Building Stronger Agents: Recent Episodes
Will Penney
Sales and marketing podcast where we interview top real estate agents, team leaders and broker owners to find out what makes them thrive.
In Part 1 we reviewed the buyer presentation. In Part 2 we review the buyer representation agreement with the buyer.
This episode is brought to you by www.SocialOrchard.com. Social Orchard helps real estate agents nurture that sphere and past clients, 5 days a week, in a private Facebook Group.
Will Penney, who has been using exclusive buyer representation agreements since 1995, goes through his buyer consultation with fellow agent Peter Blicharz.
Will reviews his 3 step consultation process: 1) buyer's wants, needs and time frame. 2) The search and offer process. 3) The closing process.
In part two, we will review the exclusive representation agreement and common buyer objections.
Brought to you by www.SocialOrchard.com. Social Orchard helps real estate agents and teams stay top of mind with their past clients and sphere 4-5 days a week by using a private Facebook Group as a community.
Will Penney, 36 year real estate agent, and John Gualtieri, national real estate coach, discuss the process of working with buyers and getting an exclusive representation agreement signed. Penney has utilized buyer representation agreements for over 30 years, and even collected a retainer fee from buyer clients. Penney and Gualtieri discuss the process of how to present a buyer representation agreement, and their thoughts on how the playing field will look after July 2024.
www.SocialOrchard.com
www.BuildingStrongerAgents.com
Mark Young and Will Penney discuss the habits that they have both leaned on over the course of their careers. With so many Reels and other videos making us think that success is dependent on certain traits, its easy for entrepreneurs and sales people to get incredibly confused.
Will and Mark share some hacks and ideas that will help you get ready for a strong 2024. Spoiler alert, none of the ideas include meditation or cold bath plunges. Not discounting any of that, but the ultra wealthy, who pride themselves on their 4am starts, and their dawn workouts, did not reach success from these early morning routines. The money that they earned from years of grinding, affords these beautiful mornings.
Brought to you by www.BuildingStrongerAgents.com
and www.SocialOrchard.com
At Social Orchard, we help real estate agents and mortgage loan officers nurture their past clients and sphere of influence with their own "Friends and Family" private Facebook group. Social Orchard shows you how to create, build and manage a Facebook group. And they even post engaging content to your group daily, so that just have to engage with your people. At only $89 per month for solo agents, its a no brainer.
Will Penney and Mark Young discuss the Sitzer-Burnett buyer agent commission suit verdict, The 4 questions that the jury had to answer, and potential outcomes for real estate agents.
Two possible options for buyer agents to get paid!
Brought to you by www.BuildingStrongerAgents.com
and
www.SocialOrchard.com
at Social Orchard, we help real estate agents and mortgage loan officers nurture their past clients and sphere of influence with their own "Friends and Family" private Facebook group. Social Orchard shows you how to create, build and manage a Facebook group. And they even post engaging content to your group daily, so that just have to engage with your people. At only $89 per month for solo agents, its a no brainer.
Darla Ogle obtained her real estate license in 2018 and began her career working on a local team in Santa Rosa Beach, Florida. In 2022, Darla sold about $40,000,000 worth of residential home sales. Her average home sale price is over $3,000,000. At the end 2022, Darla left the team and ventured out on her own. Since Santa Rosa Beach is predominantly a luxury second home market, Darla chose to buy internet leads. Darla shares how she manages her leads, how she grew her business, and what she is doing differently in this shifting market.
Brought to you by www.BuildingStrongerAgents.com
and
www.SocialOrchard.com
at Social Orchard, we help real estate agents and mortgage loan officers nurture their past clients and sphere of influence with their own "Friends and Family" private Facebook group. Social Orchard shows you how to create, build and manage a Facebook group. And they even post engaging content to your group daily, so that just have to engage with your people. At only $89 per month for solo agents, its a no brainer.
Bobby Johnson is a luxury agent in Santa Rosa Beach, in Florida. Bobby has been a Realtor since 1999, and sells about $70-$80 million a year in residential home sales. We chat with Bobby about his career, what he does to be successful, how he navigates the second home luxury market, and what he thinks of this shifting market that we're in now.
Brought to you by www.BuildingStrongerAgents.com
and
www.SocialOrchard.com
at Social Orchard, we help real estate agents and mortgage loan officers nurture their past clients and sphere of influence with their own "Friends and Family" private Facebook group. Social Orchard shows you how to create, build and manage a Facebook group. And they even post engaging content to your group daily, so that just have to engage with your people. At only $89 per month for solo agents, its a no brainer.
As we look back over the past 40-50 years, we saw the franchise real estate brokerages dominate. First Century 21, then Remax, and then Keller Williams. Each brand tweaked a little over the previous, to offer their agents more.
Keller Williams was very disruptive because this brand was the first to offer profit sharing to the agents who helped grow the company. This unique agent benefit helped KW have amazing growth, and eventually go on the be the largest traditional franchise in the US.
In 2009, Glenn Sanford founded eXp Realty. Unlike the analog brands before him, Sanford's goal was to create a non-franchised brand, that had no offices.
This new type of real estate brokerage is cloud-based, offers stock ownership to their agents, and also shares gross revenue with the agents who help grow the company.
Since eXp has been on the playground, there have been a few other brokerages that have come about, with the same type of agent offerings.
If we look back at how title/escrow companies grew, we also see an evolution. For decades, title companies would court real estate brokers and agents, and bring them food and other extras.
Then, in the early 2000's the Joint Venture was created. The title companies would sell up to 49% of the title company to real estate agent and broker partners.
This JV model dominated because real estate agents could now share in the revenue with the title companies. This was very disruptive to the title industry.
Now, in 2023, the vast majority of the title companies are joint ventures.
Now, with the cloud-based, publicly traded, non-franchised brokerages in the market place, what will happen?
I believe, like with title companies, this will be the new model. When national brokerages offer stock awards and revenue share with their agents, and that becomes the norm, how can traditional brokerages and legacy brick and mortar franchises compete?
We shall see!
Debbie Ferrante leads the number one Remax team in Ohio. Plus, she actually owns a multi office Remax franchise. Debbie shares some of her tried and true processes and how she keeps her team agents engaged and competitive. Listen how Debbie uses an ISA and an old school sales board to get the most out of her agents. Some real gold here.
This webinar is hosted by Will Penney, a real estate agent since 1988, and former brokerage owner of 21 years. Co hosts are John Gualtieri, former Realtor and top team leader from Philadelphia, and current national coach of some of the top Realtors and teams in the country. Bobby Johnson has been a Realtor since 1999, and is a luxury agent in Santa Rosa Beach Florida. Bobby consistently sells over $70 million a year in residential home sales.
We discuss incoming buyer lead inquiries, and how to ask the right questions so that you get an appointment with the prospective buyer. We also discuss how to conduct listing appointment so that you don't lose the listing. We give you specific questions to ask, and show you a process from start to finish.
This episode is brought to you by www.SocialOrchard.com. Social Orchard helps successful real estate agents build a community of past clients and sphere on Facebook with a private Facebook group. We show you how to create and grow a group. We also provide and post engaging content that asks questions 4 days a week. Watch your referral business grow over time.
In a fast paced real estate market, like this one, it is easy to be fast and loose. That is never good. When you're working hard for your buyer or seller, you want to get them the outcome they want. In that pursuit, it is easy to make mistakes or overlook details. In this episode, we talk to Adam Vincent, an experienced real estate attorney. Adam and I discuss the basic ways that a sale can go sideways. And we also talk about some of the less obvious ways. Most mistakes, over sites and miscommunications don't end with a law suit. But they can result in having an upset client or with you spending money. Not all mistakes can be fixed with money, however.
This episode is brought to you by www.SocialOrchard.com. Social Orchard helps successful real estate agents grow their repeat and referral business by building a private Facebook Group. Social Orchard shows you how to build a community Facebook Group. They then provide and post excellent and engaging content to your group for you, 4 days a week. Nothing out there works as well as an active Facebook Group.
Mike Ferrante obtained his real estate license in 2008, as the real estate market was collapsing. Rather than give up, Mike did whatever he needed to do to make a living. Mike began as a part time agent, and sold 12 homes his first year. He sold 35 in year two, and 65 in year 3, part time! At that point, Mike left his full time job, and has built his team to be one of the most successful real estate teams in Northeast Ohio. Mike shares the steps he took to start and build his team. Don't miss this episode. Lots of specific guidance here.
Mark Vittardi left the legal world and became a real estate agent in 2012. Formerly a baliff, Market used his skills as a patient listener to help him become a very successful real estate agent quickly. Mark started as a solo agent, but quickly and organically grew his team to over 10 agents. Many of which have stayed with him for years. In this episode, we chat about team building, culture and what leadership really means.
Check out www.SocialOrchard.com if you're looking to grow your referral based business. We help you create a private Facebook group for your past clients and sphere. And we provide and post excellent content so that you can build a community, and never be forgotten.
Carlyn Goudas became a licensed real estate agent in 2014. I actually helped her and her husband buy their home when they moved back to Ohio. Carlyn is a very driven type A person. She has traveled the world, and now is settled down with her husband and 5 young boys! That's right, 5 children. Carlyn manages to sell lots of homes, oversee her team, and also be a mom and wife. Carlyn talks to us about how she got into the real estate business, how she grew, and how she transitioned to start her own team. Carlyn is a ball of energy and provides lots of value.
Brendan Lammlein, of Northeast Ohio dreamed of becoming a real estate agent since 4th grade. While most seniors in highschool were thinking about partying, Brendan had other plans. He completed his real estate classes during the second semester of his senior year in highschool- 2022, and anxiously waited to take the state exam. After missing a passing score twice, Brendan decided to take matters into his own hands. He promptly quit his pizza delivery job, and took away the only financial safety net that he had. Well, it worked. Brendan passed the test after the third attempt, and hit the ground running. During this episode, Brendan shares what it was like being an 18 year old real estate office in a sea of 30-70 year olds. He also shares his successes and failures, and what he did specifically to sell 15 homes during his first 7 months in the business.
Aimee Neiman entered the real estate business in 2020, as the Covid-19 pandemic was in full swing. At just 24 years old, Aimee was full of drive and determined to succeed. Aimee shares what she did to get off the ground, and how she overcame the obstacles that most young and newly licensed agents face. Aimee gives any new agent hope that as long as you take action each day, you can succeed in this business.
The Millennium Group is led by husband and wife team, Jonathan Tomko and Rachel Alley-Tomko. From the beginning, Jonathan and Rachel were determined to create a team of the best agents, and to provide resources and support so that the team agents can be the best they can be. Based in Columbus, Ohio, The Millenium Group is small and mighty, and sells $50-$60 million a year in residential home sales.
In this episode we discuss how the team started, what they do well to continue to grow, and specific strategies they used to hire the agents who were the best fit for the team.
Derrick Bailey entered the real estate business after a lengthy and successful career in manufacturing. Initially, Derrick joined a large team and had very quick success. After 2 years of working as a listing agent on a team, Derrick took off the training wheels and began his career as a solo agent in 2020. In 2022, Derrick sold 111 homes with no help, with the exception of a closing coordinator. Derrick shares with us what he has done to sell over 100 homes in a year. He also shares his mindset and work ethic, as well as specific actions that he takes daily to create so much success.
We chat with Stacey Jewell, who leads a small but mighty team in NE Ohio. Stacey shares how she finds clients, how she sets herself and her team apart in this competitive market, and what mistakes she has made during her growth.
Licensed in 2019, Derek Okahashi jumped head first in the real estate business. Armed with grit and determination, nothing was going to hold him back. He was determined to be different, and his weapon of choice was Youtube. He started making helpful videos for people looking to move to his area of Hawaii, and gradually built a following of over 11,000 loyal followers. Today, Derek and his small team of 3 driven agents, sell $55,000,000 worth of residential real estate. And Their future is bright. Listen to this content packed episode and discover the steps that Derek took to build a 7 figure business in 3 short years.
Visit www.BuildingStrongerAgents.com
Licensed in 2016, after a career in corporate America, Mike entered the real estate world to get out of the rat race. Through dedication and consistency, Mike experienced quick success, and exceeded his previous income. As Mike got busier and busier, Diana entered the business so they could cover the demand. Mike and Diana share their play book. Don't miss this episode.
Dominic Fonte became a Realtor in 1988, and consistently sells over 100 homes a year. Through thick and thin, including through the great housing crash, Dom has succeeded at a high level. Dom shares how he and his team thrives in all markets, and what he'd doing now, in this new market shift.
Justin Aikens first entered the real estate business in 2012, but didn't go full time until 2015. Justin built his real estate sales business to over $20 million a year, but his number one priority all along was to develop a sizeable real estate portfolio. Justin shares how he started in the investment business, and how he continues to purchase properties today. He tells all about how he says yes or no to a deal, and how he included partners in some so that he could grow quicker. You won't want to miss this episode.
Dolly Helbert entered the real estate business in 1987, as a young mom. Long hours and hard work, and today Dolly leads a very successful team in the Triangle area of NC. Dolly still personally sells around 50 homes a year, and she has led her team through several changing markets. Dolly shares her views of this market, and what she expects to happen.
Jesse Zagorsky and Will Penney have a casual conversation about how the first year at eXp went with Will and his team.
Mark Young entered the real estate business in 2007, at 24 years old. Little did he know that just around the corner loomed the biggest housing crash that our nation has seen since the Great Depression. Ignorance and drive allowed Mark to persevere and succeed, despite everything going wrong in the economy. Mark shares his experiences and tells us what he did and does that made him a top agent in the worst of times.
Hunter McKay entered the real estate business at just 22 years old. Beginning his career on a team, he quickly moved on to start his own team. Through trial and error, Hunter built a team that proudly sold $100,000,000 in 2021, without having tons of bodies and dead weight. Hunter shares how he grew his team, the challenges he faced along the way, and other tips that will help you grow.
Jay Doaty, of Salisbury Maryland, entered the real estate scene at just 20 years on in 2016. With a partner, he built a large team. Recognizing that a large team doesn't necessarily mean success, he broke away and went solo. Using his strict discipline and skills to develop systems, Jay quickly rebuilt his business. Jay shares his daily blueprint.
Asher Bell, who lives outside of Sacramento CA, got his real estate license in 2019. Coming from a background in business sales, Asher was skilled at door to door and phone sales. As a young professional, Asher also knew the power of social media when used correctly. He worked diligently to build an Instagram following, and within a year, his efforts paid off. Now Asher benefits from a profitable and predictable real estate business, with very little overhead, mostly from his Instagram profile! Asher shares his successes and mistakes and outlines what he did to create such a strong social following, that now pays him several hundred thousand dollars a year and growing! Visit www.BuildingStrongerAgents.com
Liz Brown is a very successful real estate agent in Richmond Virginia. Liz became and agent in 2013 and has grown a very impressive following on Tik Tok and 50k on Facebook. Liz shows us how she grew her massive following, the keys to success, and how to find inspiring content. Liz gets all of her new clients from her social media presence, and she gives us lots of gold around how to make it all work.
Licensed in 2013, Justin Jurcak, couldn't help but notice how most real estate agents failed to succeed. Determined to not be another statistic, Just obsessed with discovering the secret to stability and success. He invested hours watching what the top real estate agents were doing, and researched the very best influencers on Youtube. Through trial and error, Justin developed a powerful daily routine, and dedicated at least 2 hours a day to growing his business and finding new clients. Justin shares in detail how his average morning looks, what he does to find clients, and what he says to prospects. You won't want to miss this solid gold business building episode.
Danny Burgess is the team leader of the Porchlight Bay Area real estate team in San Fransisco, California. Danny has grown his team to 16 productive agents in a short period of time, and shares with us the blue print for team growth, and we go really deep on lead conversion. You won't want to miss this interview.
Amy Izzo became a real estate agent in 2013 following a 20 year corporate career. Amy struggled at first, but went on to build a 100 home a year real estate business. After a personal shock, Amy got her health under control, and lost 200 pounds! She has kept the weight off by improving her habits and mindset. Amy uses the same tenacity in her real estate business. She shares her ups and downs, and shows us what she has done to rise above the noise and achieve huge success- personally and professionally.
Michael Henry started in real estate in 2014. Beginning his career as a solo agent, Michael chose to grow a team so that he could have meaning more than just himself. An analytical guy, Michael researched how other successful teams grew, and he worked to build a small but successful team of great agents. Michael also build a secondary team of agents who he provided support and services to. In 2020, Michael and his team left Keller Williams and joined eXp Realty. Michael shares why he chose to join eXp, and how he has benefited since. Michael also shares specifics concerning team building and mistakes and successes he had along the way.
Ibrahim Hussein, an Egyptian immigrant, began his real estate career in 2017. By the end of 2021, Ibrahim had grown his mega team to be ranked as the number one team in Canada for Keller Williams Realty. His team, Affinity Real Estate, experienced meteoric growth, and ended 2021 with $280,000.000 in residential sales volume. In April of 2022, Ibrahim and his team left KW and joined eXp Realty. In this episode, Ibrahim shares the secrets behind his successful team growth, and the reasons behind why he chose to continue his real estate journey at eXp Realty. He also shares the specific benefits he and his team members are experiencing at eXp Realty since joining.
Amy Hoes has been a very successful real estate agent since 2007. Amy started a team early on due to an over abundance of business. Amy shares with us how to hire the best team members, how she built her $40+ million a year business, and why she left a large regional real estate brokerage to join eXp Realty in March of 2022.
Brad Van De Walle, in Calgary Canada, built a 35 agent powerhouse team, selling 1250 homes a year. Brad shares the mistakes he made, and what is working well. Brad became a real estate agent in 2009. He worked on a team for 8 months, then left to work for himself. He decided to grow a team, and grew that team to be one of top real estate teams in Canada. Brad left Re/Max in 2020 to join eXp Realty. Brad shares how he grew, why he and his team joined eXp Realty, and how the team is working now. Don't miss this content packed episode.
Visit www.BuildingStrongerAgents.com to discover tools and resources to help you grow your business, build wealth, and have the best possible work/life balance.
We interview Steve Williams, real estate broker since 1980! Steve and his small team of 4 sell $40+ million a year in residential real estate in the Jacksoville Beach area of Florida. Steve owned his own real estate brokerage from 2002 to 2021, and recently joined eXp Realty with his team. Steve shares what has made him successful; how he has remained relevant for 43 years, and why a 7 figure a year real estate broker would join eXp Realty at the height of his success! Steve also shares "life after eXp Realty." You won't want to miss this interview.