4 client specialists
  • 1 settlement coordinator
  • 1 listing coordinator
  • 1 virtual assistant
  • 2 team leaders

Niche:

• repeat & referrals
• past clients
• sphere of influence
• expired listings
• open houses
• neighborhood previews

(originally published on 05/07/14)

Linda Craft SUCCESS CALL

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Download FULL Running Time: 1:34

Website:

LindaCraft.com

Background:

Linda Craft is with Linda Craft & Team Realtors in Raleigh, North Carolina. Last year she closed 356 transactions with a total sales volume of 88 million. Her average sales price was 247 thousand of which 53% were buyers and 47% were sellers. She operates a 19 member team: 8 buyer specialists, 2 seller specialists, 1 listing manager, 1 buyer closing manager, 1 seller closing manager, 1 marketing manager, 1 director of first impressions, 1 short sale manager, 1 client care specialist, 1 accounting manager, and 1 team leader.

Linda Craft is the team leader of Linda Craft & Team. She has an agent for 29 years and has sold over 6,000 homes in her career.

In this call, Linda talks about:

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

2013 Stats:

• 356 closings
• 88 million sales volume
• 19 member team:
  • 8 buyer specialists
  • 2 seller specialists
  • 1 listing manager
  • 1 buyer closing manager
  • 1 seller closing manager
  • 1 marketing manager
  • 1 director of first impressions
  • 1 short sale manager
  • 1 client care specialist
  • 1 accounting manager
  • 1 team leader

Niche:

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

(originally published on 04/21/14)

Bob Bohlen SUCCESS CALL

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Download FULL Running Time: 1:33

Website:

Lillian Montalto Signature Properties at AndoverHomes.com

Background:

Bob Bohlen is with Lillian Montalto Signature Properties in Andover, Massachusetts. He is possibly the most productive real estate agent of all time. Last year. Bob sold 12 commercial properties with a total sales volume of 151 million. During his 25 year career, Bob sold 10,372 residential and commercial properties worth over 4 billion.

Bob retired into real estate at age 50 after a long successful career of running and operating multiple agricultural and manufacturing companies in the Midwest. Retirement lasted…two weeks…and his amazing real estate career began. Bob quickly became the #1 agent worldwide for Prudential Real Estate and held that title for 11 years in a row beginning in 1991.

In this call, Bob talks about:

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

2013 Stats:

• 12 closings (commercial)
• 151 million sales volume (commercial)
• 1 member team

Niche:

• commercial & residential
• repeat & referrals
• past clients
• sphere of influence
• tele-prospecting
• expired listings
• FSBO

(originally published on 04/07/14)

Jennifer King SUCCESS CALL

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Download FULL Running Time: 1:24

Website:

TheJenniferKingTeam.com

Background:

Jennifer King is with RE/MAX in Wyomissing, Pennsylvania. Last year she closed 100 transactions with a total sales volume of 19 million. Her average sales price was 191 thousand of which 43% were buyers and 57% were sellers. Last year, she had a 5 team member and Jennifer closed 78 homes by herself. This year she plans to sell 200 homes, is expanding, and operates a team with 9 members: 2 sales partners, 3 buyer agents, 3 administrative virtual assistants (listing coordinator, transaction coordinator, and web development), and 1 team leader.

Jennifer King is the team leader of The Jennifer King Team. She has been an agent for 14 years.

In this call, Jennifer talks about:

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

2013 Stats:

• 100 closings
• 19 million sales volume
• 9 member team:
  • 2 sales partners
  • 3 buyer agents
  • 3 administrative virtual assistants (listing coordinator, transaction coordinator, and web development)
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence
• virtual assistants

(originally published on 03/21/14)

Jeff Scislow SUCCESS CALL

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Download FULL Running Time: 1:43

Website:

SouthMetroHouses.com

Background:

Jeff Scislow is with RE/MAX Results in Apple Valley, Minnesota. Last year he closed 80 transactions with a total sales volume of 16 million. His average sales price was 203 thousand of which 50% were buyers and 50% were sellers. He operates a team with 5 members: 1 listing/buyer specialist, 1 transaction coordinator, 1 part-time marketing assistant, 1 part-time database administrator, and 1 team leader.

Jeff Scislow is the team leader of The Scislow Group. He has been an agent for 27 years. Jeff sold 283 homes worth 63 million in his best year (2006) and sold 2,900 homes in his career.

In this call, Jeff talks about:

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

2013 Stats:

• 80 closings
• 16 million sales volume
• 5 member team:
  • 1 listing/buyer specialist
  • 1 transaction coordinator
  • 1 part-time marketing assistant
  • 1 part-time database administrator
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence
• geographic farming
• new home builders
• creative finance

(originally published on 03/07/14)

Drew Johnson SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

SearchWestVirginia.com

Background:

Drew Johnson is with Touchstone Realty in Martinsburg, West Virginia. Last year he closed 349 transactions with a total sales volume of 34 million. His average sales price was 98 thousand of which 20% were buyers and 80% were sellers. He works with 1 personal assistant and has been an agent for 10 years.

In this call, Drew talks about:

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

2012 Stats:

• 349 closings
• 34 million sales volume
• 1 member team:
  • 1 personal assistant
  • 1 team leader

Niche:

• Investors
• Sphere of influence
• REO
• Geographic farming

(originally published on 02/21/14)

Bob McTague SUCCESS CALL

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Download FULL Running Time: 1:45

Website:

CNYagent.com

Background:

Bob McTague is with Coldwell Banker in Fayetteville, New York. Last year he closed 124 transactions with a total sales volume of 18 million. His average sales price was 145 thousand of which 60% were buyers and 40% were sellers. He operates a team with 6 members: 2 general agents, 1 buyer agent, 1 marketing manager, 1 marketing assistant, and 1 team leader.

Bob McTague is the team leader of the CNY Agent Team. He has been an agent for 6 years. Bob sold over 620 homes in his career.

In this call, Bob talks about:

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

2013 Stats:

• 124 closings
• 18 million sales volume
• 6 member team:
  • 2 general agents
  • 1 buyer agent
  • 1 marketing manager
  • 1 marketing assistant
  • 1 team leader

Niche:

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

(originally published on 02/07/14)

Martin Bouma SUCCESS CALL

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Download FULL Running Time: 1:22

Website:

Bouma.com

Background:

Martin Bouma is with Keller Williams Realty in Ann Arbor, Michigan. Last year he closed 218 transactions with a total sales volume of 67 million. His average sales price was 309 thousand of which 46% were buyers and 54% were sellers.

He operates a team with 11 members: 2 buyer agents, 1 showing specialist, 1 listing specialist, 1 lead coordinator, 1 closing manager, 1 listing manager, 1 part-time marketing manager, 1 part-time courier, 1 receptionist, and 1 team leader.

Martin Bouma is the team leader of The Bouma Group. He has been an agent for 28 years. Martin sold over 3,000 homes in his career.

In this call, Martin talks about:

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

2013 Stats:

• 218 closings
• 67 million sales volume
• 11 member team:
  • 2 buyer agents
  • 1 showing specialist
  • 1 listing specialist
  • 1 lead coordinator
  • 1 closing manager
  • 1 listing manager
  • 1 part-time marketing manager
  • 1 part-time courier
  • 1 receptionist
  • 1 team leader

Niche:

• geographic farming
• internet leads (SEO)
• repeat & referrals
• past clients
• sphere of influence

(originally published on 01/21/14)

Paul Wheeler SUCCESS CALL

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Download FULL Running Time: 1:31

Website:

AccentRealtors.com

Background:

Paul Wheeler is with Accent Realtors in Tulsa, Oklahoma. Last year he closed 248 transactions with a total sales volume of 35 million. His average sales price was 144 thousand of which 47% were buyers and 53% were sellers. Plus Paul manages 283 rental properties generating 228 thousand dollars per month in rents. He operates a team with 18 members: 6 buyer specialists, 2 listing specialists, 1 lead coordinator, 1 listing manager, 1 listing manager assistant, 1 contracts manager, 1 contracts manger assistant, 1 director of first impressions, 1 property manager, 1 maintenance manager, 1 move-in specialist, and 1 team leader.

Paul Wheeler is the team leader of the Paul Wheeler Team. He has been an agent for 21 years. He sold over 2,000 homes in his career.

In this call, Paul talks about:

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

2013 Stats:

• 248 closings
• 35 million sales volume
• 18 member team:
  • 6 buyer specialists
  • 2 listing specialists
  • 1 lead coordinator
  • 1 listing manager
  • 1 listing manager assistant
  • 1 contracts manager
  • 1 contracts manger assistant
  • 1 director of first impressions
  • 1 property manager
  • 1 maintenance manager
  • 1 move-in specialist
  • 1 team leader

Niche:

• TV ads
• billboard
• internet leads
• repeat & referrals
• past clients
• sphere of influence
• property management

(originally published on 01/07/14)

Kendra Cooke SUCCESS CALL

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Download FULL Running Time: 1:47

Website:

CookeRealtyPartners.com

Background:

Kendra Cooke is with Bob Parks Realty in Brentwood, Tennessee. Last year she closed 124 transactions with a total sales volume of 19 million. Her average sales price was 186 thousand of which 23% were buyers and 77% were sellers. She operates a team with 10 members: 3 buyer agents, 1 director of operations / transaction coordinator, 1 listing coordinator, 1 part-time business development coordinator, 1 part-time field runner, 1 part-time REO coordinator, 1 part-time marketing project manager, and 1 team leader.

Kendra Cooke is the team leader of Cooke Realty Partners. She has been an agent for 16 years. She sold 1,584 homes in her career.

In this call, Kendra talks about:

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

2012 Stats:

• 124 closings
• 19 million sales volume
• 10 member team:
  • 3 buyer agents
  • 1 director of operations / transaction coordinator
  • 1 listing coordinator
  • 1 part-time business development coordinator
  • 1 part-time field runner
  • 1 part-time REO coordinator
  • 1 part-time marketing project manager
  • 1 team leaders

Niche:

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

(originally published on 12/21/13)

Josh Anderson SUCCESS CALL

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Download FULL Running Time: 1:44

Website:

JoshAndersonRealEstate.com

Background:

Josh Anderson is with Keller Williams Realty in Nashville, Tennessee. Last year he closed 190 transactions with a total sales volume of 45 million. His average sales price was 236 thousand of which 55% were buyers and 45% were sellers. He operates a team with 10 members: 1 lead buyer agent, 2 showing specialists, 1 lead coordinator/inside sales agent, 1 transaction coordinator, 1 listing coordinator, 1 marketing manager, 1 virtual assistant, 1 intern, and 1 team leader.

Josh Anderson is the team leader of The Anderson Group. He has been an agent for 7 years.

In this call, Josh talks about:

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

2012 Stats:

• 190 closings
• 45 million sales volume
• 10 member team:
  • 1 lead buyer agent
  • 2 showing specialists
  • 1 lead coordinator/inside sales agent
  • 1 transaction coordinator
  • 1 listing coordinator
  • 1 marketing manager
  • 1 virtual assistant
  • 1 intern
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence
• radio ads
• agent referrals

(originally published on 12/07/13)

Amanda Howard SUCCESS CALL

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Download FULL Running Time: 1:48

Website:

AmandaHoward.com

Background:

Amanda Howard is with Amanda Howard Real Estate in Huntsville, Alabama. Last year she closed 304 transactions with a total sales volume of 59 million. Her average sales price was 194 thousand of which 67% were buyers and 33% were sellers. Plus Amanda manages 150 rental properties generating 112 thousand per month in rents. She operates a team with 30 members: 10 buyer agents, 4 listing partners, 3 new construction agents, 3 inside sales agents, 2 listing coordinators, 2 closing coordinators, 3 property managers, 1 executive assistant, and 2 team leaders.

Amanda Howard is the team leader of Amanda Howard Real Estate. She has been an agent for 9 years. Amanda sold over 1,500 homes in her career.

In this call, Amanda talks about:

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

2012 Stats:

• 304 closings
• 59 million sales volume
• 30 member team:
  • 10 buyer agents
  • 4 listing partners
  • 3 new construction agents
  • 3 inside sales agents
  • 2 listing coordinators
  • 2 closing coordinators
  • 3 property managers
  • 1 executive assistant
  • 2 team leaders

Niche:

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

(originally published on 11/21/13)

Curtis Johnson SUCCESS CALL

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Download FULL Running Time: 1:43

Website:

TheCurtisJohnsonTeam.com

Background:

Curtis Johnson is with Curtis Johnson Realty in Gilbert, Arizona. Last year he closed 268 transactions with a total sales volume of 48 million. His average sales price was 179 thousand of which 60% were buyers and 40% were sellers. He operated a team with 13 members: 7 buyer agents, 3 administrative assistants, 2 virtual assistants, and 1 team leader.

Curtis Johnson is the team leader of The Curtis Johnson Team. He has been an agent for 14 years. Cutis sold over 2,600 homes in his career.

In this call, Curtis talks about:

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

2012 Stats:

• 268 closings
• 48 million sales volume
• 13 member team:
  • 7 buyer agents (7 last year, 20 this year)
  • 3 administrative assistants
  • 2 virtual assistants
  • 1 team leader

Niche:

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

(originally published on 11/07/13)

Alexis Bolin SUCCESS CALL

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Download FULL Running Time: 1:54

Website:

AlexisSellsHomes.com

Background:

Alexis Bolin is with ERA Legacy Realty in Pensacola, Florida. Last year she closed 125 transactions with a total sales volume of 30 million. Her average sales price was 240 thousand of which 30% were buyers and 70% were sellers. She operates a team with 4 members: 1 buyer agent, 1 administrative assistant, 1 office manager, and 1 team leader.

Alexis Bolin is the team leader of the Bolin Group. She has been an agent for 35 years. Alexis sold 165 homes in her best year and sold over 5,100 homes in her career.

In this call, Alexis talks about:

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

Stats 2012:

• 125 closings
• 30 million sales volume
• 4 member team:
  • 1 buyer agent
  • 1 administrative assistant
  • 1 office manager
  • 1 team leader

Niche:

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

(originally published on 10/21/13)

Craig Lerch Jr SUCCESS CALL

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Download FULL Running Time: 1:37

Website:

LerchRE.com

Background:

Craig Lerch Jr is with Lerch & Associates Real Estate in Abington, Pennsylvania. Last year he closed 35 transactions with a total sales volume of 12 million. His average sales price was 342 thousand of which 50% were buyers and 50% were sellers. He operates a team with 3 members: 1 office manager, 1 social media manager, and 1 team leader.

Craig Lerch Jr is the team leader of Lerch & Associates Real Estate. He has been an agent for 25 years. In his best year, Craig sold 350 homes worth 24 million.

In this call, Craig talks about:

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

2012 Stats:

• 35 closings
• 12 million sales volume
• 3 member team:
  • 1 office manager
  • 1 social media manager
  • 1 team leader

Niche:

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

(originally published on 10/07/13)

Melinda Estridge SUCCESS CALL

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Download FULL Running Time: 1:50

Website:

TheEstridgeGroup.com

Background:

Melinda Estridge is with Long & Foster Real Estate in Bethesda, Maryland. Last year she closed 70 transactions with a total sales volume of 40 million. Her average sales price was 571 thousand of which 50% were buyers and 50% were sellers. She operates a team with 8 members: 3 buyer agents, 1 office manager/closing manager, 1 listing manager, 1 leads manager, 1 business partner, and 1 team leader.

Melinda Estridge is the team leader of The Estridge Group. She has been an agent for 34 years.

In this call, Melinda talks about:

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

Stats 2012:

• 70 closings
• 40 million sales volume
• 8 member team:
  • 3 buyer agents
  • 1 office manager/closing manager
  • 1 listing manager
  • 1 leads manager (virtual)
  • 1 business partner
  • 1 team leader

Niche:

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

(originally published on 09/21/13)

Brian Maecker SUCCESS CALL

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Download FULL Running Time: 1:31

Website:

Maecker.com

Background:

Brian Maecker is with Re/Max Advantage Realty in Colorado Springs, Colorado. Last year he closed 185 transactions with a total sales volume of 41 million. His average sales price was 223 thousand of which 71% were buyers and 29% were sellers. He operates a team with 6 members: 2 buyer agents, 1 closing coordinator, 1 listing coordinator, 1 errand runner, and 1 team leader.

Brian Maecker is the team leader of the Brian Maecker Team. He has been an agent for 27 years.

In this call, Brian talks about:

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

2012 Stats:

• 185 closings
• 41 million sales volume
• 6 member team:
  • 2 buyer specialists
  • 1 closing coordinator
  • 1 listing coordinator
  • 1 errand runner
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence
• TV ad

(originally published on 09/07/13)

Leigh Brown SUCCESS CALL

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Download FULL Running Time: 1:39

Website:

LeighBrownAndAssociates.com

Background:

Leigh Brown is with Re/Max Executive Realty in Concord, North Carolina. Last year she closed 213 transactions with a total sales volume of 51 million. Her average sales price was 240 thousand of which 30% were buyers and 70% were sellers. Plus Leigh manages 58 rental properties generating 58 thousand per month in rents. She operates a team with 14 members: 2 listing partners, 6 buyer specialists, 1 listing manager, 1 closing/client care manager, 1 part-time courier, 2 part-time marketing managers, and 1 team leader.

Leigh Brown is the team leader of Leigh Brown and Associates. She has been an agent for 13 years and works the Metro Charlotte market.

In this call, Leigh talks about:

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

Stats 2012:

• 213 closings
• 51 million sales volume
• 7 member team:
  • 2 buyer specialists
  • 1 listing manager
  • 1 closing/client care manager
  • 1 part-time courier
  • 1 part-time marketing manager
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence
• radio
• agent referrals
• property management

(originally published on 08/21/13)