SC113: Charles Pence. How He Got Over The Fear Of Calling His Friends Family And Past Clients (Approach And Script). Key To Success Is Looking For Change In People’s Lives. Door Knocking Luxury Homes For 20 Years (Lessons Learned And Profits Made).

Charles Pence SUCCESS CALL

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

He has 1 personal assistant.

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

In this call, Charles talks about:

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

2014 Stats:

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


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

(originally published on 09/07/15)