Jason Daniels SUCCESS CALL

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Download FULL Running Time: 1:35

Website:

JasonDanielsHomes.com

Background:

Jason Daniels is with Re/Max Advantage Realty in Colorado Springs, Colorado. Last year he closed 102 transactions with a total sales volume of 23 million. His average sales price was 228 thousand of which 53% were buyers and 47% were sellers. He operates a team with 5 members: 2 buyer specialists, 1 transaction coordinator/office manager, 1 listing manager, and 1 team leader.

Jason Daniels is the team leader of Jason Daniels & Associates. He has been an agent for 10 years.

In this call, Jason talks about:

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

2012 Stats:

• 102 closings
• 23 million sales volume
• 5 member team:
  • 2 buyer specialists
  • 1 transaction coordinator/office manager
  • 1 listing manager
  • 1 team leader

Niche:

• repeat & referrals
• past clients
• sphere of influence

(originally published on 08/07/13)

Rita Driver SUCCESS CALL

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Download FULL Running Time: 1:28

Website:

DriverTeam.net

Background:

Rita Driver is with All Stars Realty in Memphis, Tennessee. Last year, she closed 410 transactions with a total sales volume of 30 million. Her average sales price was 73 thousand of which 25% were buyers and 75% were sellers. She operates a team with 5 members: 1 buyer agent, 2 field reps, 1 short sale processor, and 1 team leader.

Rita Driver is the team leader of The Driver Team. She has been an agent for 20 years and sold over 2,000 homes in her career. She works with her husband Bob.

In this call, Rita talks about:

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

2012 Stats:

• 410 closings
• 30 million sales volume
• 5 member team:
  • 1 buyer agent
  • 2 field reps
  • 1 short sale processor
  • 1 team leader

Niche:

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

(originally published on 07/21/13)

Nate Martinez SUCCESS CALL

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Download FULL Running Time: 1:27

Website:

NatesHomes.com

Background:

Nate Martinez is with Re/Max Professionals in Glendale, Arizona. Last year, he closed 155 transactions with a total sales volume of 16 million. His average sales price was 108 thousand of which 24% were buyers and 76% were sellers. He operates a team with 5 members: 1 transaction manager, 3 buyer agents, and 1 team leader.

Nate Martinez is the team leader of the Nate Martinez Team. He has been an agent for 28 years and sold over 5,000 homes in his career. In his best year (2010), Nate sold 616 homes worth $68 million. He works the Metro Phoenix market.

In this call, Nate talks about:

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

2012 Stats:

• 155 closings
• 16 million sales volume
• 5 member team:
  • 1 transaction manager
  • 3 buyer agents
  • 1 team leader

Niche:

• repeat & referrals
• sphere of influence
• geographic farming
• REO

(originally published on 07/07/13)

Laura Duggan SUCCESS CALL

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Download FULL Running Time: 1:55

Website:

LauraDuggan.com

Background:

Laura Duggan is with West Austin Properties in Austin, Texas. She closed 39 transactions with a total sales volume of 19 million in her best year. Her average sales price was 484 thousand of which 36% were buyers and 64% were sellers. She operates a team with 3 members: 1 agent partner, 1 chief operating officer, and 1 team leader.

Laura Duggan is the team leader of West Austin Properties. She has been an agent for 34 years and sold homes in 5 decades. She works the Metro Austin market. This year, her average price is 794 thousand dollars.

In this call, Laura talks about:

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

2007 Stats:

• 39 closings
• 19 million sales volume
• 3 member team:
  • 1 agent partner
  • 1 chief operating officer
  • 1 team leader

Niche:

• luxury homes
• repeat & referrals
• past clients
• sphere of influence
• expired listings

(originally published on 06/21/13)

Shawn Cunningham SUCCESS CALL

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Download FULL Running Time: 1:45

Website:

CGroupVegas.com

Background:

Shawn Cunningham is with Re/Max in Henderson, Nevada. Last year he closed 64 transactions with a total sales volume of 10 million. His average sales price was 151 thousand of which 70% were buyers and 30% were sellers. Plus Shawn manages 260 rental properties generating 310 thousand per month in rents. He operates a team with 5 members: 1 property manager, 1 account manager, 1 part-time marketing assistant, 1 part-time virtual assistant, and 1 team leader.

Shawn Cunningham is the team leader of the Cunningham Group. He has been an agent for 13 years. Shawn works the Metro Las Vegas market. His niche is house investors.

In this call, Shawn talks about:

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

2012 Stats:

• 64 closings
• 10 million sales volume
• 260 rentals under management with $310 thousand in monthly rents
• 5 member team:
  • 1 property manager
  • 1 account manager
  • 1 part-time marketing assistant
  • 1 part-time virtual assistant
  • 1 team leader

Niche:

• investors
• repeat & referrals
• sphere of influence
• property management

(originally published on 06/07/13)

Patrick Lilly SUCCESS CALL

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Download FULL Running Time: 1:44

Website:

PatrickLilly.com

Background:

Patrick Lilly is with The Corcoran Group in New York, New York. Last year he closed 71 transactions with a total sales volume of 85 million. His average sales price was 1.2 million of which 39% were buyers and 61% were sellers. He operates a team with 9 members: 4 point people, 1 rental specialist, 1 part-time telemarketer, 1 lead coordinator, 1 group manager, and 1 team leader.

Patrick Lilly is the team leader of The Patrick Lilly Group. He has been an agent for 29 years. Patrick works Manhattan and Brooklyn. He has increased his business every year for the last 7 years…even through the Great Recession.

In this call, Patrick talks about:

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

2012 Stats:

• 71 closings
• 85 million sales volume
• 9 member team:
  • 4 point people
  • 1 rental specialist
  • 1 part-time telemarketer
  • 1 lead coordinator
  • 1 group manage
  • 1 team leaders

Niche:

• repeat & referrals
• past clients
• sphere of influence
• expired listings
• luxury homes

(originally published on 05/21/13)

Brad Korn SUCCESS CALL

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Download FULL Running Time: 2:12

Website:

bradkorn.com

Background:

Brad Korn is with Keller Williams Eastland Partners in Independence, Missouri. Last year he closed 101 transactions with a total sales volume of 10 million. His average sales price was 99 thousand of which 50% were buyers and 50% were sellers. He operates a team with 4 members: 1 buyer agent, 1 showing agent, 1 admin, and 1 team leader.

Brad Korn is the team leader of The Korn Team. He has been an agent for 22 years. Brad works the Metro Kansas City market. He has sold over 2,000 homes in his career.

In this call, Brad talks about:

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

2012 Stats:

• 101 closings
• 10 million sales volume
• 4 member team:
  • 1 admin
  • 1 buyer agent
  • 1 showing agent
  • 1 team leader

Niche:

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

(originally published on 05/07/13)

Buckley Jolley SUCCESS CALL

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Download FULL Running Time: 1:31

Website:

BuckleyJolley.com

Background:

Todd Buckley and Karen Jolley are with The Buckley Jolley Real Estate Team in Brighton, Michigan. Last year they closed 194 transactions with a total sales volume of 40 million. Their average sales price was 208 thousand of which 44% were buyers and 56% were sellers. They operate a team with 10 members: 1 client service manager, 2 part-time client service administrators, 1 finance coordinator, 3 buyer specialists, 1 listing specialists, and 2 team leaders.

Todd Buckley and Karen Jolley are the team leaders of The Buckley Jolley Real Estate Team. Todd has been and agent for 16 years and Karen for 13 years. Together they have sold over 1,000 homes.

In this call, Todd and Karen talk about:

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

2012 Stats:

• 194 closings
• 40 million sales volume
• 10 member team:
  • 1 client service manager
  • 2 part-time client service administrators
  • 1 finance coordinator
  • 3 buyer specialists
  • 1 listing specialists
  • 2 team leaders

Niche:

• repeat & referrals
• past clients
• sphere of influence
• geographic farming
• 1st time buyer
• short sale

(originally published on 04/21/13)

Craig Hartranft SUCCESS CALL

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Download FULL Running Time: 1:16

Website:

LancasterHome.com

Background:

Craig Hartranft is with Prudential Home Sale Services Group in Lancaster, Pennsylvania. Last year he closed 264 transactions with a total sales volume of 54 million. His average sales price was 207 thousand of which 51% were buyers and 49% were sellers. He operates a team with 11 members: 1 contract manager/office manager, 1 listing manager, l lead coordinator/administrative assistant, 4 buyer specialists, 1 listing partner, 1 all-around agent, 1 part-time courier, and 1 team leader.

Craig Hartranft is the team leader of The Craig Hartranft Team. He has been an agent for 23 years.

In this call, Craig talks about:

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

2012 Stats:

• 264 closings
• 54 million sales volume
• 11 member team:
  • 1 contract manager/office manager
  • 1 listing manager
  • l lead coordinator/administrative assistant
  • 4 buyer specialists
  • 1 listing partner
  • 1 all-around agent
  • 1 part-time courier
  • 1 team leader

Niche:

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

(originally published on 04/07/13)

Patrick Tuttle SUCCESS CALL

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Download FULL Running Time: 2:00

Website:

PatrickTuttle.com

Background:

Patrick Tuttle is with RE/MAX Real Estate Group in El Paso, Texas. Last year he closed 71 transactions with a total sales volume of 12 million. His average sales price was 169 thousand of which 41% were buyers and 59% were sellers. Plus Patrick manages 136 rental properties generating 184 thousand per month in rents. He operates a team with 8 members: 2 buyer specialists, 1 listing & sales manager, 1 rentals manager, 1 part-time marketing assistant, 1 part-time bookkeeper, and 1 team leader.

Patrick Tuttle is the team leader of the Patrick Tuttle Homeselling Team. He has been an agent for 11 years. Patrick runs a dual-operation splitting his time between sales and property management. Often one feeds the other creating synergy and profits.

In this call, Patrick talks about:

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

2012 Stats:

• 71 closings
• 12 million sales volume
• 8 member team:
  • 2 buyer specialists
  • 1 listing & sales manager
  • 1 rentals manager
  • 1 part-time marketing assistant
  • 1 part-time bookkeeper
  • 1 team leader

Niche:

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

(originally published on 03/21/13)

Daniel Keltner SUCCESS CALL

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Download FULL Running Time: 1:21

Website:

CrossRoadsREO.com

Background:

Daniel Keltner is with Re/Max Crossroads Properties in Strongsville, Ohio. Last year, he closed 298 transactions with a total sales volume of 22 million. His average sales price was 73 thousand of which 10% were buyers and 90% were sellers. He operates a team with 15 members: 2 asset managers, 1 contract closer, 1 contract negotiator, 1 accountant, 4 buyer agents, 2 field runners, 2 BPO/MMR virtual assistants, 1 call center virtual assistant, and 1 team leader.

Daniel Keltner is the team leader of the Crossroads REO Team. He has been an agent for 14 years. His works in two markets: Metro Cleveland and Metro Chicago.

In this call, Daniel talks about:

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

2012 Stats:

• 298 closings
• 22 million sales volume
• 15 member team:
  • 2 asset managers
  • 1 contract closer
  • 1 contract negotiator
  • 1 accountant
  • 4 buyer agents
  • 2 field runners
  • 2 BPO/MMR virtual assistants
  • 1 call center virtual assistant
  • 1 team leader

Niche:

• virtual assistants
• REO
• short sales

(originally published on 03/07/13)

Toril Schoepfer SUCCESS CALL

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Download FULL Running Time: 1:41

Website:

TorilSellsHouses.com

Background:

Toril Schoepfer is with the Toril Sells Houses Team in Sumner, Washington. Last year, she closed 90 transactions with a total sales volume of 17 million. Her average sales price was 188 thousand of which 35% were buyers and 65% were sellers. She operates a team with 9 members: 4 buyer specialists, 1 offer/closing manager, 1 office/listing/property manager, 1 field manager, 1 virtual assistant, and 1 team leader.

Toril Schoepfer is the team leader of the Toril Sells Houses Team. She has been an agent for 17 years. She works the foot hills of Mt Rainier. In her best year (2006), Toril sold 140 homes worth $40 million. This year, she is ramping up fast. In the first 36 days of 2013, Toril’s already put 42 properties under contract worth $8 million.

In this call, Toril talks about:

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

2012 Stats:

• 90 closings
• 22 million sales volume
• 9 member team:
  • 4 buyer specialists
  • 1 offer/closing manager
  • 1 office/listing/property manager
  • 1 field manager
  • 1 virtual assistant
  • 1 team leader

Niche:

• referrals
• past clients
• sphere of influence

(originally published on 02/21/13)

Nancy Jenkins SUCCESS CALL

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Download FULL Running Time: 1:31

Website:

NancyJenkins.com

Background:

Nancy Jenkins is with Nancy Jenkins Real Estate in South Burlington, Vermont.

Last year, she closed 182 transactions with a total sales volume of 58 million. Her average sales price was 321 thousand of which 44% were buyers and 56% were sellers. She operates a team with 13 members: 5 buyer specialists, 2 listing/selling partners, 1 business manager, 1 IT manager, 1 marketing coordinator, 1 client care coordinator, 1 courier, and 1 team leader.

Nancy Jenkins is the team leader of Nancy Jenkins Real Estate team. She has been an agent for 31 years. She works the Greater Burlington market. In her best year (2004), Nancy sold 279 homes worth $72 million. She’s sold approximately 5,000 homes in her career.

In this call, Nancy talks about:

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

2012 Stats:

• 182 closings
• 58 million sales volume
• 13 member team:
  • 5 buyer specialists
  • 2 listing/selling partners
  • 1 business manager
  • 1 IT manager
  • 1 marketing coordinator
  • 1 client care coordinator
  • 1 courier
  • 1 team leader

Niche:

• referrals
• past clients
• sphere of influence

(originally published on 02/07/13)

Les Walden SUCCESS CALL

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Download FULL Running Time: 1:42

Website:

leswaldenrealestate.com

Background:

Les Walden is with Les Walden Real Estate in Seneca, South Carolina. Last year, he closed 141 transactions with a total sales volume of 22 million. His average sales price was 159 thousand of which 42% were buyers and 58% were sellers. He operates a team with 5 members: 2 buyer specialists, 1 listing coordinator, 1 closing coordinator, and 1 team leader.

Les Walden is the team leader of the Les Walden Real Estate Team. He has been an agent for 17 years. He works the upstate South Carolina market. In his best year (2006), Les sold 194 homes worth $30 million. He’s sold over 2,000 homes in his career.

In this call, Les talks about:

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

2012 Stats:

• 141 closings
• 22 million sales volume
• 5 member team:
  • 2 buyer specialists
  • 1 listing coordinator
  • 1 closing coordinator
  • 1 team leader

Niche:

• referrals
• past clients
• sphere of influence

(originally published on 01/21/13)

Mitch Ribak SUCCESS CALL

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Download FULL Running Time: 1:48

Website:

MitchRealty.com

Background:

Mitch Ribak is with Tropical Realty of Suntree in Melbourne, Florida.

Last year, he closed 301 transactions with a total sales volume of 43 million. His average sales price was 142 thousand of which 81% were buyers and 19% were sellers. He operates a team with 21 members: 14 agents, 2 lead conversion agents, 1 office manager, 1 marketing coordinator, 1 stats administrator, 1 bookkeeper, and 1 team leader.

Mitch Ribak is the team leader of the Tropical Realty of Suntree team. He has been an agent for 11 years. He works the Brevard County market. In his best year (2010), Mitch sold 329 homes worth $47 million.

In this call, Mitch talks about:

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

2011 Stats:

• 301 closings
• 43 million sales volume
• 21 member team:
  • 14 agents
  • 2 lead conversion agents
  • 1 office manager
  • 1 marketing coordinator
  • 1 stats administrator
  • 1 bookkeeper
  • 1 team leader

Niche:

• internet marketing
• buyer leads
• relocation

(originally published on 01/07/13)

Shane White SUCCESS CALL

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Download FULL Running Time: 1:43

Website:

shanewhiteteam.com

Background:

Shane White is with Re/Max Town & Country in Liberty Hill, Texas. Last year, he closed 94 transactions with a total sales volume of 15 million. His average sales price was 161 thousand of which 46% were buyers and 54% were sellers. He operates a team with 8 members: 3 buyer specialists, 1 listing coordinator, 1 part-time bookkeeper, 1 virtual assistant, 1 commercial broker, and 1 team leader.

Shane White is team leader of the Shane T. White Team. He has been an agent for 12 years. He works the rural area 30 miles northwest of Austin. Shane has sold over 1,500 homes in his career. In his best year (2007), Shane sold 207 homes worth $36 million.

In this call, Shane talks about:

• His parents influence on his career
• Dominating in a small rural market
• Business planning and reviewing numbers monthly
• Cutting expenses to achieve higher profits
• Past client and sphere-of-influence maintenance program and schedule
• Client appreciation events including Christmas in November party, Thanksgiving pie giveaway, and football tailgating events
• Community and school involvement programs
• Market presence, reputation, and geographic farming
• Evaluating your marketing effectiveness by tracking and comparing your lead sources, closing sources, and commission income
• Team structure and buyer specialist compensation
• Using a virtual assistant and tasks assigned
• Expense and net profit percentages, and more

2011 Stats:

• 94 closings
• 15 million sales volume
• 161 thousand average price
• 46% buyers and 54% sellers
• 8 member team:
  • 3 buyer specialists
  • 1 listing coordinator
  • 1 part-time bookkeeper
  • 1 virtual assistant
  • 1 commercial broker
  • 1 team leader

Niche:

• past clients
• sphere of influence
• referral
• geographic farming – market presence

(originally published on 12/21/12)

John Jones SUCCESS CALL

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Download FULL Running Time: 1:47

Website:

www.murfreesborohomesonline.com

Background:

John Jones is with John Jones Real Estate in Murfreesboro, Tennessee. Last year, he closed 274 transactions with a total sales volume of 36 million. His average sales price was 131 thousand of which 45% were buyers and 55% were sellers. He operates a team with 9 members: 4 sales associates, 1 listing coordinator/internet marketer, 1 closing coordinator, 1 distressed property manager, 1 personal assistant/bookkeeper, and 1 team leader.

John Jones is the team leader of John Jones Real Estate team. He has been an agent for 19 years. He works the Rutherford County market 30 miles southeast of Nashville. John has sold over 3,000 homes in his career. In his best year (2006), John sold 362 homes worth $72 million.

In this call, John talks about:

• How to generate 60-65% of your business by referrals from past clients, sphere of influence, and other agents
• Getting referrals without begging, bothering, or pestering
• How to easily make 24-30 contact per year with your sphere of influence
• Who to put on your Target 25 list…it’s not who you think
• How to scrub your past client & sphere of influence lists using this single question
• Putting on 3 client appreciation events per year (bowling party, bar-b-cue, and pie giveaway) including how to set it up, how to market it, and how much it costs
• Surviving the deep, nasty, multi-year recession and the #1 lesson he learned
• The pain of shifting into a new business model immediately after investing in the old model
• The difference between buyer agents and sales consultants and how to compensate for retention
• Leads from Dave Ramsey
• Building personal wealth through real estate partnerships and investment property
• What the exact profit margin is for his operation in good times and bad, and more

2011 Stats:

• 274 closings
• 36 million sales volume
• 9 member team:
  • 4 sales associates,
  • 1 listing coordinator/internet marketer
  • 1 closing coordinator
  • 1 distressed property manager
  • 1 personal assistant/bookkeeper
  • 1 team leader

Niche:

• referrals
• past clients
• sphere of influence
• referrals from other agents
• 1st time buyers
• REO
• short sales

(originally published on 12/07/12)

Steve Cohen SUCCESS CALL

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Download FULL Running Time: 1:54

Website:

www.stickwithsteve.com.com

Background:

Steve Cohen is with Coldwell Banker in Arlington Heights, Illinois. In 2010, he closed 106 transactions with a total sales volume of 26 million. His average sales price was 252 thousand of which 33% were buyers and 67% were sellers. He operates a team with 5 members: 1 Realtor partner, 1 listings manager, 1 transaction manager, and 1 team leader.

Steve Cohen is the team leader of The Stick With Steve Team. He has been and agent for 23 years. He works the northwest suburbs of Chicago.

In this call, Steve talks about:

• How to sell your listings in 31 days or less even in a down market
• Why telling stories will sell more homes
• How to earn higher commissions, get fewer objections, and sell homes faster
• Setting all your listing appointments in your office (including scripts)
• Getting hired before you see the house or set a price
• How to price a home to sell and getting the seller to agree using the “grocery line” concept
• What is a “worry price” and how to use it to sell more homes
• How to calculate the “absorption rate” for the seller’s home (vs the general market)
• What you need in your pre-listing package
• How to bounce back from a major set back (illness, divorce, downturn)
• Reorganizing your team in tough times and rebuilding after shrinking
• Realtor partners vs buyer agents
• How to generate 80% of your business from high-profit sources such as past clients, sphere of influence, and referrals
• Wowing your past clients with a gift that keeps on giving year after year, and more

2010 Stats:

• 106 closings
• 26 million sales volume
• 252 thousand average price
• 33% buyers and 67% sellers
• 4 member team:
  • 1 Realtor partner
  • 1 trasnaction manager
  • 1 listing manager
  • 1 team leader

Niche:

• past clients
• sphere of influence
• referral
• networking
• short sales
• 1st time buyers

(originally published on 11/21/12)

Rhyan Finch SUCCESS CALL

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Download FULL Running Time: 1:27

Website:

www.1stclassrealestate.com

Background:

Rhyan Finch is with Re/Max in Virginia Beach, Virginia. Last year, he closed 552 transactions with a total sales volume of 76 million. His average sales price was 138 thousand of which 10% were buyers and 90% were sellers. He operates a team with 21 members: 7 REO agents, 7 retail agents, 1 chief operations officer, 1 closing coordinator, 1 bookkeeper, 1 front desk, 1 virtual assistant, 1 courier, and 1 team leader.

Rhyan Finch the team leader of The Rhyan Finch Real Estate Team. He has been and agent for 7 years. He works the Hampton Roads market.

In this call, Rhyan talks about:

• Working as a plumber’s apprentice before his real estate career
• His fast start selling 4 homes his first month and 30 homes his first year
• His early work in property management, buyer sales, and traditional listing
• Early frustration taking 100 short sales listing, but only able to close 1 in 10
• His big break listing 22 REO homes on the same day and quickly building up to 150 listing in 6 months
• The financial stress of feeding a cash hungry business…and how he solved it
• Transitioning from field work to managing the team
• REO software that reduce time and staff needs
• Doubling his business every year (he sold 735 homes year-to-date)
• Expanding into building homes, flipping homes, and developing his portfolio
• Ambition to buy and flip 100 homes in the next 12 months
• Focusing on “savings’ and reinvesting in profit generating enterprises
• Saving 50% of every commission check
• Being married to a super successful wife
• The mental side of the business with a long discussion about self image
• His team structure including the lead agent role
• What drives a person to be successful, and more

2011 Stats:

• 552 closings
• 76 million sales volume
• 21 member team:
  • 7 REO agents
  • 7 retail agents
  • 1 chief operations officer
  • 1 closing coordinator
  • 1 bookkeeper
  • 1 front desk
  • 1 virtual assistant
  • 1 courier
  • 1 team leader

Niche:

• REO
• short-sale
• 1st time buyers
• referrals

(originally published on 11/07/12)

Buddy Blake SUCCESS CALL

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Download FULL Running Time: 1:24

Website:

www.buddyblake.com

Background:

Buddy Blake is with Re/Max in Wilmington, North Carolina. Last year, he closed 268 transactions with a total sales volume of 46 million. His average sales price was 174 thousand of which 35% were buyers and 65% were sellers. He operates a team with 14 members: 6 buyer agents, 1 listing agent, 3 on-site agents, 1 listing coordinator, 1 admin/data entry, 1 new homes manager, and 1 team leader.

Buddy Blake is the team leader of Buddy Blake Real Estate Experts. He has been and agent for 14 years. He works the costal market of Wilmington, North Carolina.

In this call Buddy talks about:

• New construction, developers, and listing homes for builders
• Helping builders outsource their sales force to you…and how you get paid
• Assisting developers and builders from land acquisition to finished product
• How to drop all print advertising in newspapers & magazines and generate leads online for less
• Becoming the local real estate expert by writing a book with a ghost writer
• How to triple your seller leads with the same marketing budget
• A long discussion of the principals behind a guaranteed sales program
• Radio advertising to generate massive seller leads…that costs less than you think
• Profiting from celebrity endorsements
• Using internet marketing (including SEO, craigslist, and free resources) to generate a database of 40,000 leads
• How to follow-up with 40,000 leads every week for only $250 per month
• Hiring a coach for your team members
• His profit margin, and more

2011 Stats:

• 268 closings
• 46 million sales volume
• 174 thousand average price
• 35% buyers and 65% sellers
• 13 member team:
  • 6 buyer agents
  • 1 listing agent
  • 3 on-site agents
  • 1 listing coordinator
  • 1 admin/data entry
  • 1 new homes manager
  • 1 team leader

Niche:

• new homes
• developers & builders
• referral
• sphere of influence
• past clients
• radio
• guaranteed sale
• internet
• short sales
• REO
• 1st time buyers

(originally published on 10/21/12)

Kenny Klaus SUCCESS CALL

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Download FULL Running Time: 1:46

Website:

www.klausteam.com

Background:

Kenny Klaus is with Keller Williams Realty in Mesa, Arizona. Last year, he closed 573 transactions with a total sales volume of 57 million. His average sales price was 99 thousand of which 42% were buyers and 58% were sellers. He operates a team with 13 members: 3 buyer agents, 1 operations manager, 1 sales & marketing manager, 1 listing manager, 2 transaction coordinators, 1 client appreciation director, 2 HUD coordinators, 1 HUD field inspector, and 1 team leader.

Kenny Klaus is the team leader of The Kenny Klaus Team. He has been and agent for 13 years. He works the Metro-Phoenix Arizona market.

Before real estate, Kenny worked at FedEx for 13 years. He got his license and worked part time while driving a truck. Kenny realized that he had become an expert in the neighborhoods he was delivering packages. He decided he should do the same thing in real estate. So Kenny started geographic farming…and it paid off.

In this call, Kenny talks extensively about geographic farming including: how he picked his original farm, what characteristics he looks for in a farm, how to make contact, how frequent, what to say, what to mail, community involvement, sponsorships, seller workshops, zip code farms, business networking, video marketing, his team, profitability, how to create a predictable business model, and more.

2011 Stats:

• 573 closings
• 57 million sales volume
• 13 member team:
  • 3 buyer agents
  • 1 operations manager
  • 1 sales & marketing manager
  • 1 listing manager
  • 2 transaction coordinators
  • 1 client appreciation director
  • 2 HUD coordinators
  • 1 HUD field inspector
  • 1 team leader

Niche:

• geographic farming
• past clients
• sphere-of-influence
• short-sale
• REO
• 1st time buyers

(originally published on 10/07/12)

Joe Martin SUCCESS CALL

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Download FULL Running Time: 1:41

Website:

www.homestyleteam.com

Background:

Joe Martin is with Re/Max Diamond in Mesa, Arizona. Last year, he closed 461 transactions with a total sales volume of 49 million. His average sales price was 107 thousand of which 23 % were buyers and 77 % were sellers. He operates a team with 17 members: 5 buyer agents, 3 listing agents, 1 inside salesperson, 1 director of operations & marketing, 1 REO manager, 1 transaction manager, 1 pre-marketing & vendor manager, 1 BPO valuation manager, 2 field staff, and 1 team leader.

Joe Martin is the team leader of The HomeStyle Team. He has been and agent for 21 years. He works the Metro-Phoenix Arizona market.

Joe Martin has been a salesperson his entire life. He started selling Christmas cards door-to-door when he was nine years old. He has excelled in multiple industries including grocery, automotive, and real estate.

Joe’s sales and business skills have paid off. His team was ranked in the Top 100 Re/Max teams in the world in 2 of the last 3 years.

In 2004, Joe saw the writing on the wall. The market dynamics were shifting. Joe moved into REO and quickly built relationships with banks and asset managers. It paid off. In 2009 he sold 483 homes worth $60 million. Today the market is shifting back to traditional sales and Joe is shifting with it.

Joe talks about the REO business including how to: break in, standout in a crowd, approach asset managers, follow up, maintain relationships, and educate yourself on the industry.

Joe also talks about: staging a property for a quick sell, mobility marketing, sincerity selling, being of service, inside salesperson, inspirational dissatisfaction, and the mental side of success.

2011 Stats:

• 461 closings
• 49 million sales volume
• 107 thousand average price
• 23% buyers and 77% sellers
• 17 member team:
  • 5 buyer agents
  • 3 listing agents
  • 1 inside salesperson
  • 1 director of operations & marketing
  • 1 REO manager
  • 1 transaction manager
  • 1 pre-marketing & vendor manager
  • 1 BPO valuation manager
  • 2 field staff
  • 1 team leader

Niche:

• REO
• short-sale
• past client
• sphere of influence
• 1st time buyers

(originally published on 09/21/12)

Sam Miller SUCCESS CALL

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Download FULL Running Time: 1:51

Website:

www.SamMillerSells.com

Background:

Sam Miller is with Re/Max Stars in Mount Vernon, Ohio. Last year he closed 203 transactions. In his best year, he sold 380 homes. And during his career he has helped over 3,500 families move. He operates a team with 7 members: 1 closing manager, 1 listing manager, 1 marketing specialist, 1 online marketing assistant, 2 buyer agents, and 1 team leader.

Sam Miller is the team leader of The Sam Miller Team. He has been and agent for 26 years. He works the Knox County, Ohio market.

Sam started real estate when he was 18 years old…directly out of high school. He mentored under his successful grandmother for the first year and had a quick start. Sam continued the concept of a family practice when he added his wife and later his daughter to the business. He will describe the keys to working with your spouse and child.

Sam has built a powerhouse team in a very small market of 15,000 people. Over 20% of the town is a past client. His monthly market share has been as high as 30%, 40%, and even 50% of his entire MLS.

Sam is a proficient marketer. He talks bout a wide variety of lead generation including: magazine ads, newspaper ads, direct mail, post cards, market reports, brochures, yard signs, movie events, sphere-of-influence, geographic farming, 1st time buyers, video emails, branded websites, stealth sites, and more.

Sam describes how he prepares for listing presentations. He shares scripts and dialogs that he uses to find the seller’s true motivation…before he goes to the house. Sam carries over 100 listings at a time.

Sam also talks about the benefit of a “partial release” versus a “short sale”. Plus we hear about his team, shadowing & mentoring, and profitability.

2011 Stats:

• 203 closings
• 7 member team:
  • 1 closing manager
  • 1 listing manager
  • 1 marketing specialist
  • 1 online marketing assistant
  • 2 buyer agents
  • 1 team leader

Niche:

• past clients
• sphere-of-influence
• geographic farming
• 1st time buyers

(originally published on 09/07/12)

Mark Shandrow SUCCESS CALL

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Download FULL Running Time: 1:42

Website:

Background:

Mark Shandrow is with the Shandrow Group in Long Beach, California. Last year, he closed 112 transactions with a total sales volume of 24 million. His average sales price was 215 thousand of which 13 % were buyers and 87% were sellers. He operates a team with 7 members: 3 buyer agents, 1 field agent, 1 closing manager, 1 accounting manager, and 1 team leader.

Mark Shandrow is the team leader of the Shandrow Group. He has been an agent for 8 years. He works the Los Angeles and Orange County markets.

Mark’s been on a wild ride during his career. He has remained flexible and adapted to the changing markets. Mark believes you must have a diversified mix of business to survive. He covers a wide range of lead generation techniques including: bandit signs, yard signs, internet leads, referrals, sphere-of-influence, cold calling, door knocking, door hangers, REO, short sales, pay-per-click, emails, podcasts, and videos.

Mark attributes a big part of his success to coaching and master minds. In coaching, he has been both the student and the coach. In master minds, he has been a panelist and a moderator. Mark describes how to make these mediums payoff.

Mark talks about the power of saving and investing in passive income businesses. Plus he talks about giving back to your community through donations to charities and non-profits.

2011 Stats:

• 112 closings
• 24 million sales volume
• 215 thousand average price
• 13% buyers and 87% sellers
• 7 member team:
  • 3 buyer agents
  • 1 field agent
  • 1 closing manager
  • 1 accounting manager
  • 1 team leader

Niche:

• SOI
• referral
• REO
• short-sale
• internet

(originally published on 08/21/12)