SC117: Carol Wolfe. Negotiating A Higher Commission Than Your Competitors (And Bringing The Value To Back It Up). Simple Approach To Break Into The Luxury Market. Earning 7 Figures In GCI. Geographic Farming. Working With Your Daughter.


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Carol Wolfe – Farming Postcard

Carol Wolfe – Magazine Ad


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

In this call, Carol talks about:

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

2014 Stats:

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


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

(originally published on 11/07/15)