Brett Tanner SUCCESS CALL

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Download FULL Running Time: 1:50

Website:

yournextphoenixhome.com

Background:

Brett Tanner is with Keller Williams Realty in Phoenix, Arizona. Brett specializes in investor fix-n-flips, buyer brokerage, short-sales, REO and past client referrals. Last year he closed 667 transactions with a total sales volume of 65 million. His average sales price was 98 thousand of which 50% were buyers and 50% were sellers.

He operates a team with 13 members: 1 executive assistant, 1 operations manager, 3 buyer specialists, 2 listing department, 1 short-sale processor, 1 short-sale coordinator, 1 investor department, 1 REO department, 1 field technician, and 1 team leader.

Brett Tanner is the team leader of the Brett Tanner Home Selling Team. He has been and agent for 7 years. He works the Metro-Phoenix market.

Brett is a serial entrepreneur. While running his early businesses he invested in real estate by flipping houses. He got his license to find more properties faster. His friends found out and asked him to help them buy and flip. His license quickly paid off and he sold $25 million his first year.

Then the market took a dramatic fall. The investor business dried up as home values fell 50% in 2 years. Brett’s business model was broken. He shrunk his staff down to one assistant and considered leaving the business.

Brett decided to focus all his energy on short-sales. He sat down and started “hammering” the phones. Brett called everyone he knew and asked if they needed to short-sale. It worked. Listing inventory quickly rose. He rebuilt his business and staff to meet the need.

As the market leveled off, Brett recognized opportunity again in the investor fix-n-flip market. A money-partner came along and made him an offer he could not refuse. The partner would put up the money and Brett would manage the projects. Together they will flip 60-80 homes this year. Not bad for a young man who just celebrated his 31st birthday.

2011 Stats:

• 667 closings
• 65 million sales volume
• 98 thousand average price
• 50% buyers and 50% sellers
• 13 member team:
  • 1 executive assistant
  • 1 operations manager
  • 3 buyer specialists
  • 2 listing department
  • 1 short-sale processor
  • 1 short-sale coordinator
  • 1 investor department
  • 1 REO department
  • 1 field technician
  • 1 team leader

Niche:

• investor fix-n-flip
• buyer brokerage
• short-sale
• REO
• past client referrals

(originally published on 08/07/12)

Mary Berry SUCCESS CALL

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Download FULL Running Time: 1:11

Website:

http://www.web-realestate.net/MaryBerry

Background:

Mary Berry is with Century 21 All-Pro Realty in Oklahoma City, Oklahoma. Last year, she closed 1,067 transactions with a total sales volume of 81 million. Her average sales price was 76 thousand of which 100% were sellers. She operates a team with 9 members: 1 office manager, 1 HUD coordinator, 1 BPO coordinator, 1 contract negotiator, 1 REO bookkeeper, 1 repair analyst, 1 REO closer, 1 call coordinator, and 1 team leader.

Mary Berry is the broker/owner of Century 21 All-Pro Realty. She has been an agent for 30 years. Mary has two parts to her business. One, she’s a producing agent. Two, she’s a brokerage owner. This interview will focus on Mary as a producing agent. The 1,067 closings are Mary’s personal production (not her company).

In her best year (2009), Mary sold 1,362 homes worth $102 million. Over the years, Mary has been ranked in the Top 5 agents in the USA as listed in The Wall Street Journal by Real Trends.

For the majority of her 30 year career, Mary has specialized in selling REO properties. She works as an exclusive Seller’s Agent and does not represent buyers. She represents distressed property sellers such as: banks, asset managers, and Fannie Mae.

Mary is a founding member of USREOPartners, a trade organization dedicated to distressed property professionals. She also teaches REO classes at her local MLS.

In this interview, Mary will talk about her career in REO, how the business has changed in the last 30 years, what trends are happening today, and how you can get into or expand your REO business.

2011 Stats:

• 1,067closings
• 81 million sales volume
• 76 thousand average price
• 100% sellers
• 9 member team:
  • 1 office manager
  • 1 HUD coordinator
  • 1 BPO coordinator
  • 1 contract negotiator
  • 1 REO bookkeepe
  • 1 repair analyst
  • 1 REO closer
  • 1 call coordinator
  • 1 team leader

Niche:

• REO

(originally published on 07/21/12)

Wayne Turner SUCCESS CALL

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Download FULL Running Time: 1:50

Website:

www.localnorthshorerealestate.com

Background:

Wayne Turner is with Turner Real Estate Group in Mandeville, Louisiana. Last year, he closed 81 transactions with a total sales volume of 18 million. His average sales price was 228 thousand of which 54% were buyers and 46% were sellers.

He operates a team with 10 members: 6 buyer agents, 1 closing manager, 1 listing manager, 1 bookkeeper / marketing manager, and 1 team leader.

Wayne Turner is the team leader of the Turner Real Estate Group. He has been an agent for 16 years and works the Mandeville-Covington market 35 miles north of New Orleans.

Wayne has built two successful teams in two different states. In Tennessee, he had his best year in 2006 when Wayne sold 286 homes worth $51 million. In Louisiana, he built a brand new team from scratch and sold 81 homes worth $18 million in his first full year. He is running a lean machine with a 60% profit margin. Wayne’s goal in 2012 is to close 160 transactions.

In this interview, Wayne discusses goal setting, affirmations, positive mental attitude, and sacrifice. He talks about generating business from expired listings, for sale by owners, geographic farms, internet marketing, video marketing, and radio ads. Wayne shares scripts and dialogs. He explains how to use the DISC personality test to put his team members in the right positions.

2011 Stats:

• 81 closings
• 18 million sales volume
• 228 thousand average price
• 54% buyers and 46% sellers
• 10 member team:
  • 6 buyer agents
  • 1 closing manager
  • 1 listing manager
  • 1 bookkeeper / marketing manager
  • 1 team leader
  • 2 listing agents

Niche:

• Expireds
• Short sales
• FSBO
• Geogrpahic Farm
• Radio ads
• Internet

(originally published on 07/07/12)

Raquel Quinet SUCCESS CALL

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Download FULL Running Time: 1:06

Website:

azresultsgroup.com

Background:

Raquel Quinet with Keller Williams Realty in Goodyear, Arizona. Last year she closed 253 transactions with a total sales volume of 27 million. Her average sales price was 106 thousand of which 11% were buyers and 89% were sellers. She operates a team with 7 members: 1 buyer agent, 1 offer coordinator/cash-for-keys coordinator, 1 repair coordinator, 1 escrow coordinator, 1 field manager, 1 bookkeeper, and 1 team leader.

Raquel Quinet is the team leader of Raquel Quinet & The Results Group. She has been an agent for 13 years. Raquel specializes in REO, Short-Sale, Sphere-Of-Influence, Buyers, and Out-Of-State Investors.

Raquel made a big move from Union City, California to Goodyear, Arizona. She had built a super successful team based on traditional real estate and was closing 100 transactions per year with an average price of $750 thousand. Raquel sold her book of business and describes how she did it in this interview. Then she moved to Arizona where she did not know anyone.

Raquel did not start selling homes right away. First, she recruited agents and helped build an established brokerage. After success in that position, she started selling homes again. She made progress quickly. In her second year selling homes in Arizona, Raquel closed 253 homes. She describes how she did it in this interview.

2011 Stats:

• 253 closings
• 27 million sales volume
• 106 thousand average price
• 11% buyers and 89% sellers
• 7 member team:
  • 1 buyer agent
  • 1 offer coordinator/cash-for-keys coordinator
  • 1 repair coordinator
  • 1 escrow coordinator
  • 1 field manager
  • 1 bookkeeper
  • 1 team leader

Niche:

• REO
• Short Sale
• Sphere-Of-Influence
• Buyers
• Out-Of-State Investors

(originally published on 06/21/12)

Russell Shaw SUCCESS CALL

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Download FULL Running Time: 1:54

Website:

www.nohasslelisting.com

Background:

Russell Shaw is with Realty One Group in Phoenix, Arizona. Last year, he closed 403 transactions with a total sales volume of 55 million. His average sales price was 136 thousand of which 30 % were buyers and 70% were sellers. He operates a team with 18 members: 2 listing specialists, 5 buyer specialists, 1 general manager, 1 operations manager, 1 contract negotiator, 1 transaction manager, 2 short sale negotiators, 1 short sale processor, 1 client care coordinator, and 3 administrative.

Russell Shaw is the team leader of the Russell Shaw Group. He has been an agent for 34 years and works the metro Phoenix market. Russell is a Billion Dollar Agent. He has sold over $1 billion worth of homes in his career. In his best year (2006), Russell sold 405 homes worth $104 million. But it has not always been this good.

Russell was an average “ordinary” agent his first 12 years closing about 20 transactions per year. He was tired of living paycheck to paycheck. Russell decided he would either make it big or get out and do something else. He learned and implemented the number one most successful strategy for rising to the top in real estate. And he will share it with you in detail.

Russell is the Godfather of Radio Ads. Dozens of agents have learned from the master and duplicated his successful ads in markets around the country. Radio and TV advertising is the source of 80% of his business and he invests over $600,000 each year. Russell goes into great detail about what works, what doesn’t, and how you can make radio and TV work for you. He describes scripts, hot buttons, key words, production, station selection, costs, best days of the week, frequency, mistakes, and more.

Russell also talks in depth about listings, listing specialist, DISC personality test, short sale seller seminars, personal newspapers, and more. Russell will disclose the number one most important skill an agent needs to have to survive and thrive in any market.

2011 Stats:

• 403 closings
• 55 million sales volume
• 136 thousand average price
• 30% buyers and 70% sellers
• 18 member team:
  • 5 buyer agents
  • 2 listing agents
  • 1 general manager
  • 1 operations manager
  • 1 contract negotiator
  • 1 transaction manager
  • 2 short sale negotiators
  • 1 short sale processor
  • 1 client care coordinator
  • 3 administrative

Niche:

• Radio ads
• TV ads
• Short sales
• Personal newspapers
• Seller seminars

(originally published on 06/07/12)

Ellen Mitchel SUCCESS CALL

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Download FULL Running Time: 1:44

Website:

www.remax.com/real-estate-agents/ellen-mitchel-hollywood-fl/100029386

Background:

Ellen Mitchel is with RE/MAX Executive Realty in Hollywood, Florida.

Last year, she closed 167 transactions with a total sales volume of 18 million. Her average sales price was 112 thousand of which 30 % were buyers and 70% were sellers. She operates a team with 9 members: 1 buyer specialists, 1 team manager, 1 administrative assistant, 1 bookkeeper, 1 field asset services, 1 appraiser, 1 virtual assistant, and 2 team leaders.

Ellen Mitchel is the co-team leader of the Prestige Properties Team. She has been an agent for 14 years. She works the southeast Florida market between Miami and Fort Lauderdale.

Ellen worked her way up from real estate office receptionist, to agent assistant, to licensed assistant, to top agent, to team leader and franchise co-owner.

Today Ellen’s team has a diverse practice. 40% is referrals from past clients and sphere of influence. 25% is short sale. 25% is REO. 15% is geographic farm.

Ellen survived and thrived in the changing markets by remaining flexible and willing to learn new approaches. She recently started a geographic farm and shares how she achieved a 30% market share after only 24 months.

Ellen’s success comes from her perseverance. She believes she can “out-work” almost anyone. Ellen likes to be in the middle of the pack. Learning from those above and helping those below. She is a firm believer in master minds and surrounds herself with top people.

2011 Stats:

• 167 closings
• 18 million sales volume
• 112 thousand average price
• 30% buyers and 70% sellers
• 9 member team:
  • 1 buyer specialists
  • 1 team manager
  • 1 administrative assistant
  • 1 bookkeeper
  • 1 field asset services
  • 1 appraiser
  • 1 virtual assistant
  • 2 team leaders

Niche:

• Referral
• Past Client
• SOI
• Short Sale
• REO
• Farming

(originally published on 05/21/12)

Don Wenner SUCCESS CALL

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Download FULL Running Time: 1:22

Website:

www.dlprealestate.com

Background:

Don Wenner with DLP Realty in Bethlehem, Pennsylvania . Don specializes in radio advertising, 1st time buyers, expired listings, short-sales, and past client referrals.

In the last year, he closed 394 transactions with a total sales volume of 81 million and grossed 2.7 million. His average sales price was 206 thousand of which 39% were buyers and 61% were sellers. He operates a team with 31 members: 12 buyer agents, 6 listing agents, 2 inside sales agents, 2 transaction coordinators, 2 marketing coordinators, 2 marketing launch coordinators, 1 client care manager, 1 listing manager, 1 office manager, 1 runner, and 1 team leader.

Don Wenner is the team leader of DLP Realty. He has been an agent for 6 years. He works the Lehigh Valley Market between New York City and Philadelphia.

Don entered real estate at 21 and closed 67 transactions in his first year. Today he and his team are setting up to 120 listing appointments per month, listing 70 to 90 homes per month, and have 430 active listings. All traditional sales and all in a declining market. While his market has been falling 10% per year, Don’s business has been growing 25% per year.

Don invests heavily in radio advertising, 13 thousand per month. That investment is producing 15 closings per month at an average commission of 6400 dollars. Radio sends him all over his area. He sells a wide range of homes worth 17 thousand to 1.8 million. You’ll hear two of his current radio ads.

Don is true entrepreneur. He runs multiple businesses including: a real estate brokerage, a real estate technology company, a short sale negotiation company, and a restaurant. Not bad for a young man who just turned 27 years old.

2011 Stats:

• 394 closings
• 81 million sales volume
• 2.7 million gross commission income
• 206 thousand average price
• 39% buyers and 61% sellers
• 31 member team:
  • 12 buyer agents
  • 6 listing agents
  • 2 inside sales agents
  • 2 transaction coordinators
  • 2 marketing coordinators
  • 2 marketing launch coordinators
  • 1 client care manager
  • 1 listing manager
  • 1 office manager
  • 1 runner
  • 1 team leader

Niche:

• Radio ads
• Short sales
• Internet leads
• Expireds
• 1st time buyers
• Past client referrals

(originally published on 05/07/12)

Ellen Brewood SUCCESS CALL

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Download FULL Running Time: 1:12

Website:

www.realtyexecutives.com/agents/ellen-brewood

Background:

Ellen Brewood with Realty Executives of Kansas City in Leawood, Kansas.

Last year she closed 423 transactions with a total sales volume of 30 million. Her average sales price was 71 thousand of which 13% were buyers and 87% were sellers. She operates a team with 14 members: 1 transaction coordinator, 1 offer negotiator, 1 BPO/repair coordinator, 1 pre-marketing coordinator, 1 reimbursement/bookkeeper, 2 property inspectors, 1 compliance auditor, 1 marketing manager, 1 marketing manager assistant, 3 buyer agents, and 1 team leader.

Ellen Brewood is the team leader of the Sellin’ Ellen Team. She has been an agent for 16 years. She works the Metro Kansas City market.

Ellen has specialized in REO sales for 11 years. She started as a traditional agent. Then she noticed several top agents who were specializing in REO. She decided to jump in and make a go of it. It worked.

Ellen took a traditional path to the banks. She did BPOs (broker price opinions). Lots and lots of BPOs. She built a small team that performed 500 BPOs per month for about $50 each. It was labor intensive, but it opened doors. One day a bank requested a review BPO. The bank was so impressed that they asked Ellen if she wanted to list their REOs.

Ellen gives an overview of the REO business from the perspective of a hard-working, high-achieving agent.

2011 Stats:

• 423 closings
• 30 million sales volume
• 71 thousand average price
• 13% buyers and 87% sellers
• 14 member team:
  • 1 transaction coordinator
  • 1 offer negotiator
  • 1 BPO/repair coordinator
  • 1 pre-marketing coordinator
  • 1 reimbursement/bookkeeper
  • 2 property inspectors
  • 1 compliance auditor
  • 1 marketing manager
  • 1 marketing manager assistant
  • 3 buyer agents
  • 1 team leader

Niche:

• REO

(originally published on 04/21/12)

Michael Balsitis SUCCESS CALL

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Download FULL Running Time: 1:27

Website:

www.bellabayrealty.com/our-locations/michael-balsitis/

Background:

Michael Balsitis is with Bellabay Realty in Caledonia, Michigan.

Last year, he closed 411 transactions with a total sales volume of 22.7 million. His average sales price was 55 thousand of which 10 % were buyers and 90% were sellers. He operates a team with 8 members: 1 transaction coordinator, 1 listing coordinator, 1 property manager, 2 runners, 1 marketing specialist, 1 bookkeeper, and 1 team leader.

Michael Balsitis and his wife own and operate Bellabay Realty. He has been an agent for 17 years. He works the West Michigan market including Grand Rapids, Kalamazoo, and Muskegon.

Michael started selling homes at 19 years old. He went to night school and sold homes during the day. Early on he worked as a buyer agent for a broker who specialized in estate sales. The buyer investors he represented wanted more inventory to look at and convinced Michael to call banks looking for distressed properties. It worked.

Michael has specialized in REO sales for 15 years. He was in the right place at the right time as the REO market exploded with the current recession. His business has grown as the economic has decline.

Michael shares a career’s worth of knowledge. He tells us how the industry has developed and changed. Michael lists conferences, classes, designations, and more. He describes how he set up his team and which software to use.

Michael has even sold homes for hedge funds and bulk buyers. He tells us how to find hedge funds, how to help them buy, how to help them sell, and how profitable they are.

2011 Stats:

• 411 closings
• 22.7 million sales volume
• 55 thousand average price
• 10% buyers and 90% sellers
• 8 member team:
  • 1 transaction coordinator
  • 1 listing coordinator
  • 1 property manager
  • 2 runners
  • 1 marketing specialist
  • 1 bookkeeper
  • 1 team leader

Niche:

• REO

(originally published on 04/07/12)

Lindsay Sanger SUCCESS CALL

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Download FULL Running Time: 1:08

Website:

www.lindsaysellsflorida.com/

Background:

Lindsay Sanger is with Re/Max Elite in Melbourne, Florida. Last year, she closed 166 transactions with a total sales volume of 13 million. Her average sales price was 79 thousand of which 10 % were buyers and 90% were sellers. She operates a team with 4 members: 1 buyer specialist, 1 field specialist, 1 personal assistant, and 1 team leader.

Lindsay Sanger is the team leader of the Lindsay Sanger Group. She has been an agent for 7 years. She works the Brevard County market.

Lindsay started as a traditional agent. Then her market shifted downward. The homes that were selling were REO and short-sale. So she switched gears and aggressively pursued REOs.

This interview focuses on how Lindsay developed and maintains her REO business.

Lindsay first educated herself. She searched the internet. She took all the REO courses she could find. She watched webinars. She attended conferences. She added certifications. She learned how to speak the REO language.

After she immersed herself in the industry, she applied to banks and asset managers. Her efforts paid off. She now has relationships with 4 asset managers, Fannie Mae, and Freddie Mac. They hand her REO assignments month after month.

Lindsay’s biggest piece of advice: follow protocol. Search for each banks process and follow it to the letter.

2010 Stats:

• 166 closings
• 13 million sales volume
• 79 thousand average price
• 10% buyers and 90% sellers
• 4 member team:
  • 1 buyer specialists
  • 1 field specialists
  • 1 personal assistant
  • 1 team leader

Niche:

• REO

(originally published on 03/21/12)

Chantel Ray SUCCESS CALL

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Download FULL Running Time: 1:30

Website:

www.chantelray.com/

Background:

Chantel Ray is with Chantel Ray Real Estate in Virginia Beach, Virginia. Last year, she closed 810 transactions With a total sales volume of 94 million. Her average sales price was 116 thousand of which 40 % were buyers and 60% were sellers. She operates a team with 29 members: 3 listing specialists, 9 buyer specialists, 8 REO specialists, 5 administrative staff, 1 short sale negotiator, and 3 couriers.

Chantel Ray is the team leader of Chantel Ray Real Estate. She has been an agent for 8 years. She works the Hampton Roads market.

Chantel anticipates market shifts and moves ahead of the pack. She was an early adapter to the REO and short-sale markets. Chantel predicts a resurgence in luxury homes and commercial properties.

Chantel is either in “fifth gear or at a stop”. She does not believe in coasting. Chantel knows her strengths and her weaknesses. She excels at team leadership, system building, goal setting, and accountability. She only works on tasks she loves and is good at. For all other work, she sets up systems and delegates to her team.

Chantel stars in her own successful radio ads. She describes how she wrote the script, recorded the ad with a local celebrity, and negotiated with the stations. She created the memorable jingle “If it has to sell, call Chantel.” Listen carefully to the sample ad she uses to generate tons of calls and business.

2011 Stats:

• 810 closings
• 94 million sales volume
• 116 thousand average price
• 40% buyers and 60% sellers
• 29 member team:
  • 3 listing specialists
  • 9 buyer specialists
  • 8 REO specialists
  • 5 administrative staff
  • 1 short sale negotiator
  • 3 couriers

Niche:

• REO
• Short-Sale
• Radio Ads

(originally published on 03/07/12)

Joshua Smith SUCCESS CALL

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Download FULL Running Time: 1:45

Website:

www.soldbyjoshua.com/

Background:

Joshua Smith with RE/MAX Professionals in Surprise, Arizona. He works the Northwest Valley of Metro Phoenix. Last year, he closed 463 transactions with a total sales volume of 49 million. His average sales price was 106 thousand of which 13% were buyers and 87% were sellers. He operates a team with 14 members: 3 listing specialists, 4 buyer specialists, 5 administrative staff and 2 field techs.

Joshua Smith leads the Smith & Associates Real Estate Group with his father Randy. Joshua has been licensed for 6 years. This father & son team formed different than most. Joshua and Randy entered the business at the same time, as competitors. Each ran their own business for the first two years. When it was time to take on staff, they decided to combine forces and made a formal business arrangement.

Joshua started out as a traditional agent. He and Randy moved to Arizona six years ago and started from scratch. They each built successful businesses through open houses, expired listings, and other traditional methods. Then the market turned. Luckily, Joshua had already set the foundation for an REO and short-sale business. As the market declined, foreclosures, REOs and short-sales increased. The Smith Group’s business went up while most others went down.

Joshua will discuss how he broke into the REO business, how he’s developing the short-sale business by delivering 10,000 door hangers per month, how he converts expired listings, and how he’s adjusting to the new changes in the market.

2011 Stats:

• 463 closings
• 49 million sales volume
• 106 thousand average price
• 13% buyers and 87% sellers
• 14 member team:
  • 3 listing specialists
    • traditional listing specialist
    • REO listings specialist
    • short-sale specialist
  • 4 buyer specialists
  • 5 administrative staff
    • transaction co-ordinator
    • REO co-ordinator
    • utility/repair bids/marketing co-ordinator
    • 2 bookkeepers
  • 2 field techs

Niche:

• REO
• Short-Sale
• Expireds

(originally published on 02/21/12)

Doug & Kirsten Hill SUCCESS CALL

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Download FULL Running Time: 1:52

Website:

www.thehillgroupaz.com/

Background:

Doug & Kirsten Hill are with Coldwell Banker Residential Brokerage in Mesa, Arizona. They work the east valley of Metro Phoenix. Last year they closed 138 transactions with a total sales volume of 23 million. Their average sales price was 165 thousand of which 49% were buyers and 51% were sellers. They operate a team with 6 members: 1 listing manager, 1 short sale manager, 1 transaction manager, 1 REO manager, 1 buyer agent, and 1 showing agent.

Doug & Kirsten Hill are the team leaders of The Hill Group. Doug has been an agent for 11 years and Kirsten for 19 years. This husband and wife team specializes in past client repeat and referral business which accounted for 50% of their production last year. They generated 25% of their business from REO/Foreclosure, 15% from online activities, and 10% from relocation work.

Doug & Kirsten will go into detail about how they develop, maintain, and expand their business with past clients including how they collect data, follow-up, and market with events like movie nights, BBQs, and exclusive dinners.

This is a family operation. Doug & Kirsten are joined by their two adult sons, Joshua and Andrew. The Hill Group has weathered the changing markets of the last few years by being flexible, forward looking, and open to change.

Doug & Kirsten are experimenting with the showing agent concept. This is a division of task traditionally handled by a buyer agent. Listen to how it is working out.

Kirsten has become an expert at processing and closing short-sales. Listen to how she gets her files accepted and approved.

Doug was featured on HGTV House Hunters. Doug takes you behind the scenes and describes what really happens to make one episode.

2011 Stats:

• 138 closings
• 23 million sales volume
• 165 thousand average price
• 49% buyers and 51% sellers
• Sole – Practitioner
• 6 member team:
  • 1 listing manager
  • 1 short sale manager
  • 1 transaction manager
  • 1 REO manager
  • 1 buyer agent
  • 1 showing agent

Niche:

• Past Client
• Short Sale
• REO
• Internet
• Relocation

(originally published on 02/07/12)

Mark Delgado

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Download FULL Running Time: 1:50

Website:

www.markdelgado.com/

Background:

Mark Delgado with Coldwell Banker Residential Brokerage in Sacramento, California. Last year, he closed 92 transactions with a total sales volume of 17 million. His average sales price was 184 thousand of which 10% were buyers and 90% were sellers. He operates as a sole-practitioner with no team members.

Mark has been an agent for 8 years. He specializes in REO sales. Working with only 1 bank and 3 asset managers, Mark was able to standardize his operation and close 92 transactions with no assistants. Mark proves that you can have a high volume operation without a huge team. He believes in being full time, hands on, and accountable.

Mark worked as an assistant manager at a grocery store. He wanted to invest in real estate and took a real estate licensing course to learn more. While in class, he heard about a non-paid summer internship that the local Realtor association was sponsoring. Mark took it. There he learned to be proactive. His mentor required him to make cold calls and set listing appointments. Mark conquered his fear of cold calling and was hooked.

Mark worked the first two years as a part time agent while he continued at the grocery store. Although he saw the potential in real estate, he had a hard time breaking with a consistent paycheck. Finally, he made the jump and the rest is history.

Mark believes his success stems from his “persistent drive fueled by paranoia.” Listen closely as he explains his thought process, his decision to work by himself, and his systems.

2010 Stats:

• 92 closings
• 17 million sales volume
• 184 thousand average price
• 10% buyers and 90% sellers
• Sole – Practitioner

Niche:

• REO – Real Estate Owned

(originally published on 01/21/12)

Pat Hiban

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Website:

www.hibandigital.com/

Background:

Pat Hiban is with Keller Williams Realty in Columbia, Maryland. Last year, he closed 209 transactions With a total sales volume of 63 million. His average sales price was 303 thousand of which 24 % were buyers and 76% were sellers. He operates a team with 14 members: 3 SOI Agents, 3 Lead Call Agents, 6 Staff Members, and 2 Managers.

Pat Hiban is the team leader of The Pat Hiban Real Estate Group. He has been an agent for 24 years and works the central Maryland market between Baltimore and Washington D.C. Pat is a Billion Dollar Agent. He has sold over 5,000 homes worth over $1 billion in his career. In his best year (2005), Pat sold 508 homes worth $208 million, grossed $5.4 million in commissions, and managed 54 team members. This was no fluke. Pat sold over 500 homes a year for three years in a row.

This interview will focus on three major topics: Pat’s current production, Pat’s hyper volume years, and Pat’s new book titled 6 Steps to 7 Figures: A Real Estate Professional’s Guide to Building Wealth and Creating your Own Destiny.

Pat is a chameleon. Over the years, he has adapted to the changing markets. For most of his career, Pat has been a traditional agent. He mastered traditional marketing and team dynamics to build a hyper-active real estate practice. Then the recession hit and traditional methods stopped working. Pat had to choose between downsizing or financial ruin. Pat describes the gut-wrenching decision to let go of 22 of his team members in one year (5 in one day). During the darkest days, Pat saw opportunity in REO. He had the courage to stop doing everything that made him successful and switch to focusing solely on two things, REO and SOI. It paid off.

Listen closely as this industry icon lays out his success formula in 6 Steps to 7 Figures.

2010 Stats:

• 209 closings
• 63 million sales volume
• 303 thousand average price
• 24% buyers and 76% sellers
• 14 member team:
  • 3 SOI agents
  • 3 lead call agents
  • 6 staff members
  • 2 managers

Niche:

• REO – Real Estate Owned
• SOI – Sphere Of Influence

(originally published on 01/07/12)

Krista Mashore

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Download FULL Running Time: 1:24

Website:

www.kristamashore.com/

Background:

Krista Mashore with Realty World Pigati and Russell Realtors in Brentwood, California. Last year she closed 107 transactions with a total sales volume of 22 million. Her average sales price was 210 thousand of which 10% were buyers and 90% were sellers. She operates a team with 8 members: 1 closing specialist, 1 marketing specialist, 1 evictions coordinator, 1 billing specialist, 1 field specialist, 2 buyer agents and 1 team leader.

Krista Mashore is the team leader of Team Krista. She has been an agent for 9 years. Krista’s business is split between traditional and REO sales. In the traditional market, she has become an expert in short-sales.

Krista had a fast start. After being a 3rd grade teacher for 6 years, she jumped into real estate full-time and sold 69 homes her first full year. She never looked back.

Initially she succeeded with traditional buyers and sellers. Then her market took a huge downward turn. Value are off by 65%. Today 95% of the homes sold in her area are short-sale and REO. Krista did not delay. She educated herself on the new market reality and went after short-sale and REO listings.

In this interview, Krista will share her lessons on both sides of the distressed market. First, she describes how to get short-sales approved including getting the banks to pay relocation assistance money to the seller. Second, she explains how she broke into the REO market through determination, education, and luck.

Krista is a strong believer in education, systems, and certifications. Listen closely as she describes how she used her credentials and designations to leverage herself into more business.

2010 Stats:

• 107 closings
• 22 million sales volume
• 210 thousand average price
• 10% buyers and 90% sellers
• 8 member team:
  • 1 closing specialist
  • 1 marketing specialist
  • 1 evictions coordinator
  • 1 billing specialist
  • 1 field specialist
  • 2 buyer agents
  • 1 team leader

Niche:

• Short-Sale
• REO

(originally published on 12/21/11)

Jeremy Chubb

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Website:

www.jeremysellsmn.com/

Background:

Jeremy Chubb is with Weichert, Realtors – Premier in Andover, Minnesota. Last year he closed 19 transactions. This year he closed 213 transactions with a total sales volume of 19.3 million. His average sales price was 90 thousand of which 4% were buyers and 96% were sellers. He has a team with 8 members.

Jeremy Chubb has been an agent for 4 years. He is a partner of the Jeremy Chubb Team. He started real estate right out of high school. Jeremy took a quantum leap in production going from 19 closing last year to 213 closings this year. He accomplished this thorough focus, determination, partnership, team building, and the willingness to work 80 hours per week. It’s an impressive feat for a young man who just celebrated his 22nd birthday.

Jeremy decided he wanted to be a high producing REO agent. Veteran agents told him it was too late to get into the REO market. Luckily for Jeremy, he did not heed their advice. Instead, he went full force after his goal and never looked back.

Jeremy describes how he took on a partner with similar goals, prospected asset managers, and quickly built a team to help him service the business. He talks about how he changed the perception of his young age from a liability to an asset.

Jeremy flies all over the nation meeting bank representatives and asset managers at their location. He uses his youthful energy and perspective to quickly build relationships. Listen to how Jeremy networks with other REO agents through out his state and the nation to expand his knowledge of the industry.

2011 Stats (year-to-date):

• 213 closings
• 19.3 million sales volume
• 90 thousand average price
• 4% buyers and 96% sellers
• 8 member team:
  • 1 Assistant
  • 1 BPO Specialist
  • 2 Field Reps / Property Inspectors
  • 2 Buyer Agents
  • 2 Team Partners

Niche:

• REO

(originally published on 12/07/11)

Tom Rubens

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Website:

www.treorealtors.com/

Background:

Tom Rubens with TREO Realtors in West Chester, Ohio. He works both the Cincinnati/Dayton, Ohio market and the Chicago, Illinois market. Last year he closed 317 transactions with a total sales volume of 21 million. His average sales price was 66 thousand of which 10% were buyers and 90% were sellers.

He operates a team with 14 members: 1 REO office manager, 1 offers coordinator, 1 transaction coordinator, 1 billing coordinator, 1 utility & data entry coordinator (virtual assistant), 1 property preservation coordinator, 2 property inspectors, 4 buyer agents, 1 team leader, and 1 principal.

Tom Rubens is the principal of Team TREO. He has been an agent for 6 years. Tom sells REO properties for Fannie Mae, Freddie Mac, several banks, and asset managers.

Tom is an entrepreneur. He has a colorful background including: options trader, minor league basketball team co-owner, minor league baseball teams co-owner, sports team broker, and real estate investor.

Tom fell into the REO business during his first month when he was introduced to a Fannie Mae asset manager. He was at the right place at the right time. Tom jumped at the chance to list Fannie Mae properties and never looked back.

For the first 6 months, Tom worked 60-80 hour weeks and earned a whooping $1,000. Luckily, Tom is a quick learner, business improved, and he started earning a lot more.

Tom discovered the fastest way to increase his client base is to attend industry conferences. While there, he networks with asset managers and other REO agents. The conferences are so productive that his goal is to attend 12 conferences per year.

Tom attributes a big part of his success to his team. After flying solo and learning all the REO tasks, he assembled a team of professionals to help him service the vast business his networking brings in.

2010 Stats:

• 317 closings
• 21 million sales volume
• 66 thousand average price
• 10% buyers and 90% sellers
• 14 member team:
  • 1 REO office manager
  • 1 offers coordinator
  • 1 transaction coordinator
  • 1 billing coordinator
  • 1 utility & data entry coordinator (virtual assistant)
  • 1 property preservation coordinator
  • 2 property inspectors
  • 4 buyer agents
  • 1 team leader
  • 1 principal

Niche:

• REO
• Fannie
• Freddie

(originally published on 11/21/11)

Andy Mulholland

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Website:

www.handyandyrealtor.blogspot.com/

Background:

Andy Mulholland is with RE/MAX of Rochester in Rochester, Minnesota. Year-to-date he has already closed 44 transactions with a Total sales volume of 6.1 million. His average sales price was 136 thousand of which 68% were buyers and 32% were sellers. He operates as a sole-practitioner.

Andy Mulholland has been an agent for only 2 ½ years. But he’s had a quick start. In his first full year, he sold 28 homes. In his second full year, Andy’s already sold 44 homes and still has one month to go. He got a quick start by pursuing expired listings and for-sale-by-owners. However, Andy became frustrated with chasing after clients. He wanted to turn the tables and have clients chase after him.

Andy developed the “Handy Andy Realtor” business model. Andy provides helpful tips, advice, and information to prospects in exchange for their contact information and permission to provide more help. It’s working. Lead count is up, client satisfaction is up, and Andy is happier.

Andy describes how he is leveraging the internet to generate and incubate buyer and seller leads. His internet marketing includes: websites, blogs, search engine optimization (SEO), pay-per-click (PPC), Craigslist ads, Tiger Leads, Real Pro Systems, Hoot Suite, and more.

Andy describes how he’s using video including: how tos, top picks, market updates, and property tours. Listen carefully to the process he uses to create these popular videos and leverage them out to his audience.

2011 Stats (year-to-date):

• 44 closings
• 6.1 million sales volume
• 136 thousand average price
• 68% buyers and 32% sellers
• sole-practitioner

Niche:

• “Handy Andy” Model
• Internet

(originally published on 11/07/11)

Rob Levy

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Website:

www.roblevy.com/

Background:

Rob Levy with Prudential Northwest Properties in Portland, Oregon. Last year, he closed 92 transactions with a total sales volume of 34 million. His average sales price was 369 thousand of which 50% were buyers and 50% were sellers. He operated a team with 5 members: 1 escrow coordinator, 2 buyer agents, 1 runner, and 1 team leader.

Rob Levy is the team leader of The Rob Levy Team. He has been an agent for 23 years. Rob works the metro Portland area and has been ranked the #1 Prudential agent in Portland for the last 5 years in a row. He specializes in both internet lead generation and past client repeat/referral business.

Rob grew-up going to 24 schools in 4 different counties. His parents traveled a lot. Rob learned how to make friends fast. He uses those skills today to build relationships with new, current, and past clients. Then he can easily ask for referrals and repeat business.

Rob is a self-proclaimed technology nerd. He was using email in the 80’s and was the 1st eCertified Prudential agent in the world. Rob gives lectures to real estate agent all over the nation on how to use of technology in their businesses.

Rob has amassed a huge email database with over 24,000 email addresses. It includes his past clients, sphere-of-influence, and out-of-area agents. He emails a monthly electronic newsletter to the entire list and specific emails to unique groups.

Rob generated a whopping 54% of his business from the internet last year. He used a combination of search engine optimization (SEO), pay-per-click (PPC) advertising, and networking to push leads to his personal website, his “stealth” websites, and his Facebook business page. Listen closely to how Rob automates his follow-up systems.

2010 Stats:

• 92 closings
• 34 million sales volume
• 369 thousand average price
• 50% buyers and 50% sellers
• 5 member team:
  • 1 escrow coordinator
  • 2 buyer agents
  • 1 runner
  • 1 team leader

Niche:

• Internet Leads
• Past Client Repeat & Referral Business

(originally published on 10/21/11)

Stephanie Gasparovic

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Download FULL Running Time: 1:21

Website:

www.stephaniegasparovic.com/

Background:

Stephanie Gasparovic with Coldwell Banker Sea Coast Realty in Hampstead, North Carolina. Last year, she closed 57 transactions with a total sales volume of 10 million. Her average sales price was 175 thousand 25% were buyers and 75% were sellers. She operates a team with 9 members: 1 business manager, 2 administrators, 3 buyer specialist, 2 onsite agents, and 1 team leader.

Stephanie Gasparovic is the team leader of Stephanie Gasparovic & Associates, Inc. She has been an agent for seven years. Stephanie specializes in selling new homes and lots for builders and developers.

Stephanie is a natural fit with new home construction. Her father was a builder. When she moved to a new market, she leveraged that experience into relationships with developers and builders. Stephanie knows what home builders want…sold homes.

Stephanie is a strong believer that “knowledge is power”. She quickly educated herself about the market players, condition, and statistics.

Stephanie generates new home buyer leads with billboards, websites, social media, and reputation. She tracks her buyer leads and realtor contacts in a 3,000 person database.

Stephanie developed a team to leverage her time and expertise. Her desire to spend time with her two-year-old daughter and child-on-the-way motivated her to hire and train staff to help with the work load. It’s working. Stephanie has been able to reduce her work week from 80 to 20 hours. Now she’s in the office Tuesdays and Thursdays and spends the other days of the week at home with her daughter.

2010 Stats:

• 57 closings
• 10 million sales volume
• 175 thousand average price
• 25% buyers and 75% sellers
• 9 member team
  • 1 business manager
  • 2 administrators
  • 3 buyer specialist
  • 2 onsite agents
  • 1 team leader

Niche:

• Builder / Developer
• New Home Sales

(originally published on 10/07/11)

Mike Phillips

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Website:

www.mikephillips.c21.com/

Background:

Mike Phillips with Century 21 All-Pro in Kansas City, Missouri. He’s licensed in two states: Missouri and Kansas so he can work both sides of the Kansas City boarder town. Last year, he closed 1,268 transactions with a total sales volume of 34 million. His average sales price was 27 thousand of which 100% were sellers.

Mike Phillips is the broker/owner of Century 21 All-Pro. He has been an agent for 12 years. Mike has two careers. One, he’s a producing agent. Two, he’s a managing broker. This interview will focus on Mike as a producing agent. The 1,268 closings are Mike’s personal production (not his company).

Mike was ranked as the #1 Agent in the USA for 2010 as listed in The Wall Street Journal by Real Trends. He is a perennial winner. Over the years, Mike has been ranked in the #1, #2, and #3 spot for total units closed. This is his second time as #1.

Mike specializes in selling REO properties. He works as an exclusive Seller’s Agent. He does not represent buyers. He represents distressed property sellers such as: banks, asset managers, HUD, Fannie Mae, and FDIC.

Mike operates without a formal team. He created a decentralized model to keep his fixed cost down. For administrative tasks Mike uses 3 members of the broker’s staff when they are not helping other agents in the office. For field work he uses a loose group of 10 independent, Inner-Circle Agents who work for free in exchanged for knowledge and access to the REO market.

Mike is a straight shooter. He will tell you how to break into the REO market and how to avoid the biggest mistake most new agents make with asset managers. Listen carefully as Mike explains what it takes to list homes on an industrial level.

2010 Stats:

• 1,268 closings
• 34 million sales volume
• 27 thousand average price
• 100% sellers
• 0 formal team members
• 3 broker staff members shared with office (administrative help)
• 10 independent Inner-Circle Agents (field help)

Niche:

• REO
• Seller Agent Only

(originally published on 09/21/11)

Wayne Salmans

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Website:

www.waynesalmans.yourkwagent.com/

Background:

Wayne Salmans with The Salmans Group in Wasilla, Alaska. Last year, he closed 92 transactions with a total sales volume of 16.0 million. His average sales price was 173 thousand 50% were buyers and 50% were sellers. He operated a team with 2 members: 1 buyer agent and 1 team leader.

Wayne Salmans is the team leader of The Salmans Group. He has been an agent for 6 years. Wayne successfully transitioned from being a new home construction framer to a new home construction sales agent. Last year, he sold 92 homes by specializing in new homes sales for builders.

After major changes in Wayne’s real estate market and personal life, he repositioned his business from new home construction to resale homes by focusing on internet leads, for-sale-by-owners, expireds, and his sphere-of-influence.

Wayne’s story is one of inspiration for anyone who has suffered a personal hardship. During the last year, his personal life took over and he lost control of his business. Wayne shares how he overcame depression, refocused his mind, and rebuilt his business.

Wayne describes his internet lead generation system including SEO, Craigslist, Boomtown, Pay-Per-Click, and IDX.

Wayne is tenacious at follow-up. He makes 40 calls per day. Wayne shares his scripts and dialogs. Listen to how he is using personalized video emails.

2010 Stats:

• 92 closings
• 16.0 million sales volume
• 173 thousand average price
• 50% buyers and 50% sellers
• 2 member team
  • 1 buyer specialist
  • 1 team leader

Niche:

• Builders
• Internet
• FSBO
• Expireds

(originally published on 09/07/11)

Carin Nguyen

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Website:

www.soldbycarin.com/

Background:

Carin Nguyen with Real AZtate in Goodyear, Arizona. She works the west valley of Metro Phoenix. As of August 8th 2011, she has closed 536 transactions this year with a total sales volume of 48 million. Her average sales price was 89 thousand, of which 9% were buyers and 91% were sellers. She operates a team with 14 members: 2 transaction managers, 2 transaction coordinators, 2 MLS data entry, 1 HOA/utility, 1 bookkeeper, 1 accounts payable, 4 field reps, and 1 team leader. She also utilizes her company’s 29 agents to assist with buyers.

Carin Nguyen is the team leader of Real AZtate. She has been an agent for 8 years. Carin sells REO properties. In the last few years, Carin narrowed her focus to listing homes for the “government trifecta” (HUD, Fannie Mae, and Freddie Mac).

The REO market is full of opportunity and challenges. Carin’s production has varied radically over the last few years. In 2009, she closed 387 homes. In 2010, she closed 98 homes. In 2011, as of August 8th, she has already closed 536 homes and hopes to hit 1,000 closings.

Carin is smart, ambitious, flexible, and driven. She exudes confidence and charisma. Carin is not afraid to pick up the phone or fly around the country to establish and maintain relationships with banks and asset managers. She is a risk taker. In early 2010, Carin saw an opportunity to get into government homes, but her managing broker was hesitant. Not wanting to miss the opportunity, she acted fast. Carin switched gears and opened her own brokerage to take advantage of a once in a life time opportunity. She then beat out 2,500 other agents to gain a lucrative HUD contract.

Carin will describe how she got into the REO, HUD, Fannie Mae, and Freddie Mac markets. Listen closely as she describes the advantages and disadvantages of each.

2011 Stats (YTD thru 8/8/11):

• 536 closings
• 48 million sales volume
• 89 thousand average price
• 9% buyers and 91% sellers
• 14 member team:
  • 2 transaction managers
  • 2 transaction coordinators
  • 2 MLS data entry
  • 1 HOA/utility
  • 1 bookkeeper
  • 1 accounts payable
  • 4 field reps
  • 1 team leader

Niche:

• HUD

(originally published on 08/21/11)