The Kevin and Fred Show: Next Level Agents: Recent Episodes
Kevin Kauffman and Fred Weaver, KevinandFred.com
Interviews from the best and brightest minds in the real estate industry. We interview and highlight those bright minds that aren't always seen on stage because. We cover topics like Investing, listings, buyers, brokerage, technology, entrepreneurship and so much more.
Brought to you by KevinandFred.com
In today’s episode, I’m joined by my own personal coach, Kamille Rose Taylor. Also known as the CEO Whisperer, Camille coaches entrepreneurs and leaders on mindset, allowing them to effortlessly reach their next level. At her core, Kamille considers herself a perception and elimination specialist - she helps her clients enhance their perception or eliminate the fluff that doesn’t need to be part of the journey. Kamille is incredible at asking me questions that I’m not asking myself, and then asking questions that give me clarity on where to go next. It’s a skill that’s come from her own journey - from knowing she wanted to help people heal, to struggling to find how to do it, finally discovering how and fighting imposter syndrome to get there.
Kamille Rose Taylor is the #1 Peak Performance Mindset Coach to Entrepreneurs and Leaders and Member of the Forbes Coaches Council. She is an entrepreneur, transformational speaker, and Peak Performance Coach to entrepreneurs, leaders, and executives. After completing two years of premed study at UC Berkeley, Kamille hit a critical turn around moment when she realized that she was not destined to be a doctor but rather to help people in a totally different way. Kamille knew she wanted to support leaders in reaching their ultimate potential in life by removing the psychological patterns that blocked them from doing so. So she completed a double bachelors in Psychology and Mass Communications.
Today, she is the CEO and Founder of The Ultimate LYFE, a leadership mindset training company that helps entrepreneurs and leaders achieve ultimate success in their personal and professional life. She is also a keynote speaker for Fortune 500 companies, national conferences, and continues to expand her research on human peak performance as a member of the Forbes Coaches Council, The World Class Speakers Alliance, and travels around the world speaking to diverse communities and companies on how to master their mindset. To learn more about Kamille, head to her YouTube channel.
We’re all equipped with natural strengths, abilities and things that come easy to us. Those things are powerful clues to our calling. Unfortunately, when we go through the journey of unearthing that calling, imposter syndrome walks right beside it. There’s that voice that says, “you’re not worthy of this, so don’t even try,” and more often than not, we buy into it because of a story that’s been living in our brains for a long time.
In our moments of greatest revelation, our old stories and patterns come out. That’s how we can experience the clarity of knowing what we’re meant to do, at the same time as the imposter syndrome that we have no right to do that thing. If we don’t do something about it, we’re ultimately giving ourselves an excuse not to fulfill our dreams.
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In today’s episode, I’m really pumped to finally have my friend and business partner, Bob Sophiea on the show. I’m really happy to have him in the hot seat, pepper him with questions and find out how he thinks about business. One thing I really like about Bob is that he uses his deep awareness to constantly work on the next level. He’s never been afraid to tinker and change things for the sake of getting better. He truly gets what it takes to build a successful sales business, and today we discuss how he rebuilt this business after a down year, and why we need to see growth differently in this market.
Bob Sophiea is the founder and CEO of New Home Collective which was established in 2014 with a mission to revolutionize the real estate industry. Since its inception, Bob has sold close to 2,000 homes and garnered over 800 5-star Google reviews, cementing his reputation as a trusted real estate expert. Clients and professionals alike choose to work with Bob for a variety of reasons, including his expertise, social media presence, and innovative approach to the market. As a skilled negotiator, he ensures the best outcomes for his clients, while his commitment to transparency and communication fosters strong relationships. Punctuality, collaboration, continuous learning, and self-awareness also contribute to Bob's success. Under Bob's leadership, New Home Collective continues to redefine the home buying and selling experience, providing exceptional results through dedication, innovation, and client satisfaction. For more information, visit https://www.nhcnow.com/ Follow @nhcnow and @rpsophiea on Instagram.
In this market, it’s not surprising that some of the most productive and capable teams have seen a decline. For many people in real estate, this can easily be seen as failure. But the truth is: in a bad market, staying stagnant while everyone backslides or quits is actually a win. Part of our businesses getting better in a down market is other people quitting and our ability to outlast them. This is why it’s important that we adopt adaptive persistence. We have to be nimble - we can’t be married to one way of doing things, but we also have to be stubbornly committed to continue down the road, even if it zigzags a lot. Even moving forward in mere inches is massive growth when we’re in a shift, and that mindset is what allows us to take market share while everyone surrenders.
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In today’s episode, Chris Bowers returns for the third time. The last time he was on the show, it was when the market was starting to look different from the highs we saw in 2020/2021. As someone who constantly challenges himself to “break his business model” to make it bigger and better, Chris is going to share some of the changes he’s made in his life and business over the last 18 months. He shares how the showing agent model has transformed his team, what “stacking wins” means to him and why working more hours shouldn’t be our default answer when we want to earn more money.
Chris Bowers is a Realtor, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Ask most business owners what they need to do to earn more money, the default answer is: work more hours. That’s the lazy answer. Some of the most massively successful people actually work a lot less. They don’t cheat by working more hours, they extract more juice out of their few working hours and let leverage do a lot of the heavy lifting.
Once we take “work more hours” off the table, we’re one step closer to breaking down some barriers to a true way to grow. We’re able to break our business models so that we can build bigger and better. We’ll also learn how to be more productive within a tighter number of working hours. That leaves room for hobbies and other pursuits because our sometimes creativity ruins the simplicity of this business.
Follow @chrisbowers_realestate on Instagram and listen to agentXcel on Apple Podcasts or Spotify.
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In today’s episode, I’m joined by Travis Crow and Veronica Morrow, two real estate professionals who have come together to create an amazing program for lead generation and business growth.
Not everyone in real estate is built for the grind of door knocking and cold calling. Many agents succeed doing it not because it’s their natural behavior, but because they are just hardworking and hard headed. As a result, that success weighs heavily on you because you’re doing business against your own grain.
What’s awesome about real estate (and equally challenging) is that there’s a lot of ways to do business. The key isn’t following what everyone else is doing. It’s not giving up until you find the thing you’re willing to do day in and day out.
When Travis Crow stopped trying to do business like everyone else and found his thing, his business quadrupled. Now he and coach, speaker agent and loan officer, Veronica Morrow have partnered to provide a similar solution to other real estate professionals.
Guest Info
Travis Crow is a real estate agent and co-founder of Market Master Agents, a business-in-a-box solution for real estate agents.
Veronica Morrow is a coach, trainer, speaker, real estate agent, loan officer and co-founder of Market Master Agents.
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In today’s episode, our bookkeeper, friend and business partner, David Pittiglio returns to talk about a project he has been working on with Real Trends, the Streamline Benchmark Report. As a bookkeeping service that serves 850 clients in real estate across the country, and across revenue brackets, David has his eyes on a lot of data that we can use to better our businesses. All that information is now being compiled into a quarterly report packed with valuable insights, and we’re going to go through some of these findings today.
David is the founder president of Streamlined Business Solutions, LLC
A highly recommended, nationwide Bookkeeping, Tax and Payroll firm currently managing over 850 monthly bookkeeping clients. An amazing and talented staff of 40 continues to support our ever growing client list by providing accurate financial statements that can be utilized as a tool when operating a business. Their goal is to provide accurate information that can result in decision-based results. SBS hopes to improve the financial literacy of business owners and assist them in making business decisions based on facts, not the average daily bank balance.
When it comes to financials, so many team leaders suffer from the Fear of Finding Out. But knowing our numbers isn’t always about what’s wrong or where costs need to be cut. It can also allow us to find opportunities we otherwise wouldn’t have seen.
As entrepreneurs, we’re always tinkering with our businesses, and we need data to make the best decisions. We need to know the true amount of money we’re spending, where we can get an extra return if we spend a little more money, and how our peers are doing.
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In today’s episode, our favorite pilot turned team leader, turned real estate coach and entrepreneur, Nick McLean returns to the show for a third time. This time, he has a book and new real estate platform to share with us. Sitting down and writing a book is not an easy task for most people. In fact, Nick calls it the Grand Canyon of creation. The story of how the book came about is a lesson in and of itself, and along with that Nick shares what he believes it takes to survive in this market, and the new platform he’s using to help real estate teams.
Nick is an entrepreneur, coach and founder/CEO of the Nick McLean Real Estate Group, and author of Million Dollar Agent: The Proven Playbook To Build a Real Estate Empire. The former pilot uses knowledge in systems piloting and applying the same techniques he learned from the aviation industry to build a successful real estate business.
Nick McLean is an executive-level real estate broker. His team sells more than 500 homes and produces over $250,000,000 in sales volume annually. Through his years of trial and error and high-value education, he has discovered what it takes to build and maintain his position as an industry leader. He not only passes on his knowledge as an elite real estate coach with Jon Cheplak's Select Coaching, but he also provides his own team with training sessions each morning and numerous opportunities to expand their credentials and professional development.
Nick McLean is also a former wildland firefighter and trained commercial Boeing 747 pilot. He prides himself on clocking out at 11 a.m. so he can be a devoted father, husband, and Competitive XC Mountain Bike Racer. Nick wrote "Million Dollar Agent" to share his business acumen with everyone.
https://www.theringer.com/plain-english-with-derek-thompson-podcast
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In today’s episode, I’m excited to have my buddy and host of GSD Mode, Josh Smith back on the podcast to talk about what he’s been up to, and how he’s preparing for what’s coming in the real estate market. Josh is a brilliant marketer and entrepreneur, and he’s a huge giver to the real estate industry. After taking 8 months off and thinking of leaving real estate (he was thinking of buying a farm), he’s returned with a bigger motivation to pour gas on what he was doing in the industry. Today, he shares what this journey looked like, what he learned from walking away from other business ventures, and what he’s aiming to accomplish in this market shift.
For Josh, stepping off the hamster wheel of meetings, clients, putting out fires in the business, and getting away from the noise and having time in solitude was necessary, but uncomfortable. There are times where we need to step away from what we do so well to not just reignite our passion for it, but to land at the fact that you want to do a better version of what you’re already doing.
Guest Info
Josh Smith is a Realtor, coach, serial entrepreneur and host of #1 Real Estate Podcast, GSD Mode. He is one of the top Realtors in the world along with running many other very successful companies. He has been voted the 30th Top Realtor In America By The Wall Street Journal, he’s an NAR's "30 Under 30" Finalist, and he’s also co-owner of a real estate software company "Perfect Storm". Josh successfully coaches/mentors over 1,000 Realtors yearly all over the US and Canada.
For more information, head to https://www.gsdmode.com/.
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In today’s episode, we’re talking about our decision to join Place, the thought process behind this move, and the value proposition Place delivers to real estate teams. When you hear about Place and many top real estate teams joining it, you probably wonder why a team in a brokerage like eXp would want to bolt on this set of services to their organization. Place encompasses a lot and brings a ton of value to the table. We’re going to share why we believe in Place and the team behind it, the opportunities we’re going to create for our agents and staff, and why the whole industry needs to be paying attention to it.
We believe that it would have been irresponsible not to join Place, especially with where real estate is headed. We believe in Place’s system and what Ben Kinney and Chris Suarez are doing - it’s the right way to operate a real estate team today, and it would be hard for any team to top or even match what they are bringing to the table.
We get to latch onto something that’s already headed in the right direction, and our agents and staff are going to get the value proposition they deserve.
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In today’s episode, we’re wrapping up our series of bite-sized episodes on one topic: what does it take to be massively successful in real estate (or any business, really)? I’ll be going over the final 2 things successful business owners do, and why we have to implement them in our own operations.
Whether you’re a solo agent, leader of a small team or you run a massive team, I’m sharing what you need to do to ensure success in any market.
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In today’s episode, we’re continuing our series of bite-sized episodes on one topic: what does it take to be massively successful in real estate (or any business, really)? I’ll be going over two more things successful business owners do, and why we have to implement them in our own operations.
Whether you’re a solo agent, leader of a small team or you run a massive team, I’m sharing what you need to do to ensure success in any market.
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In today’s episode, we’re continuing our series of bite-sized episodes on one topic: what does it take to be massively successful in real estate (or any business, really)? I’ll be going over two more things successful business owners do, and why we have to implement them in our own operations.
Whether you’re a solo agent, leader of a small team or you run a massive team, I’m sharing what you need to do to ensure success in any market.
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In today’s episode, we’re kicking off a series of bite-sized episodes on one topic: what does it take to be massively successful in real estate (or any business, really)? I’ll be going over the first 2 things successful business owners do, and why we have to implement them in our own operations.
Whether you’re a solo agent, leader of a small team or you run a massive team, I’m sharing what you need to do to ensure success in any market.
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In today’s episode, I’m joined by entrepreneur and real estate expert, Derek Jarr. As someone who has been around real estate for years, Derek is always out in front of trends in our industry and ways to continue providing solutions to the consumer. Case in point: Derek’s business has been ahead of the curve in helping people who want to keep their homes but still access the equity in it. Today, he shares how this solution came to be as well as where he sees real estate heading.
Derek Jarr is the Founder of CEO at Stay Frank. Our sale-leaseback program allows homeowners to access the equity they have earned without having to move or take out more loans and pay interest. They can become debt-free and have the flexibility of moving on their terms up to 5 years later.
The real estate market of the last few years made us look a lot smarter than we are.
When things are easy and money’s flowing, we tend to get dumb and lazy. Now that things have shifted, we can’t get away with doing things the way we used to.
This market is ripe with opportunities that aren’t dressed as the typical deal. We’re going to see way more creatively-crafted deals than ever before. This is prime time for seller financing, lease-back deals and other unconventional ways of providing value to the consumer.
One huge problem in our industry is our insistence on the traditional transaction, even when it doesn’t suit the consumer’s situation. We’ll be more successful if we take a creative consultative approach instead of trying to force one approach.
For more information, head to https://www.stayfrank.com/ or connect with Derek on LinkedIn.
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In today’s episode, I’m joined by Debbie De Grote. An accomplished real estate business owner and coach, Debbie has seen market cycles come and go, and learned what it takes to succeed in different conditions. With her partnership with Ben Kinney, she contributes to the success of many agents and teams, and in this conversation she shares what it takes to have staying power, and how to adjust with the market.
Debbie is the co-founder and CEO of Forward Coaching. She began her career in Real Estate at the age of 18 and within a few short years was one of the top agents in the nation, closing over 156 units annually. At the peak of her career Debbie was awarded the Hall of Fame award by Century 21. In fact, Debbie was the first agent in the Century 21 system to achieve this award. In addition to her sales career she also managed a large office, assisted in recruiting efforts, and wrote strategic plans and launched new office locations for two large brokers in the Orange County area. Debbie’s extensive background attracted many opportunities to speak, train and consult with others, which is how she discovered her passion for coaching. Over the last 20 years, Debbie has been considered one of the top Coaches in the Real Estate industry, coaching some of the most elite salespeople and brokers in North America, as well as mortgage, title, escrow, and insurance professionals. She has conducted over 80,000 private coaching calls, hundreds of webinars and live events, and is a sought after speaker at many national conventions.
When the market shifts like it has in the last 9-12 months, many agents find themselves lacking the necessary skills or they discover that those muscles are a little flabby. Without those skills, you’re doomed to leave the industry or forced to supplement your income.
Negotiating and winning an offer are two very different things, and where we are today greatly favors the former. We’ve gone from a market where we were essentially order takers to a market where excellent negotiation is non-negotiable. Unfortunately, a lot of agents didn’t come into the real estate market where artful, skillful negotiation was required to succeed. Now, they find themselves lacking in a mission critical area of this business.
Go to https://forwardcoaching.com/ for more information, and get your ticket to BuiltHOW over at https://builthow.com/.
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In today’s episode, I’m joined by breakthrough coach, Andrew Anderson. Andrew has been in the coaching game for a while, and he accomplished what very few managed to achieve as a KW productivity coach. Always placed in a position to help and support others from a young age, and becoming a teacher first, Andrew traded selling homes for coaching people, and he considers it his true calling.
Andrew is a transformational speaker, breakthrough coach and the international bestselling author of “Strength of the Oak, Strength of the Willow: How to Find Courage & Compassion in a Turbulent World”. His passion influences each individual to shatter limiting beliefs and transform their lives and businesses. From stuck or uncertain to grounded and free, Andrew’s insights give you power as you learn how to level up in more ways than you ever thought possible.
Most agents sign up for coaching because they’ve hit a wall in their business, only to find that the wall is within. What starts out as a skill-based intervention turns into a mindset one because what holds us back has nothing to do with our businesses. The best coaches are able to get down to the stuff clients don’t want to talk about like whether or not they feel worthy of what they have. For coaches, the job is helping people get past those negative thoughts and limiting beliefs so they can breakthrough in life and business.
For more information, head to https://www.andrewlanderson.com/, and get the book on Amazon. To get some free gifts, send an email to andrew@andrewlanderson.com, and put “Kevin” in the subject line.
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In today’s episode, I’m joined by Bob Stewart of community evangelist at Place Inc, and Active Rain before that. Bob’s got a cool story - he’s been in and around real estate for many years. He was a pioneer in real estate blogging, and community building, and also understanding how to drive traffic to websites in the days before Google dominated everything. Bob comes from a place of contribution, and I even remember the days he’d call ActiveRain clients to help them out with marketing, 14 years later. He’s truly a genius at building and growing communities around businesses and now he’s brought his skills to PLACE.
Bob has been involved in the real estate industry since 2002. He co-founded and was responsible for managing operations for a 150 agent real estate company, and also co-created one of the very first online referral networks. Since 2006, and the beginning of ActiveRain, Bob has been educating, motivating and training real estate agents and brokers around the country. Through live appearances and webinars, Bob has taught thousands of agents the intricacies of online marketing and how to engage online leads and turn them into clients and closed transactions. Bob has successfully instructed agents on a wide range of topics, from the fundamentals of successful agent websites to using social media to enhance an agent’s online profile. He is also well known for his engaging interviews of real estate industry thought leaders. Bob brings his wealth of knowledge and contagious enthusiasm to every seminar, and delivers to his participants the necessary performance skills, the latest, most effective online marketing strategies, and practical lead generation and engagement methods.
Real estate has become so dominated by tech and AI, it’s easy to get confused about what delivers results. Fact is, to extract more deals from our database or any lead source for that matter, the basics still ring true. You just can’t replace calling your database and actually adding value to them.
The team at PLACE have collected data that drives this home over and over again. One crucial stat we need to be paying attention to is database turnover - how quickly you can call your entire database. Unfortunately the database turnover rates of most teams are abysmal, and it’s costing us money. Instead of buying more leads, we could be doing the work to get more deals from relationships we already have.
To find out more about the podcast, head to https://winmakegive.com/podcast-2/.
To do the Wealth Series, go to https://winmakegive.com/wealth/.
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In today’s episode, I’m so excited to finally have our good friend and brother, Knolly Williams on the show. Knolly and us go way back to our early days in real estate, and today we still work together and commit to our mission to always be students of the game. Knolly’s real estate career is very fascinating, but even his previous career is also really interesting. Starting off as a gangsta rapper, Knolly then became a Christian rapper and then built a hugely successful Christian record label. Knolly shares this story today, along with what led him into real estate, and how he became one of the most productive agents working in Austin, Texas.
Knolly Williams, The Business Healer, empowers business leaders, real estate agents and entrepreneurs to spark growth in their businesses by reconnecting to their passion and internal drives. Knolly is a Bestselling Author, an International Speaker and a Thought Leader who has built multiple six and seven figure businesses from scratch. His business healing method teaches you to systemize, organize, automate, and delegate your business in order to create freedom in your finances, time, and location. Now, Knolly owns multiple six figure businesses while working just 3 hours a day, and he empowers business leaders and entrepreneurs to spark business growth like he has.
In real estate, there’s a huge difference between income-producing activities and things we do to feel busy and important. A lot of agents are focused on the latter, and they end up with a trap instead of a business. When you go on a flight, you don’t see the captain but you know they’re piloting the plane to your destination. Real estate is the same, we don’t need to have a hand in everything in order to get the transaction over the finish line. It is possible to work less by building a highly leveraged business. Of course, it’s not as simple as deciding to work less, the business would fall apart if we went about it that way. There are, however, things we can do to begin the process of running a business without sacrificing all our freedom.
To pre-order the book and get $300 worth of bonus content, go to https://www.3hoursaday.com/.
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In today’s episode, I’m excited to be joined by Olympian medalist and former inline and ice speed skater, Chad Hedrick. Chad’s got a cool story - going from the heights of sports performance to success in real estate. With 5 medals to his name, including gold, Chad has achieved the heights of athletic excellence. When that career was over, he brought that level of excellence to real estate, and as a result his brand and business have grown tremendously.
Chad Hedrick the owner of Gold To Sold Group at eXp Realty. The Gold To Sold Group brings Olympic excellence to the world of real estate. As one of the most successful Olympians in U.S. history, Chad Hedrick is no stranger to hard work that produces results. His relentless dedication to success is now available to you in the pursuit of the real estate and lifestyle you desire. With honesty and integrity, and the fierce heart of a champion, Chad and his team are ready to take you from "Gold To Sold."
When you’ve reached the heights of elite sports, starting a new career can be quite challenging. All your life, you’re in a bubble, and you’ve defined fulfillment by winning for yourself, and now all that has to change. For Chad Hedrick, that transition was like starting an entirely new life - the athlete had to go away for the business owner to be born. There are still some parts of being an Olympian he carried into business, but they had to become more about serving than winning at all costs.
For more information, follow @soldtogoldchad on Instagram.
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In today’s episode, Ryan Gorman returns to the show to give us an update on what he’s been up to. Ryan’s leadership abilities are incredibly admirable, along with his mission to impact communities in a meaningful way through affordable housing options. Ryan has found a way to cut through the red tape that comes with making affordable housing a reality, and to get the buy-in of different stakeholders and professionals. He shares how this mission came about, and what real estate agents can do to help make affordable housing a reality.
Ryan Gorman is the co-founder of btcRE. Driven by service, he is guided by integrity, and passionate about the intersection of people and place. He believes in the beautiful efficiency and impenetrable logic of classic bicycles, well-conceived roundabouts, and housing-first public policy. It brings Ryan joy to help people create the communities they deserve, from physical neighborhoods to high-performing organizations to digital collaboratives. His career travels include technology investment banking in Silicon Valley (Credit Suisse First Boston), fixed-income investing on Wall Street (The Blackstone Group), and private equity due diligence across the country (PricewaterhouseCoopers). Most recently, he was honored to lead a $5 billion worldwide enterprise (Coldwell Banker) with thousands of employees supporting over 100,000 entrepreneurs in more than 40 countries. For more information, head to https://btcre.com/.
Affordable housing is something most cities in America desperately need, but the process of making it happen is where things get complicated. It’s one thing to have the intention to impact communities, but we all know how red tape often gets in the way of even the best intentions. Additionally, there are a lot of myths that make it hard for would-be supporters to buy-in. How do you make sure you ultimately have the effect you want to have through affordable housing? How do you make sure different people in the community buy into the mission and see the power in making it happen?
Many people want affordable housing to be part of their city’s future, but they don’t know how to put that intention into action. There are so many ways anyone can get involved. From agents who put a face to homeowners, to people in the community showing up to city meetings to help change variances to accommodate affordable housing.
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In today’s episode, we’re joined by Joe Polish, someone who means a lot to us and whose book has had a huge impact on us. He joins us for a special conversation about his latest book What’s In It For Them, and so many other noteworthy topics. We’re lucky enough to have our office near Joe’s office and over the years, we’ve seen up close the impact he’s made on so many people. From making a huge contribution to changing how people understand sobriety, to being really open about his own struggles, Joe’s commitment to connection has brought so much good to the world.
Joe Polish is one of the most sought after marketers alive today. He is the president of Piranha Marketing Inc, the founder of Genius Network®, and the author of What’s In It For Them. Known for his ability to connect with almost anyone on the planet, he leverages his networking prowess to bring together the top industry transformers and leaders in the world. His mission is to change the global conversation around addiction and recovery from one of judgment to one of compassion.
There’s not a single person that doesn’t want to influence people, but the question is how we influence the right people and do it the right way. The answer is connection - our ability to reduce, eliminate it or just acknowledge someone’s pain. Connection solves many of the problems we face as human beings, whether it’s in business or addiction.
To get the book go to https://www.whatsinitforthem.com/.
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In today’s episode, I’m joined by our longtime friend and collaborator, Brian Gubernick. We’ve known Brian since the early days of our real estate careers, and over the years, he’s worn many hats in the industry. He’s fired up by the concept of doing something, anything every single day to get better and it’s reflected in the kind of businesses he’s built and the contributions he’s made, including starting a mastermind business.
Brian Gubernick is a 15+ year residential real estate industry veteran, having held the roles of real estate investor, sales agent, sales team owner/leader, expansion (multi-state) team owner, brokerage operating partner, coach/trainer, and corporate executive. He is the co-founder of the Metrix Mastermind, Chief Real Estate Officer at PLACE and host of No Days Off.
In our industry, the word mastermind gets thrown around a lot, but what most people call masterminds are actually just classes. To be clear, there’s obviously a time and a place for lessons and being talked at, but that’s not what masterminds are designed for.
The whole point is getting a group of high performing individuals together in a room and allowing them to collaborate, brainstorm, pick apart what they are doing in order to improve it. The different vantage points, the space to prompt thoughts and ideas, and harnessing the collective genius is what makes masterminds so powerful.
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In today’s episode, I’m sharing something from 2020 that I recently revisited and found very relevant to what’s going on in the market today. Keith Cunningham’s book, The Road Less Stupid is one of the best business books of all time, and when the pandemic hit, he wrote a very insightful piece about Business Oxygen. It applies to what we’re seeing today, so I’m going to share those insights with you.
In real estate and the industries around, many agents and businesses are hurting. When things are on the decline in our businesses, so many things require our attention, but there’s one thing, without which, we just can’t survive. For human beings, oxygen is the key to staying alive. For businesses, it’s cash and cash flow, if there’s no cash flow, the business dies and in light of the current economic turmoil, it’s critical for us to pay granular attention to it.
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In this episode of the podcast, I’m joined by the author of DIE WITH ZERO, Bill Perkins. It’s a book that has really grabbed me, made an impact and helped me noticeably change things. There are plenty of books on money and building wealth, and by and large, they are solving for net worth, not net fulfillment.
Bill Perkins "The Last Cowboy" according to the Wall Street Journal, is one of the world's most successful hedge fund managers and entrepreneurs. After studying electrical engineering at the University of Iowa, Bill trained on Wall Street and later moved to Houston, TX where he made a fortune as an energy trader. Perkins is currently the CEO of BrisaMax Holdings, a consulting services firm based in the U.S. Virgin Islands. Now at age 52, Bill views his career as an engine for personal growth and spends his time exploring the world, savoring his relationships, and taking in all that life has to offer. DIE WITH ZERO is a labor of love project. Bill has been developing the principles outlined in the book since his first job making $16,000 a year in the 90's as a screen clerk for the New York Mercantile Exchange.
Life is finite and urgent and even if we live long, there are periods in our lives that die. Bill’s approach is a beautiful intersection of your income, health and the stage of life you’re in so you can get the most out of it.
Guest Info
Bill Perkins "The Last Cowboy" according to the Wall Street Journal, is one of the world's most successful hedge fund managers and entrepreneurs. After studying electrical engineering at the University of Iowa, Bill trained on Wall Street and later moved to Houston, TX where he made a fortune as an energy trader. Perkins is currently the CEO of BrisaMax Holdings, a consulting services firm based in the U.S. Virgin Islands. Now at age 52, Bill views his career as an engine for personal growth and spends his time exploring the world, savoring his relationships, and taking in all that life has to offer. DIE WITH ZERO is a labor of love project. Bill has been developing the principles outlined in the book since his first job making $16,000 a year in the 90's as a screen clerk for the New York Mercantile Exchange.
Go to https://www.diewithzerobook.com/ to buy and review the book. Follow @diewithzero and follow @billperkins on Instagram.
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In today’s episode, I’m joined by our good friend and fellow Arizona real estate, Chris Bowers. One of the most unique parts of Chris’ story is that he got into real estate at 22, after being exposed to different types of business models, including running his own skate shop as a teenager! Chris is going to open up about his journey, the shifts he has made along the way, how he maintains a high volume of personal production and the thought process behind his real estate business.
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Arizona is one of the most competitive real estate markets in the country, and doubling your business, selling 70 units in personal production and generating almost all your deals by referral is an incredible feat. This is exactly what Chris Bowers has accomplished, and it’s not by coincidence. Being exposed to different business models has been instrumental in his success, along with his ability to constantly renegotiate his thought process by taking in knowledge from different sources to further his own goals.
Guest Info
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
For more information send an email to chris@soldbybowers.com.
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In this episode, I’m joined by Brindley Tucker, the woman who has closed 5000 transactions without selling a single house. When it comes to the admin side of real estate, Brindley is a pro. From scaling and structuring to leadership and team building, she’s spent a lot of time in and around successful businesses, so she understands what keeps real estate professionals from scaling their business and building a strong structure in it.
Brindley Tucker is a Coach, Speaker, Trainer and CEO and Owner of Your Realty Leverage, Inc. Your Realty Leverage, Inc. understands what it takes to be a successful business owner. They offer agents, teams, and brokerages every piece of LEVERAGE they need to build a successful career in Real Estate. Whether it's Transaction Management or Hiring & Training, they take all the non-money-making tasks off your plate so you can STAY FOCUSED ON GROWTH!
Leverage and sales have an interesting relationship. In order to need leverage, we have to put in the time to be great at sales, but then we don’t put in the time to get great at leverage, and that keeps us from growing any further. Most of us know how to sell houses in our sleep, but we don’t know how to scale an organization, which is critical.
In the beginning, you’re just doing whatever it takes to generate and make it rain to pay our bills, but at some point, we’ll need to switch to building and scaling to make what we’re doing sustainable.
The reason we screw up the leverage piece is more subconscious and less about the logistics. Once we take care of that, we can have the organization with results and by extension, the culture we want.
Guest Info
https://yourrealtyleverage.com/
@brindleytucker on Instagram.
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In today’s episode, I’m joined by a repeat return guest, Dave Z. One of the most admirable things about him is his drive to constantly refine his business model to match who he is and what he wants. This is very evident in how he designed leverage in his business, refusing to be constrained by the way things have always been done in this industry. In his first appearance on the show, he shared how the showing partner model increased his profit by over 300%. Well, after seeing the limitations of that initial model, he has yet again evolved the leverage in his business by tapping into a network of on-demand showing agents. He shares what led him down his path and also why he wishes more agents took the idea of leverage much further.
Dave Z is the Team Owner at The Z Team brokered by eXp Realty. He brings 14+ years of real estate experience to home buyers and sellers throughout Arizona. He has helped hundreds of families meet their real estate goals and is consistently ranked as one of the top 1% realtors in the Valley and top 3% in the country. As a Certified Distressed Property Expert, (CDPE) Dave understands short sale, foreclosure transactions as well as traditional home sales. Dave utilizes a team approach to his real estate business operating with full time buyers agents, administrative and support staff to ensure every client receives the full attention they deserve when selling or buying one of their largest if not the largest asset they will own.
So many real estate agents put constraints on their businesses because of dumb industry rules that lack a real purpose. There’s so much adherence to “how we’ve always done things” that it robs us of the ability to build a business that matches who we are. This is very evident in the way we think of outsourcing showing homes, we’re comfortable with leverage in other areas but that specific thing is a no-go.
Part of the problem is that a lot of us don’t have any real value outside of showing homes. If you’re not a strong consultant, negotiator and communicator, of course you’ll have a hard time giving up the one area you believe you have value. The truth is: we don’t have to earn our stripes in real estate by showing homes - it’s not the most valuable use of our time. You can be a badass, profitable agent by providing an amazing experience through other people.
https://www.zteamaz.com/
https://www.linkedin.com/in/dave-zajdzinski-8b26a18/
You can also call or text Dave on 480-332-6468.
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In today’s episode, we’re back with Dustin Runyon for another special Fired Up Friday. As always, any sit down with Dustin is going to be packed with insights and ways to think differently, and today we’re going to be sharing our highlights from our recent mastermind. Through our masterminds, we get to bring together great minds because it introduces us to new viewpoints and perspectives, and that’s huge in our lives and businesses.
In real estate teams, there’s bank account success, stage talk success, and actual fulfillment. The high performing teams that have sustained success are well-rounded and have the same things in common.
When you find out what these attributes are, one pattern instantly emerges - the results are heavily reliant on the team leader, and all the things they have to track and commit to on a daily basis.
The problem with a lot of team leaders isn’t FOMO, it’s actually FOFO (The Fear of Finding Out). In order to build a high performance environment, we have to get comfortable with keeping score of our activities and the activities of the people we lead.
Guest Info
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!
Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
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In today’s episode, we’re continuing our special partnership discussion with guest/co-host, Fred Weaver on Group 46:10 and how the heck we’ve been working together for 14 years. In the last episode, we talked about how it all got started, and today we’re going to dig into the details and the economics of the business, and how we guarded against the things that cause rifts to develop right from the beginning.
All business partnerships start out with the best intentions, but can easily turn sour when key details aren’t hammered out right from the beginning. How money is distributed according to who generates the revenue, how duties and responsibilities are split up, and how to maintain the same vision. These are some of the biggest reasons why partnerships go wrong.
When we started working together, we wanted to guard against these things in advance, but ultimately, our partnership has worked for one key reason - the belief that we can go further together than we would apart. Today we’re going to dive into the nuts and bolts of our partnership - money, division of labor and how we supported the growth of the partnership.
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In today’s episode, we’re doing something different as I sit down with co-host/guest, and the other half of Kevin & Fred to talk about our business partnership. A question we get asked very frequently is how the hell the two of us have been in business together for 14+ years. Long-standing partnerships where there are no family ties are rare, and so today, in the first of a series, we’re taking you back to the beginning, and sharing how we started working together. You’ll even find out how we came up with the name Group 46:10!
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In today’s episode, I’m rejoined by our good friend, business partner and owner of The Franklin Team, Andrew Franklin. Andrew runs a successful team that closed over 1700 transactions last year, and in addition to that, he has now built multiple ancillary businesses, including one that has caught up to the revenue of his sales team in 5 years. He’s going to share exactly how he did this.
Andrew Franklin is a real estate leader, entrepreneur and partner at The Franklin Team. The Franklin Team has decades of experience in the business and sells well over thirty times the number of homes than the average real estate agent! Andrew is owner and partner on The Franklin Team. He has been around residential real estate since he was a kid and learned early that putting clients' needs first is always smart business. The Franklin Team’s main objective is to efficiently deliver world class service with accuracy, integrity and professionalism. Andrew has also added investing, title and hard money lending to his business, by leveraging the success of his sales team and agents in his network.
How did Andrew Franklin create multiple streams of income, including a title operation that has caught up to his sales team’s revenue in less than 5 years? By tapping into the real estate ecosystem around him. If you run a real estate team, there’s a ton of lanes you can go into and make your world bigger, create ancillary revenue, and provide a better solution for the consumer.
We have the opportunity to tap into the ecosystem of relationships we all have as agents, and create a win through our own networks. Now more than ever, agents are putting huge deals together by simply collaborating with other agents and being in the right rooms.
Guest Info
Andrew Franklin is a real estate leader, entrepreneur and partner at The Franklin Team. The Franklin Team has decades of experience in the business and sells well over thirty times the number of homes than the average real estate agent! Andrew is owner and partner on The Franklin Team. He has been around residential real estate since he was a kid and learned early that putting clients' needs first is always smart business. The Franklin Team’s main objective is to efficiently deliver world class service with accuracy, integrity and professionalism. Andrew has also added investing, title and hard money lending to his business, by leveraging the success of his sales team and agents in his network.
Website: www.thefranklinteaminc.com/
Social media: https://www.facebook.com/thefranklinteamhouston/
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In today’s episode (not brought to you by Neck Hammock btw) - we’re throwing you a curveball with the big announcement…that we’re renaming the podcast once again. We’re changing the name back to Next Level Agents and yes, while we’re clearly bad at naming things, we’re going to share the thinking behind the change and the greater lesson you can learn from it.
So many of us are more focused on the marketing and the naming of things than we are on the consistency, actions and relationships (which is what truly counts).
Join the Facebook Group.
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In today’s episode, we’re talking about our decision to join Place, the thought process behind this move, and the value proposition Place delivers to real estate teams. When you hear about Place and many top real estate teams joining it, you probably wonder why a team in a brokerage like eXp would want to bolt on this set of services to their organization. Place encompasses a lot and brings a ton of value to the table. We’re going to share why we believe in Place and the team behind it, the opportunities we’re going to create for our agents and staff, and why the whole industry needs to be paying attention to it.
We believe that it would have been irresponsible not to join Place, especially with where real estate is headed. We believe in Place’s system and what Ben Kinney and Chris Suarez are doing - it’s the right way to operate a real estate team today, and it would be hard for any team to top or even match what they are bringing to the table.
We get to latch onto something that’s already headed in the right direction, and our agents and staff are going to get the value proposition they deserve.
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Read more about this week's reading here:
https://fs.blog/amateurs-professionals/
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In today’s episode, the very first of 2023 - we’re doing both a year in review of 2022, and a look forward to this year. We’re going to talk about all sorts of highlights - from our favorite podcast episodes from last year, to our travel plans and all the things we’re excited about when it comes to real estate this year. No doubt, a lot has shifted in the market, but the way we see it, that’s not necessarily bad news. You’ll find out about whale watching kayak tours, climbing Everest (sort of), Dave Matthews concerts and more.
At the beginning of every year, there’s always a lot of unknowns, but 2023 brings more question marks to real estate than the years before. When 2022 began, no one anticipated the velocity of change we’d see in the market, and that’s going to be tough for a lot of agents and companies.
We’re starting the year in a balanced zone in most major markets, reserves are down, the agent count is shrinking, and the transaction count is down at least 30%.
But in the midst of bad news, exciting things can happen, especially if you treat this market as an opportunity to figure out how to survive and thrive.
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Time is finite but so many of us are just not purposeful with it. People plan how they go to a movie better than they plan their life, the relationships they have. It’s amazing how calculated we are about our movies and vacations but we don’t do the same thing in our personal worlds.
Hard work is a key to success but what’s the point if there’s no true balance? So many of us say we work hard for our families but do we really? Start defining achievement a little differently, you can’t let your work define who you are.
If you count how many winters, Fridays, ocean swims, football seasons, beach days you have in your life, it really puts how finite time is into perspective. If you’ve got 20 years left in your life, and you go snowboarding once a year, you probably have 20 of those days left.
Think about how many more Halloweens you get with your kids when they are little. How are you taking advantage of those moments?
The average kid and parent spends 300 days per year together from the time they are 0-18. Over 18 they spend an average of 30 days with their parents, 10 days a year if they don’t live in the same town. Depending on how old your kids are, you might have spent over 50% of your total time with your kids already.
You have to cheat the system and get more purposeful to get more out of those days.
The key thing is becoming aware that time is finite.
We go through our lives not being purposeful about these things that we deem most important. Cheat the system - do it differently. Think differently to what we usually do in our normal programs of life.
How do we maximize the moments that we have? When you work hard, think about what you’re giving up in its place.
We all have things we care deeply about and we neglect them. The good news is: you can do something about it now.
Now that we know this - what should we do?
Write your own eulogy: connect the dots and design the specific commitments you want to make to leave the impact you desire to leave. What are the things you could be doing better so that you influence that outcome?
Truly start life planning: how do you want to be remembered by your kids, how do you want people to speak about you, think about these things and be honest about where you stand.
Take no days off: every single day you can improve something, whether it’s yourself or a relationship. You can deal with a pain or challenge, and get healthier and smarter.
Get a Memento Mori calendar. It’s sobering, but also inspiring to see how much time you have.
Think about your life accounts: health, relationships, wealth, business, friends, social, siblings, spiritual, travel etc. Some of your accounts have really positive balances and others are overdrawn. Prioritize those accounts accordingly
Health should be number 1, you can’t honor any of the other accounts if you’re not feeling great and alive.
You are going to outgrow certain things and certain relationships as you grow, accept that.
Life is about counterbalance - there are times we’ll have to be in the extreme in certain areas, the key is not to stay in the extreme too long. How long can you be in something until other areas start to suffer and/or deteriorate?
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In today’s episode, one of my early guests and good friend, Todd Bookspan returns for a much-needed catch-up. Todd and I typically meet to discuss topics and ideas that get us to think differently about everything from business to health, and today we’re going to do the same thing on the podcast. Being around people who force us to ask ourselves the hard questions is one of the most underrated ways to cheat at success. Especially with where the market’s at, it’s really easy to take bad advice and just run with it. So Todd and I are going to have a conversation about the questions we need to be asking ourselves to survive the shift, and the attitude we need to carry in this environment. Todd really has a pulse on what’s going on with top LOs and real estate professionals across the country, so I’m keen to hear what he thinks of what’s going on in the market.
Todd is a mortgage originator, executive coach and creator of Win By Noon. Todd has 25 years of experience as an entrepreneur and a business leader. For the past fifteen years, as a mortgage originator, Todd has proven successful in cultivating both teams and branch offices. Working alongside his wife Tara, Todd successfully helped grow the Arizona region of a mortgage bank from five to eighty-five employees at four branches. Now he has designed the Win By Noon Planner as a tool to help increase productivity.
In a market downshift like the one we’re in right now, many people end up down a path of bad decisions, not because they aren’t intelligent or equipped, but because they can’t get past their own thinking. They are unable to challenge what they think and ask themselves the hard questions.
Whether we hang out with it or hire it, the quality of our decisions is directly connected to the quality of questions we’re forced to answer and act on. Instead of keeping our heads in the sand and plugging away with what we’ve always known or done, commit to getting around people who help you challenge every mentality you hold. Change begins at the end of our own current understanding.
Go to https://winbynoon.com/ and join the Mastermind Group here.
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In today’s episode, I’m excited to have my buddy and host of GSD Mode, Josh Smith back on the podcast to talk about what he’s been up to, and how he’s preparing for what’s coming in the real estate market. Josh is a brilliant marketer and entrepreneur, and he’s a huge giver to the real estate industry. After taking 8 months off and thinking of leaving real estate (he was thinking of buying a farm), he’s returned with a bigger motivation to pour gas on what he was doing in the industry. Today, he shares what this journey looked like, what he learned from walking away from other business ventures, and what he’s aiming to accomplish in this market shift.
For Josh, stepping off the hamster wheel of meetings, clients, putting out fires in the business, and getting away from the noise and having time in solitude was necessary, but uncomfortable. There are times where we need to step away from what we do so well to not just reignite our passion for it, but to land at the fact that you want to do a better version of what you’re already doing.
Guest Info
Josh Smith is a Realtor, coach, serial entrepreneur and host of #1 Real Estate Podcast, GSD Mode. He is one of the top Realtors in the world along with running many other very successful companies. He has been voted the 30th Top Realtor In America By The Wall Street Journal, he’s an NAR's "30 Under 30" Finalist, and he’s also co-owner of a real estate software company "Perfect Storm". Josh successfully coaches/mentors over 1,000 Realtors yearly all over the US and Canada.
For more information, head to https://www.gsdmode.com/.
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In today’s episode, I’m joined by agents and good friends Jessica Lentz and Kristen Gadd to have a conversation many people in real estate are afraid of but really need to have. What are the emotional effects of the market shift? We went from a crazy, busy market to what feels like a lull in a space of weeks, and naturally a lot of agents are struggling to get their head in the game. These feelings have a lot to do with the narrative of success the industry pushes and praises from stages - transaction count, GCI, not the things that actually matter. This idea of success can actually be quite toxic, and the more we can examine and question it, the closer we get to changing it.
Jessica is a Realtor, and real estate coach to fellow female agents. Kristen has been in the Real Estate Business since 2003. She first started out as a part-time receptionist and then moved up to being a personal assistant and now she is a licensed agent.
It’s quite easy to subscribe to real estate’s toxic version of success when the market’s busy, but what happens when it softens. A lot of us are left feeling unfulfilled, stuck and down about our businesses because the pace has changed. The truth is, there are thousands of agents who feel this way, and this is the conversation we should be having more often - on podcasts and in masterminds. Agents are having different experiences in this market, and there’s room for all of them. The more we make the different narratives welcome - the better the entire industry will be.
Guest Info
Jessica Lentz is a Realtor, and real estate coach to fellow female agents. Follow Jessica on Instagram or find her on Facebook.
Kristen Gadd has been in the Real Estate Business since 2003. She first started out as a part-time receptionist and then moved up to being a personal assistant and now she is a licensed agent partnering with her boss on all real estate transactions. Find Kristen on Facebook.
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In this episode, we’re joined by Chris Stuart, the President of PLACE, an all-in-one real estate technology platform, that helps successful teams achieve and exceed their growth goals. Chris gives an honest and insightful take on where the real estate industry is right now, and the key issues keeping real estate agents, teams and brokerages on their toes. He talks about why it’s so easy for disruptors to gain market share, where real estate is missing the mark with the consumer, and what we can do about it. If we all reflected and acted on Chris’ points, we’d all be in a better place and better equipped to stave off disruption.
Chris is the former CEO of Berkshire Hathaway Home Services, and he has had a long career working in technology, choosing to get involved in an industry he’s passionate about - real estate. PLACE is a proprietary end-to-end technology platform which delivers a complete suite of business services exclusively to top agents, teams, and brokerages across the US and Canada. PLACE currently operates in over 70 locations across North America.
The door is wide open to disruptors because our industry is missing the mark. We have failed to deliver a frictionless service and put the customer first.
We are the only consumer-facing industry that puts more money into top-of-the-funnel awareness and new client acquisition than loyalty and retention. This is a problem agents need to wake up thinking about everyday.
To outlast disruptors, we have to deepen “our retention and loyalty moat” - it’s the only way to truly build a book of business, and get off the perpetual hamster wheel of getting the next deal.
Guest Info
Chris is the President of PLACE, an all-in-one real estate technology platform. PLACE delivers a complete suite of business services exclusively to top agents, teams, and brokerages across the US and Canada. PLACE currently operates in over 70 locations across North America. For more information, visit www.place.com and fill in the enquiry form for the team to get in touch with you.
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In today’s episode, Dustin Brohm returns for a special catch-up episode. When it comes to marketing, Dustin really knows his stuff, and in this conversation he provides in-depth tactics and insights about content creation, and gives us an update about his own podcast. So much has changed about social media in the last couple of years, and if we’re planning to use it for business growth, we have to know what audiences expect today. Dustin will also share why he decided to delete his entire Instagram and start from scratch with 14,000 followers.
When you’re doing all the right things, but your Instagram account hits a ceiling in engagement, it could be the algorithm holding a past transgression against you. Buying followers is something a lot of people do in the social media game, but that can come back to bite us in the future as Dustin discovered.
Starting over with a clean slate, not weighed down by past sins, could be the best move, and in Dustin’s case, the decision paid off quickly. His engagement went through the roof, and he discovered that you can achieve more with less followers when you’re doing social media right. The real magic happens when the people who follow you and engage with your content do so by choice not because you paid for it.
Follow Dustin on Instagram.
Listen to our past episodes with Dustin
https://kevinandfred.com/dustin-brohm-on-doing-business-your-way-leaning-into-what-you-love-to-generate-leads/
https://massiveagentpodcast.buzzsprout.com/147449/8546660-how-and-why-big-real-estate-teams-pivot-w-kevin-kauffman
https://massiveagentpodcast.buzzsprout.com/147449/1616653-map-088-why-realtors-should-embrace-ibuyers-not-fear-them-w-kevin-kauffman
Use Dustin’s code on Repurpose.io www.massiveagentpodcast.com/repurpose.
https://pocketcasts.com/
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In today’s episode, recent guest Jay White returns for another show because after the first conversation, we HAD to do a follow-up. At the tail-end of our last conversation, Jay talked about his “real estate Mamba mentality” and the fact that his team does script practices multiple times a day. I knew I had to have him back on the show to dig deeper on this. We also recently went to Ben Kinney’s BuiltHOW event where Michael Phelps was a speaker, and he also talked about the power of practice. It’s crazy because in the few weeks since Jay’s first episode, the market has changed even more, so his insights on practicing and sharpening our skills are extremely relevant.
Jay White is the Operator/Partner at the Jay White Group with PLACE Inc. Their expertise is understanding how to help people get “the most money for their property OR the most property for their money.
One of the most impressive things about Kobe Bryant was his mentality on perfecting his craft. He understood and personified the compound effect of practicing twice, thrice even four times more than everyone else because ultimately that’s what creates a gap so big no one can ever catch you.
Real estate’s no different. Imagine how much better you’d be than other agents (heck, your old self) if you practiced scripts on a daily basis? In a market where survival will be ensured by skill set, multiplying your practice time is non-negotiable. If you’re doing what you need to do everyday, the compounding effect is exponential - you’ll look up in future and realize that much like Kobe, you’re in a league of your own.
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In today’s episode, I get to sit down with one of my good friends and host of Heart Melter, Templeton Walker. Templeton and I have a really in-depth conversation about our journeys in real estate, getting clear on what you really want, and we even share a couple of cringey but hilarious stories you’ve probably never heard from either of us before. Our conversation isn’t just about real estate, we reflect on a ton of stuff, talk about the ideas and insights that have been really impactful in our lives, and what we’re looking forward to going forward. If you follow Temp on Instagram you’ll know that he leads his life with authenticity and vulnerability, and he brings spades of this to discussion. Templeton Walker is an investor, entrepreneur, Realtor and host of Heart Melter. Starting as just a single agent, to then a top team leader, to business owner, Templeton now runs 5 vertically integrated, stabilized companies. Real estate is an industry where the path to getting rich is so simple, it doesn’t require a genius. It just needs a patient and consistent individual who can make a couple of great decisions. This, and the ability to have a business that fits with who we are means we can design exactly what we want for ourselves. What’s sad, however, is that not enough agents take advantage of this privilege and really dig deep to find what fulfills them, and we end up living our lives based on what looks cool on social media and what gets celebrated from the stage. The result is us taking a path, and getting halfway up the mountain only to realize that we’re not on the right mountain for us. At best, we just end up with a really inauthentic life that we don’t actually enjoy and at the very worst, we end up with an emotional and financial house of cards that can topple at any moment. CTA Please leave us a review at https://ratethispodcast.com/nla
In today’s episode, I’m joined by agent, author, coach and friend Crystal Hughes. Crystal has such amazing energy, a huge willingness to share, a love for giving back to the real estate industry, and a really amazing and inspiring story. Crystal’s approach of care and humor is one of the superpowers that makes her such a great coach and agent, and there’s so much we can learn from her own journey. She shares what she learned from her sister’s childhood illness, how she got started in real estate, and how a moment of perceived failure actually set her up for massive success.
Crystal Hughes is a Licensed Realtor since 2013, Certified Success Magazine Coach, Previous Sales Manager for Top 1% Team in eXp in WA, and the author of Winning in Real Estate. She was voted Realtor of the Year & Realtor Achievement Award in 2021, and she’s a previous Team Leader of a Keller Williams Realty Franchise. Crystal’s passion and expertise is helping people accelerate their goals with clarity and execution.
Between market shifts, missteps and things that don’t work out how we’d hoped, we’ve all had moments that really felt like failures in the moment, but turned out to be the best things. Seemingly detrimental in the short-term, these failures actually help us identify what’s missing in our businesses, skills, or lives and then figure out how to improve. Pain can be our friend if we’re able to find the gift in it and see what we can gain from it.
It’s the worst things we’ve ever gone through, and things we wouldn’t wish on our worst enemies that become the foundation of our successes, our biggest personal lessons and things we teach others.
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In today’s episode, I’m joined by one of my good friends and the owner/operator of Jay White Group at PLACE Inc. Over the years, it has been great watching Jay grow his business, grow as a leader and continue to win. Jay joined PLACE Inc, and the level of growth he has seen in a down market is incredible. Jay sits down with us to talk about his journey, his perspective on leadership, what led him to PLACE and how that has impacted his business. In a year where the market’s down, Jay has achieved a hell of a jump with a team of agents who are in their first 6-12 months of production. I’m excited to pick Jay’s brain and hear about his real estate Mamba Mentality and he’s preparing to thrive and stay relevant going forward. Not every real estate organization has a heart for the future of the agent. In fact, many operators want to keep us dumb and in the dark, which is especially disconcerting considering what’s happening in and around the real estate industry. With the market shifting, tech disruption, and the threat of commission compression, it’s hard not to feel anxious, exposed and vulnerable right now. Now more than ever being partnered up with the right organization builds a moat around our businesses, and it is the thing that will help us not just survive the future, but thrive and continue to be relevant. Guest Info Jay White is the Operator/Partner at the Jay White Group with PLACE Inc. Their expertise is understanding how to help people get “the most money for their property OR the most property for their money. CTA Please leave us a review at https://ratethispodcast.com/nla
Guest Info
Ben Kinney is an entrepreneur, professional speaker, author, real estate agent, and CEO of Ben Kinney Companies. He owns and operates one of the top 25 producing real estate teams in the nation from all brands. He also owns and operates multiple Keller Williams Realty Franchises that includes 1200+ agents across multiple locations servicing all of Washington State. In 2015 he opened his first international brokerage in London, UK and in 2016 he purchased the KW master franchise for all of the U.K. Those offices sold over 10,000 units equalling over 4 billion in closed sales volume. Ben is also a nationally recognized author, trainer, and speaker. In the last few years, he has personally trained over 100,000 business owners via conferences, classes, and webinars. Ben Kinney Real Estate Team is ranked by the Wall Street Journal and Real Trends as one of the top 25 real estate teams in the nation.
https://www.youtube.com/BenKinney
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In today’s episode, we’re doing something a little bit different inspired by a recent episode of Gabby Reece’s podcast. I’m answering Tim Ferriss’ Classic Questions from his book, Tribe of Mentors. Like many people, Tim Ferris has made a huge impact on my life and my business, and I love this set of questions. So I’m going to be interviewing myself using the framework of these questions, and I really hope it inspires you to answer these questions for yourself!
It’s important to spend time digging into our beliefs and really contemplating if they are our own. In order to understand our own thoughts, we have to constantly ask questions of ourselves, and really sit and wait for the answers. One of the things I appreciate most about Tim Ferriss is that he always gets me to think of how I could be doing things differently in my life and in my business.
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In today’s episode, I’m joined by our good friend, David Queen. This podcast is a long time in the making! We’ve worked with David in so many capacities, we’ve done webinars, collaborated and even shared referrals and now we’re finally going to sit down for a really cool conversation about business and the path David has taken. The growth of his business is nothing short of impressive, at one point holding 14% of the market share in his city. He’s gone from selling at a high level to leading at a high level, and today he shares what that journey was like and what he has learned.
Selling at a high level and leading other agents to success at a really high level are two completely different skill sets - think Michael Jordan and Phil Jackson. To go from the guy with 14% of the listing market share in a city, to running a really great team is no easy feat. What’s even harder is building a team where people truly root for each other - where there’s no jealousy, where there’s real value, and a strong sense of partnership. Dave Queen has done all this and more, and it’s not by coincidence.
To be the leader who runs this kind of team, there are mindsets we need to steep ourselves in, and beliefs we may have to change. A big part of the job of a team leader is to develop others and help our agents believe in themselves to create the lives they want. To do this, we have to care about people outside of the benefit they provide to us and truly pour into them. Even though we’re still running at high speed, it won’t be in the same lane as we did when we sold homes, but it’s still rewarding - if not more.
Guest Info
David is the team leader and owner of the BMP Network. The BMP Network is a real estate team that puts agents first by empowering each other to Build, Motivate, and Prosper. David’s been in real estate for 17 years and he continues to work toward being a better leader and furthering his mission to contribute and empower powerful agents. Follow @savagedq on Instagram.
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Today’s special episode is a continuation of my amazing conversation with one of my good friends, Dustin Runyon on his Fired Up Friday mastermind! In this interview, we go deep on a whole lot of topics - ranging from business and maximizing longevity to net fulfillment, big life decisions and the people who have really inspired me over the years. Dustin has a way of getting you to getting you to look within yourself, examine your thoughts and work towards gaining the clarity from having inner peace. The last year has constituted a lot of introspection about where I’m at and where I’m going, and today you’ll find out a lot about that thought process and the goals that have come from that.
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Every action we take and decision we make is a step in a direction, and one of the most important questions we need to ask ourselves is if we’re building in a direction that aligns with us. Whether it’s with our health, relationships, wealth or businesses - it’s important to really determine if where we are right now is the mountain we want to reach the summit of.
The more we can tolerate or even embrace introspection, the better we can be, and the more likely we are to live authentically and unapologetically. When we look further within ourselves and examine our thoughts, and clear past lazy and un-nuanced thoughts, it becomes easier to see what’s really in alignment. It becomes simple to see what’s really the priority, and what we should be optimizing for.
Guest Info
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
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In today’s episode, we’re back on Fired Up Fridays with our good friend, Dustin Runyon, for an in-depth conversation about the power of introspection, how to make fun a priority in your life and more.
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Feeling lost, uncertain and unclear is a very common human experience, and there’s two ways to deal with it. Keep pushing through and improve things at a surface level or explore internally at a really deep level. Clarity and direction come from asking ourselves some really hard questions and having the patience to wait for the answers.
Guest Info
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
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In today’s episode, I had the chance to join the Mortgage Coach Friday Mastermind with Dave Savage, Todd Bookspan, and Deborah Byrd to talk about today’s real estate market and how agents can thrive through the changes. In a shifting market, it’s really easy to get demoralized and slow down our activity, but our clients need us more than ever. We’re going to discuss what we need to be doing right now to win and even set ourselves up to leap forward in a massive way.
Dave Savage is the Founder and Chief Innovation Officer at Mortgage Coach and Sales Boomerang. He is a tech entrepreneur, mobile tech pioneer, speaker, and agent of change dedicated to helping loan officers turn the Digital Mortgage Revolution into a competitive advantage.
Todd Bookspan is an entrepreneur, business leader and the founder of Win By Noon and Chairman of the Bookspan Baker team. For the past fifteen years, as a mortgage originator, Todd has proven successful in cultivating both teams and branch offices. Working alongside his wife Tara, Todd successfully helped grow the Arizona region of a mortgage bank from five to eighty-five employees at four branches. He also took the lead role in developing and designing a coaching program for originators. Following this program, Todd coached groups of loan officers for several years, helping them expand their personal and team production.
During this time, Todd also successfully grew his own mortgage team into a cohesive fifteen-member group. With Todd's outstanding leadership, he led his team into the top 30 rankings for closed mortgage loans in 2015, yielding more than 540 closed loans and $113 million in volume.
Deborah Byrd is a Keynote Speaker and Marketing Strategist, Mortgage Integrationist, Leader and CEO and Founder of Plug and Play SM. Plug and Play SM is a social media company that helps connect families with mortgage needs to the loan officers who care to help families get into debt smarter and use real estate to build wealth.
There’s absolutely no question that the market has shifted over the last few months, and that it will continue to shift. A lot of agents are going to have a hard time because they haven’t changed along with the market and recalibrated their decisions and activities. Things will go one of two ways for agents - struggle to make it through the shift or emerge significantly ahead of the pack.
Guest Info
Todd Bookspan is an entrepreneur, business leader and the founder of Win By Noon and Chairman of the Bookspan Baker team. For the past fifteen years, as a mortgage originator, Todd has proven successful in cultivating both teams and branch offices. Working alongside his wife Tara, Todd successfully helped grow the Arizona region of a mortgage bank from five to eighty-five employees at four branches. He also took the lead role in developing and designing a coaching program for originators. Following this program, Todd coached groups of loan officers for several years, helping them expand their personal and team production.
During this time, Todd also successfully grew his own mortgage team into a cohesive fifteen-member group. With Todd's outstanding leadership, he led his team into the top 30 rankings for closed mortgage loans in 2015, yielding more than 540 closed loans and $113 million in volume.
Deborah Byrd is a Keynote Speaker and Marketing Strategist, Mortgage Integrationist, Leader and CEO and Founder of Plug and Play SM. Plug and Play SM is a social media company that helps connect families with mortgage needs to the loan officers who care to help families get into debt smarter and use real estate to build wealth.
Find out more about the Friday Mastermind here.
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In this episode of the podcast, I’m joined by the author of DIE WITH ZERO, Bill Perkins. It’s a book that has really grabbed me, made an impact and helped me noticeably change things. There are plenty of books on money and building wealth, and by and large, they are solving for net worth, not net fulfillment.
Bill Perkins "The Last Cowboy" according to the Wall Street Journal, is one of the world's most successful hedge fund managers and entrepreneurs. After studying electrical engineering at the University of Iowa, Bill trained on Wall Street and later moved to Houston, TX where he made a fortune as an energy trader. Perkins is currently the CEO of BrisaMax Holdings, a consulting services firm based in the U.S. Virgin Islands. Now at age 52, Bill views his career as an engine for personal growth and spends his time exploring the world, savoring his relationships, and taking in all that life has to offer. DIE WITH ZERO is a labor of love project. Bill has been developing the principles outlined in the book since his first job making $16,000 a year in the 90's as a screen clerk for the New York Mercantile Exchange.
Life is finite and urgent and even if we live long, there are periods in our lives that die. Bill’s approach is a beautiful intersection of your income, health and the stage of life you’re in so you can get the most out of it.
Guest Info
Bill Perkins "The Last Cowboy" according to the Wall Street Journal, is one of the world's most successful hedge fund managers and entrepreneurs. After studying electrical engineering at the University of Iowa, Bill trained on Wall Street and later moved to Houston, TX where he made a fortune as an energy trader. Perkins is currently the CEO of BrisaMax Holdings, a consulting services firm based in the U.S. Virgin Islands. Now at age 52, Bill views his career as an engine for personal growth and spends his time exploring the world, savoring his relationships, and taking in all that life has to offer. DIE WITH ZERO is a labor of love project. Bill has been developing the principles outlined in the book since his first job making $16,000 a year in the 90's as a screen clerk for the New York Mercantile Exchange.
Go to https://www.diewithzerobook.com/ to buy and review the book. Follow @diewithzero and follow @billperkins on Instagram.
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In today’s episode, we’re joined by my good friend, Jake DeRosa, to catch up on his business and how he’s thinking about the current market. Being an agent who, like us, knows what it’s like to navigate a challenging market, Jake has a whole lot of insights to share about what it takes to win.
Jake started his journey in real estate in 2002 working for a private lender, in 2007 opened and founded his own mortgage brokerage with a business partner. With the market shift in 08-09, they quickly transitioned and added real estate to their business and that's where Jake found his passion for real estate.
Today Jake leads The DaRosa Team Powered by PLACE with Keller Williams Realty. He partnered with Ben Kinney about 6 years ago, and last year they helped 139 families in the greater Sacramento Area and today, their team consists of 3 full time administrative partners and 9 agent partners. Jake has been through several markets and he’s excited to see what this one holds.
For the last 5-10 years, being a real estate agent has been pretty easy - there was nothing complicated about getting a house sold. Now, the market is shifting and this is really where agents are going to be tested.Far too many agents are still operating off last year’s data, and the truth is, even things that worked a couple of months ago are outdated and irrelevant. Until we shift our mindset and activities to match this market, we’re more likely to just generate leads for another agent.
Time Stamps
00:00 - Intro and a background on Jake’s real estate journey
06:45 - What prompted the thought process of partnering with Ben Kinney
16:21 - Why this current market is so different to what we’ve known over the last decade
18:49 - Why Jake’s focusing on overhauling his team’s systems right now
24:42 - The importance of tracking our results in this market
Guest Info
Jake leads The DaRosa Team Powered by PLACE with Keller Williams Realty. He started his journey in real estate in 2002 working for a private lender, in 2007 opened and founded his own mortgage brokerage with a business partner. With the market shift in 08-09, they quickly transitioned and added real estate to their business and that's where Jake found his passion for real estate.
Jake partnered with Ben Kinney about 6 years ago, and last year they helped 139 families in the greater Sacramento Area and today, their team consists of 3 full time administrative partners and 9 agent partners. Jake has been through several markets and he’s excited to see what this one holds. Connect with Jake on LinkedIn.
If you want to attend the BuiltHow LIVE on September 29th and 30th, buy your ticket here.
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In this video, we give you a little download from our most recent eXp mastermind group call, and share some of our thoughts and the notable insights that came up. Now more than ever, agents have to unite and share best practices in a way we’ve never done before. With that in mind, here are some great ideas and a couple of strategies agents are implementing in markets across the country.
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In this video, we’re going to talk about the key talking points from Mike DelPrete’s Inman Connect presentation, OpenDoor and Zillow becoming BFFs or rather Best Friends For Now (BFRN) and real estate company financials and what they tell us. All this information and data tells us a lot about whose model is actually sustainable, and what the next few months and years could hold for tech-forward real estate companies.
Mike DelPrete’s Inman Connect presentation
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In this video, we’re talking about the recent $62 million FTC fine handed down to OpenDoor for deceptive advertising practices. We’re going to give our own take on the news, why the agents celebrating it are missing the point, and what this actually means for iBuyers and the real estate industry as a whole.
Before you think “serves them right”, remember that OpenDoor and any other platform like them aren’t the devil, and they aren’t going away anytime soon. What are the real lessons we need to extract from this news instead of thinking an “enemy” has been vanquished?
https://www.ftc.gov/news-events/news/press-releases/2022/08/ftc-takes-action-stop-online-home-buying-firm-opendoor-labs-inc-cheating-potential-sellers
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On today’s episode, I’m joined by fellow Arizona agent and my good friend, Tia Moore. We talk about the power of having clarity and boundaries in our businesses, and why it’s not wrong to choose what gives us joy.
One of the most admirable things about Tia is how clear she is on what matters to her, where she’s going and what she wants, and never letting her real estate business, work and clients take her off course. Not only does it make running her business less draining, it actually makes her value proposition so much stronger. “I’ve gotten more business from saying no and being okay with it than I have from being a yes-woman.”
Tia Moore is the business owner and team leader of the NextView Home Professionals Team. Tia started her real estate career in 2001, with the Mortgage Servicing Division of Citibank. During Tia's banking career she was responsible for complex projects and dozens of employees. Relationship management was a critical skill Tia developed and strengthened when working in high profile roles that involved internal partners, government agencies, and nonprofit organizations. Her gift of deal making, problem solving, and ability to analyze data made Tia's transition into Real Estate Sales seamless. Tia continues to rank among the top Real Estate agents and truly a force to be reckoned with.
When we start optimizing our energy, we become immune to pain-in-the-ass, difficult and draining clients. We become comfortable with saying no to what doesn’t serve us.
Taking on a new client or deal won’t be as simple as a yes or no question. It will be a deeper decision based on our values and the life we envision for ourselves.
Real estate has room for agents who live authentically and dictate the terms of their business - and Tia Moore is one of them. She has built a business that doesn’t conflict with her values, but actually supports and reinforces them. She shares how she built a business that put joy first, and her badass strategies for learning to say no to what doesn’t serve us.
Website: https://www.nextviewre.com/
Instagram: @nextviewtia
Time Stamps
01:03 - How Tia found her way into real estate and why she values her freedom.
09:47 - How to become more comfortable with setting boundaries and protecting our energy.
15:05 - Why agents struggle to say no to clients that don’t align with their values.
17:25 - How to prioritize energy management the way we prioritize time management.
22:49 - How to define success for yourself.
26:25 - The power of clarity and authenticity in this business.
Guest Info
Tia Moore is the business owner and team leader of the NextView Home Professionals Team. Tia started her real estate career in 2001, with the Mortgage Servicing Division of Citibank. During Tia's banking career she was responsible for complex projects and dozens of employees. Relationship management was a critical skill Tia developed and strengthened when working in high profile roles that involved internal partners, government agencies, and nonprofit organizations. Her gift of deal making, problem solving, and ability to analyze data made Tia's transition into Real Estate Sales seamless. Tia continues to rank among the top Real Estate agents and truly a force to be reckoned with.
Website: https://www.nextviewre.com/
Instagram: @nextviewtia
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In today’s episode, I’m joined by real estate agent and founder of ONE eXp, Fee Gentry. On a mission to make real estate a place “where everyone feels like they have a place to belong”, Fee works tirelessly to help shape the future of our industry. In order to make real estate an industry that represents everyone, we have to go beyond tokenism and create a space where everyone can be part of the conversation. Fee shares why this is so important to this industry and our ability to attract and retain the leaders of tomorrow.
Fee is not only a real estate agent, but an agent for change. She understands the importance of home ownership in building wealth and for over 15 years, has been helping her clients discover smart real estate investments. Her passion for inclusion and unity both within and outside of the real estate world has led her to spearhead innovative initiatives, helping to create a real estate industry where everyone’s voice can be heard and valued. Fee is the founder of ONE eXp, an initiative within eXp Realty which supports career development, champions fair housing principles and provides networking opportunities that encourage cultural awareness in supporting diverse groups such as Veterans, Pride, LatinX, Seniors and more. Fee is also part of the Board of Directors for eXp World Holdings where she is helping to build an equitable real estate industry from the inside out.
When the world is tested, we’re given the opportunity to move toward something better, and bring more value to the human race. 2020 put a lot into perspective for all of us, and for the real estate industry. Everything we went through made many agents and leaders think deeply about the future and where we’re going as an industry.
How do we create an industry where everyone feels valued, seen, heard and represented? This was an important call and one of the driving factors behind ONE eXp. There’s value in building workplaces that give everyone a feeling of belonging, it won’t just change real estate now, it will affect our ability to attract and retain talent in the future.
Website: https://feegentry.com/
Instagram: @feegentry
https://life.exprealty.com/one-exp/
Time Stamps
01:06 - Fee Gentry’s real estate story and how she sold 39 homes in a new town
04:43 - How Fee intuitively leaned into online marketing before everyone else
06:30 - Why Fee goes after specific niches
11:53 - The story of the One eXp initiative
15:41 - How to create a workplace where everyone feels valued
19:23 - What Fee has learned over the last year and her insights of the future.
Guest Info
Fee is not only a real estate agent, but an agent for change. She understands the importance of home ownership in building wealth and for over 15 years, has been helping her clients discover smart real estate investments. Her passion for inclusion and unity both within and outside of the real estate world has led her to spearhead innovative initiatives, helping to create a real estate industry where everyone’s voice can be heard and valued. Fee is the founder of ONE eXp, an initiative within eXp Realty which supports career development, champions fair housing principles and provides networking opportunities that encourage cultural awareness in supporting diverse groups such as Veterans, Pride, LatinX, Seniors and more. Fee is also part of the Board of Directors for eXp World Holdings where she is helping to build an equitable real estate industry from the inside out.
Website: https://feegentry.com/
Instagram: @feegentry
https://life.exprealty.com/one-exp/
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In today’s episode, I’m joined by investment expert and Realtor, Megan Kincaid. Going from agent to investor is so commonplace in this industry, but what’s quite unique is an investor choosing to get licensed. For Megan, the reasons for this move were very specific and intentional, but it required her to walk away from a business she had spent years building. She talks about her incredible career, why reinvention was necessary for her, and the emotions that come with making such a huge change.
Megan Kincaid has a decade-long track record of profitable real estate investment expertise coupled with exemplary customer service. Megan’s intent is to help each contact see the investment power in every real estate transaction. She takes pride in her advisory role to both buyers & sellers, ensuring her performance is in line with their goals. Having worked on both sides of a transaction and with a diverse range of clients – from traditional homebuyers and sellers to novice and seasoned investors – Megan’s interdisciplinary perspective has consistently resulted in surpassing her clients’ goals and dreams. She has extensive design and construction experience, from participation in over 100 remodels and flips.
Reinvention is scary, but sometimes necessary. It’s hard to walk away from a business you’re well-known for, especially if it’s really great, pays well or is something you’ve spent years building, but that’s exactly what Megan Kincaid did. After spending her entire career in real estate not as an agent, she chose to step away from her investing business and get licensed. What motivated this transition and how did she navigate the emotional side of it?
The hardest part of making a huge change is often having the conversation with ourselves first, going within and getting really honest about wanting something different. Ultimately, what’s truly for us will always be better.
Guest Info
Megan Kincaid is a licensed Realtor and investment specialist. She has a decade-long track record of profitable real estate investment expertise coupled with exemplary customer service. Megan’s intent is to help each contact see the investment power in every real estate transaction. She takes pride in her advisory role to both buyers & sellers, ensuring her performance is in line with their goals. Having worked on both sides of a transaction and with a diverse range of clients – from traditional homebuyers and sellers to novice and seasoned investors – Megan’s interdisciplinary perspective has consistently resulted in surpassing her clients’ goals and dreams. She has extensive design and construction experience, from participation in over 100 remodels and flips.
Follow @megankincaidrealestate on Instagram.
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In today’s special episode, we continue our conversation with Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris is someone we’ve learned so much from, and it was an honor to sit down with him to talk about real estate and what we’ve learned along the way to build businesses that really make an impact.
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Our real estate businesses can be based on what the industry values or a reflection of the lives we want to create, the impact we want to make, and the boundaries we set to stay in integrity with ourselves.
We can draw a line in a line in the sand, choose the relationship we want to have with our businesses, and succeed without ever trading our peace of mind for money. To reach that point of impact, however, we have to step back from production - and not always be the one at the kitchen table.
Guest Info
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Follow @chris_bowersteam on Instagram
Listen to agentXcel on Apple Podcasts or Spotify.
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In this special episode, we’re featured on Chris Bowers’ podcast, agentXcel. In today’s show, Chris picks Fred’s brain and talks about his real estate journey, the pivotal decisions in building the business, his approach to leadership, and the thought process around building a business on your terms.
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
In an industry with a whole lot of stage talk and training programs telling us exactly what to do, many agents fall into the trap of imitating someone else’s business without checking if it fits with who they are.
This is all about finding your path, emulating things from others but also figuring out what serves you the most. A big part of building a business on our own terms is a willingness to test out what the next step of leverage could look like, even if it looks different to the “industry standard”.
Guest Info
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team, and the host of The agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Follow @chris_bowersteam on Instagram
Listen to agentXcel on Apple Podcasts or Spotify.
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In today’s special episode, we sat down with the hosts of Thinking OTB, Steve Valentine and Bernie Espinosa. We’ve known Steve and Bernie for years, and it was awesome to be featured on their show, talking about our story, where the market’s at right now, and what agents need to be doing right now to set themselves up for real wealth.
Bernie is the Vice President of the sales division of Lawyers Title in Scottsdale, AZ. She brings a wealth of knowledge, not only in the title field but in the overall real estate industry.
Steve Valentine is the Founder and CEO Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques.
With everything happening in the market, there’s a thick air of uncertainty, uneasiness and even pre-2008 panic among agents. The truth is, it’s too soon to tell what’s going to happen, and freaking out about it won’t get us in the mindset required to survive if the market does indeed hit a down-shift.
Remember: where there’s panic, there’s rash decisions and knee jerk reactions, not rational preparation.
Guest Info
Bernie is the Vice President of the sales division of Lawyers Title in Scottsdale, AZ. She brings a wealth of knowledge, not only in the title field but in the overall real estate industry.
Follow @bernzpix on Instagram.
Steve Valentine is the Founder and CEO Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques.
Follow @stevedvalentine on Instagram.
Listen to Thinking Outside the Box on Apple Podcasts or Spotify.
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In today’s episode, we’re doing something a little different on the podcast. I’ve been attending and hosting masterminds for a while, and what I’m sensing from the entire industry is a sense of uneasiness and uncertainty around what’s going on in the market.
In market’s across the country, there’s been a cooling down from where we were last year, and the question on everyone’s mind is - are we headed for a downturn? This isn’t so different to the fear and uncertainty everyone felt in March and April 2020. My advice now is the same as my advice then - start preparing and tightening the belt now.
In the last episode with Chris Bowers and Dave Z, we talked a lot about the skills needed in a shifting and adapting market. Today, I’m going to piggyback off that conversation, and share 3 things you should be doing to prepare your business for a shift.
Read the article here.
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In today’s episode, we’re rejoined by two previous guests, Chris Bowers and Dave Z. These guys are two of the best agents and leaders in the game, and when it comes to discussing how we can position ourselves for a shift in the market, I’m excited to pick their brains.
Chris Bowers is a Realtor®️, Investor, owner of the Bowers Team and host of the agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Dave Zajdzinski is the Team Owner at The Z Team brokered by eXp Realty. He brings 14+ years of real estate experience to home buyers and sellers throughout Arizona. He has helped hundreds of families meet their real estate goals and is consistently ranked as one of the top 1% realtors in the Valley and top 3% in the country. As a Certified Distressed Property Expert, (CDPE) Dave understands short sale, foreclosure transactions as well as traditional home sales. Dave utilizes a team approach to his real estate business operating with full time buyers agents, administrative and support staff to ensure every client receives the full attention they deserve when selling or buying one of their largest if not the largest asset they will own.
In the space of just 3 months, the active inventory in Phoenix has doubled - a clear sign that the market has already started to shift, and that the conversations we’re having with clients have to shift just as fast. Whether inventory goes up or down dramatically, there’s a shift in skills and strategies required in order to survive and thrive. A market rebalancing was always inevitable, but the breakneck speed of the shift could be a huge challenge for agents, so we need to prepare.
Guest Info
Chris Bowers is a Realtor®️, Investor, owner of the Bowers Team and host of the agentXcel podcast. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
For more information send an email to chris@soldbybowers.com, and listen to agentXcel with Chris Bowers wherever you get your podcasts.
Dave Zajdzinski is the Team Owner at The Z Team brokered by eXp Realty. He brings 14+ years of real estate experience to home buyers and sellers throughout Arizona. He has helped hundreds of families meet their real estate goals and is consistently ranked as one of the top 1% realtors in the Valley and top 3% in the country. As a Certified Distressed Property Expert, (CDPE) Dave understands short sale, foreclosure transactions as well as traditional home sales. Dave utilizes a team approach to his real estate business operating with full time buyers agents, administrative and support staff to ensure every client receives the full attention they deserve when selling or buying one of their largest if not the largest asset they will own.
https://www.zteamaz.com/
https://www.linkedin.com/in/dave-zajdzinski-8b26a18/
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In today’s episode, I’m joined by the founder and CEO of Audience.co, Jesse Stein. Jesse Stein is the Founder & CEO of Audience.co. Audience.co grows your business faster with their personalized marketing platform, which features robotic handwritten notes written by a real pen. They combine the notes with precision-targeted lead generation and digital-marketing follow up. Before Audience.co, Jesse founded and ran sportsmemorabilia.com. Handwritten notes are a great marketing channel to nurture relationships with our sphere, but the truth is the note is just a Trojan Horse. It’s the door opener, the thing that breaks the ice and removes the friction from our follow up.
Guest Info
Jesse Stein is the Founder & CEO of Audience.co. Audience.co grows your business faster with their personalized marketing platform, which features robotic handwritten notes written by a real pen. They combine the notes with precision-targeted lead generation and digital-marketing follow up. Before Audience.co, Jesse founded and ran sportsmemorabilia.com.
To book a demo go to https://www.audience.co/.
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In today’s episode, I’m joined by real estate team leader, co-founder and co-CEO of Place Inc, Chris Suarez. With over 1000 agents/teams on the platform, and a billion dollar valuation, Place is focused on not only plugging small holes by solving singular problems but facilitating consumer decisions at all points of the transaction and for the whole life cycle of homeownership. Chris Suarez is the co-founder and co-CEO of PLACE Inc., a full service real estate and technology platform that partners with the top 1% of agents and teams by helping expand their profitability, value proposition to the consumer, and grow their unique local brand, all without having to leave the brokerage where they are currently affiliated
Chris is passionate about coaching and speaking and leads a number of coaching and consulting programs. You will also find Chris speaking at industry events across the globe.
Prior to PLACE Inc., Chris founded and served as the CEO of Xperience Real Estate, one of the top real estate expansion organizations in the US. Chris has been recognized as an Inman Innovator, RISMedia Real Estate Newsmaker and maintains a presence on the Real Trends "The Thousand". In addition to his real estate team, Chris owns and operates five real estate brokerages in the United States. Chris’ personal mission is to build “xperiential” lives through real estate. Chris lives this mission through travel and by creating lifetime “xperiences” with his wife and two daughters.
This problem trickles down to how we treat our clients, why they aren’t loyal to us and why so many tech companies have been able to disrupt parts of the transaction. According to Place Inc’s co-founder and co-CEO, Chris Suarez - this problem comes from us not trusting our model enough to be consistent with it. If we trusted our business models and showed up consistently, we would not only have more stability, we could blow disruptors out of the water with solutions that make the whole cycle of homeownership a thousand times better.
Guest Info
Chris Suarez is the co-founder and co-CEO of PLACE Inc., a full service real estate and technology platform that partners with the top 1% of agents and teams by helping expand their profitability, value proposition to the consumer, and grow their unique local brand, all without having to leave the brokerage where they are currently affiliated
Chris is passionate about coaching and speaking and leads a number of coaching and consulting programs. You will also find Chris speaking at industry events across the globe.
Prior to PLACE Inc., Chris founded and served as the CEO of Xperience Real Estate, one of the top real estate expansion organizations in the US. Chris has been recognized as an Inman Innovator, RISMedia Real Estate Newsmaker and maintains a presence on the Real Trends "The Thousand". In addition to his real estate team, Chris owns and operates five real estate brokerages in the United States. Chris’ personal mission is to build “xperiential” lives through real estate. Chris lives this mission through travel and by creating lifetime “xperiences” with his wife and two daughters.
For more information, go to https://place.com/ or connect Chris on LinkedIn and Facebook.
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In today’s episode, I’m joined by real estate entrepreneur, leader and ISA expert Aleta Reynolds. Since working in the same brokerage with us years ago, Aleta has built a vast array of experience in the industry. She has always had a knack for being at the forefront of solving the big problems real estate agents and organizations face. After growing a 3000-client ISA business, Aleta is now leading the real estate industry into the brave new world of DeFi Asset Tokenization.
Aleta Reynolds is the founder of ISA University and Director of Sales at Terra Mint. She is a nationally recognized leader and entrepreneur in Real Estate and DeFi Asset Tokenization. After 17 years in the industry, her first love and foundation for her speaking career will always be Lead Conversion; Dialing for Dollars. Aleta’s current focus is bringing Real Estate to the Crypto space offering modern solutions to our archaic centralized systems.
The big craze in real estate right now is buying property with crypto in place of traditional financing, and the massive opportunities it offers. What if we could tokenize real estate, and allow people to maintain ownership while still extracting their equity? It’s like owning your property and selling stocks in it at the same time. This is what Terra Mint is making possible, and it not only gives the consumer one more valuable option, it also gives us another path to wealth as agents.
Guest Info
Aleta Reynolds is the founder of ISA University and Director of Sales at Terra Mind. She is a nationally recognized leader and entrepreneur in Real Estate & DeFi Asset Tokenization. After 17 yrs in the industry, her first love and foundation for her speaking career will always be Lead Conversion; Dialing for Dollars. Aleta’s current focus is bringing Real Estate to the Crypto space offering modern solutions to our archaic centralized systems. Her hope is to bring her message to the masses while cultivating relationships with a common drive.
For more information, visit https://terramint.com/. To get 50% off all events at ISA University use the code FUTURELEGENDS at https://isauniversityonline.com/.
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In today’s episode, I’m rejoined by my good friend, Chris Heller. As a business owner, investor, successful agent, and leader with decades of success running massive companies, it’s always great to pick Chris’ brain and get his take on the market and the industry as a whole. Chris has now added author to his list of achievements, and today he tells us about how the book came to be, and the impact he hopes it can have.
Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.
People write books because there’s something they want to share with the world, and for Chris, it was the simple but highly effective lessons that shaped his successful career. The sign of a good book is one you want to share with friends, peers, and colleagues, it’s something you give to people you care about. Considering how much Chris has contributed to the real estate industry, it’s no surprise that he’s sharing his wisdom with all of us. We sat down with Chris to find out how the book came to be.
Guest Info
Chris Heller is a real estate industry leader, agent, Chief Real Estate Officer of OJO Labs and the author of Dominant Thoughts. Formerly the CEO of Keller Williams, Chris Heller earned his real estate license when he was 20 years old and went on to build one of the most successful real estate teams in the United States. From his selection as Rookie of the Year in 1989 to being the top-producing agent in San Diego County and the #1 Keller Williams associate in all of North America, Heller has earned the respect of colleagues and clients for the results he delivers. Under Heller’s leadership, the Chris Heller Real Estate Team has sold more than 100 homes a year for almost three decades.
To get your copy of the book, head over to https://dominantthoughts.com/.
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In today’s episode, we’re rejoined by Vyral Marketing founder, real estate investor and our good friend, Frank Klesitz. To many people Frank is just a marketing guy, but when you get around him, you’ll find out just how impressive his mind is. He brings a ton of high-level value to the real estate community, and not only do you want to be a Vyral customer for their amazing service, you want to be in Frank’s world and benefit from how he thinks.
Frank is the CEO and founder of Vyral Marketing, and an intellectually curious artist with experience in business, entrepreneurship, sales, marketing, and real estate. He started Vyral Marketing in 2009 after successfully implementing their marketing plan for a real estate agent in Omaha, NE. Frank also runs Katy and Frank Home Buyers with his wife. It’s an acquisition and property management business buying houses in Nebraska, Iowa, Texas and Oklahoma.
The truth about real estate (and any business for that matter) is that there’s more value in marketing what we do than in actually doing what we do. Becoming better sales and marketing practitioners is the key to becoming more profitable, but the problem is, most of us go about marketing to get clients the wrong way - we take the rookie approach when there’s a sure-fire way to win customers.
Guest Info
Frank is the CEO and founder of Vyral Marketing, and an intellectually curious artist with experience in business, entrepreneurship, sales, marketing, and real estate. He started Vyral Marketing in 2009 after successfully implementing their marketing plan for a real estate agent in Omaha, NE. Frank also runs Katy and Frank Home Buyers with his wife. It’s an acquisition and property management business buying houses in Nebraska, Iowa, Texas and Oklahoma.
Resources
https://www.getvyral.com/
https://www.getvyral.com/recruiting
https://thegaryhalbertletter.com/
https://www.whosmailingwhat.com/
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A few weeks ago, I was honored to be featured as a guest on Dustin Runyon’s Fired Up Fridays. Dustin’s a good friend and one of the wisest and most insightful people we know. Today, we invite you into this weekly virtual meeting with over 100 attendees, as I answer Dustin’s questions on business, life, and how to think differently.
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!
Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.
Being wholeheartedly good at what we do is the ultimate hack to success. For that success to really mean something and make us happy, it has to be aligned with who we truly are, built on empathy, align with our families, and always leave room for growth and changing perspectives.
Guest Info
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!
Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
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In today’s episode, Todd Duncan returns to the show to share more insightful golden nuggets on building a high value business in real estate. This year marks the 20th anniversary of Todd’s uber successful book, High Trust Selling, and to date, it’s sold millions of copies and has been translated into 52 languages. Trust is a timeless, universal principle, and the lessons from the book are more relevant than ever in today’s real estate industry.
Todd is a Sales Entrepreneur with over 5,000,000 students around the globe that he has mentored and taught in real estate, mortgage, banking and financial services. Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.
Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.
He is the author of the game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.
As real estate professionals, trust is still the most important currency we have - it’s something our competitors can’t outpace us on, if we don’t let it. With tech disruptors, iBuyers and hedge funds gobbling up properties, the only thing that will keep us in business is our ability to have massive trust with our clients. There is a huge trust deficit in our industry, and those who aren’t increasing their velocity of trust-building are in the greatest danger.
Guest Info
Todd is a Sales Entrepreneur with over 5,000,000 students around the globe that he has mentored and taught in real estate, mortgage, banking and financial services. Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.
Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.
He is the author of the game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.
For more information, and to download the Talk Less, Sell More guide and white paper, head over to https://toddduncan.com/. You can also register for the Sales Mastery event and join the High Touch Sales Academy there.
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In today’s episode, I’m joined by real estate entrepreneur, and investor-friendly broker Dom Santaniello. Dom has an interesting story and journey into real estate - after leaving behind a six-figure engineering job, he has scaled a fix and flip business, rental property portfolio & real estate brokerage. Dom really has a knack of creative financing, and his story really emphasizes that this is something every real estate professional should be leaning into with the direction our business is going.
Dom Santaniello is an entrepreneur, investor, broker and the founder of Naples Realty Group. He has built a Fix and Flip Business, Rental Property Portfolio and Real Estate Brokerage.
For real estate agents who want to start investing, it feels near-impossible to compete with all the capital coming in from Wall Street. There’s a lot of pressure on the way we conventionally acquire properties, so looking for other capital solutions is critical to our survival.
This is where creative financing comes in.
We have to completely change how we think about the real estate deals we come across every day. As an agent, you can slap a sign on anything and sell it, but the true value is understanding the mechanics of capital, taxes, and investment. This is the advantage that will keep us relevant for years to come.
Guest Info
Dom Santaniello is an entrepreneur, investor, broker and the founder of Naples Realty Group. He was able to leave a six-figure Engineering Job in 3 years by scaling a Fix & Flip Business, Rental Property Portfolio & Real Estate Brokerage. Dom made a name for himself in the local market by putting together a large multi-family package deal and negotiating a discounted, owner-financed property in lieu of collecting a facilitation fee. This strategy was able to net the seller more money, offer the buyer a better purchase price and get Dom into a stabilized, cash flowing asset with no money down. Today, Dom works as a full time Real Estate Investor, Broker & Entrepreneur. He was fortunate enough to cross paths with Luke Giusto, a like-minded, young Entrepreneur in the Real Estate Business which sparked the formation of Naples Home Buyers, Naples Realty Group and various other Real Estate Entities.
Together, Dom and Luke have built a Rental Property Portfolio of BRRR deals that amount to over 30 units and have successfully flipped 25+ properties and wholesaled 35+ deals since the end of 2019. Their brokerage, Naples Realty Group, has scaled to over 30 agents across two states in just under 1 year of formation (and counting).
For more information, visit https://www.naples-group.com/ and follow @naples_homebuyers on Instagram.
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In today’s episode, I’m joined by South Carolina closing attorney and marketing extraordinaire, Gary Pickren. I’ve never ever met a real estate attorney who is so dialed in with the work and day-to-day of real estate agents the way Gary is, and on top of that, he’s probably one of the greatest marketing minds we’ve ever had on the show. Gary’s also a huge student of the industry, so we got to pick his brain on all things real estate.
Gary is also an author, podcaster, real estate instructor, and licensed real estate broker. He has deep ties to the local real estate community. Since 1995 Gary has performed real estate closings, taught real estate agents, and advocated for all South Carolinians in changing South Carolina real estate law. Toward that end, Gary started a weekly video blog that has over 4,000 subscribers. He even started a real estate podcast in 2020 to better educate the real estate agents on issues in the real estate closing process.
One thing we can bet on in real estate is that things are always going to change. There’ll always be a new market condition to navigate, and only the strong survive, and the strong constantly evolve in their marketing.
If you’re not keeping your business’ marketing platform current, you’re years behind and already in decline. Time and time again, the refusal to keep innovating is what has taken many agents out. The agents who didn’t embrace the internet, and social media all have one thing in common - they resisted their way out of the business. Who’s in danger of getting resisted out of business now? The agents who are still resisting video content.
Guest Info
Gary is a closing attorney, marketer, author, podcaster, real estate instructor, and licensed real estate broker. He has deep ties to the local real estate community. Since 1995 Gary has performed real estate closings, taught real estate agents, and advocated for all South Carolinians in changing South Carolina real estate law. Toward that end, Gary started a weekly video blog that has over 4,000 subscribers. He even started a real estate podcast in 2020 to better educate the real estate agents on issues in the real estate closing process.
For more information and resources, visit https://www.blaircato.com/, email gary@blaircato.com and follow @pickrengary on Instagram and listen to the Dishin’ Dirt Podcast on your favorite platform.
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In today’s episode, I’m joined by fellow Phoenix agent Trevor Halpern. Trevor runs an interesting business, which is based on what he calls the “solo agent model”, a business which is growing by 20 - 25% every single year. Trevor really has an interesting way of looking at life and real estate, by taking the introspective approach, and making sure every decision makes is a “plus plus”.
Trevor Halpern is a Phoenix based Realtor with over a decade in the business. As the founder of Halpern Residential and the #1 independent agent at North&Co. Trevor takes pride in delivering high-level strategy, efficient negotiations and precise tactical execution. He conducts his life and business by simple rules: treat people with respect; lead with honesty; put more than he gets out; and do the right thing 100% of the time.
This industry makes you think that you can’t progress without adding agents to your business, but who says you need to be a mega agent to be successful? Trevor Halpern is running a solo team that’s growing by 25% a year without the usual trappings of a traditional team. Instead of copying what everyone else is doing, Trevor took the introspective approach and built a business on his own terms.
Most agents look at the top agents around them and try to copy what they are doing, without examining if it fits their goals, who they are and what they want. Unfortunately, they end up with a business that makes them miserable, and a constant cycle of falling on their faces.
Guest Info
Trevor Halpern is a Phoenix based Realtor with over a decade in the business. As the founder of Halpern Residential and the #1 independent agent at North&Co. Trevor takes pride in delivering high-level strategy, efficient negotiations and precise tactical execution. He conducts his life and business by simple rules: treat people with respect; lead with honesty; put more than he gets out; and do the right thing 100% of the time.
To keep up with Trevor, head to https://www.halpernresidential.com/ and follow @halpernresidential on Instagram.
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In today’s episode, I’m joined by my good friend, real estate leader and entrepreneur and TV star, Nick Waldner. Nick has his hands in many aspects of the industry, not only running a successful team, but also venturing into other verticals and ancillary business, including the successful show “Waterfront House Hunting” (available on Hulu!). I get to pick Nick’s brain about his leadership philosophy, how the TV opportunity came about, and the power of reaching outside of the bubble of our own viewpoints.
Nick Waldner is a real estate team leader, entrepreneur, speaker and coach. He runs one of the Top Real Estate Teams in his area and in the industry. The Waldner Winters Team is the #1 Team in the #1 Office in his market and his team is included in Gary Keller’s Top 100 out of over 130,000 agents in Keller Williams. You will also see Nick on TV hosting the hit reality series “Waterfront Housing Hunting” on the A&E Station FYI. The show highlights his talent for helping clients find great waterfront property throughout the entire country!
Having a culture that is a direct mirror image of us is a mistake that could be making our businesses less valuable.
Whether we’re aware of it or not, what we know, where we grew up, and how we see the world is our bubble. If we don’t challenge that and reach beyond our own tunnel vision, viewpoints and perspectives, we could be missing out on major opportunities.
We need to challenge ourselves to be surrounded by a broader group of talented people, especially in how we hire and our culture.
For Nick Waldner, this mindset of reaching outside of the bubble of what he knows has been key to his success as a team leader and in his ancillary businesses. He shares how he got started, and how he ended up being the star of a real estate TV show!
Guest Info
Nick Waldner is a real estate team leader, entrepreneur, speaker and coach. He runs one of the Top Real Estate Teams in his area and in the industry. The Waldner Winters Team is the #1 Team in the #1 Office in his market and his team is included in Gary Keller’s Top 100 out of over 130,000 agents in Keller Williams. You will also see Nick on TV hosting the hit reality series “Waterfront Housing Hunting” on the A&E Station FYI. The show highlights his talent for helping clients find great waterfront property throughout the entire country!
Follow Nick on Instagram and Facebook to keep up with him, and go to https://www.waldnerwintersteam.com/ and http://failforwardfriday.com/.
You can also steam Waterfront House Hunting on Hulu.
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In today’s episode, we’re joined by the guys at Impact Real Estate, Matt Chick and Jeremy Fuhst to talk about our businesses, what drives success and planning for the future. We lay it all on the table, from the lessons we’ve learned, getting the most value out of our teams, and what truly motivates. There’s a lot you can pull out from successful people like Matt and Jeremy, who are doing next level things in real estate. In this episode, we trade ideas, and have a really honest conversation about where we are in our real estate careers and what we’re prioritizing going forward.
Most people don’t know what it means to be a true real estate professional, and what mastering our craft really looks like. It’s not opening doors, knowing the MLS, or waiting for a leader to make you productive.
Success leaves clues, and there’s a lot you can pull out from successful people about what it takes to build a solid real estate business, and to keep growing and providing value.
Guest Info
Matt Chick and Jeremy Fuhst are real estate investors, podcasters and the co-leaders of Impact Real Estate. Listen to their podcast on your platform of choice.
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In today’s episode, we’re continuing our special partnership discussion with guest/co-host, Fred Weaver on Group 46:10 and how the heck we’ve been working together for 14 years. In the last episode, we talked about how it all got started, and today we’re going to dig into the details and the economics of the business, and how we guarded against the things that cause rifts to develop right from the beginning.
All business partnerships start out with the best intentions, but can easily turn sour when key details aren’t hammered out right from the beginning. How money is distributed according to who generates the revenue, how duties and responsibilities are split up, and how to maintain the same vision. These are some of the biggest reasons why partnerships go wrong.
When we started working together, we wanted to guard against these things in advance, but ultimately, our partnership has worked for one key reason - the belief that we can go further together than we would apart. Today we’re going to dive into the nuts and bolts of our partnership - money, division of labor and how we supported the growth of the partnership.
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In today’s episode, we’re doing something different as I sit down with co-host/guest, and the other half of Kevin & Fred to talk about our business partnership. A question we get asked very frequently is how the hell the two of us have been in business together for 14+ years. Long-standing partnerships where there are no family ties are rare, and so today, in the first of a series, we’re taking you back to the beginning, and sharing how we started working together. You’ll even find out how we came up with the name Group 46:10!
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In today’s episode, I’m joined by Jennifer Beadles, a woman helping people build wealth through real estate investing and using her specialized knowledge to help agents get off the commission hamster wheel and build for the future. What’s awesome about what Jennifer’s doing is that she’s actively involved in the thing she’s teaching other people to do. In an industry that’s so focused on open houses, listings, leads and cold calling, investing is one of the most important things we just aren’t talking about enough.
Jennifer is an investing expert, entrepreneur, coach and founder of Agents Invest and Addicted to ROI. Agents Invest is dedicated to helping real estate agents across the country close more deals with more investors. We do this by connecting investment-savvy agents with our network of experienced investors. By educating investors on how to invest out-of-state, we close more deals. Our investors are hungry, motivated and ready to grow their real estate portfolios.
Education is a huge part of success. In addition to the Addicted to ROI blog and private Facebook group, we run a thriving members-only mastermind group, the ROI Inner Circle.
We built an exclusive network of investment-focused real estate agents. Our Agent Partners are a key part of our success. If you're an agent looking to grow your investor network, contact our team. We offer a free service to investors and collect a minimal referral fee from Agent Partners upon closing.
More importantly, we streamline the investor-to-agent process, allowing investors to instantly connect with a knowledgeable, experienced agent who knows how to find cash flowing deals and investment opportunities in markets from coast-to-coast.
If agents understood the language of investing, they would not only have unlimited listings, but a path to true freedom and wealth. Seeing things differently is key to building a lifetime of cash flow, but if you’re an agent who truly wants to cross the Cashflow Quadrant, and switch from operator to business owner, things have to change, and it starts with changing how we see things.
Guest Info
Jennifer is an investing expert, entrepreneur, coach and founder of Agents Invest and Addicted to ROI. Agents Invest is dedicated to helping real estate agents across the country close more deals with more investors. We do this by connecting investment-savvy agents with our network of experienced investors. By educating investors on how to invest out-of-state, we close more deals. Our investors are hungry, motivated and ready to grow their real estate portfolios.
Education is a huge part of success. In addition to the Addicted to ROI blog and private Facebook group, we run a thriving members-only mastermind group, the ROI Inner Circle.
We built an exclusive network of investment-focused real estate agents. Our Agent Partners are a key part of our success. If you're an agent looking to grow your investor network, contact our team. We offer a free service to investors and collect a minimal referral fee from Agent Partners upon closing.
More importantly, we streamline the investor-to-agent process, allowing investors to instantly connect with a knowledgeable, experienced agent who knows how to find cash flowing deals and investment opportunities in markets from coast-to-coast.
If you’re an agent who wants to learn more about getting started investing or you want to refer a deal to Jennifer, head over to https://agentsinvest.com/.
If you want to learn how to scale your own rental portfolio, head to https://addictedtoroi.com/.
Join the Facebook group Investor Friendly Agents here.
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In today’s episode, I’m catching up with my good friend, coach, author and speaker, Chad Hyams. In addition to writing a really awesome children’s book, Chad has now added a new book to his wise teachings. Achieve Your Apex is a book Chad wrote to lead people to maximize their lives, and he’s going to share what triggered and inspired the book and what he hopes people can get out of it.
Chad Hyams is a Speaker, Maximizational Coach and Podcast host. He is also the author of the children’s book Ketchup Can’t Hurt, and the new coaching book Achieve Your Apex. Chad has become known as the Voice of Reason, by delivering training in a” no fluff, let’s just cut to the chase” kind of way. Chad has lived through the highs and lows that many face and come through the other side having learned powerful lessons that he does his best to share with as many as he can. Through keynote presentations, in person workshops, over webinars or as the host of the Win Make Give podcast and the 15 Point Plan podcast, Chad’s goal is to assist others in achieving dreams and desires they didn’t believe possible.
Writing a book is one of the best ways to stake your claim on an area you specialize in, but it’s about a lot more than sharing ideas. For people who care about changing lives, it’s a way to mentor millions without even meeting them, and to inspire people to maximize their lives. So many of us have been taught valuable lessons by people we don’t know personally, and that’s the beauty of a really great book.
Guest Info
Chad Hyams is a Speaker, Maximizational Coach and Podcast host. He is also the author of the children’s book Ketchup Can’t Hurt, and the new coaching book Achieve Your Apex. Chad has become known as the Voice of Reason, by delivering training in a” no fluff, let’s just cut to the chase” kind of way. Chad has lived through the highs and lows that many face and come through the other side having learned powerful lessons that he does his best to share with as many as he can. Through keynote presentations, in person workshops, over webinars or as the host of the Win Make Give podcast and the 15 Point Plan podcast, Chad’s goal is to assist others in achieving dreams and desires they didn’t believe possible.
To get a signed copy of Ketchup Can’t Hurt go to http://ketchupcanthurt.com/
To get a signed copy of Achieve Your Apex go to http://achieveyourapex.com/.
To listen to the podcast, visit https://winmakegive.com/.
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In today’s episode, I’m joined by Tim Tooker, an agent and investor with a very unique and inspiring story. As a retired army officer, Tim has used real estate, not just as a vehicle for freedom and wealth for himself, but for other veterans who seek a combat-free way to earn money. From buying his first property to owning a million dollar construction company, an incredible cash-flowing investment portfolio and a staging company, Tim has taken incremental steps towards financial freedom because of the way he thinks through opportunities.
Tim Tooker is the founder of the veteran-run company, Tooker Home Group. He began his real estate investing journey while he was still in active military service, and after serving 20 years, Tim has now built an incredible real estate empire, which he uses to empower fellow veterans.
Most soldiers live paycheck-to-paycheck and can’t even dream of having an investing portfolio and cash-flowing assets, but Tim Tooker sees things very differently. Thanks to real estate, he has been able to earn in 6 months what would have taken 20 years to earn on active duty. He has built an empire that includes residential investments, a multimillion dollar construction company by taking incremental steps and constantly failing forward. It’s proof that soldiers and vets have a path to wealth, by leveraging the loans and assets being in the army affords them and using them to their advantage.
Guest Info
Tim Tooker is the founder of the veteran-run company, Tooker Home Group. He began his real estate investing journey while he was still in active military service, and after serving 20 years, Tim has now built an incredible real estate empire, which he uses to empower fellow veterans.
For more information visit https://www.tookerhomegroup.com/.
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Two years ago, I sat down with real estate coach, Nick McLean, and the episode impacted a lot of people. Today we have the privilege of digging back into his mind, and learn from his knack for bringing an actionable framework to any concept. He’s going to share a powerful thought process that binds the most fulfilled and successful people - making your work more meaningful.
Nick is an entrepreneur, coach and founder/CEO of the Nick McLean Real Estate Group. The former pilot uses knowledge in systems pilot and applying the same techniques he learned from the aviation industry to build a successful real estate business.
What’s the most meaningful part of being in real estate? Money, financial success, commission checks? Surprisingly, no. For many agents, the buzz and satisfaction of cashing a commission check doesn’t live up to all the hype. From Nick McLean’s perspective there’s a really good reason why we don’t get a dopamine hit from the money - it doesn’t provide the meaning that makes us happy and fulfilled.
What do we pursue if we want our jobs and lives to have more meaning? Chasing the parts of the process that give us the most joy, and creating those meaningful impact points in our day.
Guest Info
Nick is an entrepreneur, coach and founder/CEO of the Nick McLean Real Estate Group. The former pilot uses knowledge in systems pilot and applying the same techniques he learned from the aviation industry to build a successful real estate business.
Facebook: https://www.facebook.com/realestategreatnesswithnickmclean/?ref=bookmarks
Instagram: @nickmcleanre
Twitter: @nickmcleanre
Books Mentioned
30 Lessons for Living by Karl Pillemer
The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness by Morgan Housel
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About the Episode
We recently had an in-depth conversation with Mark Willis, a real estate industry leader and visionary who has shaped many career wins, lives and success stories. Many people in the industry have fond and epic memories of working alongside Mark, kicking butts, taking names and having a blast along the way. He is an inspiring figure in this business, and not just because of his leadership and influence, but also because he is driven by rising to meet the challenge of evolving through everything life throws at him. He has faced personal tragedy and loss, highs and lows, and tough moments that could overrun anyone, but Mark keeps going, choosing to get better even when life feels like it’s getting worse.
Mark has constantly reinvented himself. He has stepped through the gateways of evolution successfully, has won by helping people around him win, maintained his broad level thinking, and philosophy on personal and professional growth. What keeps Mark going isn’t just the art of evolution, it’s also understanding the underlying drive of anyone who welcomes and embraces change. That’s knowing that it’s important to be open, not be too attached to one way of doing things and being willing to shift, instead of being closed and willful.
Mark Willis, the former CEO of Keller Williams Realty International and current Founder of the Willis Family Foundation and Mark Willis Leadership, is a real estate leader, investor, philanthropist, thought leader, and lifestyle activist. Known for his dynamic and charismatic management style and tremendous influence, Willis’ was named one of the 10 most powerful people in residential real estate by the Swanepoel Power 200 in 2014; and since stepping down from his role at KW has used his platform and influence to actively serve and impact the lives of others.
In Today’s Episode, We Talk About;
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The importance of getting comfortable with change, and Mark’s motto “KFG”.
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The power of being a broad level thinker
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How to harness the power we have to control our outcomes by overcoming attachment.
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What it takes for a real estate agent to thrive through changes and disruption.
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The importance of having a healthy dose of paranoia.
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Giving feedback vs. complaining.
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The difference between willingness and willfulness.
Guest Info
Mark Willis, the former CEO of Keller Williams Realty International and current Founder of the Willis Family Foundation and Mark Willis Leadership, is a real estate leader, investor, philanthropist, thought leader, and lifestyle activist. Known for his dynamic and charismatic management style and tremendous influence, Willis’ was named one of the 10 most powerful people in residential real estate by the Swanepoel Power 200 in 2014; and since stepping down from his role at KW has used his platform and influence to actively serve and impact the lives of others.
As the former President and CEO of Keller Williams Realty International (from 2002-2014), Willis led the growth of the company from a regional firm to the largest real estate company in the world with over 120,000 agents worldwide. Integrating a unique philosophy that weaves servant leadership and living a spiritual and balanced life into daily.
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In today’s episode, I’m joined by our good friend and fellow Arizona real estate, Chris Bowers. One of the most unique parts of Chris’ story is that he got into real estate at 22, after being exposed to different types of business models, including running his own skate shop as a teenager! Chris is going to open up about his journey, the shifts he has made along the way, how he maintains a high volume of personal production and the thought process behind his real estate business.
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
Arizona is one of the most competitive real estate markets in the country, and doubling your business, selling 70 units in personal production and generating almost all your deals by referral is an incredible feat. This is exactly what Chris Bowers has accomplished, and it’s not by coincidence. Being exposed to different business models has been instrumental in his success, along with his ability to constantly renegotiate his thought process by taking in knowledge from different sources to further his own goals.
Time Stamps
01:00 - Chris’ business, how he got into real estate and his main sources of deals.
06:25 - How Chris does a high volume of personal production.
13:12 - The secret to generating up to 40 referral deals a year, and the difference between nurturing an internet lead and a sphere one.
20:25 - How Chris started thinking like a business owner very early on, and the story behind the skate shop he owned as a teenager.
26:25 - Why real estate investing is a huge part of Chris’ business and how it’s creating a unique exit strategy for him.
31:46 - The power of constantly renegotiating your thought process.
38:17 - The power of “overly-done customer” service and how to answer questions before our clients even ask them.
47:56 - Why our expertise is just a form of currency we can trade with others so we can all win.
Guest Info
Chris Bowers is a Realtor®️, Investor and owner of the Bowers Team. Chris has been in real estate for over 16 years, but he has been an entrepreneur since his teens. Today, Chris and his wife run a successful team selling over 140 units with half of those being Chris’ personal production. He has also built a solid rental portfolio that continues to grow to this day.
For more information send an email to chris@soldbybowers.com.
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In today’s episode, we’re joined by Chris Lesmeister and Warren Dazzio from CSSI® – Cost Segregation Services, Inc. They help people who own income-producing properties speed up the tax benefit process so they can get right now, what they would only get in at least 27 or 39 years. The CSSI team are the perfect brains to pick on this strategy and help us in our wealth-preserving journey.
CSSI® – Cost Segregation Services, Inc. is a cost segregation company specifically focused to perform engineering-based cost segregation studies for commercial properties valued at $200,000 – $1.5 billion. CSSI® performs engineering-based cost segregation studies as an essential tax savings tool for commercial property owners. Chris is a cash flow expert and has been increasing cash flow for clients since 2001. As a dedicated national account executive at CSSI®, he looks at his client’s money as if it were his own and does whatever he can to help them keep more of it. Chris strives to save his clients as much money as possible. He knows that with more cash flow comes more options for his clients. Since joining CSSI® in 2014, Chris has been on a mission to create $1 billion in tax savings for his clients through cost segregation services. He has been diligently working on his goal, saving his clients thousands of dollars by providing cost segregation studies on commercial properties of all types and sizes across the nation. Providing excellent service throughout the process, Chris’s clients know that he’ll deliver maximum cash flow with an engineering-based cost segregation study and keep them compliant with U.S. tax codes. Contact Chris today if you’re ready to grab your portion of $1 billion in tax savings. In his spare time, Chris enjoys attending concerts and baseball games as well as watching movies, reading, and cooking. His interest in cooking rocketed during the pandemic, and he enjoys trying different recipes regularly. He also incorporates his family and friends into his days as they are the most important aspect of his life.
Warren is a natural leader and brings ethics and integrity into every aspect of his life and work. He spent the first 20 years of his career in ministry and has a degree in theology from Franciscan University in Steubenville, OH. Warren also has an MBA from Louisiana State University. Having owned his own healthcare company, Warren has extensive knowledge of sales and business development. Warren is instrumental in growing and maintaining our extensive sales channels. He has extensive knowledge of tax law and consults with building owners and development firms to reduce or defer their taxable income. He travels the US providing educational webinars on tax law and solutions for accounting professionals, building owners, wealth managers and real estate professionals. Warren and his wife of more than 20 years enjoy spending time with their three daughters and their yellow lab. As a family, they enjoy a variety of outdoor activities including hunting, hiking, and spending time at the beach.
In our wealth-building and preservation journey, we have the opportunity to tap into advanced strategies that help us extract maximum value from our assets. Cost segregation is one of these strategies. If we’re investing in income-producing real estate, why not accelerate our tax benefit, get the 27-year deduction today and put money back in our pockets right now?
For more information, visit cml.cssistudy.com, call 262-358-5156 and send an email to chrisl@costsegregationservices.com.
Guest Info
CSSI® – Cost Segregation Services, Inc. is a cost segregation company specifically focused to perform engineering-based cost segregation studies for commercial properties valued at $200,000 – $1.5 billion. CSSI® performs engineering-based cost segregation studies as an essential tax savings tool for commercial property owners.Chris is a cash flow expert and has been increasing cash flow for clients since 2001. As a dedicated national account executive at CSSI®, he looks at his client’s money as if it were his own and does whatever he can to help them keep more of it. Chris strives to save his clients as much money as possible. He knows that with more cash flow comes more options for his clients. Since joining CSSI® in 2014, Chris has been on a mission to create $1 billion in tax savings for his clients through cost segregation services. He has been diligently working on his goal, saving his clients thousands of dollars by providing cost segregation studies on commercial properties of all types and sizes across the nation. Providing excellent service throughout the process, Chris’s clients know that he’ll deliver maximum cash flow with an engineering-based cost segregation study and keep them compliant with U.S. tax codes. Contact Chris today if you’re ready to grab your portion of $1 billion in tax savings. In his spare time, Chris enjoys attending concerts and baseball games as well as watching movies, reading, and cooking. His interest in cooking rocketed during the pandemic, and he enjoys trying different recipes regularly. He also incorporates his family and friends into his days as they are the most important aspect of his life.
Warren is a natural leader and brings ethics and integrity into every aspect of his life and work. He spent the first 20 years of his career in ministry and has a degree in theology from Franciscan University in Steubenville, OH. Warren also has an MBA from Louisiana State University. Having owned his own healthcare company, Warren has extensive knowledge of sales and business development. Warren is instrumental in growing and maintaining our extensive sales channels. He has extensive knowledge of tax law and consults with building owners and development firms to reduce or defer their taxable income. He travels the US providing educational webinars on tax law and solutions for accounting professionals, building owners, wealth managers and real estate professionals. Warren and his wife of more than 20 years enjoy spending time with their three daughters and their yellow lab. As a family, they enjoy a variety of outdoor activities including hunting, hiking, and spending time at the beach.
For more information, visit cml.cssistudy.com, call 262-358-5156 and send an email to chrisl@costsegregationservices.com.
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In today’s episode, I’m super excited to be joined by Phil M Jones, the author of the incredible book, Exactly What to Say: The Magic Words for Influence and Impact. I’ve studied influence for a long time, and I have to say, Phil’s book is one of the best in the category. Not only is it packed with brilliant insights, actionable principles - it’s also highly consumable and accessible enough that anyone can pour its teachings into their lives, and according to Phil, this is all by design. He sat down with us and shared what drove him to write the book, how and why he went completely against the grain in the writing, packaging and publishing of the book.
Phil M Jones is a Master of Influence and Persuasion, author of Seven Best Selling Business Books, including Exactly What To Say, and one children’s picture book, producer of the most listened to non-fiction audiobook of all time. His precise insights around communication, added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought-leader whose counsel is sought by other thought-leaders. Best known for his international best-selling book, Exactly What to Say – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect he provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness. To date, more than 800 different industries, across 59 countries and 5 continents have benefitted from his input. Trusted by dynamic and aspiring leaders in Healthcare, Real Estate, Automotive, Financial Services, SaaS, Home Improvement, Retail and many more – Phil is the kind of expert that achieves his success through the people he supports and adores seeing other people shine.
Influence is the ability to make our conversations count, but exactly how to do it isn’t something we’re taught. So we end up needing to be influential in high stakes situations, but what if we could distill influence down so that we can use it in low stakes interactions like convincing our kids to clean their rooms, or our spouse to eat at that Italian restaurant for dinner?
It’s hard to increase our influence without practice, and confidence is often the missing ingredient. If we turn down the pressure, ramp up our experience, increase the reps we can build our influence-competence through confidence and experience.
Guest Info
Phil M Jones is a Master of Influence and Persuasion, author of Seven Best Selling Business Books, including Exactly What To Say, and one children’s picture book, producer of the most listened to non-fiction audiobook of all time. Phil M Jones thinks and acts differently. His precise insights around communication, added to a proven personal pedigree of peak performance and a richness of real-world experience mean that Phil is the kind of thought-leader whose counsel is sought by other thought-leaders.
He believes with passion that the answer to increased success, in every area of life, is to ask better questions, focus on QUALITY of conversation as well as quantity and that quite often, the difference between you, and all the others, is knowing Exactly what to say, when to say it, and how to make more of your conversations count.
Entering the world of business at the tender age of 14, with nothing more than a bucket and sponge, he went from single-handedly washing cars on weekends to hiring a fleet of friends working on his behalf, resulting in him earning more than his teachers by the time he was 15.
Best known for his international best-selling book, Exactly What to Say – The Magic Words for Influence and Impact and his vast experience as a professional speaker at conferences and events, what is often overlooked is the strategic intellect he provides behind the scenes for some of the world’s biggest brands to understand their critical conversations and the success language required to maximize their effectiveness. To date, more than 800 different industries, across 59 countries and 5 continents have benefitted from his input. Trusted by dynamic and aspiring leaders in Healthcare, Real Estate, Automotive, Financial Services, SaaS, Home Improvement, Retail and many more – Phil is the kind of expert that achieves his success through the people he supports and adores seeing other people shine.
For more information, visit https://www.philmjones.com/.
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In today’s episode, we’re joined by entrepreneur, speaker, author, real estate agent and CEO. Ben has been a long-term friend and supporter of ours, and there’s so much we can learn from him. With $50 million in commissions and 5085 transactions this year alone, Ben understands business at a very high level, and knows at a deep level what it takes to
There are two things at the core of Ben’s success and the philosophy that he teaches other agents - simplicity and models. The question we need to ask ourselves as we start doing our business planning for 2021 is what are the systems, technologies, models and plans and scripts that are holding us back from having the best year ever?
Ben Kinney is entrepreneur, professional speaker, author, real estate agent, and CEO of Ben Kinney Companies. He owns and operates one of the top 25 producing real estate teams in the nation from all brands. He also owns and operates multiple Keller Williams Realty Franchises that includes 1200+ agents across multiple locations servicing all of Washington State. In 2015 he opened his first international brokerage in London, UK and in 2016 he purchased the KW master franchise for all of the U.K. Those offices sold over 10,000 units equalling over 4 billion in closed sales volume. Ben is also a nationally recognized author, trainer, and speaker. In the last few years, he has personally trained over 100,000 business owners via conferences, classes, and webinars. Ben Kinney Real Estate Team is ranked by the Wall Street Journal and Real Trends as one of the top 25 real estate teams in the nation.
Simplicity and systems create action, and when we focus on building a model behind what we want to achieve, success becomes inevitable. The way Ben looks at his business is that every part it should start and be run by a model. Behind whatever business or real estate goal we have for 2021, there’s a system that we can build and implement to achieve it.
Guest Info
Ben Kinney is an entrepreneur, professional speaker, author, real estate agent, and CEO of Ben Kinney Companies. He owns and operates one of the top 25 producing real estate teams in the nation from all brands. He also owns and operates multiple Keller Williams Realty Franchises that includes 1200+ agents across multiple locations servicing all of Washington State. In 2015 he opened his first international brokerage in London, UK and in 2016 he purchased the KW master franchise for all of the U.K. Those offices sold over 10,000 units equalling over 4 billion in closed sales volume. Ben is also a nationally recognized author, trainer, and speaker. In the last few years, he has personally trained over 100,000 business owners via conferences, classes, and webinars. Ben Kinney Real Estate Team is ranked by the Wall Street Journal and Real Trends as one of the top 25 real estate teams in the nation.
https://www.youtube.com/BenKinney
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In today’s episode, I’m excited to be joined by the episode of eXp’s Global, Michael Valdes. In 2020, eXp expanded to an 18-country, global footprint. This incredible journey of growth really speaks to how resonant this model is, and the stories and feedback Michael has been getting from eXp agents from India to Mexico, shows that it’s more than an economic model. In many parts of the world, it’s an equalizing model that isn’t just changing lives, it’s changing nations.
Michael has always had a global perspective in business, and he has a lot of unique expertise on becoming a global real estate agent. As president of eXp Global, he is currently the only Latino President of a publicly traded real estate company in the country (Nasdaq: EXPI). In his first year of joining, he has led a team that has opened 14 countries in 14 months without ever getting on a plane which is a feat that has never been done in the industry. This model has successfully touched the lives of thousands of people across the globe and given them an opportunity to change their lives. Michael was the former Senior Vice President of Global Servicing for Realogy Corporation. In that role he oversaw the international servicing platform for all Realogy brands including Century 21, Coldwell Banker, ERA, Better Homes & Garden, Corcoran, Climb and Sotheby’s International Realty in 113 countries. He had been with Realogy in a variety of roles for 15 years. Prior to that, Mr. Valdes was Director of Private Banking at Deutsche Bank for a decade where he oversaw a book of business of just under $1 billion. He has the distinction of being the first Director in the United States of Latino descent. Michael also hosts The Global Luxury Real Estate Mastermind.
eXp has now grown into 18 countries across the world, from India and Australia to Mexico and South Africa. The impact of the company and the economic model can’t be quantified by a balance sheet, it’s evident in the stories of agents all over the world, and how their lives have changed.
Guest Info
Michael is the President of eXp Global and host of the Global Luxury Real Estate Mastermind. He is currently the only Latino President of a publicly traded real estate company in the country (Nasdaq: EXPI). In his first year of joining, he has led a team that has opened 14 countries in 14 months without ever getting on a plane which is a feat that has never been done in the industry. This model has successfully touched the lives of thousands of people across the globe and given them an opportunity to change their lives. Michael was the former Senior Vice President of Global Servicing for Realogy Corporation. In that role he oversaw the international servicing platform for all Realogy brands including Century 21, Coldwell Banker, ERA, Better Homes & Garden, Corcoran, Climb and Sotheby’s International Realty in 113 countries. He had been with Realogy in a variety of roles for 15 years. Prior to that, Mr. Valdes was Director of Private Banking at Deutsche Bank for a decade where he oversaw a book of business of just under $1 billion. He has the distinction of being the first Director in the United States of Latino descent.
For more information, visit https://www.glrem.com/.
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In today’s episode, I’m joined by Laurie Finklestein Reader - a few months ago I was a guest on her podcast, and today I’m excited to pick her brain, and learn more about what makes her tick. Laurie has such a strong passion for learning, growing herself, information gathering, attending masterminds and constantly putting herself in spaces where she can learn from others. Today, she shares why this approach has been vital to her success.
Laurie is a real estate rockstar, mentor and podcast host and the CEO of Laurie Reader Real Estate. She grew up in South Florida in a family dedicated to the real estate business. As a Multi-Million Dollar Top Producer, Laurie and her team are responsible for over $319.25 Million in real estate sales annually and have been recognized in the Top 1/2 of 1% of all Realtors in the Nation! In 2020, Laurie and her team helped over 965 families with their real estate needs. Laurie's success is due to her commitment to the enhancement of the real estate profession, client service, and the community. Her business experience & technical knowledge can now better serve your real estate needs. As a full-time, dedicated real estate professional, Laurie understands the unique challenges that face both buyers and sellers in our market, and knows how to overcome them.
As real estate agents, and even as people, it’s impossible to grow without the risk of being wrong. We have to go through moments where we feel uncomfortable and even intimidated because we’re learning something new.
That means being in rooms with people who are smarter or further along in the journey than us, pivoting and, yes, even collaborating with other agents. In pursuit of our best selves, we need to give ourselves permission to fail. We don’t always get the blue ribbon and the trophy, sometimes we get knocked down, and that’s okay.
Guest Info
Laurie is a real estate rockstar, mentor and podcast host and the CEO of Laurie Reader Real Estate. She grew up in South Florida in a family dedicated to the real estate business. As a Multi-Million Dollar Top Producer, Laurie and her team are responsible for over $319.25 Million in real estate sales annually and have been recognized in the Top 1/2 of 1% of all Realtors in the Nation! In 2020, Laurie and her team helped over 965 families with their real estate needs. Laurie's success is due to her commitment to the enhancement of the real estate profession, client service, and the community. Her business experience & technical knowledge can now better serve your real estate needs. As a full-time, dedicated real estate professional, Laurie understands the unique challenges that face both buyers and sellers in our market, and knows how to overcome them.
Watch the Laurie Reader Table Talk on YouTube. Follow Laurie on Instagram and LinkedIn.
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In today’s episode of The Kevin and Fred Show, I’m joined by the Fulton Sisters, Katelyn, Carly and Paige. Third generation brokers are rare in real estate, but these siblings are killing it and continuing to grow a business that has existed for decades! They talk about their journey in real estate, where they are today, and some of the considerations they are making as they head into the future.
The Fulton Family has been a driving force in Canadian Real Estate for over 45 years. Percy Fulton opened the franchise in Scarborough in 1977 with his son Clare joining in 1988. Clare brought in a unique skill set in business development and professional services and quickly grew the company to #1 in the world for three consecutive years. Today, Century 21 Percy Fulton is #1 office in the Toronto area and continually ranks among the top within Canada and worldwide. Clare's dedication to his agents is unparalleled as he sees each and every one as a true business partner.
Carly, Katelyn and Paige are Third Generation Real Estate Brokers and they are excited to continue to build on the strong foundation that was built by their Grandfather, Percy Fulton, and Father, Clare Fulton. Each of them focuses on different areas of the family business all while growing their sales team The Fulton Sisters, Real Estate is truly in their DNA! The Fulton Sisters bring a unique & modern approach to the business, while maintaining the best in class professional service to their agents the business was built on. When they are not busy running their family brokerage, you can find them living the simple life spending time with friends and family.
In order to make a business sustainable and fulfilling for us, there are many important questions we have to ask ourselves. How do we break out of a labor-intensive model so that real estate feels more like a business, and less like a job? Asking ourselves these and other questions will allow us to have the relationship we want with our own businesses.
Guest Info
The Fulton Family has been a driving force in Canadian Real Estate for over 45 years. Percy Fulton opened the franchise in Scarborough in 1977 with his son Clare joining in 1988. Clare brought in a unique skill set in business development and professional services and quickly grew the company to #1 in the world for three consecutive years. Today, Century 21 Percy Fulton is #1 office in the Toronto area and continually ranks among the top within Canada and worldwide. Clare's dedication to his agents is unparalleled as he sees each and every one as a true business partner.
Carly, Katelyn and Paige are Third Generation Real Estate Brokers and they are excited to continue to build on the strong foundation that was built by their Grandfather, Percy Fulton, and Father, Clare Fulton. Each of them focuses on different areas of the family business all while growing their sales team The Fulton Sisters, Real Estate is truly in their DNA! The Fulton Sisters bring a unique & modern approach to the business, while maintaining the best in class professional service to their agents the business was built on. When they are not busy running their family brokerage, you can find them living the simple life spending time with friends and family.
For more information, visit https://www.thefultonsisters.com/.
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In today’s special episode, I sat down with Greg Harrelson and Frank Klesitz to talk about the real estate team’s economic model, how it has changed over time, what drove those changes and the decisions we’ve made about it. You’ll learn the inner workings of the model - including lead generation, marketing, splits, culture, and why we choose to run this model.
Frank Klesitz is the CEO and co-founder of Vyral Marketing, a 7-figure, done-for-you video marketing firm geared towards helping entrepreneurial professionals across industries retain existing clients and increase new client generation. Passionate about helping his clients achieve their full potential, today Frank oversees Vyral Marketing’s mission, vision, culture, and values.
Greg Harrelson is the owner and president of Century 21 The Harrelson Group, founder of Real Estate Sales Solutions, and host of The Level Up Podcast. As a successful agent and business owner in the Myrtle Beach area, Greg is in the top 1% of agents in the country. His success has inspired him to teach aspiring Realtors how to reach their goals.
There’s no such thing as a one-size-fits-all business model in real estate. How we interact with and operate our businesses is down to what matters to us. We can pick our business models on anything - the next financial achievement, ego, or saying what sounds great from the stage. But with the freedom we have, we can do something different - pick the model that matches our natural behavior and personality.
Guest Info
Frank Klesitz is the CEO and co-founder of Vyral Marketing, a 7-figure, done-for-you video marketing firm geared towards helping entrepreneurial professionals across industries retain existing clients and increase new client generation. Passionate about helping his clients achieve their full potential, today Frank oversees Vyral Marketing’s mission, vision, culture, and values.
Greg Harrelson is the owner and president of Century 21 The Harrelson Group, founder of Real Estate Sales Solutions, and host of The Level Up Podcast. As a successful agent and business owner in the Myrtle Beach area, Greg is in the top 1% of agents in the country. His success has inspired him to teach aspiring Realtors how to reach their goals.
Link Mentioned
https://www.cbsnews.com/news/golden-state-warriors-the-talent-and-mindset-behind-the-nba-reigning-dynasty-60-minutes-2019-06-02/
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In today’s episode, I’m joined by my longtime good friend and real estate leader, Steve Pilkington. For the decade that I’ve known Steve, our conversations have always had the same theme. They have always been centered around upping our game and providing the most value to the consumer and our agents.
Steve Pilkington is a real estate consultant and broker/owner of Path Home Team. The Path Home Team has over 60 combined years of real estate experience in the Denver Metro area with a team of highly qualified and trained personnel to ensure the highest level of customer service and satisfaction. The Path Home Team is consistently ranked in the top 1.0% of all Realtors in the Denver metro area and the state of Colorado. They are highly experienced at meeting and surpassing the needs of both buyers and sellers.
In real estate, people are put on stages because they have seemingly good numbers, not because they have good businesses. For real estate agents on the ground, it can be hard to discern what’s real and what details get conveniently left out.
We don’t get to hear if the top line numbers of these leaders actually translate to bottom line earnings for their agents, which is what team leaders need to be obsessed with.
Books Mentioned
Who: The A Method for Hiring by Geoff Smart and Randy Street
Acres of Diamonds by Russell Conwell
The Psychology of Money: Timeless Lessons on Wealth, Greed, and Happiness by Morgan Housel
Guest Info
Steve Pilkington is a real estate consultant and broker/owner of Path Home Team. The Path Home Team has over 60 combined years of real estate experience in the Denver Metro area with a team of highly qualified and trained personnel to ensure the highest level of customer service and satisfaction. The Path Home Team is consistently ranked in the top 1.0% of all Realtors in the Denver metro area and the state of Colorado. They are highly experienced at meeting and surpassing the needs of both buyers and sellers.
Connect with Steve on LinkedIn.
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In today’s episode, I’m joined by CEO of The Locker Room Real Estate Coaching, Jake Dixon. A former baseball pro, Jake started off as an agent in new home sales, but got bitten by the coaching bug and decided to contribute to helping real estate underdogs not follow the dreaded path of leaving the industry in 2 years or less.
Jake’s career in real estate began as an agent, then as an office recruiter, and progressed to his true calling, coaching. In 2016. Jake took the principles implemented by many successful real estate expansion teams and applied them to the real estate coaching world to expand The Locker Room system into other offices across the country. Jake has been named a top 50 real estate coach by Agent Fire, a member of Success Magazine Founder's Circle, and he has trained over 20,000 agents across hundreds of real estate offices.
When it comes to real estate coaching, there’s too much of it, but also not enough.
It’s a gift and a curse. There are thousands of people who call themselves coaches, but a huge shortage of great coaches. There’s definitely a plethora of mediocre compromising the quality of coaching agents get.
There are coaches who only talk at people, without digging into the nitty gritty to help them transform internally. There are coaches who treat the role as a transactional relationship, instead of a collaboration and a partnership. It’s no surprise why so many new agents drop out of the industry before they get a real chance to succeed.
Guest Info
Jake’s career in real estate began as an agent, then as an office recruiter, and progressed to his true calling, coaching. In 2016. Jake took the principles implemented by many successful real estate expansion teams and applied them to the real estate coaching world to expand the Locker Room system into other offices across the country. Jake has been named a top 50 real estate coach by Agent Fire, a member of Success Magazine Founder's Circle, and he has trained over 20,000 agents across hundreds of real estate offices.
For more information visit https://tlrnation.com/ and find The Locker Room on Facebook, Youtube and Instagram.
Jake managed to buy Dwight Schrute’s actual desk on https://screenbid.com/.
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In today’s episode, I’m joined by my good friend, Oregon Realtor and entrepreneur, Chelsea Wright. Her real estate career and experience runs the gamut of different roles inside a real estate organization, and with every iteration, she continues to level up, and climb to the authentic success she was purposed for. Today, she runs multiple businesses and helps female entrepreneurs fight for their maximum. Very few people ever take a step back and examine themselves and their lives, but for Chelsea that process is very necessary to creating an impressive life.
Chelsea Wright is an entrepreneur, Realtor, business coach and CEO of Prosper Real Estate Group and RenegadeTC. Through her woman-led and woman-focused coaching, she helps women design and scale businesses using aligned strategies, habit stacking, & self awareness.
Are you settling for your minimum or fighting for your maximum? The path to the most authentic, joyful and purposeful version of ourselves isn’t a straight line, and sometimes that means discovering that we’ve climbed the wrong mountain, and starting all over again. Very few people ever take a step back and examine themselves and their lives, and end up capping what they can be, instead of pivoting, working and using self-development tools to level up.
Guest Info
Chelsea Wright is an entrepreneur, Realtor, business coach and CEO of Prosper Real Estate Group and RenegadeTC. Through her woman-led and woman-focused coaching, she helps women design and scale businesses using aligned strategies, habit stacking, & self awareness.
To get into Chelsea’s world, find out about her coaching or talk real estate, follow her on Instagram.
In today’s episode, we’re joined by Bestselling Author, Dynamic Speaker, Championship Coach Top Business Growth Trainer, and #1 ACTIVATOR of PREY DRIVE in AMERICA, Coach Burt. After seeing Coach Burt speak a few times, and watching some of his training content, we’ve really been looking forward to having him on the show. Coach Burt’s story is unique because he has wanted to be a coach since the age of 15, and his ability to spark something on the inside of people to help them perform better at a high level is unparalleled. Today he shares how to activate your drive to go out and get more.
Based on Micheal’s unique background as a former championship women’s basketball coach combined with his impressive ability to build a “competitive intelligence” in people, the 17X author uses a unique methodology to inner engineer people to compete at the highest levels. Coach Burt goes to work on all four parts of a person’s nature through building specific knowledge for the mind, impeccable skills for the body, intense desire for the heart, and a contagious confidence for the spirit. Hired by many of the top companies in the world to activate this drive in their teams Micheal has built out a framework and model to “FLIP the SWITCH” in people that shows quantitative improvements in concentrated periods of time. Currently Micheal is building and licensing “Greatness Factories” around the world, which are unique destination locations that combine “intentional collaboration” between members through inspired real estate, coaching programs, and a common desire to do something LEGENDARY.
Every human being has a PREY DRIVE, a ferocious instinct to go after what we want, but it has to be activated through inner engineering. Whether you’re a junior high athlete who wants to play better, a business owner who just wants to get better or a top performer who wants to get to the next level, if you flip the switch on that drive, nothing can stop you.
Guest Info
Coach Burt is a Bestselling Author, Dynamic Speaker, Championship Coach Top Business Growth Trainer, and the #1 ACTIVATOR of PREY DRIVE in AMERICA.
Based on Micheal’s unique background as a former championship women’s basketball coach combined with his impressive ability to build a “competitive intelligence” in people, the 17X author uses a unique methodology to inner engineer people to compete at the highest levels. Coach Burt goes to work on all four parts of a person’s nature through building specific knowledge for the mind, impeccable skills for the body, intense desire for the heart, and a contagious confidence for the spirit. Hired by many of the top companies in the world to activate this drive in their teams Micheal has built out a framework and model to “FLIP the SWITCH” in people that shows quantitative improvements in concentrated periods of time. Currently Micheal is building and licensing “Greatness Factories” around the world, which are unique destination locations that combine “intentional collaboration” between members through inspired real estate, coaching programs, and a common desire to do something LEGENDARY.
For more information, visit https://coachburt.com/, follow @michaelburt on Instagram and connect with him on Facebook.
In today’s episode I’m excited to have one of our OG guests, Sara Kalke back on the show. It’s been a minute since we caught up with her, and today she’s going to share some of the big changes she’s had in her life since the pandemic hit, and we can all relate to her experience.
Times of crisis have a way of putting our priorities in check, and 2020 was no different. It cast a microscope on every aspect of our lives, and brought into sharp focus what we love and value the most, and also what’s no longer in alignment. As Sara Kalke put it, “it was like the lens was out of focus and the pandemic refocused it.”
Sara Kalke is a Realtor, entrepreneur, real estate trainer, and founder of Sell More, Live More Coaching. She is an absolute optimist dedicated to improving the lives of everyone she meets. Sara’s coaching embraces three principles;
CLARITY - targeted, exact, proven strategies and easy-to-implement tactics. Say goodbye to confusion and overwhelm, and hello to clear and focused action.
CONFIDENCE - customized, heart-led training that puts you the PERSON first. No more one-size-fits all training that operates on shame and blame. Say goodbye to struggling with insecurity and self-doubt and hello to YOUR plan.
CONSISTENCY - stay on track with your Success Path that always keeps you moving forward. Never again will you take training that seems like a great idea and then sits on the shelf collecting dust.
What happens when we come to the realization that we’re no longer in alignment with our closest friends? As hard as it is, when our paths diverge in a major way, it’s okay to gracefully say goodbye to anything that no longer serves us. The journey Sara shares on this podcast is one a lot of us can relate to and learn from.
Guest Info
Sara Kalke is a Realtor, entrepreneur, real estate trainer, and founder of Sell More, Live More Coaching. She is an absolute optimist dedicated to improving the lives of everyone she meets. Sara’s coaching embraces three principles;
CLARITY - targeted, exact, proven strategies and easy-to-implement tactics. Say goodbye to confusion and overwhelm, and hello to clear and focused action.
CONFIDENCE - customized, heart-led training that puts you the PERSON first. No more one-size-fits all training that operates on shame and blame. Say goodbye to struggling with insecurity and self-doubt and hello to YOUR plan.
CONSISTENCY - stay on track with your Success Path that always keeps you moving forward. Never again will you take training that seems like a great idea and then sits on the shelf collecting dust.
For more information visit https://www.sellmorelivemorecoaching.com/, and follow Sara on Instagram and Facebook.
In today’s episode, my good friend Kenny Klaus returns to talk about what’s going on with iBuyers right now. The last time he was on the show, he talked about how iBuyers have impacted what we do everyday as agents, and he implored us to get used to iBuyers because they aren’t going anywhere.
Then the last year and a half happened, it started to feel like the iBuyer conversation was dead and buried. Should iBuyers still concern us?
Yes, now more than ever, in fact. 2020 has further shifted the consumer’s behavior and by extension, what they expect of us as agents. We have to run at the iBuyer conversation, not away from it, and make it a part of what we offer.
Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions and co-founder of iRealEstate Pro. With 20 years in the industry, Kenny is recognized nationally for his excellent track record and expertise.
If your strategy is to badmouth iBuyers, rather than present them as an option, it’s going to backfire horribly. As agents, we have been very comfortable for a long time, and now it’s time for us to step up our game, get better at our craft and be more neutral about iBuyers, not dead-set against them. There’s so much that technology is bringing to the market that a lot of agents believe won’t last, but if we’re not adapting, we’re the ones who will get left out in the cold.
Guest Info
Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions and co-founder of iRealEstate Pro. With 20 years in the industry, Kenny is recognized nationally for his excellent track record and expertise.
In today’s episode, I sat down with Trainual’s Chris Ronzio. As a super happy customer of Trainual, I’m excited to put Chris in the hot seat, hear the backstory of his company, from starting out as a one-man operation, to the mind blowing growth to 10,000 companies in 183 countries in 3 years!
Chris Ronzio is the founder and CEO of Trainual, a leading SaaS company that helps businesses automate their onboarding and training by documenting every process, policy, and procedure in one simple system. Chris is also the host of the “Process Makes Perfect” podcast, author of “The Business Playbook,” and Inc. Magazine contributor with a column called “The Process Playbook.” With Trainual, Chris is on a mission to make small business easier by helping business leaders find the time to do more of what they love and providing a way to document and delegate what they do.
In the early phase of a business, you could be forgiven for not having your policies, operations, process and best practices documented, but as you grow, bring people on and scale, your business can’t just exist and run in your brain, on a piece of paper or an Excel spreadsheet. Having a structured training manual that your team can easily access is the difference between having a business that feels organized, not messy. At some point, it becomes necessary to “get your business out of your brain” to keep growing it.
Guest Info
Chris Ronzio is the founder and CEO of Trainual, a leading SaaS company that helps businesses automate their onboarding and training by documenting every process, policy, and procedure in one simple system. Chris is also the host of the “Process Makes Perfect” podcast, author of “The Business Playbook,” and Inc. Magazine contributor with a column called “The Process Playbook.” With Trainual, Chris is on a mission to make small business easier by helping business leaders find the time to do more of what they love and providing a way to document and delegate what they do.
For more information, visit https://trainual.com/ and follow @chrisronzio on Instagram.
Buy Chris’ new book The Business Playbook: How to Document and Delegate What You Do So Your Company Can Grow Beyond You here.
In today’s episode, I’m joined by my good friend, Templeton Walker. He’s an awesome entrepreneur and a man I’ve learned so much from because of how he has built his life and his businesses. Templeton Walker is an investor, entrepreneur, and Realtor. Starting as just a single agent, to then a top team leader, to business owner, Templeton now runs 5 vertically integrated, stabilized companies and he achieved massive financial freedom at age 30.
Being a Realtor is great, but until we start thinking like investors, and taking advantage of our earning potential, we’re going to be stuck on a really nice hamster wheel (but a hamster wheel nonetheless). Most agents are going to be stuck on this wheel because of how we think of the flow of money.
In real estate, we have the cheat code for financial freedom, only if we completely flip the financial script, and use the money we earn to create an infinite cycle of cash flow.
By “rat-holing” his money, and pouring it into cash flowing assets, Templeton now gets to have fun, be a beacon for opportunity and execute on a really big vision.
Guest Info
Templeton Walker is an investor, entrepreneur, and Realtor. Starting as just a single agent, to then a top team leader, to business owner, Templeton now runs 5 vertically integrated, stabilized companies and he achieved massive financial freedom by age 30.
To find out more about Templeton’s life and all his ventures follow him on Instagram.
Books Mentioned
Profit First: Transform Your Business from a Cash-Eating Monster to a Money-Making Machine by Mike Michalowicz
Goodbye, Things: The New Japanese Minimalism by Fumio Sasaki
In today’s episode, we’re joined by mega-flipper, real estate investor, flipper, influential female leader, and entrepreneurial badass, Leka Devatha. After moving from India, Leka hit the ground running in real estate, and today she works on some of the most exciting 7-figure flips in the Seattle market. You don’t get big results like that without a huge intention and drive behind it. After being told that flipping isn’t a “woman’s game” and that she wouldn’t be able to succeed, Leka now inspires and encourages others to chase their real estate dreams.
Leka is a real estate developer and broker based in Seattle, WA. She is the President of Rehabit Homes, Inc. a company focused on residential redevelopment. She has spearheaded hundreds of transactions, developing over $50M in real estate. Leka brings 8 years of experience in construction management and redesign.
Leka has been featured on numerous podcasts and other media including Business Insider and BiggerPockets. She is a chapter contributor in the recently published book 'The Only Woman in The Room'. In an effort to give back to the community, she hosts a popular virtual networking mixer, 'Real Estate At Work' featuring prominent speakers from the industry. Leka moved to the U.S. from India 14 years ago. Prior to investing in real estate, she worked at Nordstrom Corporate in merchandise strategy and financial planning.
Thousands of people have been told that they don’t belong in real estate investing because of who they are, how they look or where they come from. Leka’s story is a huge inspiration for anyone who has ever been underestimated, laughed off, rejected or told “no” when they try to go after their dreams.
Guest Info
Leka is a real estate developer and broker based in Seattle, WA. She is the President of Rehabit Homes, Inc. a company focused on residential redevelopment. She has spearheaded hundreds of transactions, developing over $50M in real estate. Leka brings 8 years of experience in construction management and redesign.
Leka has been featured on numerous podcasts and other media including Business Insider and BiggerPockets. She is a chapter contributor in the recently published book 'The Only Woman in The Room'. In an effort to give back to the community, she hosts a popular virtual networking mixer, 'Real Estate At Work' featuring prominent speakers from the industry.
Leka moved to the U.S. from India 14 years ago. Prior to investing in real estate, she worked at Nordstrom Corporate in merchandise strategy and financial planning.
For more information visit https://www.rehabithomes.com/ and to find out about the Virtual Meetup Real Estate At Work go to https://www.meetup.com/RealEstateAtWork/.
Follow Leka on Instagram, LinkedIn and subscribe on YouTube.
In today’s episode, I’m joined by commercial real estate broker and Director of Operations at eXp Commercial, Stephanie Gilezan. Stephanie is leading the charge in making eXp Commercial a formidable part of the business, and a leading brand in commercial real estate as a whole. Stephanie has had an impressive real estate career, and she also has buckets of determination and passion when it comes to changing what commercial real estate looks like.
Stephanie Gilezan is the Director of Operations at eXp Commercial, and a Real Estate Broker specializing in Land Development Sales, Industrial, Conversions, Business Brokerage, and listing and selling Commercial Real Estate as well as Property asset liquidations and bank negotiations. As the Director of eXp Commercial Brokerage Operations, Stephanie is managing the operations of all 50 states of eXp Commercial Brokerage and the countries eXp continues to open.
In the last 6 weeks, there’s been over $2 billion in referrals from eXp Realty to eXp Commercial, with more referrals than agents to service them. This shows the untapped potential of this part of the brokerage, and a ton of opportunities not just for commercial agents, but for everyone who is a part of eXp.
Guest Info
Stephanie Gilezan is the Director of Operations at eXp Commercial, and a Real Estate Broker specializing in Land Development Sales, Industrial, Conversions, Business Brokerage, and listing and selling Commercial Real Estate as well as Property asset liquidations and bank negotiations. As the Director of eXp Commercial Brokerage Operations, Stephanie is managing the operations of all 50 states of eXp Commercial Brokerage and the countries eXp continues to open.
For more information, connect with Stephanie on LinkedIn and follow her on Instagram.
On today’s episode, I’m joined by real estate rockstar, CEO, mentor and podcast host, Laurie Finklestein Reader. With 24 years in the business, Laurie has seen markets and models come and go. On top of her passion and expertise in real estate, she leads with authenticity and being herself, and that’s why she has won the hearts and minds of her clients and peers in the industry.
Laurie is a real estate rockstar, mentor and podcast host and the CEO of Laurie Reader Real Estate. She grew up in South Florida in a family dedicated to the real estate business. As a Multi-Million Dollar Top Producer, Laurie and her team are responsible for over $319.25 Million in real estate sales annually and have been recognized in the Top 1/2 of 1% of all Realtors in the Nation! In 2020, Laurie and her team helped over 965 families with their real estate needs. Laurie's success is due to her commitment to the enhancement of the real estate profession, client service, and the community. Her business experience & technical knowledge can now better serve your real estate needs. As a full-time, dedicated real estate professional, Laurie understands the unique challenges that face both buyers and sellers in our market, and knows how to overcome them.
Working in real estate affords us the privilege of choosing the relationship we want with our businesses, and being our authentic selves. There isn’t just one way to skin a cat in this industry. You don’t have to be a suit and tie agent if you don’t want to, and you don’t have to choose a model you don’t gel with. Ultimately, you have the freedom to build a thriving business around not just around a model or a vision, but what makes you unique.
Guest Info
Laurie is a real estate rockstar, mentor and podcast host and the CEO of Laurie Reader Real Estate. She grew up in South Florida in a family dedicated to the real estate business. As a Multi-Million Dollar Top Producer, Laurie and her team are responsible for over $319.25 Million in real estate sales annually and have been recognized in the Top 1/2 of 1% of all Realtors in the Nation! In 2020, Laurie and her team helped over 965 families with their real estate needs. Laurie's success is due to her commitment to the enhancement of the real estate profession, client service, and the community. Her business experience & technical knowledge can now better serve your real estate needs. As a full-time, dedicated real estate professional, Laurie understands the unique challenges that face both buyers and sellers in our market, and knows how to overcome them.
Watch the Laurie Reader Table Talk on YouTube. Follow Laurie on Instagram and LinkedIn
On today’s episode of the Kevin and Fred show, we’re joined by globally-renowned profit coach and author, Susie Carder. After her own success in business, building a salon to the top 1% of the nation in profitability, Susie is putting her unique expertise to good use, to help business owners scale to $10 million. Today, she helps her clients build up their hustle muscle, make their money duplicatable, and focus their energy and efforts in the most productive areas of the business.
Susie Carder is an author, entrepreneur, investor, business consultant and profit coach. A self-made millionaire, she started with one salon and health spa, and built it into one of the most successful businesses in the country. She then founded and sold three profitable companies, the last of which sold for eight figures to Cengage. Susie soon became passionate about helping other business owners achieve what came naturally to her – growth and sustainability. As she led business after business to success, the true test of her talents came unexpectedly. A serious car accident threatened Susie’s life and instantly took her away from her business. As she took time off for surgery and healing, something incredible happened behind the scenes. Not only did her business stay afloat, it expanded tenfold. The systems she created enabled her staff to carry on without her. Susie’s calling became crystal clear: Bring this level of freedom to others. Susie has guided hundreds of companies to develop personalized operation systems in finance, sales, and marketing. An international speaker, Susie’s spit-fire personality, sharp wit, and heart-warming stories are beautifully woven in with her decades of business knowledge to educate and compel audiences toward financial freedom. Susie is currently consultant of Lisa Nichols’ Motivating the Masses, a global transformation and training company, and author of nine books and multiple training programs. Her Best-Selling book, Living Proof (co-authored with Lisa Nichols) and Power Your Profits: How to Take Your Business From $10,000 to $10 Million, is available today.
88% of small businesses in this country make less than $100k a year, only 2.5% are doing $500k and over, while only $1.7% are hitting the million dollar mark. The recipe for success is simple, and the business owners that follow it can predict their profits and duplicate their results.
Guest Info
Susie Carder is an author, entrepreneur, investor, business consultant, and profit coach. A self-made millionaire, she started with one salon and health spa, and built it into one of the most successful businesses in the country. She then founded and sold three profitable companies, the last of which sold for eight figures to Cengage. Susie soon became passionate about helping other business owners achieve what came naturally to her – growth and sustainability. As she led business after business to success, the true test of her talents came unexpectedly. A serious car accident threatened Susie’s life and instantly took her away from her business. As she took time off for surgery and healing, something incredible happened behind the scenes. Not only did her business stay afloat, it expanded tenfold. The systems she created enabled her staff to carry on without her. Susie’s calling became crystal clear: Bring this level of freedom to others. Susie has guided hundreds of companies to develop personalized operation systems in finance, sales, and marketing. An international speaker, Susie’s spit-fire personality, sharp wit, and heart-warming stories are beautifully woven in with her decades of business knowledge to educate and compel audiences toward financial freedom. Susie is currently consultant of Lisa Nichols’ Motivating the Masses, a global transformation and training company, and author of nine books and multiple training programs. Her Best-Selling book, Living Proof (co-authored with Lisa Nichols) and Power Your Profits: How to Take Your Business From $10,000 to $10 Million, is available today.
To get a free copy of Susie’s book Power Your Profits: How to Take Your Business from $10,000 to $10,000,000, go to https://www.poweryourprofitsbook.com/ebook.
To get Susie’s $100k consulting script go to page 199 of the book.
On today’s episode of the Kevin and Fred Show, our good friend Chris Jones returns! He joins us once again to catch up on what Guerilla Realty has been up to, and to drop some gems on the marketing strategies every agent should be implementing right now. He gives us golden nuggets on creating superior CMAs, flipping FSBOs and how to become a true market expert.
Chris Jones is the co-founder and CEO of Guerilla Realty. With his brother, Levi, Chris tests hundreds of formulas to grow a real estate business. Then they take the most effective strategies and turn them into step-by-step instructions for agents to implement.
At some point, every Realtor realizes that getting consistent clients is difficult. Even the best agents eventually run out of people they know to sell real estate to, and the only action you can take is building up the marketing piece to create a reliable pipeline of deals.
Real estate is the greatest business on earth, and when we stack marketing, relationships, negotiation, and market expertise on top of our sales skills, we won’t have to rely on hustle to keep creating momentum. Chris shares the top tactics any agent can implement starting right now.
Links
If you missed Chris’ first appearance on the show, get it here.
Website: https://www.guerillarealty.com/.
To access Guerilla Realty’s easy spreadsheet calculators for CMAs, days on market, business planning and more visit https://nerdsheets.com/.
For Pipeline Pro Tools visit https://www.pipelineprotools.com/.
Chris’ favorite item for under $200 https://fromourplace.com/products/always-essential-cooking-pan.
The Bulletproof CMA calculator
In this week’s episode, I’m joined by performance coach and creator of the STARS framework, Gregg Sugerman. He has worked with business owners across multiple industries, and that affords him the insight of not looking at real estate through a single lens. Because of his insight, he knows that entrepreneurs across the board struggle with the same things. Managing time and focusing on your highest dollar-productive activities is a constant struggle for business owners.
Gregg Sugerman is a performance coach and consulting strategist for Real Estate agents and Team Leaders. He helps real estate agents and team leaders better manage their time, teams, & focus, so they’re more productive (and more profitable).
Human beings do building habits all wrong - we try to take on too much too fast, and hope willpower and discipline will carry us through. But unless you have the willpower of a Navy Seal, your discipline will eventually run out.
Performance coach Gregg Sugerman has the formula for turning any productive activity into a habit, and the secret is to start out with something that’s so simple, and small that you can’t fail.
He calls it the STARS Framework: Small Tiny and Really Simple. Willpower is a finite resource. When you put habits in place, you circumvent all of that.
Guest Info
Gregg Sugerman is a performance coach and consulting strategist for Real Estate agents and Team Leaders. He helps real estate agents and team leaders better manage their time, teams, & focus, so they’re more productive (and more profitable). For more information and to sign up for his FREE On-Demand Class, Common Sense Productivity for Real Estate Agents and Team Leaders visit https://greggsugerman.com/.
In today’s episode of the Kevin and Fresh Show, we’re joined by real estate agent, leader, and media powerhouse, Laura Stewart. On this show, we love to spotlight people, systems, approaches and ideas that aren’t spotlighted enough in our industry, and Laura’s story and journey in real estate fits right in. With a relentless commitment to providing white-glove customer service, producing content, and improving herself every single day, this episode is packed with leadership insights on running a top sales organization.
Laura Stewart is a Realtor, podcast co-host, blogger, and the VP of Sales & Marketing at the REC Canada, the number 2 sales team in the country. After receiving an undergraduate degree from the University of Guelph (Bachelor of Applied Science), Laura moved to Toronto and began working for high-net-worth clients through a personal concierge company that specialized in household needs, design and travel. From there, she continued her passion for the luxury industry and joined the buying team at Holt Renfrew and HBC Corporate offices. Wanting to take her career to the next level, she earned a Master’s degree in Business Administration, specializing in Marketing Communications, from the world-renowned Schulich School of Business. Today, Laura serves as a partner in one of Canada’s top real estate sales organizations, using her marketing background to run a well-known real estate brand.
Many people know what they want, but can’t go after it because they are afraid they don’t know enough, whether it’s content creation, hiring, delegating or leading. Ultimately, getting into action is the only way to get over that fear and that learning curve. Laura shares how important this approach has been to her own massive growth and success, in real estate and beyond.
For more information visit https://www.reccanada.com/, follow @laurastewartto and her business partner and podcast co-host @jastakhar13 on Instagram.
Guest Info
Laura Stewart is a Realtor, podcast co-host, blogger, and the VP of Sales & Marketing at the REC Canada, the number 2 sales team in the country.
After receiving an undergraduate degree from the University of Guelph (Bachelor of Applied Science), Laura moved to Toronto and began working for high-net-worth clients through a personal concierge company that specialized in household needs, design and travel. From there, she continued her passion for the luxury industry and joined the buying team at Holt Renfrew and HBC Corporate offices. Wanting to take her career to the next level, she earned a Master’s degree in Business Administration, specializing in Marketing Communications, from the world-renowned Schulich School of Business. Today, Laura serves as a partner in one of Canada’s top real estate sales organizations, using her marketing background to run a well-known real estate brand.
For more information visit https://www.reccanada.com/, follow @laurastewartto and her business partner and podcast co-host @jastakhar13 on Instagram.
In today’s episode of the Kevin & Fred Show, I’m joined by self-storage investor, Scott Krone. Scott invests in self-storage at a high level, with multiple units in different cities, and a brand new company. He deeply understands how self-storage investing works, and what it takes to actually achieve your goals. As it goes with any investment, you can’t be profitable without a strategy. Scott is going to share passive investing tips, and his insights on protecting your investment.
Scott is an investor, author and founder of Coda Management Group and One Stop Self Storage. Mr. Krone is a Chicago native whose career in architecture began in 1991 by pursuing his Masters of Architecture from the Illinois Institute of Technology. While obtaining his degree, he also worked as a Project Manager for Optima, Inc. During his time at Optima, Krone’s responsibilities included such notable projects as the 400 unit Cormandel in Deerfield, IL, the 40 unit HedgeRow in Winnetka, IL, and the 51 unit Optima Center Wilmette in Wilmette, IL.
In 2012, Krone co-founded SSSK Capital Fund – a firm who specializes in managing real estate assets. Since its inception, SSSK manages a wide range of real estate including single and multi-family homes, retail, commercial warehouse and self-storage and multi-use flex athletic spaces. Currently, the platform of investments is in excess of $30 million.
In 2018, SSSK Capital Fund was re-branded to Coda Management Group to complement his design build firm Coda Design + Build. Krone founded Coda in 1998. Coda Design + Build is an international award winning design and build firm which specializes in sustainable building practices.
According to Scott, self-storage is a more simplistic version of multi-family investing, but there’s a lot more to it than buying up a ton of units and putting tenants in them. The underlying financials, the location, square footage per capita, and even the different classes of storage have a significant bearing on whether you’ll succeed or not.
To request a free feasibility study, send an email to info@codamg.com. For more information, visit https://www.codamg.com/ and https://onestopselfstorage.com/.
Guest Info
Scott is an investor, author and founder of Coda Management Group and One Stop Self Storage. Mr. Krone is a Chicago native whose career in architecture began in 1991 by pursuing his Masters of Architecture from the Illinois Institute of Technology. While obtaining his degree, he also worked as a Project Manager for Optima, Inc. During his time at Optima, Krone’s responsibilities included such notable projects as the 400 unit Cormandel in Deerfield, IL, the 40 unit HedgeRow in Winnetka, IL, and the 51 unit Optima Center Wilmette in Wilmette, IL.
In 2012, Krone co-founded SSSK Capital Fund – a firm who specializes in managing real estate assets. Since its inception, SSSK manages a wide range of real estate including single and multi-family homes, retail, commercial warehouse and self-storage and multi-use flex athletic spaces. Currently, the platform of investments is in excess of $30 million.
In 2018, SSSK Capital Fund was re-branded to Coda Management Group to complement his design build firm Coda Design + Build. Krone founded Coda in 1998. Coda Design + Build is an international award winning design and build firm which specializes in sustainable building practices.
To request a free feasibility study, send an email to info@codamg.com. For more information, visit https://www.codamg.com/ and https://onestopselfstorage.com/.
In today’s episode, one of our very first guests, Dustin Runyon returns! In just 3 years of business, his real estate team has achieved north of $100 million in sales - an achievement he attributes to personal growth and healing. What’s really intriguing about his journey is the work he’s doing from the stage - advocating for therapy, self-love, and trauma recovery as a critical part of running a successful business.
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!
Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.
“If you’re getting results without growing yourself, you’re not going to be able to keep those results.” Building a relationship with ourselves based on self-respect, emotional healing, and trauma recovery should always come before any form of business coaching or growth strategy.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
Learn more about Boon Health’s workplace mental health program https://www.boon-health.com/
Guest Bio
Dustin Runyon is a real estate team leader, speaker, coach and connection specialist. He is a stimulant for change, helping thousands find their truth and their path in order to create a life they can truly be proud of. Helping guide companies and individuals break into their power!
Dustin believes we need the truth in order to move forward and that your truth lies inside of you waiting to be faced, waiting to be confronted with arms of openness and readiness.
Runyon dreams of a world where we are filled with joy, fulfillment and a deep need to give and serve those around us. A world where we are excited about who we are and are moving towards becoming more of who we were destined to become. A place where we help instead of hurt, give instead of take and love instead of hate. His mission is to create just that. He hopes that you decide to take part.
To sign up for Fired Up Fridays visit https://firedupfridays.com/.
Learn more about Boon Health’s workplace mental health program https://www.boon-health.com/
In today’s episode, Ben Fairfield, and panelists Dave Z, Son Nguyen and Sara Parks, join us to talk all about the showing agent model, why it’s so attractive, and how to implement it and equip our teams for it. Our three panelists perfectly represent how this model can be used in a real estate business of any size, from solo agent to mega team.
In this episode, we’re joined by Chris Stuart, the President of PLACE, an all-in-one real estate technology platform, that helps successful teams achieve and exceed their growth goals. Chris gives an honest and insightful take on where the real estate industry is right now, and the key issues keeping real estate agents, teams and brokerages on their toes. He talks about why it’s so easy for disruptors to gain market share, where real estate is missing the mark with the consumer, and what we can do about it. If we all reflected and acted on Chris’ points, we’d all be in a better place and better equipped to stave off disruption.
Chris is the former CEO of Berkshire Hathaway Home Services, and he has had a long career working in technology, choosing to get involved in an industry he’s passionate about - real estate. PLACE is a proprietary end-to-end technology platform which delivers a complete suite of business services exclusively to top agents, teams, and brokerages across the US and Canada. PLACE currently operates in over 70 locations across North America.
The door is wide open to disruptors because our industry is missing the mark. We have failed to deliver a frictionless service and put the customer first.
We are the only consumer-facing industry that puts more money into top-of-the-funnel awareness and new client acquisition than loyalty and retention. This is a problem agents need to wake up thinking about everyday.
To outlast disruptors, we have to deepen “our retention and loyalty moat” - it’s the only way to truly build a book of business, and get off the perpetual hamster wheel of getting the next deal.
Guest Info
Chris is the President of PLACE, an all-in-one real estate technology platform. PLACE delivers a complete suite of business services exclusively to top agents, teams, and brokerages across the US and Canada. PLACE currently operates in over 70 locations across North America. For more information, visit www.place.com and fill in the enquiry form for the team to get in touch with you.
In today’s episode, we’re joined by highly respected sales leader and entrepreneur Todd Duncan. From mega success in real estate and mortgage, to training over 5,000,000 sales professionals, and making it his life’s work to help people reach hyperproductivity, Todd has accomplished a lot in the industry, and he continues to do what he’s most passionate about, teaching agents and mortgage officers to focus on what matters - relationships and connection.
Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.
Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.
He is the author of 17 books including the New York Times Best-sellers, Time Traps: Proven Strategies for Swamped Sales People and his game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.
The easiest and most predictable path to profit is staying in touch with our clients. When our clients love us, they refer the heck out of us, and a relationship-based business beats paid leads all day long.
Most agents know this but don’t practice it in their businesses, and it shows in their income and the constant struggle to fill their pipelines. In Todd’s words, the principle of pursuing relationships is more important now than ever before. Agents shouldn’t be waiting to get nudged in that direction, we should be sprinting there.
Attend the Irrefutable Livestream July 22nd, 2021. Get 50% off here.
Guest Info
Todd is a Sales Entrepreneur with over 5,000,000 students around the globe that he has mentored and taught in real estate, mortgage, banking and financial services.
In his first career move, he became a Real Estate Broker and Licensed Loan Originator, successfully negotiating and financing over 5,000 Real Estate transactions in 12 years. He then took that success and launched The High Trust Company with a vision of transforming how sales professionals build high performing real estate and mortgage practices.
Todd has spent his life teaching and equipping professionals with the power of HIGH TRUST as the key catalyst in achieving their personal and professional dreams. As the leading Authority on Trust, he helps business professionals accelerate emotional connection with clients, increasing conversion and setting the client up for a lifetime of loyalty.
Todd is a highly sought-after, game-changing speaker, presenting solutions for the real-life challenges business professionals face daily and giving them vision, confidence and a plan to get more out of business and life! His mantra is trust yourself, your relationships, your faith and your future. When you do that, you set in motion a universe of possibilities.
He is the author of 17 books including the New York Times Best-sellers, Time Traps: Proven Strategies for Swamped Sales People and his game-changing book High Trust Selling: Make More Money in Less Time with Less Stress. Todd has been featured in The New York Times, Wall Street Journal, Sydney Morning Herald, The Los Angeles Times, The Daily Telegraph, The Seattle Times, Entrepreneur Magazine, SUCCESS Magazine, FOX and CNN amongst other media sites and publications.
With clear passion and conviction, Todd has spoken to groups as large as 70,000 people or more intimate groups in his high-performance sales workshops.
Attend the Irrefutable Livestream July 22nd, 2021. Get 50% off here.
In today’s episode of the Kevin and Fred Show, we’re joined by Nashville agent and entrepreneur Charlie Madison. Charlie’s business today is 100% past client and referral-based, and he works only 10 hours a week in it. He has an amazing lifestyle that includes travel and quality time with his family. Early on, Charlie made the decision that he wanted a peaceful, profitable real estate practice. He shares why going all in on relationships was the most natural path in business.
Charlie Madison is a real estate agent, and the founder of Referrals While You Sleep.
His purpose is to serve as a real estate consultant for his clients. He invests his time into consulting, negotiating, and organizing the details of a transaction. The purpose of Charlie’s business is referrals. Charlie launched Referrals While You Sleep, an automated service that helps fellow agents stay top of mind with their sphere of influence.
The greatest challenge of marketing to cold leads and new people is that we don’t just sell them once. To win their trust and keep the transaction going, we have to sell them at multiple conversion points. Having a rapport with people cuts a lot of hurdles out of the transaction, so why not put the effort of lead generation towards fostering and solidifying relationships with our sphere?
Time Stamps
01:59 - Charlie’s background and the lessons he learned from being raised by his great-grandparents.
09:31 - How Charlie built a referral business that only requires him to work 10 hours a week.
12:09 - The turning point in his business that made him go all in on referrals and relationships.
15:44 - Why cold leads require us to sell more.
18:14 - How to build a business where your clients chase you down.
23:58 - The story behind Referrals While You Sleep and how it works.
31:49 - The 4 freedoms we have in life.
Guest Info
Charlie Madison is a real estate agent, and the founder of Referrals While You Sleep.
His purpose is to serve as a real estate consultant for his clients. He invests his time into consulting, negotiating, and organizing the details of a transaction. The purpose of Charlie’s business is referrals. Charlie launched Referrals While You Sleep, an automated service that helps fellow agents stay top of mind with their sphere of influence.
https://www.referralswhileyousleep.com/
To be one of the 10 agents that get onboarding onto Referrals While You Sleep, visit https://www.referralswhileyousleep.com/4610.
About the Episode
On this episode, of The Kevin and Fred Show, we’re excited to have Josh Smith back on the show to share what he’s been up to and the entrepreneur lessons he’s applying in his business. One of the greatest things about Josh is his commitment to teaching, coaching and paying it forward in our industry. On today’s episode he shares on finding focus, the difference between marketing strategy and tactics and maximizing our marketing.
Josh is a Realtor, Coach, Mentor and Entrepreneur. He is the founder and host of GSD Mode, the #1 Most Downloaded Real Estate Agent Podcast. He is the owner of the REVISTO Real Estate Group, a team which sells over 600 homes a year, and he’s in the top 1% of Realtors Worldwide.
A lot goes into running a business, we need to know who our clients are, have strategy and tactics driving our marketing, and a powerful way to get people to want to work with us. At the same time, we’re dealing with an overload of information and details vying for our focus. In order to navigate all of this successfully, it’s important to have clarity on the long-term benefit of being in business and continuing to work hard consistently. We have to know the kind of life we want our businesses to allow us to have, and whether or not our businesses reciprocate us enough for all of it to be worth it.
In Today’s Episode, We Talk About;
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The number one enemy of success and productivity.
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How to have more clarity on our long-term goals and the difference between a strategy and a tactic.
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Why there’s no such thing as a bad market or a good one.
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Band aids vs. bullet holes in marketing
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Why there is no shiny object or magic bullet to success.
Guest Info
Josh is a Realtor, Coach, Mentor and Entrepreneur. He is the founder and host of GSD Mode, the #1 Most Downloaded Real Estate Agent Podcast. He is the owner of the REVISTO Real Estate Group, a team which sells over 600 homes a year, and he’s in the top 1% of Realtors Worldwide.
Website: https://masterybootcamp.com
In the final part of my conversation with Adam Robinson, we shift to markets, investing and financial decision making in an increasingly complex world. This world is filled with often surprising and even contradictory information, and as investors, the response should be to find the opportunities in the anomalies.
This is a momentum market where things are amplified and bifurcated. Investors have to step and act wisely. We have to keep things simple. Be aware of crucial information and check our own confirmation bias. Social implications have financial ones too.
How do we find the opportunities in the things that don’t make sense? What pressures and forces are more pronounced right now than ever before? Adam Robinson shares how to be a smart investor in this highly perilous world.
We also discussed;
- How to navigate a deflationary world
- How to stay in your circle of competence and the power of having an edge
- Buffett's number 1 for investing is don’t lose money.
- Why we need to check our confirmation bias
- The importance of reinventing ourselves and/or pivoting
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In the third part of my epic conversation with Adam Robinson, we discuss why no one is immune to the stupid zone. Even the most careful, intelligent and cautious people and even virtuosos, can make mistakes that from the outside looking in seem incredibly stupid.
It’s important for us to become aware of the fact that we’re all prone to the stupid zone, and that there are conditions under which we can end up in a zone where we could make a similar mistake.
We also discussed;
- The lesson YoYo Ma teaches us about the stupid zone
- What the Great Game is and how can we play it
- How to create more fun and delight in the world
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In the second part of my conversation with Adam Robinson, we discuss the work and research he did for his book How Not to Be Stupid, and what the dynamics of stupidity are in today’s world.
This is a timely discussion because by the measure of Adam’s criteria of stupidity, we’re in the danger zone now. Adam shares why we need to be cautious when we find ourselves in the stupid zone, and how the stupid zone creates behavioral blind spots that make us more susceptible to disaster.
What makes the stupid zone even more perilous is that it not only makes us blind to crucial information, we’re not even aware that we’re blind. In the stupid zone, we need to proceed slowly and with caution. Unfortunately, much of our society isn’t proceeding with caution, making everything even worse. Adam shares what action, if any, we can take in the stupid zone.
We also discussed;
- The true definition of stupidity and why intelligent people can still be in the stupid zone.
- How authority and group dynamics play into stupidity.
- Why rushing amplifies stupidity in these times.
- The riskiness of life right now
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In this special episode of the podcast, I’m joined by educator, author and thought leader Adam Robinson. Adam’s writings, analyses, thoughts and insights have inspired us and have provided us with a new lens with which to see and understand the world. He is a long-term mentor of ours and someone we’ve looked up to for years. It’s truly an honor to have him on our show. Adam talks about how questions lead to thinking and possibly new outcomes to create a less perilous future.
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. Adam Robinson co-authored Cracking the SAT with John Katzman, the only test preparation book ever to become a The New York Times Bestseller List best seller. His other books include Cracking the LSAT, What Smart Students Know, and The RocketReview Revolution. Robinson currently advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
To say that the times we’re living in are challenging is an understatement. It’s clear that our world is in crisis in so many ways, from the economy to health, social unrest and divisiveness. The world we have right now is the sum total of our collective thinking and in order to change anything, it starts with us going right back to our thinking.
We also discussed;
- How the world we have is product of our thinking
- Why Covid-19 is just amplifying trends that were already there
- The Google experiment and loneliness epidemic
- The dangers and opportunities of the times we’re living through.
- The two kinds of growth in this world and how we ended up where we are financially.
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In today’s special episode of the Kevin and Fred Show, we’re putting our very own podcast producer, Sarah Heeter in the hot seat! As podcasting continues to explode, you’ve probably wondered if you need to start your own, what you would make your podcast about, and if you need to be a super tech nerd to launch. Sarah is here to answer these questions, and more, and provide a roadmap for turning your podcast idea into a reality.
Sarah Heeter is a full service podcast producer and strategic consultant. She is the host of the Scrappy Podcaster, a podcast about podcasting! Sarah loves to help people strategically launch, grow, and monetize podcasts in order to expand their audience, establish their expertise, and make more money.
Whether you want to build a deeper audience connection, establish your expertise, have great conversations about your passions, make money (or all the above), a podcast is an insanely powerful branding weapon. Having influence, and a strong know, like and trust factor in real estate is key. What accomplishes that more than a podcast?
Guest Info
Sarah Heeter is a full service podcast producer and strategic consultant. She is the host of the Scrappy Podcaster, a podcast about podcasting! Sarah loves to help people strategically launch, grow, and monetize podcasts in order to expand their audience, establish their expertise, and make more money!
Website: https://sarahkheeter.com/
Sarah’s podcast about podcasting: The Scrappy Podcaster
Sign up for Sarah’s podcasting course: Launchmyshow.com
Follow Sarah on Instagram: https://instagram.com/sarahkheeter
In today’s episode of the Kevin and Fred show, Gary Vee returns for another great conversation. Today, we talk about the lessons we should be learning from what’s going on right now. It’s clear that our world is never going back to the way it was, and that is the new normal.
Many people are unhappy, and could use this time to make a change, but they don’t because they are too invested in where they are right now. This sunk cost fallacy isn’t only false, it’s also a recipe for unhappiness and regret.
Gary Vee’s message: choose happiness over money and status, and have the humility to take a strategic step backwards to create the life you want. A house, car or social status is not worth dying inside.
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
Guest Info
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
In today’s episode, I’m joined by my good friend and president of Streamlined Business Solutions, David Pittiglio. With a staff of 40 people and 800 clients, SBS isn’t just an accounting firm, it’s a valuable service that provides businesses with the leadership to understand the full picture of their financials, create checkpoints that hold them accountable, and ultimately, go from salesperson to true business owner. Dave shares his experience and knowledge about the financial world, and how to improve your business.
David is the founder president of Streamlined Business Solutions, LLC
A highly recommended, nationwide Bookkeeping, Tax and Payroll firm currently managing over 800 monthly bookkeeping clients. An amazing and talented staff of 40 continues to support our ever growing client list by providing accurate financial statements that can be utilized as a tool when operating a business. Their goal is to provide accurate information that can result in decision-based results. SBS hopes to improve the financial literacy of business owners and assist them in making business decisions based on facts, not the average daily bank balance.
Website: https://streamlinedbusinesssolutions.com/
Time Stamps
01:05 - How SBS helps over 800 clients run better businesses
04:30 - The key mindset shift we need to have about our business financials
07:12 - What million dollar business owners do differently
11:36 - The first steps we need to take to structure your business correctly
16:51 - Why payroll is a “beast” we need to be very careful about
20:46 - The key pillars of a functional, efficient business
24:55 - How to get comfortable with the numbers if you find reading reports a little intimidating
Guest Info
David is the founder president of Streamlined Business Solutions, LLC
A highly recommended, nationwide Bookkeeping, Tax and Payroll firm currently managing over 800 monthly bookkeeping clients. An amazing and talented staff of 40 continues to support our ever growing client list by providing accurate financial statements that can be utilized as a tool when operating a business. Their goal is to provide accurate information that can result in decision-based results. SBS hopes to improve the financial literacy of business owners and assist them in making business decisions based on facts, not the average daily bank balance.
Website: https://streamlinedbusinesssolutions.com/
In today’s special episode, we’re joined by host of The Massive Agent Podcast, Dustin Brohm to talk about the power of being open minded about new opportunities in business. For many people in real estate, the decision to switch brokerages is a huge risk that’s not worth taking, but for others, the greater risk is staying in the same place. What are the fundamental differences in thinking that define the people who choose to pivot?
Dustin Brohm is host of the popular Massive Agent Podcast for Realtors and Mortgage Loan Officers. Founder of the Massive Agent Society, a comprehensive Facebook Ad lead gen training & coaching program. Salt Lake City Realtor w/ eXp Realty. Director of Business Development and Co-Founder of the Industry Syndicate real estate podcast network. Dustin is a natural marketer "who happens to sell real estate." After discovering content marketing a few years ago, and implementing the social media and online marketing strategies he learned along the way, he has helped hundreds of real estate agents and mortgage loan officers to get more business through lead generation. The Massive Agent Podcast is meant to help teach real estate agents and mortgage loan officers to get more leads and ultimately sell more homes.
We can have the real estate business we want to have, and exploring potential pivot points will lead to a model that truly aligns with us. This outcome is impossible unless we “drop our guard, have an open mind and see beyond our current model or brokerage.”
Time Stamps
01:52 - Shifting from the traditional model to something that’s more in alignment with our values.
08:18 - The cost of not pivoting.
16:11 - How to make decisions that benefit the people on our teams.
22:00 - The problem with the indie brokerage model.
28:15 - Why people struggle to change direction even when it’s right for them
40:57 - How to enhance the business we have by learning from other models.
44:50 - The biggest mistake agents make when they model their business after someone else’s.
Guest Info
Dustin Brohm is host of the popular Massive Agent Podcast for Realtors and Mortgage Loan Officers. Founder of the Massive Agent Society, a comprehensive Facebook Ad lead gen training & coaching program. Salt Lake City Realtor w/ eXp Realty. Director of Business Development and Co-Founder of the Industry Syndicate real estate podcast network.
Dustin is a natural marketer "who happens to sell real estate." After discovering content marketing a few years ago, and implementing the social media and online marketing strategies he learned along the way, he has helped hundreds of real estate agents and mortgage loan officers to get more business through lead generation.
The Massive Agent Podcast is meant to help teach real estate agents and mortgage loan officers to get more leads and ultimately sell more homes. With this end in mind, he launched the Massive Agent Society in April 2018, an exclusive "hold your hand," copy & paste, Facebook Ad and lead generation training and support system, with only one agent or Loan Officer accepted per market.
Dustin has spoken at Gary Vee's Agent2021, Inman Connect, YPN and WCR events, HousingWire's engage.marketing summit, REImagine 2019 by California Association of Realtors, the Marketing Interrupt virtual summit, and others.
Website: https://massiveagentpodcast.com/
On today’s episode, we’re happy to have the author of Average Sucks, Michael Bernoff back on the show. After almost a year since the release of a book that has changed lives, Michael gives us a look inside the process of the book, why he struggled to write it for 10 years, and what it was like releasing the book in 2020.
Everytime you sit down with Michael, you learn something about human psychology and more about how to get the life you want, so of course he has a lot more to share with us today, including the concept of his next book!
Michael is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry, and author of Average Sucks: Why You Don't Get What You Want (And What to Do About It).
He works directly with individuals as well as corporate executives who desire to transform their corporate culture in an ever changing marketplace. His passion for his work is limitless and his dedication to positively impacting the world by empowering every individual is uncompromising. Michael is both a teacher and lifelong student of self-development and personal transformation.
We all have an identity, and that identity is controlled by our average. To get something different and better, we have to lean into our zone of greatness. If we want to get what we want, we have to play above and beyond what we’re capable of. We have to play the game as the full version of ourselves.
To join The Average Sucks Challenge for free, head over to https://averagesuckschallenge.com/friends.
Guest Info
Michael is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry, and author of Average Sucks: Why You Don't Get What You Want (And What to Do About It).
He works directly with individuals as well as corporate executives who desire to transform their corporate culture in an ever changing marketplace. His passion for his work is limitless and his dedication to positively impacting the world by empowering every individual is uncompromising. Michael is both a teacher and lifelong student of self-development and personal transformation.
To join The Average Sucks Challenge for free, head over to https://averagesuckschallenge.com/friends.
How do we become scientists of our own business, and hack our way to the model that we want? How do you build a 7-figure business in 6 months, and then create a methodology to help other agents collapse time and do the same?
This is what we wanted to know from our guest. In today’s episode of the Kevin and Fred show, I’m joined by real estate business and marketing coach and creator of The Listings Lab, Jess Lenouvel. With 13 years in real estate (plus a lot more if you’re counting having a mom who’s a Realtor), Jess has a passion for helping agents flatten the steep climb to a 7-figure business.
Jess Lenouvel is a business and marketing real estate coach and creator of The Listings Lab. She has been a Realtor for over 13 years and built a multiple 7-figure business that has sold over $300 million of property in the past 5 years. Now, Jess specializes in helping 6-figure and low 7-figure Realtors double their revenue in the next 12 months without sacrificing lifestyle or freedom, and creating real impact.
We all have a belief around what our business should look like, but the real question is how do we build a methodology around it so that it can work and scale?
By experimenting, hacking and becoming scientists of our own businesses.
Being in business is about putting a puzzle together. When we take the approach of experimenting according to what works for us, instead of following the crowd, we’re more likely to end up with something we actually like.
https://www.facebook.com/groups/thelistingslab
Time Stamps
01:03 - How Jess Lenouvel got into real estate
03:35 - Why Jess couldn’t build a sphere the normal way and what she did instead.
07:44 - How Jess built a business on relationships instead of cold selling.
10:09 - The process she went through to turn her business model into a teachable process.
13:29 - The biggest mistake agents make when they are trying to grow their business.
15:02 - Why we need to fall in love with the process of becoming successful.
21:54 - How Jess built a team that allows her to focus on being a visionary.
32:02 - Why understanding psychology is a superpower in this business.
Guest Info
Jess Lenouvel is a business and marketing real estate coach and creator of The Listings Lab. She has been a Realtor for over 13 years and built a multiple 7-figure business that has sold over $300 million of property in the past 5 years. Now, Jess specializes in helping 6-figure and low 7-figure Realtors double their revenue in the next 12 months without sacrificing lifestyle or freedom, and creating real impact.
https://www.facebook.com/groups/thelistingslab
In today’s episode, I’m joined by real estate agent and founder of ONE eXp, Fee Gentry. On a mission to make real estate a place “where everyone feels like they have a place to belong”, Fee works tirelessly to help shape the future of our industry. In order to make real estate an industry that represents everyone, we have to go beyond tokenism and create a space where everyone can be part of the conversation. Fee shares why this is so important to this industry and our ability to attract and retain the leaders of tomorrow.
Fee is not only a real estate agent, but an agent for change. She understands the importance of home ownership in building wealth and for over 15 years, has been helping her clients discover smart real estate investments. Her passion for inclusion and unity both within and outside of the real estate world has led her to spearhead innovative initiatives, helping to create a real estate industry where everyone’s voice can be heard and valued. Fee is the founder of ONE eXp, an initiative within eXp Realty which supports career development, champions fair housing principles and provides networking opportunities that encourage cultural awareness in supporting diverse groups such as Veterans, Pride, LatinX, Seniors and more. Fee is also part of the Board of Directors for eXp World Holdings where she is helping to build an equitable real estate industry from the inside out.
When the world is tested, we’re given the opportunity to move toward something better, and bring more value to the human race. 2020 put a lot into perspective for all of us, and for the real estate industry. Everything we went through made many agents and leaders think deeply about the future and where we’re going as an industry.
How do we create an industry where everyone feels valued, seen, heard and represented? This was an important call and one of the driving factors behind ONE eXp. There’s value in building workplaces that give everyone a feeling of belonging, it won’t just change real estate now, it will affect our ability to attract and retain talent in the future.
Website: https://feegentry.com/
Instagram: @feegentry
https://life.exprealty.com/one-exp/
Time Stamps
01:06 - Fee Gentry’s real estate story and how she sold 39 homes in a new town
04:43 - How Fee intuitively leaned into online marketing before everyone else
06:30 - Why Fee goes after specific niches
11:53 - The story of the One eXp initiative
15:41 - How to create a workplace where everyone feels valued
19:23 - What Fee has learned over the last year and her insights of the future.
Guest Info
Fee is not only a real estate agent, but an agent for change. She understands the importance of home ownership in building wealth and for over 15 years, has been helping her clients discover smart real estate investments. Her passion for inclusion and unity both within and outside of the real estate world has led her to spearhead innovative initiatives, helping to create a real estate industry where everyone’s voice can be heard and valued. Fee is the founder of ONE eXp, an initiative within eXp Realty which supports career development, champions fair housing principles and provides networking opportunities that encourage cultural awareness in supporting diverse groups such as Veterans, Pride, LatinX, Seniors and more. Fee is also part of the Board of Directors for eXp World Holdings where she is helping to build an equitable real estate industry from the inside out.
Website: https://feegentry.com/
Instagram: @feegentry
https://life.exprealty.com/one-exp/
In today’s episode, I’m joined by my good buddy and brokerage-mate, Dave Z. In a conversation last year, Dave shared how he had tripled his profits by making a key hiring decision, one that many agents underestimate and overlook to their detriment. Dave is a very intelligent leader who thinks every business decision through, and he is a huge proponent of the showing partner model because it creates the right environment for success for agents, the perfect path to freedom for team leaders, and it raises the standard of our industry to match the nature of the work we do.
Dave Zajdzinski is the Team Owner at The Z Team brokered by eXp Realty. He brings 14+ years of real estate experience to home buyers and sellers throughout Arizona. He has helped hundreds of families meet their real estate goals and is consistently ranked as one of the top 1% realtors in the Valley and top 3% in the country. As a Certified Distressed Property Expert, (CDPE) Dave understands short sale, foreclosure transactions as well as traditional home sales. Dave utilizes a team approach to his real estate business operating with full time buyers agents, administrative and support staff to ensure every client receives the full attention they deserve when selling or buying one of their largest if not the largest asset they will own.
Agents who come up in a paid internship-style role will ultimately outperform and outproduce their peers. That’s because they get a complete education and a thorough understanding of what happens in this business. It doesn’t just benefit them, it benefits the teams they work in.
Time Stamps
01:38 - How Dave got into real estate, and the lessons he learned from building his team the wrong way.
08:27 - The model that tripled Dave’s business, and why agents shoot themselves in the foot by outsourcing the wrong things.
10:50 - The power of a showing agent and why this role can raise the standard of the entire industry.
16:36 - What a showing partner can get out of their role.
19:27 - Why guaranteeing a showing assistant an income actually works in our favor.
35:11 - How the showing agent model enhanced Dave Z’s business.
40:47 - The first 5 hires Dave would make if he was growing his team again.
Guest Info
Dave Zajdzinski is the Team Owner at The Z Team brokered by eXp Realty. He brings 14+ years of real estate experience to home buyers and sellers throughout Arizona. He has helped hundreds of families meet their real estate goals and is consistently ranked as one of the top 1% realtors in the Valley and top 3% in the country. As a Certified Distressed Property Expert, (CDPE) Dave understands short sale, foreclosure transactions as well as traditional home sales. Dave utilizes a team approach to his real estate business operating with full time buyers agents, administrative and support staff to ensure every client receives the full attention they deserve when selling or buying one of their largest if not the largest asset they will own.
https://www.zteamaz.com/
https://www.linkedin.com/in/dave-zajdzinski-8b26a18/
On today’s episode, I’m joined by fellow Arizona agent and my good friend, Tia Moore. We talk about the power of having clarity and boundaries in our businesses, and why it’s not wrong to choose what gives us joy.
One of the most admirable things about Tia is how clear she is on what matters to her, where she’s going and what she wants, and never letting her real estate business, work and clients take her off course. Not only does it make running her business less draining, it actually makes her value proposition so much stronger. “I’ve gotten more business from saying no and being okay with it than I have from being a yes-woman.”
Tia Moore is the business owner and team leader of the NextView Home Professionals Team. Tia started her real estate career in 2001, with the Mortgage Servicing Division of Citibank. During Tia's banking career she was responsible for complex projects and dozens of employees. Relationship management was a critical skill Tia developed and strengthened when working in high profile roles that involved internal partners, government agencies, and nonprofit organizations. Her gift of deal making, problem solving, and ability to analyze data made Tia's transition into Real Estate Sales seamless. Tia continues to rank among the top Real Estate agents and truly a force to be reckoned with.
When we start optimizing our energy, we become immune to pain-in-the-ass, difficult and draining clients. We become comfortable with saying no to what doesn’t serve us.
Taking on a new client or deal won’t be as simple as a yes or no question. It will be a deeper decision based on our values and the life we envision for ourselves.
Real estate has room for agents who live authentically and dictate the terms of their business - and Tia Moore is one of them. She has built a business that doesn’t conflict with her values, but actually supports and reinforces them. She shares how she built a business that put joy first, and her badass strategies for learning to say no to what doesn’t serve us.
Website: https://www.nextviewre.com/
Instagram: @nextviewtia
Time Stamps
01:03 - How Tia found her way into real estate and why she values her freedom.
09:47 - How to become more comfortable with setting boundaries and protecting our energy.
15:05 - Why agents struggle to say no to clients that don’t align with their values.
17:25 - How to prioritize energy management the way we prioritize time management.
22:49 - How to define success for yourself.
26:25 - The power of clarity and authenticity in this business.
Guest Info
Tia Moore is the business owner and team leader of the NextView Home Professionals Team. Tia started her real estate career in 2001, with the Mortgage Servicing Division of Citibank. During Tia's banking career she was responsible for complex projects and dozens of employees. Relationship management was a critical skill Tia developed and strengthened when working in high profile roles that involved internal partners, government agencies, and nonprofit organizations. Her gift of deal making, problem solving, and ability to analyze data made Tia's transition into Real Estate Sales seamless. Tia continues to rank among the top Real Estate agents and truly a force to be reckoned with.
Website: https://www.nextviewre.com/
Instagram: @nextviewtia
In today’s episode, I’m joined by fellow Arizona native and agent, Stephanie Greenfield. Growing up in a real estate family, Stephanie got licensed at 18, chose a different career path, but eventually came back to the business. With a family in real estate, the feast-and-famine cycle many agents experience is something she was familiar with. From the beginning, she knew she wanted something different, and she created it. She is now helping agents achieve the same with a 12-month planner for real estate.
Stephanie has been a licensed real estate agent since 2008. She was named one of the Scottsdale Area Association of Realtors ® "40 Under 40" three years in a row for 2017, 2018, and 2019. This award recognizes outstanding Realtors® under 40 years of age who demonstrate business success, professional leadership, and community and industry involvement. Stephanie is the team leader of The Bray Team at Berkshire Hathaway, which was ranked #20 out of over 1,000 Berkshire Hathaway agents in Arizona for sales in 2019. She is an active member of her community where she is the co-chair of the Scottsdale Area Association of Realtors' Government Affairs Committee and a member of the Tempe City Council Neighborhood Advisory Commission.
Successful agents run on calendars and schedules, not on what’s loudest and most urgent in their business. They use social media to enhance relationships, and they delegate so they can focus on income generating activities. By putting these pieces in place, Stephanie has consistency, a pipeline and a real business, not just a sales job.
Buy The 12-Month Real Estate Planner https://thehomeconnection.shop/ and follow @stephanie.greenfield.az on Instagram
Guest Info Stephanie Greenfield has been a licensed real estate agent since 2008. She was named one of the Scottsdale Area Association of Realtors ® "40 Under 40" three years in a row for 2017, 2018, and 2019. This award recognizes outstanding Realtors® under 40 years of age who demonstrate business success, professional leadership, and community and industry involvement. Stephanie is the team leader of The Bray Team at Berkshire Hathaway, which was ranked #20 out of over 1,000 Berkshire Hathaway agents in Arizona for sales in 2019. She is an active member of her community where she is the co-chair of the Scottsdale Area Association of Realtors' Government Affairs Committee and a member of the Tempe City Council Neighborhood Advisory Commission.
Buy The 12-Month Real Estate Planner https://thehomeconnection.shop/ and follow @stephanie.greenfield.az on Instagram
On today’s episode, I’m joined by sales coach and consultant, Steve de Laveaga for an insightful conversation about where real estate as an industry is headed, and what agents and leaders can do to ensure their relevance as things change.
What makes Steve’s insight so unique is his genius-level understanding of the space where Wall Street and Main Street meet in real estate. He is well-versed in both the enterprise side of the industry and the boots-on-the-ground, day-to-day complexities of running a successful sales business. By bridging two worlds that often struggle to get onto the same page, Steve’s insights on this business are vital to surviving and thriving through the threat of disruption.
Steve de Laveaga is a sales coach and the Founder and CEO at Real Intelligent Sales Engagement R.I.S.E.
R.I.S.E. is the most ROI focused, Sales Coaching and Consulting Company in the Real Estate space, focusing on Title, Technology, Mortgage and Real Estate. What makes RISE different is that they are Coaching and Consulting in the Now, the Market of the moment, not on what sales people were doing years ago.
If we’re not influential players in the real estate conversation, we’re vulnerable and in danger. The worst thing we can do is become so comfortable with the success we have now that we become blind to the growing influence of new players.
There are a lot of skirmishes happening on the sidelines of real estate that large entities and leaders aren’t paying attention to. They may seem like small rumblings right now, but those skirmishes are the future ripples that can topple our industry as we know it. Disruption is not inevitable, it’s completely avoidable if we’re focusing on staying relevant and influential. If we can’t do this, we’re at risk of becoming victims of our own success.
Guest Info
Steve de Laveaga is a sales coach and the Founder and CEO at Real Intelligent Sales Engagement R.I.S.E. R.I.S.E. is the most ROI focused, Sales Coaching and Consulting Company in the Real Estate space, focusing on Title, Technology, Mortgage and Real Estate. What makes R.I.S.E. different is that they are Coaching and Consulting in the Now, the Market of the moment, not on what sales people were doing years ago.
https://www.linkedin.com/in/stevedelaveaga-salescoach/
In today’s episode, I’m joined by Mitch Rosen, senior director and head of real estate at online wealth platform, YieldStreet. YieldStreet is an alternative platform for the retail investor, which is democratizing wealth building by bringing sophisticated asset classes into the hands and devices of ordinary people. Very often, the things large asset managers are able to do feel so unattainable to the average person; unless you know someone, it’s really hard to leverage commercial real estate to build wealth. Feeling like our options are limited is one of the biggest barriers that prevent people from being able to truly grow wealth.
Mitch Rosen is a senior director and head of real estate at YieldStreet, an alternative investing platform for the retail investor. YieldStreet helps investors generate passive income while working towards portfolio diversification, gives them access to vetted alternative investments opportunities across numerous asset classes, such as Art, Commercial, Real Estate and more.
Real estate professionals are around property and investing deals all the time, but we constantly feel like we don’t have the insight and resources to take advantage of these opportunities for ourselves and our clients. There’s never been a simple way for the average retail investor to get access to alternative asset classes, but technology can change that.
Tech has democratized just about everything, opening up massive opportunities for people to tap into capital and wealth vehicles they couldn't before.
Website: https://www.yieldstreet.com/
Podcast: The Yield
Guest Info
Mitch Rosen is a senior director and head of real estate at YieldStreet, an alternative investing platform for the retail investor. YieldStreet helps investors generate passive income while working towards portfolio diversification, gives them access to vetted alternative investments opportunities across numerous asset classes, such as Art, Commercial, Real Estate and more.
Website: https://www.yieldstreet.com/
Podcast: The Yield
On today’s episode, I’m joined by real estate Saas entrepreneur and founder of growth automation platform, Brian Charlesworth. Brian is on a mission to turn real estate salespeople into effective leaders, by knowing more about their business, tracking numbers and leveraging systems. Real estate agents tend to drag their feet when it comes to adopting automation and technology, but very often, the lack of insight is the reason for a lack of growth. When we leverage systems and platforms like Sisu, we’re better equipped to run a successful real estate business, and we’re more likely to stay ahead of the curve in a highly competitive industry.
Brian Charlesworth is a Passionate SaaS entrepreneur, founder and CEO of Sisu and host of GRIT, the Real Estate Growth Mindset Podcast. Sisu is a Growth Automation Software that streamlines the real estate home buying and selling process with the new standard of what a digital real estate tech platform should be. Sisu empowers real estate companies to effectively manage and scale their businesses.
Our data is only as good as the platform we use it on. On a static spreadsheet, it’s dead, but on the right CRM, it becomes empowering and actionable. Our industry is usually so focused on top line numbers we miss the wealth of data that makes us better. GCI and units don’t tell the whole story of what’s happening in this business. To be a better business owner, understanding the business is a non-negotiable requirement, and we can’t do it without tracking our numbers.
Guest Info
Brian Charlesworth is a Passionate SaaS entrepreneur, founder and CEO of Sisu and host of GRIT, the Real Estate Growth Mindset Podcast. Sisu is a Growth Automation Software that streamlines the real estate home buying and selling process with the new standard of what a digital real estate tech platform should be. Sisu empowers real estate companies to effectively manage and scale their businesses.
Website: https://sisu.co/
Contact: brian@sisu.co
Listen to Kevin’s interview on Brian’s podcast GRIT.
Spotify:
https://open.spotify.com/episode/71HSHNGSvhcOtTJCdmVZl9
Podbean:
https://podcast.sisu.co/e/episode-059-with-kevin-kauffman-realtorowner-of-group-4610-network/
iTunes:
https://podcasts.apple.com/us/podcast/episode-059-kevin-kauffman-realtor-owner-group-46-10/id1486685316?i=1000511388188
Youtube:
https://youtu.be/ouyEynaUXHY
In today’s episode, I’m joined by Brandon Brittingham, a good friend and real estate entrepreneur, leader and titan who has built an incredible reputation over the years. Brandon got his start in real estate during the short sale explosion, and while many agents who did well at that time failed to maintain their success, Brandon used that phase as the springboard for a real estate empire which continues to thrive now.
Today he has a successful real estate team, a 1200-door property management property operation and other ancillary businesses. What sets Brandon apart is constantly doing what everyone else in the industry isn't willing to do, and seeing beyond the present and anticipating the future.
Brandon Brittingham is recognized as one of the top Real Estate Agents in the Country and has garnered national attention for his production and awards he has received in a short time in the industry. In 2012 Brandon was named one of the Top 30 Realtors under 30 by the National Associations of Realtors and was on the cover of NAR’s Realtor Magazine.
Some people put all their focus on the current market, but Brandon Brittingham kept looking ahead at the next turn, and continued to be ahead of the curve to pivot and evolve. Brandon has built his success on the pillars of a solid stable business, and he continues to provide value.
By constantly looking ahead, he has built not only a real estate team, but a powerful real estate empire of ancillary businesses that all feed into each other. The secret is building a business on a brand, a solid database and the trust that takes a relationship beyond one transaction.
Profitable Property Management https://www.eliteopspm.com/march-25/
https://www.facebook.com/brandon.brittingham.1
Guest Info
Brandon Brittingham is recognized as one of the top Real Estate Agents in the Country and has garnered national attention for his production and awards he has received in a short time in the industry. In 2012 Brandon was named one of the Top 30 Realtors under 30 by the National Associations of Realtors and was on the cover of NAR’s Realtor Magazine.
Profitable Property Management https://www.eliteopspm.com/march-25/
https://www.facebook.com/brandon.brittingham.1
In today’s episode, I sit down with mega agent, author and speaker, Karen Briscoe. Karen has not only built a team that does business north of $100 million, but she has also developed a success concept that’s helping business leaders lift the lid on performance. She has been able to take the vision she had for her career, and turn it into a powerful brand, and a wealth of knowledge that adds value to people’s lives.
Karen Briscoe is the creator of the 5 Minute Success concept, and the principal owner of the Huckaby Briscoe Conroy Group. The HBC Group has been recognized by The Wall Street Journal as one of the 250 Top Realtor® teams in the United States. Karen regularly speaks on a national and local level on the best of 5 Minute Success. She is also the host of the weekly 5 Minute Success podcast which has an amazing array of guests who achieve success at a high level in business and life. She has completed the John Maxwell Team Certification Program for Coaching, Speaking and Training. Karen is a frequent guest on other podcasts that focus on entrepreneurial, success and motivation, as well as real estate related topics. She is also a contributing author to real estate media outlets INMAN and Real Trends.
Energy is the currency of high performance - when we apply our energy to creating something, the time required to make it happen becomes effortless.
When we have a vision for the life we want to create, and things we want to accomplish, what gets in the way is the action required. If we don’t change the way we look at things, nothing is going to change, and that includes changing how we see our time in relation to what matters.
Guest Info
Karen Briscoe is the creator of the 5 Minute Success concept, and the principal owner of the Huckaby Briscoe Conroy Group. The HBC Group has been recognized by The Wall Street Journal as one of the 250 Top Realtor® teams in the United States. Karen regularly speaks on a national and local level on the best of 5 Minute Success. Further she is the host of the weekly 5 Minute Success podcast which has an amazing array of guests who achieve success at a high level in business and life. She has completed the John Maxwell Team Certification Program for Coaching, Speaking and Training. Karen is a frequent guest on other podcasts that focus on entrepreneurial, success and motivation, as well as real estate related topics. Further, she is a contributing author to real estate media outlets INMAN and Real Trends.
For more information, visit https://www.5minutesuccess.com/, and follow @5_minute_success on Instagram.
In today’s episode of the Kevin & Fred Show, I’m joined by DC agent and team leader, Ryan Butler. With just 5 years in the business, Ryan has grown his operation to 313 units and a volume of $139 million. Right at the beginning, Ryan set out with a huge vision, which he has made a reality.
Ryan Butler is an entrepreneur, agent and Managing Partner at Coalition Properties Group. It was in 2011, when he bought his first home, that Ryan first fell in love with real estate. Little did he know this purchase would not only be an investment in the traditional sense of homebuying; it would also be a path to a new career. Ryan believes that home ownership is a path to wealth and security. He takes extreme joy in being a real estate professional because he gets the best of both worlds: he helps clients invest in a home and a future they love, all while providing the same love and security to his new family.
The earning potential of real estate lends itself to people who come into the business with a grand vision but no real plan or understanding of the basic thing that brings the success - running a solid sales business. When a big vision meets the systems and activities needed, that is the powerful sweet spot in the real estate business.
Follow @ryanbutlerhoya and @coalitionproperties on Instagram.
Josh Team out as Keller Williams president
Redfin will pay $608M to acquire RentPath
Realogy matches biggest quarter in company history
In today’s episode, I’m joined by the real estate’s industry’s TV and radio guru, Matt Wagner. Matt has worked with some of the greatest minds in real estate and helps them dominate through radio and TV advertising. Radio and TV is a completely different animal to any other marketing channel out there, and creating opportunities through it requires a specific approach and mindset. Matt has been in business for 17 years, and he understands how to leverage these massive channels.
Matt Wagner is Real Estate’s Radio and TV Advertising Strategist, and owner and founder of Radio and Television Experts. RATE has cracked the code for real estate agents to attract sellers & build their teams, and they continue to help more real estate agents earn over $1,000,000 in trackable GCI from radio and TV advertising. They work with the most influential personalities to help real estate agents stand out and be remembered in a world where consumers are being targeted by hundreds of other businesses who want their attention.
Radio is an interesting animal - and for us to succeed there are several factors that have to be at play. The entire marketing funnel has to be buttoned up or else we’ll spend money on something we won’t get a return for. Not being able to follow up on the leads coming in is much worse than not having leads at all because a bad reputation spreads and we can’t undo the damage. Radio and TV advertising are powerful ways to create more opportunity, but we need to be ready for this opportunity so it doesn’t do more harm than good.
Guest Info
Matt Wagner is Real Estate’s Radio and TV Advertising Strategist, and owner and founder of Radio and Television Experts. RATE has cracked the code for real estate agents to attract sellers & build their teams, and they continue to help more real estate agents earn over $1,000,000 in trackable GCI from radio and TV advertising. They work with the most influential personalities to help real estate agents stand out and be remembered in a world where consumers are being targeted by hundreds of other businesses who want their attention.
For more information visit https://radioandtelevisionexperts.com/.
Mike Del Prete calls out Zillow & OpenDoor about lack of transparency in iBuyer model
Zillow to acquire ShowingTime for $500M
Don't blame Zillow, blame your leaders - Brad Inman
In this episode of the Kevin and Fred Show, I’m joined by Sacramento agent, Steve Lamothe. After a decade in real estate, Steve started over with a new team, and in just 2 years, he has built a successful operation of 200 transactions a year and over $300k in GCI. His climb to success in real estate comes down to his willingness and ability to constantly bet on himself, continue to move forward and focus on personal development. He talks about his successes and struggles in his real estate journey, and the most impactful systems he put in place.
Steve is a top 1% in sales agent, and the CEO of Elevate Realty Group. Elevate Realty Groups mission is to redefine full service real estate... transform the transaction process and streamline its stages. Elevate has made a full digital migration for everything surrounding the transaction which increases the client experience. As a team of specialists, the Elevate team can not only deliver a higher level of service but are able to drive down the costs associated with buying/selling a home.
The process of building a big business isn’t just about scaling. It’s equally about the personal development of the person at the helm, and their ability to continuously learn from failure, refine, implement, and set standards.
You have to bet on yourself in a really big way, believe in the vision and do what it takes to achieve it.
Guest Info
Steve is a top 1% in sales agent, and the CEO of Elevate Realty Group. Elevate Realty Groups mission is to redefine full service real estate... Transform the transaction process and streamline its stages. Elevate has made a full digital migration for everything surrounding the transaction which increases the client experience. As a team of specialists, the Elevate team can not only deliver a higher level of service but are able to drive down the costs associated with buying/selling a home.
For more information visit, https://www.homesbyelevate.com/, email slamothe@kw.com and connect with him on Facebook https://www.facebook.com/stevelamotherealtor.
This week’s Industry Headlines brought to you by our friends at SUCCESS COACHING.
Matterport going public via SPAC merger
Redfin to display buyer's agent commissions in 65 markets
LoanDepot to IPO this week at possible $6.2B valuation
In today’s episode, I’m joined by St Louis brokerage leader, Jill Butler. Jill runs a two-location brokerage with 175 agents, a large community she successfully led through the uncertainty of the last 12 months. Covid forced so much change on our industry, and while some leaders struggled to turn the ship, others rose to the challenge and impacted their agents and clients in a meaningful way. Jill believes that entrepreneurs are individuals who work to create a better reality for their staff and clients. By turning her brokerage into a safe corner of the world for her people, she did just that.
Jill Butler is the CEO and Owner at Red Key Realty Leaders. Red Key Realty Leaders is a group of experienced, high minded, passionate real estate professionals dedicated to the use of high-tech and high-touch services to provide the highest level of servant leadership to their clients. They are dedicated to their clients, their profession and the wonderful community of St. Louis.
Some businesses made temporary shifts in the pandemic, while others made impactful, lasting changes that were a boost to the culture and community of the team. Extraordinary times call for extraordinary action, and as leaders that often means replacing what’s efficient with what’s most effective.
Website: https://www.redkeystlouis.com/
Guest Info Jill Butler is the CEO and Owner at Red Key Realty Leaders. Red Key Realty Leaders is a group of experienced, high minded, passionate real estate professionals dedicated to the use of high-tech and high-touch services to provide the highest level of servant leadership to their clients. They are dedicated to their clients, their profession and the wonderful community of St. Louis.
Link: https://www.redkeystlouis.com/
This week’s Industry Headlines brought to you by our friends at Ylopo.. If you haven’t checked the out head on over to Ylopo.com and ask for a DEMO
Boxabl
33 states go after Ocwen/PHH Mortgage over servicing fees
Interest Rates
Today on The Kevin and Fred show, I’m joined by founder of Club Wealth Coaching and Consulting, Michael Hellickson. Club Wealth is one of the nation’s top coaching companies in the team and brokerage space. His passion for coaching came out of the way his own business catapulted because he hired a coach. Club Wealth is unique, every coaching client works with someone who has sold more homes than them. They also focus on making sure the success in business doesn’t come at the expense of marriages and families. “No success in the world can compensate for failure at home.”
Club Wealth® Coaching and Consulting is an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide.
Building a successful real estate business isn’t hard. It’s possible to make six-figures or seven-figures consistently, all the time, like clockwork. What makes people succeed where others fail? Every step of the way, they do whatever it takes to get to the next level. All of this is doable, if we’re doing the right things, but the true test is selling and scaling at a high level while still being present and available for our families. If we want to succeed while still being present for what matters, that’s when the right systems and coaching come into play. Who we learn these things from matters, along with how coachable we are, how we take action, our commitment to what we want, and most importantly, our habits.
Guest Info
Michael is the CEO of Club Wealth® Coaching and Consulting, an Executive Business Consulting Firm that offers coaching and training to business owners worldwide. Michael has been a leader in the real estate industry, where he built a multi-million dollar business as a real estate agent, eventually becoming the Nations #1 real estate agent. During his career, Hellickson has spoken to and coached thousands of students and organizations nationwide.
Website: https://clubwealth.com/
Facebook Group: Club Wealth Real Estate Agent Mastermind
Text CLUBWEALTH to 727-287- 5993 to get Michael’s 17 best lead sources.
CoStar is inching closer to acquiring CoreLogic: Report
eXp World Holdings announces a 2-for-1 stock split
Zillow predicts a 21% increase in home sales, the most recorded since 2005
Zillow's IDX is live
Economists weigh in on how a modest rise in rates will play out in 2021
In today’s episode, we’re joined by entrepreneur, speaker, author, real estate agent and CEO. Ben has been a long-term friend and supporter of ours, and there’s so much we can learn from him. With $50 million in commissions and 5085 transactions this year alone, Ben understands business at a very high level, and knows at a deep level what it takes to
There are two things at the core of Ben’s success and the philosophy that he teaches other agents - simplicity and models. The question we need to ask ourselves as we start doing our business planning for 2021 is what are the systems, technologies, models and plans and scripts that are holding us back from having the best year ever?
Ben Kinney is entrepreneur, professional speaker, author, real estate agent, and CEO of Ben Kinney Companies. He owns and operates one of the top 25 producing real estate teams in the nation from all brands. He also owns and operates multiple Keller Williams Realty Franchises that includes 1200+ agents across multiple locations servicing all of Washington State. In 2015 he opened his first international brokerage in London, UK and in 2016 he purchased the KW master franchise for all of the U.K. Those offices sold over 10,000 units equalling over 4 billion in closed sales volume. Ben is also a nationally recognized author, trainer, and speaker. In the last few years, he has personally trained over 100,000 business owners via conferences, classes, and webinars. Ben Kinney Real Estate Team is ranked by the Wall Street Journal and Real Trends as one of the top 25 real estate teams in the nation.
Simplicity and systems create action, and when we focus on building a model behind what we want to achieve, success becomes inevitable. The way Ben looks at his business is that every part it should start and be run by a model. Behind whatever business or real estate goal we have for 2021, there’s a system that we can build and implement to achieve it.
Guest Info
Ben Kinney is an entrepreneur, professional speaker, author, real estate agent, and CEO of Ben Kinney Companies. He owns and operates one of the top 25 producing real estate teams in the nation from all brands. He also owns and operates multiple Keller Williams Realty Franchises that includes 1200+ agents across multiple locations servicing all of Washington State. In 2015 he opened his first international brokerage in London, UK and in 2016 he purchased the KW master franchise for all of the U.K. Those offices sold over 10,000 units equalling over 4 billion in closed sales volume. Ben is also a nationally recognized author, trainer, and speaker. In the last few years, he has personally trained over 100,000 business owners via conferences, classes, and webinars. Ben Kinney Real Estate Team is ranked by the Wall Street Journal and Real Trends as one of the top 25 real estate teams in the nation.
https://www.youtube.com/BenKinney
Compass officially files paperwork to go public
Zillow CEO Rich Barton is still the most 'powerful' person in real estate
In today’s episode of the Kevin and Fred show, I’m joined by real estate powerhouse, leader and entrepreneur, kwELITE CEO, Jeff Cohn. Throughout his real estate career Jeff has broken several records, including running one of the fastest growing teams in the world going from 70 - 700 sales in 6 years, and this year growing his brokerage by 300% in just 10 months.
What’s so unique about Jeff’s journey is how he’s grown his business by scaling himself out of every role so he can focus on where he is most impactful. He took a risk and got out of production early in his team ownership journey, something many people in our industry aren’t willing to do.
The thing that holds most people back from building a team and getting out of production is the need for every single dollar they’ve become accustomed to earning as a high paid salesperson. It’s hard and scary-as-hell to consider a short-term sacrifice that can be life changing in the long run. We don’t necessarily have to be involved in the sales process to be financially successful, and we can actually generate more wealth and make a bigger impact by trading in the money from production in order to get our time back.
Jeff Cohn is a nationally renowned speaker and host of The Team Building Podcast, is CEO of a tech-powered Keller Williams market center in Omaha, NE. As founder of Omaha’s Elite Real Estate Group, now kwELITE, he led his team from 70 to 700 transactions in 6 years, and was awarded the #1 team in unit sales in the world at Berkshire Hathaway HomeServices in 2019. Since beginning his real estate career in 2006, Jeff’s team has closed over 5,000 sales, totaling over $1 billion in volume. Devoted to ongoing learning throughout his career, Jeff has forged strategic relationships with industry leaders across the country, listened to thousands of hours of podcasts and read hundreds of books, providing him with a vast knowledge base. Jeff is considered a foremost real estate expert due to these efforts, and as founder and CEO of Elite Real Estate Systems, a coaching company, offers the annual Team Building Summit, monthly workshops, and weekly coaching calls. As a credit to his extensive know-how, Jeff speaks frequently at various events throughout the US and Canada.
The temporary pain that it takes to get out of production is worth it for the people who take the risk. Ultimately, there’s one truth about the most successful people in our industry. The bigger the step backwards they’re willing to take in the short-term, the bigger the leap forward in results, income, impact and growth they’ll have.
Guest Info
Jeff Cohn is a nationally renowned speaker and host of The Team Building Podcast, is CEO of a tech-powered Keller Williams market center in Omaha, NE. As founder of Omaha’s Elite Real Estate Group, now kwELITE, he led his team from 70 to 700 transactions in 6 years, and was awarded the #1 team in unit sales in the world at Berkshire Hathaway HomeServices in 2019. Since beginning his real estate career in 2006, Jeff’s team has closed over 5,000 sales, totaling over $1 billion in volume.
Devoted to ongoing learning throughout his career, Jeff has forged strategic relationships with industry leaders across the country, listened to thousands of hours of podcasts and read hundreds of books, providing him with a vast knowledge base. Jeff is considered a foremost real estate expert due to these efforts, and as founder and CEO of Elite Real Estate Systems, a coaching company, offers the annual Team Building Summit, monthly workshops, and weekly coaching calls. As a credit to his extensive know-how, Jeff speaks frequently at various events throughout the US and Canada.
Website:http://growwithers.com/
Social Media: Follow @jeffmcohn on Instagram
In today’s episode of the Kevin and Fred show, I’m joined by Denver real estate and mortgage entrepreneur, Daniel Dixon. It’s been great to see Daniel grow his business and forge a different path and the incredible success he’s been able to achieve in 6 years in the business.
He is running a black-owned, women-led, home-grown business, and building an empire that’s big enough for the goals and dreams of everyone on his team. What makes Daniel’s business growth journey so unique is his swift transition from selling to being an entrepreneur early on. Many agents fear and retreat from this for as long as possible, and Daniel is an exception.
Daniel Dixon is the team leader of the Dixon Group, a black-owned, female led and home grown team in Denver Colorado. His team also runs a lending business in house, which services up to 80% of their buyer deals. The Dixon Group offers a full range of real estate services. Their goal is to enhance each client’s life through real estate—whether by finding an amazing family home, selling a property to fund other plans, or getting into real estate investment.
As agents, we have the opportunity to not just have a great income, but to also build a life that allows us to put our families first. But this is only possible if we focus on building an actual business, not just selling real estate. For Daniel, this has always been the goal, or “the sticker on the wall” as he calls it, and that clarity has driven every single decision he has made.
To learn more about the charitable foundation please visit. https://www.jlkfoundation.com/
Guest Info
Daniel Dixon is the team leader of the Dixon Group, a black-owned, female led and home grown team in Denver Colorado. His team also runs a lending business in house, which services up to 80% of their buyer deals. The Dixon Group offers a full range of real estate services. Their goal is to enhance each client’s life through real estate—whether by finding an amazing family home, selling a property to fund other plans, or getting into real estate investment. For more information, follow @dixonsoldit on Instagram and send an email to daniel@dgdenver.com.
In today’s episode, I’m joined by entrepreneur, real estate investor and founder and CEO of the Rastegar Property Company, Ari Rastegar. With investments in 38 cities, 12 states, and 7 different asset classes, Ari has a unique perspective on the real estate market we’re in right now and the changes and opportunities we can expect.
2020 was a year of big political and economic shifts, and they all impacted real estate in interesting ways. 2021 promises a market correction, but there’s still a lot to be optimistic about.
Ari is the founder and CEO of the Rastegar Property Company. Rastegar Property Company is a vertically integrated, real estate investment firm based in Austin, TX that focuses on recession resilient assets that generate current income with the ability for long-term appreciation. Leveraging his 10+ years of institutional real estate investing, Ari founded Rastegar Property Company with a single mission: make it simple to access high-quality, recession-resilient, income producing real estate investments. He specializes in working with high-net-worth individuals and institutional partners to build real estate portfolios in fast-growing markets designed to reduce risk and provide strong returns.
While it seems like it’s all gloom and doom, there’s actually a lot to feel positive about. Success belongs to the people who are optimistic, look for the opportunity while still having a strong conviction around what they’re doing.
Guest Info
Ari is the founder and CEO of the Rastegar Property Company. Rastegar Property Company is a vertically integrated, real estate investment firm based in Austin, TX that focuses on recession resilient assets that generate current income with the ability for long-term appreciation. Leveraging his 10+ years of institutional real estate investing, Ari founded Rastegar Property Company with a single mission: make it simple to access high-quality, recession-resilient, income producing real estate investments. He specializes in working with high-net-worth individuals and institutional partners to build real estate portfolios in fast-growing markets designed to reduce risk and provide strong returns.
https://rastegarproperty.com/
Quotes
Coaching companies have become so prevalent in our industry because of the abdication by the broker of the training of the people in their organizations. -Kelley Skar
Even though real estate is a hyper-local business, you have to have a world view, unless you’re in it for the short run. -Kevin Kauffman
Key Points
The competitive advantage of leading with value
Teaching and being of value in our industry can be a competitive advantage in the market. Instead of having the scarcity mindset that we might be training our competition, we need to focus on giving without an expectation of what will and won’t happen.
Focus on the right numbers
Many top teams aren’t making as much money as we think because their overhead is too high. Teams often grow so rapidly and uncontrollably that they end up losing money. In our industry, we make the mistake of highlighting the top line number instead of the amount of money we’re actually keeping.
The issue with many coaching programs in our business
One of the biggest problems in our industry is the fact that the people and the institutions that have a platform are trying to sell something or get into our pockets. There’s nothing wrong with selling, but when everything we do is about getting people to swipe their credit cards, we’re missing out on the opportunity to truly impact lives and empower people.
Disruption can be good for agents
The disruption in our industry by companies like Zillow is good because it’s forcing people to up their game at the highest level. If agents want to remain relevant, they can’t be complacent, they have to figure out how to keep up and adapt.
What real estate will look like in the future
The real estate agent will still be necessary in the future, but what’s still to be determined is the level and capacity. There’ll be fewer agents, and through technology we’ll be able to process a lot more transactions, a lot easier and faster with a lot less BS in the transactional part. But this future only exists for agents who put the right pieces in place to remain relevant.
The biggest indicator of the future of real estate
Consumer buying behavior is one of the greatest indicators of the direction our industry is taking. The generation of people who are going to be buying homes in 2020 years are digital natives. The capacity that we’re going to exist in is going to be dictated by the service the consumer is going to expect.
How agents are becoming more empowered
The brokerage world is antiquated and still only exists because of the laws that are in place and the way the legalities of this industry work. But agents on the front lines are realizing their power and forcing disruption into the model. We’re responsible for the revenue of this industry and that means we have a voice that can create change if we use it.
In today’s episode, I’m joined by Canadian agent Kelley Skar. There are so many parallels between Kelley’s journey in real estate and our own journey, from the early wins, to a book that completely changed the trajectories of our businesses, to some of the hard-won lessons we’ve learned along the way. Kelley’s evolution in real estate is jam-packed with powerful insights and lessons, and sharing it is just one way he uses his experience to help other agents and to give back to the industry.
Kelley is a second generation REALTOR® in his 14th year of business. He is an internationally-known speaker, coach, co-host of the popular Real Estate podcast Real Conversations, and founder of rewrittn. He is a cheesehead through and through, loves to coach baseball, shred up the Canadian Rockies, and watch his twins play every sport imaginable. He is a lover of life and makes every effort to live every day to the fullest. His favourite quote comes by way of his loving wife: “Part of living a full life and showing up on a regular basis is being able to savour the small things, taking a moment to enjoy the sun on your face or finding joy in watching someone you love, do something they love. To laugh and laugh on purpose.”
Kelley started rewrittn to help Realtors® fill a massive void in their marketing that could help to drive traffic to their websites, gain repeat and referral business and stay connected with their clients on a bi weekly basis.
The stories of the most successful people have one thing in common, their ability to keep moving forward even under the toughest circumstances and biggest challenges. The evolution of any business owner is going to involve huge setbacks, wrong turns and wading through the mud to get to the other side. Success doesn’t happen overnight because the lessons that are baked into the hardships are a necessary part of that journey.
Guest Info
Kelley is a second generation REALTOR® in his 14th year of business. He is an internationally-known speaker, coach, co-host of the popular Real Estate podcast Real Conversations, and founder of rewrittn. He is a cheesehead through and through, loves to coach baseball, shred up the Canadian Rockies, and watch his twins play every sport imaginable. He is a lover of life and makes every effort to live every day to the fullest. His favourite quote comes by way of his loving wife: “Part of living a full life and showing up on a regular basis is being able to savour the small things, taking a moment to enjoy the sun on your face or finding joy in watching someone you love, do something they love. To laugh and laugh on purpose.”
Kelley started rewrittn to help Realtors® fill a massive void in their marketing that could help to drive traffic to their websites, gain repeat and referral business and stay connected with their clients on a bi weekly basis.
Podcast: https://www.listennotes.com/podcasts/real-conversations-kelley-skar-S6dgh3pBXND/
Contact: kelley@rewrittn.com
MBA: Forbearance rate holds, but exits are slowing
After two weeks of slight increases, the U.S. forbearance rate, measuring the share of mortgages with suspended payments, remained unchanged from the week prior at 5.54%, according to the Mortgage Bankers Association. The MBA estimates there are still 2.8 million homeowners in some form of mortgage forbearance. Fannie Mae and Freddie Mac loans in forbearance gained for the first time in 25 weeks on Dec. 1, however, they fell once again last week to 3.34% – a 2-basis-point improvement. The GSE’s forbearance rate overall has improved immensely, now down by more than 50% since its peak in late May. Mike Fratantoni, MBA’s senior vice president and chief economist, noted that while new forbearance requests declined this week, exits slowed to a new low for the series Sundae raises $36 million in Series B funding
Company pairs sellers of distressed properties with potential buyers Sellers go to Sundae’s marketplace to request an offer, then a member of the company sets up a brief home visit, or virtual walk-through, and makes an offer on the home. If the seller accepts the offer and an inspection is completed, Sundae offers a $10,000 cash advance prior to closing to help homeowners with moving costs and other expenses. The property is then offered on its marketplace for investors to bid on. Sundae doesn’t charge closing costs or agent fees, but charges buyers in its investor marketplace a fee when it “assigns” them a property. Residential real estate marketplace Sundae has announced it closed $36 million in Series B funding on Tuesday, led by QED Investors and with additional participation from Founders Fund, Susa Ventures, Navitas Capital, Prudence Holdings and General Global Capital. FHA raises loan limit by nearly $25,000 for 2021
Given massive year-over-year gains in home prices, the Federal Housing Administration (FHA) is increasing its 2021 loan limit in most of the U.S. to $356,362, an increase of nearly $25,000 over 2020’s loan limit of $331,760. That loan limit figure is determined as a percentage of the national conforming loan limit for Fannie Mae and Freddie Mac, which is increasing in 2021 to $548,250. FHA’s 2020 minimum national loan limit, or “floor,” of $356,362 is 65% of the national conforming loan limit of $548,250. This floor applies to low-cost areas, which are counties where 115% of the median home price is less than the floor limit. In approximately 65 high-cost U.S. counties where the median home price far exceeds the FHA’s loan limit floor, the FHA is increasing its 2021 loan limit to $822,375, close to a whopping $57,000 increase over 2020’s total of $765,600.
In this episode, I’m joined by real estate investor, Katy Klesitz. This year alone, she bought 52 single family rental properties in two midwest markets all from her home out-of-state. She put a remote investing strategy in place, which allows her to grow her portfolio in great markets and use systems to run things at a high level. She’s a bad ass business owner and mom, building something amazing on her own terms.
Katy basically owns a we buy houses company that helps homeowners get a cash offer to sell their home quickly in Omaha and Waco. (her cash offers almost always include the cost of repairs and upkeep to bring the property inline with full market value).
She grew up in a real estate family and around the real estate world her whole life. She has taken her real estate knowledge and applied it to a business model that works for her and allows her to do something she cares about.
Many moms want to build really cool businesses, and it seems intimidating from outside looking in, but it is possible. We just have to start, keep going and let the results compound over time.
https://holdworkshop.paperform.co/
Website: Katy & Frank Home Buyers
Email: katyklesitz@gmail.com
Phone: 402-802-9634
In this episode of the Kevin and Fred Show, I’m joined by Garrett Maroon, a real estate team leader who has built a highly successful business through systematic relationship-building and referrals. What makes him unique is that his business thrives on the intention of never working over 40 hours a week.
Garrett is an entrepreneur, coach, the President of Business By Referral LLC and owner of Maroon Group. Business By Referral LLC exists to help real estate agents work less, make more and have fun doing it. Garrett also runs a small, real estate team in Hampton Roads. They have finished in the top 3% out of 7200 agents three years in a row working almost exclusively by referral.
We don’t have to get pulled into a cookie-cutter model that doesn’t align with us or subscribe to so-called industry conventions. The beauty of real estate is that we have the power to decide and design the kind of business we want, and how it fits into our lives.
Guest Info
Garrett is an entrepreneur, coach, the President of Business By Referral LLC and owner of Maroon Group. Business By Referral LLC exists to help real estate agents work less, make more and have fun doing it. Garrett also runs a small, real estate team in Hampton Roads. They have finished in the top 3% out of 7200 agents three years in a row working almost exclusively by referral.
Guest Info: www.businessbyreferral.co
https://www.linkedin.com/in/garrett-maroon-50b06135/
In today’s episode of the Kevin and Fred show, Gary Vee returns for another great conversation. Today, we talk about the lessons we should be learning from what’s going on right now. It’s clear that our world is never going back to the way it was, and that is the new normal.
Many people are unhappy, and could use this time to make a change, but they don’t because they are too invested in where they are right now. This sunk cost fallacy isn’t only false, it’s also a recipe for unhappiness and regret.
Gary Vee’s message: choose happiness over money and status, and have the humility to take a strategic step backwards to create the life you want. A house, car or social status is not worth dying inside.
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
Guest Info
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
Kleard launches self-touring tech for rentals
Kleard's third app for both iOS and Android clears the way for landlords to allow aspiring tenants to tour rental listings unaccompanied
Kleard is a personal identification software app that ensures prospective buyers are who they say they are before being granted access to a home for sale or meeting an agent for the first time. It’s also used for open houses.
When partnered with a smart lock, the Kleard Now version of the technology allows people to tour homes without an agent present. After verification, the individual is given the lock code. The company does not, in any way, cut out agents.
In December, Kleard will be launching a new app, Kleard Rentals, for the rental market.
According to an email to Inman from company founder, Jonathan Martis, the new software “is the app landlords and property managers will use to manage their properties for self tours. The difference will be the questions landlords and property managers care about.”
Realogy's franchise group names first female CEO
Susan Yannaccone was appointed president and CEO of Realogy's franchise business Tuesday, as outgoing CEO John Peyton is named chief executive of Dine Brands Global
In the new role, Yannaccone will oversee franchise operations of Better Homes and Gardens Real Estate, Century 21 and ERA, as well as the franchise and company-owned operations of Sotheby’s International Realty and Corcoran. She will report directly to Realogy CEO and President Ryan Schneider.
In today’s episode, I’m joined by Chris Sauerzopf, an entrepreneur who is tackling a very urgent and serious problem our industry is facing, wire fraud. His wire fraud elimination tool is going to MAJORLY change our industry for the better. About 1 in 450 real estate transactions reported a wire fraud activity or loss, with a whopping $221 million of consumers’ money lost to fraudsters. Trust is the backbone of our relationship with consumers as real estate professionals. The risk of wire fraud could make them completely lose confidence in what we do with their money as an industry .
Chris is the co-founder and creator of SafeWire. As a licensed title agent and co-owner of World Class Title, Chris recognized the potential threat of real estate wire fraud. Chris has been in real estate since 2004 and has a degree in Industrial Design from the Columbus College of Art & Design. He has been a licensed real estate agent, notary and is currently a licensed title agent. World Class Title has used SafeWire successfully to protect millions of dollars in settlement funds.
SafeWire exists to ensure every real estate transaction is fraud-free. Unlike other fraud prevention products, SafeWire begins at day 1 of the listing. SafeWire is the only product available that reaches across multiple segments of the transaction from real estate brokers to title agents. SafeWire and SafeWire Assurance guarantees proceeds up to $1Million. In addition to World Class Title and SafeWire, Chris enjoys spending time with his daughter and loves being in the woods.
Wire fraud is a HUGE issue for everyone involved in a real estate transaction. It’s a pressing issue for our entire industry that will hurt our clients and the integrity of the real estate transaction. Every aspect of the business of buying and selling homes is vulnerable to wire fraud. Knowing how it’s done and how we can protect ourselves is vital to us maintaining the trust and confidence of consumers.
Website: Safewire.com
Email chris@safewire.com.
Guest Info
Chris is the co-founder and creator of SafeWire. As a licensed title agent and co-owner of World Class Title, Chris recognized the potential threat of real estate wire fraud. Chris has been in real estate since 2004 and has a degree in Industrial Design from the Columbus College of Art & Design. He has been a licensed real estate agent, notary and is currently a licensed title agent. World Class Title has used SafeWire successfully to protect millions of dollars in settlement funds.
SafeWire exists to ensure every real estate transaction is fraud free. Unlike other fraud prevention products, SafeWire begins at day 1 of the listing. SafeWire is the only product available that reaches across multiple segments of the transaction from real estate brokers to title agents. SafeWire and SafeWire Assurance guarantees proceeds up to $1Million. In addition to World Class Title and SafeWire, Chris enjoys spending time with his daughter and loves being in the woods.
For more information, visit Safewire.com and email chris@safewire.com.
Rate lock data suggests $4 trillion in 2020 mortgage origination volume
New rate lock data suggests 2020 will end with over $4 trillion in mortgage origination volume, easily a record.
The data, from Black Knight’s “Mortgage Monitor” report, shows that rate lock activity in the first half of October was up 4% from September, with purchase locks up 6% and refinance locks up 3%. Add low mortgage rates to the recipe and quarterly mortgage origination volume is expected to reach record levels across both purchase and refi.
Mortgages in forbearance fall across all loan types
The U.S. forbearance rate measuring the share of mortgages with suspended payments fell seven basis points to 5.83% last week, according to the Mortgage Bankers Association.
“With more borrowers exiting forbearance in the prior week, the share of loans in forbearance declined across all loan types. Almost half of forbearance exits to date have been from borrowers who remained current while in forbearance, or who were reinstated by paying back past-due amounts,” said Mike Fratantoni, MBA’s senior vice president and chief economist.
The share of Fannie Mae and Freddie Mac loans in forbearance fell 6 basis points last week to 3.66% – marking the 21st week in a row the GSEs’ forbearance rate has dropped.
Though the rate for Ginnie Mae loans, which include loans backed by the Federal Housing Administration, rose slightly the week prior, last week’s rate leveled off after falling 4 basis points to 8.13%.
Core Logic - A Joke (Fred’s headline)
November 3 - Like King Canute (Cnut) ineffectively commanding the ocean tide to recede, CoreLogic continues to command home prices to stop rising, and with similar effect.
Last month they forecast that month-over-month prices for September would increase by 0.1% over August. Today they report that the actual increase was 1.1%, 11 times greater than their forecast. One month is not difficult to forecast, especially as they are forecasting for a month that has already ended. However they still manage to get it wildly wrong again and again. They are forecasting a month over month increase for October of 0.2%. In Greater Phoenix we have already measured 4.8%, for October. I am going to go out on a limb here are predict that their forecast for October will be extremely low again.
Their longer term forecast is for US home prices to rise by 0.2% between September 2020 and September 2021. This is likely to prove even more incorrect than their short-term forecast, but I do admit that long term forecasting is a fool's game in which the Cromford® Report does not participate.
We make no price forecast at all for September 2021, but we do know a silly forecast when we see one.
In this episode, I’m joined by our good friend and partner Andrew Franklin. The Franklin Team has found massive success with their core business, with a volume of 1500 transactions and $500 million. They’ve created partnerships with production builders which now provide a huge chunk of their deals; and they also have a title company and a hard money lending business. They’ve found the perfect vehicle to scale their business.
By building relationships with production builders and creating a highly scalable system for builder business, The Franklin Team is multiplying their effectiveness and profitability with every single deal. There are so many lessons we can learn from how Andrew and his team does real estate.
Andrew is owner and partner on The Franklin Team. He has been around residential real estate since he was a kid and learned early that putting clients' needs first is always smart business. The Franklin Team’s main objective is to efficiently deliver world class service with accuracy, integrity and professionalism.
The level of success and expansion Andrew’s team has achieved doesn’t happen by accident. They really had to dig in and build the real estate part first in order for them to nurture the relationships that led to the opportunity for the new business. The lesson we learn is that we need to build up the core of our business before we move into something else. We have to dig deep to strengthen it and truly dial it in for us to be primed for growth and expansion.
Guest Info
Andrew is owner and partner on The Franklin Team. He has been around residential real estate since he was a kid and learned early that putting clients' needs first is always smart business. The Franklin Team’s main objective is to efficiently deliver world class service with accuracy, integrity and professionalism.
Website: www.thefranklinteaminc.com/
Social media: https://www.facebook.com/thefranklinteamhouston/
Highlights from the Black Knight Mortgage Monitor's first look at September's mortgage data
Homesnap launches AI-powered tool that predicts days on market
Guild Mortgage’s announces that the company will be going public.
Builder confidence breaks previous 35-year record high
Real estate startup takes aim at new construction market
In today’s episode, I’m joined by Karen Cooper, a team leader and coach whose real estate career spans 18 years. She has navigated the real estate rollercoaster, from working as a managing broker, to running a real estate operation that is intentionally not a rainmaker team. After observing the high turnover that these teams have, she decided to create a team with decentralized lead generation, and an environment where agents could grow and build their own personal brands.
Her passion for empowering agents drove her to create a Facebook group and coaching program that helps fellow agents gain a sense of direction and not feel the loneliness and isolation that’s so common in this industry. She has always put client care at the center of her own real estate business and she took the client care program she developed and adopted the same methods to her coaching.
She has effectively leveraged the freedom this business gives us to create a career and business model that works for us. “There’s many ways to be successful in our business and we wanted to create our own thing.”
Karen Wenner Cooper is a wife, mom to 3 sons, lifelong Lovettsville resident, real estate coach and owner of the Platinum Group Real Estate team at Pearson Smith Realty, a team of 35 phenomenal women and moms, based in Leesburg. Licensed since 2002, she has personally helped over 700 families during her career, and exemplifies what it means to be a real estate professional. A recognized expert, she has been featured on several local, regional and global Podcasts, and been a featured speaker at the Virginia Women’s Business Conference. Passionate about helping women in the real estate industry, she is the founder of Empowering Women in Real Estate, with over 8000 members nationwide.
Real estate is a vehicle for freedom because it offers many paths to success. We don’t have to subscribe to one way of running a business, and we can build and run something we want. When people build a different model and culture, it’s not by accident, there’s intention behind it. Often it’s because we see a better, more valuable and beneficial way to hire, work and earn.
Guest Info
Karen Wenner Cooper is a wife, mom to 3 sons, lifelong Lovettsville resident, real estate coach and owner of the Platinum Group Real Estate team at Pearson Smith Realty, a team of 35 phenomenal women and moms, based in Leesburg. Licensed since 2002, she has personally helped over 700 families during her career, and exemplifies what it means to be a real estate professional. A recognized expert, she has been featured on several local, regional and global Podcasts, and been a featured speaker at the Virginia Women’s Business Conference. Passionate about helping women in the real estate industry, she is the founder of Empowering Women in Real Estate, with over 8000 members nationwide.
Visit http://www.goplatinumgroup.com/ and follow @karen.w.cooper on Instagram.
Book Mentioned
Make It Happen: Manifest the Life of Your Dreams Book by Jordanna Levin
For the first time since April, forbearances fall below 3 million
Gary Keller steps back from CEO role
Mortgage Applications
Apps up ...
On today’s episode, I’m joined by my good friend and real estate trailblazer, Rachel Adams Lee. Rachel’s success can be attributed to pouring into being the best version of herself, and having an unwavering commitment to her growth and goals. Motivated by wanting a better life, she dug into personal growth and personal development. In just 3 years, she went from door knocking 200 doors to one of Wall Street Journal’s top 1000 real estate agents in the country. Today she runs 4 six-figure businesses, all built around social media, and she has created a life she loves.
Rachel Adams Lee is a top-producing Realtor, Author, Speaker, Coach and the CEO and founder of The Rachel Adams Lee Group at Keller Williams Realty. She is currently ranked in the top 1% of all Realtors in Placer and Sacramento counties.
Every aspect of creating a life that brings us joy has to be intentional and purposeful. We have plenty of options when it comes to the lives we have, we get to choose the kind of agents we want to be, and the kind of business we want to have. Once we know what we want, we can fearlessly go after it.
Guest Info
Rachel Adams Lee is a top-producing Realtor, Author, Speaker, Coach and the CEO and founder of The Rachel Adams Lee Group at Keller Williams Realty. She is currently ranked in the top 1% of all Realtors in Placer and Sacramento counties. She has been named “Wall Street Journal's Top 1000 Agents” in the United States, and runs several successful businesses built on social media.
For more information, visit https://www.youtube.com/channel/UCtJc2KV4YHX4O2uS9YlmE_w
Follow @racheladamslee on Instagram.
Send an email to thegoods@racheladamsleegroup.com
To get access to Rachel’s free gifts including top scripts for converting in 2020 and social media mastery tips.
Zillow co-founder Spencer Rascoff wants to help you buy a second home
Compass acquires title and escrow software startup Modus
Opendoor filing reveals FTC investigation over advertising
Judge denies motion by NAR to dismiss buyer commission lawsuit
Hot Home Sales Market But Not Bubbly
There are dozens of things that are different now compared with 2005, but the most significant include: 1. In 2005, thousands of homes were being purchased and left vacant as they were snapped up by speculators 2. In 2005, rents were low and headed lower because there were more homes than people who wanted to live in them 3. In 2005, almost anyone could get a 100% loan with minimal documentation, and thus had no skin in the game if prices were to fall (as they did) 4. In 2005, few people thought the market could decline 5. Mortgage fraud was rampant creating artificial demand 6. The developers had built (an would continue to build through 2007) more homes than were demanded by the population growth
For all 6 of these, the opposite condition exists today. 1. Vacancies are very low 2. Rents are high and rising sharply 3. Qualifying for a mortgage requires financial resources (for example, a job) and must be supported by documentation, and almost all home owners have equity 4. Many people think the market could go down, supported by articles claiming this is likely (although it is not) 5. Mortgage fraud is at a relatively low level 6. The developers have built fewer homes than demanded by population growth between 2008 and 2020.
Brokerage uses VR to get consumers inside houses that haven’t been built yet
Urban District Realty, a Washington, D.C.-based brokerage, announced last week the launch of its custom real estate listing system, PROJETO. This system uses virtual reality technology which allows clients to be put in a virtual representation of a property that hasn’t been built yet. “PROJETO specifically is for homes that have not been built yet, these are homes that are still in development and that is something that when we did all of our research and looked around, no one else is doing it the way we’re doing it in the country,” Principal Broker and CEO of Urban District Realty Ryan Fiero told HousingWire. Zillow to hire agents as employees for iBuyer transactions
Starting in January 2021, Zillow Offers transactions will be managed by a salaried Zillow employee who is licensed to act as a real estate salesperson through Zillow Homes Zillow is set to hire real estate agents to represent it in buying and selling homes, a marked shift from the way the company has managed transactions since launching its iBuyer, Zillow Offers, in April 2018. Previously the company was represented by a licensed local real estate agent, through a brokerage partnership in each market, on both sides of the transaction. “In thinking about how to make the customer experience smoother, what we realized is, by having a Zillow employee who’s their end-to-end for the entire transaction, it made the whole transaction easier and more streamlined,” Errol Samuelson, Zillow Group’s chief industry development officer, told Inman. “One person that the customer could talk to and they knew that this would be the person that would guide them and shepherd them through the process.”
In today’s episode, I’m joined by business performance coach and CEO of Your Performance People, Ron Patulski. With over 20 000 hours and 23 years of performance coaching experience, very few people have been in the coaching space as long as Ron has. He’s seen the landscape change, observed what works and identified the key factors that drive success in a performance coaching relationship.
Coaching isn’t for everyone. Having a heart for helping people doesn’t necessarily make you a good candidate to be a coach, there has to be something more. It takes a special kind of individual and mindset to know how to handle someone’s mind, heart and perceptions in order to help them close the gap between where they are and where they want to be. Ron believes in whole-brain, whole-purpose and whole-person coaching because that creates the progress and permanent change.
Ron Patulski is the CEO and one of the Senior Certified Master Coaches at Your Performance People. Over the last 22 years, Ron has been a Business Performance Coach working with all types of individuals spanning all types of industries.
As a CPA and business owner for the majority of his life, he has a passion for the game of business.
Ron has held the designation as a Certified Master Coach for well over a decade, a Trainer of Neuro-Linguistic Programming (NLP), an Executive Level Coach through Columbia University, and continues to study under a number of mentors including a professor at Harvard applying neuroscience to individual and organizational performance. He is also a former member of The Forbes Coaches Council.
Ron, along with his wife Kate, is passionate about the potential of the human mind with a mission to forge new frontiers and breakthroughs assisting others in living the lives they imagine. They are currently advancing this work through a field they have coined and trademarked as “Mind Architects”
Website: https://yourperformancepeople.com/
To find out how to become a client, visit coachwithypp.com
Guest Info
Ron Patulski is the CEO and one of the Senior Certified Master Coaches at Your Performance People. Over the last 22 years, Ron has been a Business Performance Coach working with all types of individuals spanning all types of industries.
As a CPA and business owner for the majority of his life, he has a passion for the game of business. Ron has held the designation as a Certified Master Coach for well over a decade, a Trainer of Neuro-Linguistic Programming (NLP), an Executive Level Coach through Columbia University, and continues to study under a number of mentors including a professor at Harvard applying neuroscience to individual and organizational performance. He is also a former member of The Forbes Coaches Council.
Ron, along with his wife Kate, is passionate about the potential of the human mind with a mission to forge new frontiers and breakthroughs assisting others in living the lives they imagine. They are currently advancing this work through a field they have coined and trademarked as “Mind Architects”
Website: https://yourperformancepeople.com/
To find out how to become a client, visit coachwithypp.com
LoanDepot mulling IPO: Report
Homeowners gain over $620 billion in equity in the second quarter
Sales of existing homes surge to a 14-year high
RE/MAX announced Monday it is acquiring Gadberry Group, an Arkansas-based location intelligence data company
In this episode, OJO Labs Chief Real Estate and real estate team leader, Chris Heller returns to the Kevin and Fred show. With everything happening in the real estate market, from a pandemic standpoint, what’s going on with interest rates and inventory; this is a great time to talk to Chris about the trends he’s seeing and what real estate agents should be doing right now. OJO Labs recently launched The Select Network, a referral network that delivers the best real estate talent to consumers. Chris also has an interesting perspective on the market right now, and how the change in consumer demands have impacted the market.
Chris is the Chief Real Estate Officer at OJO Labs. Founder and owner of The Heller Real Estate Group. As Chief Real Estate Officer of OJO Labs, Chris is shaping partner strategies, creating a cohesive structure between real estate professionals and OJO, and accelerating adoption in the industry. Chris Heller brings deep industry and leadership expertise having held influential positions for more than 3 decades.
The combination of lockdown-driven real estate needs, low inventory and super low interest rates has created a unique real estate market, and made this an interesting time to be a real estate professional. Consumer behavior has shifted radically, with people re-evaluating where they live and making moves to find a home that fits in with their new lifestyles. The most successful agents are leaning into the consumer demands and establishing strategies to help people navigate this new normal. In Chris’ words, “instead of wondering when we’ll go back to normal, we need to really re-evaluate what we mean by normal.”
For more information visit, https://selectnetwork.ojo.com/rise/index_new.php?utm_source=facebook&utm_medium=ch&utm_campaign=own_announcement#/
Guest Info
Chris is the Chief Real Estate Officer at OJO Labs. Founder and owner of The Heller Real Estate Group. As Chief Real Estate Officer of OJO Labs, Chris is shaping partner strategies, creating a cohesive structure between real estate professionals and OJO, and accelerating adoption in the industry. Chris Heller brings deep industry and leadership expertise having held influential positions for more than 3 decades.
For more information visit, https://selectnetwork.ojo.com/rise/index_new.php?utm_source=facebook&utm_medium=ch&utm_campaign=own_announcement#/
Opendoor going public
Mortgages in forbearance drop again, but that trend could reverse
Interest rates hit another all time low
In this episode, I’m joined by real estate veteran and marketing expert and coach Ricardo Bueno. He has spent his career coaching and educating agents on how to implement technology, systems, and build automation into their business. Ricardo has been able to observe and implement some of the most effective marketing strategies for his real estate clients, and through Homebot’s monthly valuation email, his clients have been able to increase their transactions, engage with their database with a piece of valuable content with an open rate of up to 90%. That’s why using Homebot for homeowners as a marketing tool is the biggest no-brainer in real estate marketing. Today Ricardo shares why it’s an easy but powerful thing to implement in our businesses.
Ricardo Bueno is real estate veteran, speaker and marketing technology director for West in California. He’s a house-hold name in the real estate industry with over 10+ years experience speaking from stage at Inman’s Real Estate Connect San Francisco and C.A.R. Expo. Ricardo has coached thousands of real estate agents and brokers on how to successfully implement marketing strategies and technology into their business to boost their productivity
The people we help buy or sell a home, are going to undergo a series of changes throughout the time they own that house. Their lives are going to shift overtime which changes their real estate needs or at least leaves them with questions about the next move to make. These are questions their original lender or agent can ask, but the problem is they don’t want to ask us because they are afraid of being sold to.
What we need is something of value that we consistently send them to keep them engaged and keep us top-of-mind. This is where Homebot for homeowners comes in. People are already thinking about the value of their homes, we can give them what they want by giving them something of value and staying in touch with them.
Implementing this strategy has produced high ROI for real estate agents because it’s something that homeowners value. It gives them information to make a choice for their next real estate decision, whether it’s refinancing or selling, so it empowers them too.
For more information visit https://www.ricardobueno.com/kevinandfred/ and https://themoderndayagent.com/.
https://homebot.ai/
Guest Info
Ricardo is real estate veteran, speaker and marketing technology director for West in California. He’s a house-hold name in the real estate industry with over 10+ years experience speaking from stage at Inman’s Real Estate Connect San Francisco and C.A.R. Expo. Ricardo has coached thousands of real estate agents and brokers on how to successfully implement marketing strategies and technology into their business to boost their productivity.
Don't forget to get the freebie from this episode: https://www.ricardobueno.com/kevinandfred/
Want to learn more about Homebot? Reach out to them directly at: Grant Horvath Enterprise Account Executive - Homebot 561-699-5063 grant@homebot.ai
Spike in lumber prices boosts construction costs
Higher lumber costs are adding about $16,000 to the price of a new house, NAHB says On earnings debut, Rocket reveals plans to dominate the U.S. mortgage market
Adwerx now allows you to stream your next listing on Hulu
About the Episode
On this episode, I’m joined by tech entrepreneur, and founder of Yodle Inc and OJOLabs, John Berkowitz, a man who is revolutionizing how consumers make decisions with what he calls “the most expensive refrigerator magnet for agents.” After starting Yodle in college and growing it to a tech brand that sold for over $300 million, and dealing with some of the challenges and stresses that come with being a first-time founder, John decided to build a business that could allow him to make a bigger impact, and he found something that fulfilled his priority for a high-magnitude opportunity.
Building meaningful business platforms that defy the status-quo has long been in John’s DNA. Fueled with the vision to build a product that would truly meet and serve consumers’ needs for valuable information, John co-founded and launched OJO Labs in 2015. OJO Labs has quickly become a leader in conversational AI technology with a powerful team working toward developing the best product possible, and a sizable opportunity meeting the perfect set of resources along key partnerships at the right time. John’s dedication to establishing a positive work environment has resulted in OJO Labs being recognized among the best places to work nationally by Inc. Magazine, Fortune Magazine, Built In and Comparably, and regionally by the Austin Chamber of Commerce and Austin Business Journal multiple years in a row. Recently, John was named to Swanepoel’s SP200 and The Most Powerful Technology Executives in The Residential Real Estate Brokerage Industry list.
Understanding the pains of what it means to run your own business and be fully accountable, and the level of responsibility to serve the end user is what drives him, and that’s what drove the creation of OJO.
There are so many challenges that come with running a business, and what people don’t talk about is how much long-term stress the people who run these businesses take on. In order to overcome the stress, it’s important to have a greater goal or purpose behind the business because that’s what will fuel them through all of the phases, and fuel them to stay focused on what matters.
The thing about business is, whether you run a small company or a large operation; no matter what reason you have for being in business, the journey is not easy. Companies are really hard to build and maintain, and what makes it easier is really having a North star that guides you, and being driven by the mission to solve a problem, not the outcome. If we’re driven by that we’ll always focus on what will benefit the end-user.
In Today’s Episode, We Talk About;
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John’s journey as an entrepreneur prior to real estate and starting Yodle at 21.
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Exiting Yodle and the importance of being led by value not the goal to exit the business.
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Entrepreneurial PTSD and the challenges founders face
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The journey of OJOLabs and why John chose it as his next venture after Yodle.
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The difference between real AI and what people say AI is.
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Scaling and its connection to a lack of entrepreneurial desire.
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What John is excited about, what he has changed his mind on and something surprising about him.
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The value of earned trust, and why it’s what makes a real difference in business.
What doesn’t exist today is a consumer trusting a product or company
Guest Info
John Berkowitz is the Co-founder and CEO of OJO Labs, an Austin-based company that has quickly become a leader in conversational AI technology. With the application of its patented AI, OJO empowers people to make better decisions through the fusion of machine and human intelligence by automating lead conversations for agents and creating data-driven, personalized experiences for consumers. John’s track record of building and scaling successful, mission-driven technology companies with award-winning workplaces paved the way for the formation of OJO in 2015. John’s dedication toward building a positive work environment led to OJO being named to Comparably’s 2018 Best Company Culture list, and Built In Austin’s Best Places to Work in 2019.
Prior to founding OJO, John co-founded Yodle, and was instrumental in building it into a $200M+ revenue leader in the online marketing space with more than 50,000 SMB customers and over 1,400 employees. In February 2016, Yodle was acquired by Web.com in a $342 million all cash transaction. Recently, John was named to Swanepoel’s SP200 and The Most Powerful Technology Executives in The Residential Real Estate Brokerage Industry list. John is actively involved in nonprofits, and currently serves as CASA’s board president, using his entrepreneurial background and resources to fight for the welfare of children in the communities he operates in.
Eviction moratoriums ending in some states…
Refi Fee is Delayed - now starting December 1st
Biden proposes $15,000 first-time homebuyer tax credit
THE REFERRAL BUSINESS
Tune in to this very informative conversation between Dean and Kevin Kauffman. Dean is a 30+ year veteran in the real estate business using his expertise in marketing and applying this knowledge to real estate.
HOW MUCH HAS CHANGED in the REAL ESTATE BUSINESS?
Dean’s reflection on how much has changed in the Real Estate world and how much hasn’t changed. In the beginning, Realtors had all of the information contained in a book and searches for properties were physical – you had to go to the open house, read the newspapers, talk to other agents. Now, everything is online and Buyers oftentimes know more than the Realtors. Back in the day, people desired getting top dollar in the least amount of time with little to no hassle. This was true 30 years ago and is still true today with the added benefit of
more opportunities to make it happen. What hasn’t changed is Days on Market and the asking price percentage.
(Kevin) How have you taken your Real Estate experience and your marketing experience and brought them both together? What’s really happening in the Real Estate world?
(Dean) I spent 30 years to study how to crack the code of the real estate puzzle pieces of:
- Getting listings
- Multiplying your listings
- Getting referrals
- Converting leads
- Finding Buyers.
One area that is competition proof is the referral business. Dean employs the Dunbar Number and markets to his Inner Circle of 150 people defined as this – these are the people you recognize by their name, you would stop and have a conversation with them, and you know your position in their life.
(Dean) So then the problem to solve is – How can you manage this ‘Relationship Profile’ as an asset for a 20% yield (which is the target and gold standard) to generate 30 referred transactions a year? For example: Take the number of repeat and referrals you had in the last year and divide by the 150 in your inner circle). Fifteen referrals yields a 10% repeat, 5 referrals yields a 3% repeat yet the goal is a 20% Return on Relationship and this requires real orchestration. 80% of
referrals are passive and 20% are reactive. This makes up all referrals but leaves out the proactive referrals.
What is an Orchestrated Referral Program? Ex: When showing a home in a particular neighborhood call or email a friend who lives in that neighborhood explaining what you are doing and ask if they know of anyone in that neighborhood who is interested in selling their home.
This is a proactive referral. Discussion on the psychology of the herd – changing mass behavior, making people feel good to do something for you and elevating their perceived status and giving them opportunities to do so. We are all hard-wired to provide value to people in our inner circle of 150 and are constantly looking for an opportunity to
add value.
(Kevin) Yes, it’s like invoking the law of reciprocity. How can you make this happen?
(Dean) By deconstructing the mechanics of how a referral works and
orchestrating the situation in the mind of your inner circle of 150.
- Get them to notice when a conversation about real estate is happening
- Get them to think about you in that conversation
- Get them to introduce you to the person they are having the conversation with.
- Get them to keep you on their mind so you come to mind in their
conversations with others
What are the high probability conversations? Anyone buying, selling, moving up, downsizing, vacation home, investment home, sweat equity, winterize your home, etc.
INTRODUCTION TO THE WORLD’S GREATEST POSTCARD
To stay on people’s minds, Dean sends out a postcard to his inner circle of 150 to stay on the minds of his friends. In this way, he manages his relationship portfolio asset for a 20% yield in new business by changing the mindset and conversation
and programming this into the minds of his friends using the postcard as a proactive referral tool.
http://theworldsmostinterestingpostcard.com/
LISTING MULTIPLIER INDEX
Explanation of the Metric Index for listings. Take how many listings you obtained from one listing and divide by 10 to get an index.
Each listing should yield 5 opportunities for more business:
1. Get is SOLD
2. You find a buyer for this listing
3. A buyer in interested in another property from you
4. Another listing
5. A referral from the seller before the transaction is closed
IN CLOSING
(Kevin) Using the two metrics of the Listing Multiplier Index and the Return on Relationship Asset to find out where you are at in your own business and how to increase those numbers speaks to the ‘competition proof’ solution that Dean talks about.
(Dean) There’s always been constant challenges in this business but the bottom line is people will gravitate to the most convenient thing.
(Kevin) I learned an important lesson from you that you can’t remind people to come to your event or to refer you; speak about the 9 Word Email.
(Dean) There are always two timeframes: NOW and not NOW. I am in 100% pursuit of NOW and that is where the 9 Word email came from. The old mindset of (pre) judging leads as being good or bad has been replaced with the 9 Word Email. The reality is leads are what they are (is what it is) and nothing is going to change that. We all look for the 5 Star Leads which is a compilation of people willing to engage in a dialogue, are friendly and cooperative, they know what they want, they know when they want it, and they would like us to help them get it.
How to discover the 5 Star Prospects from all the rest of your leads?
Everyone has leads that have slipped through the cracks or were prejudged as not good. Gather up those leads and send the 9 Word Email which revives dead leads from NOT now to NOW.
https://ilovemarketing.com/have-you-tried-a-9-word-email/
Reference links:
http://www.gogoagent.com/
http://gettingreferrals.com/
DEAN JACKSON BIO
There have been men throughout history who have captured ideas seemingly plucking out them out of thin air and giving them to an incredulous population.
Dean Jackson is one of those men.
Dean’s greatest joy in life is to find a new idea and share it with those around him.
This is Dean’s unique approach to marketing. His inspirational approach to marketing is bringing new DNA to the net. His approach is to compartmentalize your business model into three phases: Before, During, and After and using a steady drip campaign finding the multipliers to launch your business into a new dimension.
(Conversation is condensed and paraphrased for convenience and flow.)
Late-term mortgage delinquencies rise on forbearances
Mortgage lending will beat 2019 by $1 trillion, Fannie says
FNMA and FHLMC Fee postponement coming??
On this episode of The Kevin and Fred Show, fellow Arizona Realtor and entrepreneur Steven Valentine returns. With over two decades in real estate, Steve is a wealth of knowledge on not only reinvention and what it takes to have longevity in this business. He also knows a lot about how to transcend the conventional real estate transaction and go beyond the listing. Our entire industry is centered on an asset class that people build income, wealth and empires on. Yet very few agents ever explore real estate investing opportunities in their own right. We’re often too busy trying to chase a quick paycheck, we miss out on the chance to build long-term wealth. This is a narrative Steve is hoping to change.
Steve is a Real Estate Strategist, Entrepreneur, Speaker, Author, and founder and CEO of Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques. He’s more super-hero when it comes to real estate investing and in his relationships with clients, employees, and family. He out-right refused financial ruin to build a retirement-sustaining real estate portfolio of more than $15 million in value. A portfolio that is so diverse and has been so fun to create, he’s educating others to do the same. In the past 5 years Steve has created a real estate business that encompasses all of today’s top strategies including traditional real estate, flipping homes, buying off market opportunities, building wealth for himself, his team, and his clients.
The approach we take with a property can be the difference between getting a $4000 commission and a $15 000 real estate investing opportunity. But we can’t see that if we think from the perspective of a conventional transaction. We need to have the ability to take a 30,000 ft view of every specific real estate situation, and tailor the best approach. If we don’t make this shift, it’s impossible to build wealth in this business, and we’ll only go as far as our latest commission.
Guest Info
Steve is a real estate strategist, entrepreneur, speaker, author, and founder and CEO of Valentine Group. With more than 20 years of real estate experience, he’s fanatical about handcrafting the right strategy for each client using his toolbox of absurdly effective techniques. He’s more super-hero when it comes to investing in real estate and in his relationships with clients, employees, and family. He out-right refused financial ruin to build a retirement-sustaining real estate portfolio of more than $15 million in value. A portfolio that is so diverse and has been so fun to create, he’s educating others to do the same. In the past 5 years Steve has created a real estate business that encompasses all of today’s top strategies including traditional real estate, flipping homes, buying off market opportunities, building wealth for himself, his team, and his clients.
Instagram: @SteveDValentine
Text “agent” to 6029938600
To sign up for tips, funny real estate stories etc
Opendoor resumes iBuying in all of its markets
**Fannie Mae, Freddie Mac forbearance rate drops below 5%**
The GSE rate is the lowest since mid-April, MBA says
Housing industry turns against Fannie, Freddie’s added refinance fee
Are people really fleeing urban areas for more rural areas?
On this episode, I’m joined by real estate agent and entrepreneur, Justin Nelson who is on our show for the second time. He has been helping real estate business owners build leverage by placing well-trained virtual assistants in their organizations. Bringing leverage into our business can exponentially increase our effectiveness and our growth. The key is making sure that VA is set up to mesh with us and what we do, because that’s what will allow them to thrive. This is where real estate virtual assistant training comes in and provides what’s needed to create a successful employer-employee relationship. Justin is the founder and CEO of Sphere Rocket and owner of the Franklin Team at eXp Realty, a Virtual Assistant Company created to help only the Real Estate Niche. Sphere Rocket has grown into a company that not only specializes in helping Real Estate Virtual Assistant training, but also helping any type of business looking for leverage. Getting a VA can be a point of friction in so many real estate organizations, but it is possible to make the process smooth and to make sure the VA meshes with us so that they can thrive. If our VAs thrive, that’s how they can help us not only by growing our businesses, but by giving us real freedom in our lives. In this episode: - Justin’s work in the VA world, and how he got started - How Sphere Rocket VA works and how the model is different from other VA companies. - The onboarding process and how to effectively work with a VA. - The 3 categories for VAs and how to determine what you need them for. Guest Info Justin is the founder and CEO of Sphere Rocket and owner of the Franklin Team at eXp Realty, a Virtual Assistant Company created to help only the Real Estate Niche. Sphere Rocket has grown into a company that not only specializes in helping Real Estate Agents get a Virtual Assistant, but also any type of business who is looking for leverage. https://www.sphererocketva.com/virtual-assistant
Q2 Earnings Calls
Trump signs directives on evictions, unemployment and payroll tax deferral
HUD allocates $472 million of CARES Act funding for low-income households
Quicken/Rocket Mortgage Goes Public
In today’s episode, I’m joined by my good friend and business partner, Eric Lowry. He runs a highly efficient, systems-focused real estate operation complete with expansion teams and partnerships. Eric has built an onboarding system and training platform that many people in our industry could only dream of doing. His team was able to thrive during a pandemic and even double their sales from last year. They have achieved incredible growth where most people would just coast on years in the business. When him and I discussed how his team is managing in the pandemic, I knew we had to have him on the show immediately.
Eric is the CEO and Team Leader at The Lowry Team - eXp Realty. He is an industry veteran and entrepreneur with 22 years of experience in the business. The Lowry Team has built a reputation for honest, professional real estate service. They are committed to providing personal service combined with cutting edge technology to deliver exceptional customer service.
In real estate, it’s uncharacteristic for major growth to take place 20 years in. For the most part, the most growth takes place early on, and every progression from that point is only incremental. It’s even more uncommon and rare for that growth to happen within a pandemic economy, amid lockdowns, market uncertainty and new business constraints.
Eric Lowry did just that, and in August 2020, his team has already surpassed their total volume in 2019. This kind of excellence does not take place by accident, it comes from mindset, vision and the right kind of execution.
Website: https://www.lowryteam.com/
Facebook: https://www.facebook.com/EricLowry0
Trainual https://trainual.grsm.io/KevinKauffman
Time Stamps
00:58 - Eric’s background and what he enjoys about the business side of real estate.
07:07 - Building a big scalable training platform within the business.
12:33 - Why training has to be scaled up as our teams get bigger.
13:55 - The downsides of one-on-one, in-person training.
15:43 - Where the Lowry team offers the best and most value.
17:50 - Selling more homes as an individual agent vs. running a team and increasing volume when you’re not in production.
22:00 - How Eric’s team doubled their sales in a pandemic.
29:48 - Eric on his team’s coronavirus business results.
35:50 - Eric’s top 3 pieces of advice for kicking ass.
Guest Info
Eric is the CEO and Team Leader at The Lowry Team - eXp Realty. He is an industry veteran and entrepreneur with 22 years of experience in the business. The Lowry Team has built a reputation for honest, professional real estate service. They are committed to providing personal service combined with cutting edge technology to deliver exceptional customer service.
Website: https://www.lowryteam.com/
Facebook: https://www.facebook.com/EricLowry0
Training System https://trainual.grsm.io/KevinKauffman
Here is this week's headlines...
Heard on the Street: KW searching for new CEO…
Just Announced: eXp World Holdings Acquires Leading Real Estate Search Technology Company
Fathom Holdings, the parent company of Fathom Realty, goes public
About the Episode
On this episode, I talk to mega-influencer, media and entrepreneurship powerhouse, Gary Vaynerchuk, a man who has revolutionized how business owners communicate and operate. Through his business ventures, Gary has been able to build massive companies that aren’t just successful in terms of social media popularity, but also run as well oiled machines operationally, something many entities struggle with. Gary’s businesses have been successful because he understands the importance of patience when building something that can dominate for years.
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
Gary is currently the subject of DailyVee, an online documentary series highlighting what it’s like to be a CEO and public figure in today’s digital world, as well the host of The GaryVee Audio Experience, a top 100 global podcast, and host of #AskGaryVee, a business and advice Q&A show which can be found on both YouTube and Facebook. Gary also appeared as judge in Apple’s first original series “Planet of the Apps” alongside Gwyneth Paltrow, Jessica Alba and Will.i.am.
As business owners, we are often so focused on short-term ROI that we kill our own long-term success. Gary’s success at building massive, solid and profitable companies comes down to his ability to put his focus on the future, not getting instant gratification now.
In Today’s Episode, We Talk About;
- Why we shouldn’t be too worried about short-term ROI.
- How to practice patience with an unknown future looming over our heads.
- The most misunderstood thing about Gary Vee.
About the Episode
On this episode of Next Level Agents, I’m joined by Sam Parr, the man behind The Hustle, the daily tech and business email. He calls The Hustle an information company geared towards youngish entrepreneurs, and people who are growth-minded.
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Sam’s journey in business and the story of The Hustle is one of learning from some of the most legendary names in media like Ted Turner, and creating something that is so relevant and impactful right now. He understands the value of seeing trends before they are blatantly obvious to everyone else, and being willing to do things differently to how everyone else is doing. Add to that a sharp, brilliant and unique communication style, and you have an unstoppable media maven, and an equally unstoppable brand.
Building a business of note isn’t easy, and it requires us to constantly learn, develop, and iterate new pathways and approaches. The people who do this well understand that what really makes an impact is courage, mental and emotional toughness. As Sam puts it, business excellence is 20% intelligence and 80% emotional.
In Today’s Episode, We Talk About;
-
The backstory of The Hustle and who the publication is geared to.
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Why Sam started a media company, why Ted Turner inspires him and how Sam honed the voice and tone of The Hustle.
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How Sam and his team built to a million subscribers in a short amount of time.
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Why The Hustle built their own email sending technology.
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How The Hustle grew to 7 figures monthly and a staff of 25-30 people.
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The value of seeing trends before they are blatantly obvious to everyone else.
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The most misunderstood thing about The Hustle.
Guest Info
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Website: https://thehustle.co/
GET 50% OFF WITH THE DISCOUNT CODE NLA
Twitter: @theSamParr
As we continue to navigate the choppy waters of a pandemic economy, we’re still in the process of gathering data on how different demographics have been impacted economically. One of the companies exploring the pressures of the pandemic economy is Motley Fool’s The Ascent (https://www.fool.com/the-ascent/)
In a recent study and article, they put their focus on renters. There’s been a lot of focus on how homeowners have been affected, but renters are also in a precarious situation. 50 million renters have experienced immediate job and income loss; creating financial challenges many feel they will never recover from.
What makes the time we’re living through so challenging is that there’s no precedent for this. There’s nothing to fall back on or refer back to, so what’s playing out is truly uncharted territory. What sectors, demographics and states have been hit hardest in this pandemic economy? What assistance is available to affected renters? The Ascent’s Dann Albright shares insights on how this economy has impacted our population.
Quotes
Make smart decisions where you can, save up an emergency fund and dip into it in times like these. -Dann Albright
States that shut down their businesses early and aggressively tend to have lower infection rates but also have high unemployment rates right now. -Dann Albright
Things We Learned from Dann Albright
Renters are getting hit harder than homeowners
Renters have less housing security and are at the mercy of landlords. Programs have been put in place to help mortgage payers, but in many states renters don’t have access to the same assistance.
Many states have been affected in surprising ways
States like Nevada and renters who live there have been hit hard by the pandemic because they rely on tourism and hospitality. Surprisingly there are many other states that on the surface would seem unaffected, but actually rely on leisure and hospitality too.
We won’t fully know the effects of this crisis for years to come
It’s so easy to speculate, but the truth is, we will get the final data on how this has affected us months and years from now, not immediately. This situation is ongoing and evolving daily. We’ll have a clearer picture once the dust settles.
In this episode, I’m joined by coach and real estate leader, Josh Cooley. Josh has walked the real estate business journey, from new and struggling single agent, to top producing team leader and multiple-brokerage owner, and now highly impactful real estate coach. In Josh’s own words, every step in his growth has been the natural next step in production and growth, made possible through hard work and applying a coaching mindset to everything. Josh Cooley is a team leader, broker-owner and real estate coach. He jumped into real estate in 2008, a time when most agents were exiting right and left. Focusing on the lead generation and working his database daily, Josh quickly made it to the top 5% of Real Estate Agents in Eugene, Oregon. 10 years later Josh owns and operates a top producing real estate team in Eugene and Keller Williams franchise in Southern Oregon. Josh’s greatest business passion is coaching and mentoring agents to reach their potential. He specializes in coaching agents in production of 40 closings to over 700 closings per year. From independent agents to team owners Josh coaches his clients to think like champions and win! In order to grow our businesses to meet their full potential, it’s necessary not to focus on what everyone else is doing, but to delve into our own journeys and figure out where the gaps are so we can adjust accordingly. One of the biggest gaps business owners have is a lack of balance between their lead sources, ending up with a business that relies too heavily on one source and isn’t weighted equally. - Selling 8 homes in the first 2 years, and the lessons Josh learned during that time. - Going out on his own and building a team. - Josh on applying a coaching mindset to everything he does. - The progression to coaching and becoming head coach and Reger Coaching. - What it means to “F* your business”. - Josh’s course and who the ideal student is. Guest Info Josh Cooley is a team leader, broker-owner and real estate coach. He jumped into real estate in 2008, a time when most agents were exiting right and left. Focusing on the lead generation and working his database daily, Josh quickly made it to the top 5% of Real Estate Agents in Eugene, Oregon. 10 years later Josh owns and operates a top producing real estate team in Eugene and Keller Williams franchise in Southern Oregon. Josh’s greatest business passion is coaching and mentoring agents to reach their potential. He specializes in coaching agents in production of 40 closings to over 700 closings per year. From independent agents to team owners Josh coaches his clients to think like champions and win! To sign up for the course, visit https://regercoachingandconsulting.com/f-your-business/. Early sign ups get a $100 discount.
Zillow Offers resumes in five more markets, bringing the total to 20 out of 24 markets
Mortgage rates fall to a new all-time low this week (again)
Tappable home equity rises to record $6.5 trillion
Foreclosure threat grows as COVID-19 surges, Fed says
31% of renters doubt they will be able to pay next month’s rent on time
Home prices in Florida and Arizona expected to drop due to COVID-19 “perfect storm”
In this episode, I’m joined by real estate investor, entrepreneur, marketer and speaker, Scott Carson. Scott and his team specialize in buying non-performing discounted notes from banks and hedge funds, an investment vehicle which allows them to help borrowers and provide value to financial institutions. Note investing is a niche that will likely uptick over the next 6-12 months with everything that’s happening in the world and the growth of new consumer demands.
Scott is the founder and CEO of We Close Notes. We Close Notes is an Austin-based, defaulted note buying company. They specialize in note-investing and finding non-performing notes on residential and commercial properties and purchasing these notes for their own portfolio. He is also a nationally syndicated radio host of the popular podcast, The Note Closers Show which has millions of listeners across 17 AM and FM radio stations and downloads across 130 countries. Scott is also an investor, entrepreneur, marketer and featured speaker and educator at dozens of investment clubs and real estate workshops across the country. He also hosts The Note Closers Show.
Note investing requires a different mindset and perspective to everything else we know about real estate investing. It requires us to be more numbers focused, look beyond the emotional connection or “flip potential” of the property. With the right mindset and strategies, this can be a highly valuable skill to add to our set.
Time Stamps
01:28 - Scott’s background and how he got started.
04:52 - Non-performing notes and how they work.
08:18 - Why banks would want to sell off non-performing mortgage notes.
11:27 - The most valuable notes to invest in.
27:29 - The people who don’t do well and people who do well in this niche.
Guest Info
Scott is the founder and CEO of We Close Notes. We Close Notes is an Austin-based, defaulted note buying company. They specialize in finding non-performing notes on residential and commercial properties and purchasing these notes for their own portfolio. He is also the host of the podcast, The Note Closers Show. Scott is also an investor, entrepreneur, marketer, and featured speaker and educator at dozens of investment clubs and real estate workshops across the country.
Website: https://weclosenotes.com/
John Legend to Houston Association of Realtors: 'Fix the real problem’
GSE forbearance rate drops for third week
Supreme Court rules against CFPB structure
In the final part of my conversation with Adam Robinson, we shift to markets, investing and financial decision making in an increasingly complex world. This world is filled with often surprising and even contradictory information, and as investors, the response should be to find the opportunities in the anomalies.
This is a momentum market where things are amplified and bifurcated. Investors have to step and act wisely. We have to keep things simple. Be aware of crucial information and check our own confirmation bias. Social implications have financial ones too.
How do we find the opportunities in the things that don’t make sense? What pressures and forces are more pronounced right now than ever before? Adam Robinson shares how to be a smart investor in this highly perilous world.
We also discussed;
- How to navigate a deflationary world
- How to stay in your circle of competence and the power of having an edge
- Buffett's number 1 for investing is don’t lose money.
- Why we need to check our confirmation bias
- The importance of reinventing ourselves and/or pivoting
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In the third part of my epic conversation with Adam Robinson, we discuss why no one is immune to the stupid zone. Even the most careful, intelligent and cautious people and even virtuosos, can make mistakes that from the outside looking in seem incredibly stupid.
It’s important for us to become aware of the fact that we’re all prone to the stupid zone, and that there are conditions under which we can end up in a zone where we could make a similar mistake.
We also discussed;
- The lesson YoYo Ma teaches us about the stupid zone
- What the Great Game is and how can we play it
- How to create more fun and delight in the world
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
EXPI Stock News
Mortgage lending will surge to a 14-year high this year, MBA says
CFPB to eliminate DTI requirement from qualified mortgage standards
In the second part of my conversation with Adam Robinson, we discuss the work and research he did for his book How Not to Be Stupid, and what the dynamics of stupidity are in today’s world.
This is a timely discussion because by the measure of Adam’s criteria of stupidity, we’re in the danger zone now. Adam shares why we need to be cautious when we find ourselves in the stupid zone, and how the stupid zone creates behavioral blind spots that make us more susceptible to disaster.
What makes the stupid zone even more perilous is that it not only makes us blind to crucial information, we’re not even aware that we’re blind. In the stupid zone, we need to proceed slowly and with caution. Unfortunately, much of our society isn’t proceeding with caution, making everything even worse. Adam shares what action, if any, we can take in the stupid zone.
We also discussed;
- The true definition of stupidity and why intelligent people can still be in the stupid zone.
- How authority and group dynamics play into stupidity.
- Why rushing amplifies stupidity in these times.
- The riskiness of life right now
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
In this special episode of the podcast, I’m joined by educator, author and thought leader Adam Robinson. Adam’s writings, analyses, thoughts and insights have inspired us and have provided us with a new lens with which to see and understand the world. He is a long-term mentor of ours and someone we’ve looked up to for years. It’s truly an honor to have him on our show. Adam talks about how questions lead to thinking and possibly new outcomes to create a less perilous future.
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. Adam Robinson co-authored Cracking the SAT with John Katzman, the only test preparation book ever to become a The New York Times Bestseller List best seller. His other books include Cracking the LSAT, What Smart Students Know, and The RocketReview Revolution. Robinson currently advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
To say that the times we’re living in are challenging is an understatement. It’s clear that our world is in crisis in so many ways, from the economy to health, social unrest and divisiveness. The world we have right now is the sum total of our collective thinking and in order to change anything, it starts with us going right back to our thinking.
We also discussed;
- How the world we have is product of our thinking
- Why Covid-19 is just amplifying trends that were already there
- The Google experiment and loneliness epidemic
- The dangers and opportunities of the times we’re living through.
- The two kinds of growth in this world and how we ended up where we are financially.
Guest Info
Adam Robinson is an American educator, freelance author, and a US Chess Federation life master. He is the co-founder of The Princeton Review. He currently works as a global macro advisor to the heads of some of the world's largest hedge funds through his company Robinson Global Strategies. He advises the heads of large hedge funds, family offices, and other financial institutions on all global asset classes–global equities, US sectors, bonds, currencies, and commodities–using a unique approach that combines game theory, systems thinking, Bayesian analysis, and behavioral economics to outthink global markets and anticipate when major trends will change.
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EasyKnock raises $20M as instability fuels demand for equity
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Fannie Mae sees record-low mortgage rates through 2021
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Fannie Mae and Freddie Mac announce underwriting advisers
In this episode, I’m joined by agent, real estate leader, and coach, and fellow eXp Realtor, Tina Caul. She’s been in real estate for a while, and she continues to grow and evolve as an entrepreneur, and also pay that growth forward by helping other agents develop their confidence. Her own journey is one of overcoming limiting beliefs, leaning on real estate systems to build up her business confidence, and even beating her worst fear in a huge way. By managing to evolve and continuing to reinvent herself, Tina has created a huge successful business.
She teaches us the lesson that the process of going from a new agent to a successful speaker and entrepreneur is all about the evolution that’s driven by massive personal growth and constantly working on our craft.
Tina is the owner of the Caul Group, a TEDx speaker and a coach and educator. Tina has been in the real estate business for the last 20 years and has sold over $550M in real estate sales in the last 5 years alone. She knows how to grow a profitable real estate business. Tina's passion is helping agents "Think Bigger" by letting go of their limiting beliefs.
We don’t go from brand new agent to a successful and impactful business leader without change and evolution. We need to become the people who can achieve those goals, and that means doing the work of shedding the thoughts and beliefs that don’t serve us, adopting mindsets that shape our goals.
Time Stamps
00:53 - The driving force behind Tina’s real estate journey and how she got started.
07:04 - Tina’s personal production of 94 transactions and how she does it.
15:11 - How Tina is helping agents think bigger and get rid of limiting beliefs.
21:38 - The power of scripts in building confidence in agents.
25:17 - What sets successful people apart from everyone else.
29:41 - How to plan for the future you want.
32:02 - How to find success on our own terms.
37:36 - Tina’s top 3 pieces of advice for kicking ass in business and in life.
Guest Info
Tina is the Owner of the Caul Group and a TEDx speaker. She has been in the real estate business for the last 20 years. She has sold over $550M in real estate sales and knows how to grow a profitable real estate business whether you are a single agent or you want to start and grow a team. Tina's passion is helping agents "Think Bigger" by letting go of their limiting beliefs. Her team will sell over 350 homes this year, with over $120M in volume. If you want to know how to increase your income FAST, remove limiting beliefs, have ownership in your brokerage, partner with a top agent locally and nationally and create multiple streams of income, then Tina is the one to talk to. For more information, visit https://www.caulgroup.com/ and follow @caulgroup on Instagram.
Watch her TEDx talk here.
Forbearances drop? Depends on who you ask…
Zillow Offers resumes buying in 6 more markets
Realogy lawsuit and Capital Raise
In this episode, I’m joined by Micheal Bernoff, my good friend, communication teacher and the newly minted author of the wildly and quickly successful book Average Sucks. Michael rose from humble beginnings to become a coach and a leader who truly puts helping others reach their full potential first. He helps people find the resources to be better, and create the life they want, and it’s all founded in the ethos that the identity and results we get don’t have to be random or static, we can rise to the level of our full potential easily. The idea behind Average Sucks is that we are all owned by our current identity, and that’s our average. In order to change, our average needs to change. “You’ll never be happy with your average if what you want is not what you’re doing.”
Michael is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry. He works directly with individuals as well as corporate executives who desire to transform their corporate culture in an ever changing marketplace. His passion for his work is limitless and his dedication to positively impacting the world by empowering every individual is uncompromising. Michael is both a teacher and lifelong student of self-development and personal transformation.
To do anything, we need to build ourselves up to be the person who automatically gets what they want. That means we need to raise our average so that performing at a higher level becomes an automatic action, not a heavy effort.
We are what you currently do, our average is what we do. If what we’re doing is not what we want, the goal should be to raise our average. We are all owned by our current identity, and that’s our average. In order to get any better, we need to focus on growth, this will be the catalyst for a higher average. It’s key to communicate with yourself differently and think about development differently.
Time Stamps
00:43 - The power of communication
03:55 - Why Michael wrote his book Average sucks and how it “broke Amazon”
06:15 - Your average and why it holds you back.
09:10 - The 3 Ways to Change your life and which one is best.
11:55 - How people have responded to Covid-19 in terms of achieving their goals.
14:38 - The importance of knowing what you want.
19:48 - The difference between pulling to be your best self and pulling to be someone else.
Guest Info
Michael is the President and Founder of the Human Communications Institute, a leader in the personal and professional development industry, and author of Average Sucks: Why You Don't Get What You Want (And What to Do About It).
He works directly with individuals as well as corporate executives who desire to transform their corporate culture in an ever changing marketplace. His passion for his work is limitless and his dedication to positively impacting the world by empowering every individual is uncompromising. Michael is both a teacher and lifelong student of self-development and personal transformation.
For more information visit https://michaelbernoff.com/ and to sign up for his 5 day coaching for free visit https://call2actiontime.com.
How brokerages are responding to racial injustice and inequality??
KW- task force of IALC
eXp - pouring more resources and money in to eXpOne
Offerpad wants to list your client’s home
Consumers can now choose a direct, quick-close sale or a more traditional listing process. The move may rankle many in the real estate industry, who have long worried about technology companies moving into the space traditionally served by real estate agents
Mortgage rates hit another all-time low
The average U.S. rate for a 30-year fixed mortgage dropped to 3.15% this week
The average U.S. rate for a 30-year fixed mortgage fell to 3.15% this week, the lowest ever recorded in a Freddie Mac data series that goes back almost five decades.
The rate fell from 3.24% last week, setting a new record low for the third time in three months, according to the report.
Realogy is bringing back some furloughed employees
Realogy CEO Ryan Schneider told Fox Business that Realogy is 'making other moves to meet the increasing demand we’re seeing in the market'
The housing market is seeing a “snap-back,” Schneider confirmed in the appearance, after hitting a peak drop in the middle of April. But since that low, Realogy has seen increases in pending home sales, year-over-year, every single week since then. It was not immediately clear how many of the furloughed employees would be returning to work.
Even some of the hardest-hit areas like New York and New Jersey are starting to see some improvement. Certain geographies — like Connecticut and Atlanta, for example — are actually seeing more sales than the same time period in 2019.
Mortgage forbearance requests slow to a trickle, Black Knight says
7.2% of mortgages back by Fannie Mae and Freddie Mac have suspended payments
Requests for help from borrowers have slowed with the total number of mortgages in forbearance at about 4.8 million, Black Knight said on Thursday.
Only 7,000 mortgages entered forbearance this week, Black Knight said.
The overall share of home loans with suspended payments stands at 9%, Black Knight said. Broken out by investor types, 7.2% of mortgages backed by Fannie Mae and Freddie Mac are in forbearance. That’s a total of 2 million mortgages.
The forbearance share for home loans backed the Federal Housing Administration and the Veterans Administration was 12.6%, or 1.5 million mortgages.
On this episode, I’m joined by agents and entrepreneurs Jesse Dau and Jackson Wilke, a pair who have dominated the market by leveraging YouTube for real estate lead generation and database growth. With over $20 million earned in YouTube business and 100% of their business and lead generation coming from the platform, they’ve taken something many people consider hard and turned it into a highly successful and profitable YouTube real estate operation and business with multiple streams of income.
Jesse Dau and Jackson Wilkey are the real estate professionals and social media influencers behind the wildly successful YouTube channel, Living in Portland, Oregon, and YouTube Agents, a platform designed to help agents expedite the process of creating a successful YouTube channel.
YouTube is the second most powerful search engine in the world, owned by the most powerful search engine. By using YouTube for real estate, our businesses can benefit in a huge way. With so many people turning to the internet to learn about a real estate market, it’s smart to position ourselves and our online activities to align with these people through local market-driven YouTube content. What does it take to build a successful YouTube channel for real estate? Learn more in this episode.
Time Stamps
00:05 - Jackson and Jesse’s real estate story and their progression into YouTube.
05:08 - YouTube stats and why we shouldn’t be too focused on going viral.
09:29 - The mechanics of good YouTube videos and how to build a successful channel.
18:06 - The biggest mistakes agents make on YouTube.
23:17 - How YouTube fast-tracks the process of getting to know, like and trust us.
29:39 - The power of repurposing the content we make.
35:25 - Why investing in YouTube is better than buying internet leads.
Guest Info
Jesse Dau and Jackson Wilkey are the real estate professionals and social media influencers behind the wildly successful YouTube channel, Living in Portland, Oregon and YouTube Agents, a platform designed to help agents expedite the process of creating a successful YouTube channel.
Website: https://www.theyoutubeagents.com/
Resources
https://www.tubebuddy.com/
BLACK KNIGHT’S FIRST LOOK AT APRIL 2020 MORTGAGE DATA
https://www.blackknightinc.com/black-knights-first-look-at-april-2020-mortgage-data/?fbclid=IwAR3XJXH9UyNMycokvvXCCTBF6399w3c2U1f_okhg0hOHd-FMjzAs-AguZDs
- 3.6 million homeowners were past due on their mortgages as of the end of April, the largest number since January 2015
- The number includes both homeowners past due on mortgage payments who are not in forbearance, as well as those in forbearance plans who did not make an April mortgage payment
- At 6.45%, the national delinquency rate nearly doubled (+3.06%) from March, the largest single-month increase ever recorded, and nearly three times the previous single-month record set back in late 2008
- Delinquency increases in Nevada (+5.2%), New Jersey (+5.1%), and New York (+4.9%) led the states, while Miami (+7.2%), Las Vegas (+6.2%) and New York City (+5.4%) topped the 100 largest metro areas
- There were declines in cure activity among later-stage delinquencies as well, with the number of seriously delinquent mortgages (90+ days) increasing by 56,000 (+14%) from March
- Both foreclosure starts and foreclosure sales hit record lows in April as moratoriums halted foreclosure activity across the country
- Prepayment speeds jumped 23% from March to hit the highest monthly prepayment rate in 16 years
https://www.housingwire.com/articles/april-home-sales-take-biggest-hit-in-almost-a-decade/
April home sales take the biggest hit in almost a decade
Limited supply boosted median home price 7.4% from a year ago, NAR says
Existing home sales plunged 17.8% from March, the biggest drop since July 2010, as deals fell through in the midst of the worst public health crisis in more than a century.
Sales fell to a seasonally adjusted 4.33 million annual pace, the slowest rate in a year and almost a million short of the previous month, the National Association of Realtors said in a report on Tuesday. The median price rose 7.4% to $286,800 after gaining in all areas of the country, according to NAR Chief Economist Lawrence Yun.
Sales were down 17.2% compared to this time a year ago, he said.
The economic lockdown temporarily disrupted home sales beginning mid-March through April, Yun said. But the listings that are currently on the market are still attracting buyers and boosting home prices, he said.
“Record-low mortgage rates are likely to remain in place for the rest of the year, and will be the key factor driving housing demand as state economies steadily reopen,” Yun said.
The coronavirus pandemic put more than 39 million Americans on the unemployment rolls in the past nine weeks. The death toll has risen to more than 93,000, according to data from Johns Hopkins University.
https://www.housingwire.com/articles/fannie-mae-freddie-mac-will-allow-borrowers-who-took-forbearance-to-refinance-their-mortgage/
Fannie Mae, Freddie Mac will allow borrowers who took forbearance to refinance their mortgage
GSEs also extended their timeframe for buying loans that went into first-payment forbearance
Here, from Fannie Mae, are more details on how borrowers who either requested and/or accepted forbearance may be eligible for a refi or new mortgage:
Under the temporary eligibility guidelines, effective immediately, homeowners who missed payments and entered into a loss mitigation solution – such as a repayment plan, payment deferral, or loan modification – are eligible for a new refinance or purchase mortgage after three timely payments.
There is no waiting period for borrowers who missed payments due to a COVID-19 financial hardship but have since completed reinstatement by repaying the full amount of the outstanding payments missed during the forbearance period.
There also is no waiting period for borrowers who requested forbearance due to a COVID-19 financial hardship but ultimately were able to make all their payments in full and on time.
On this episode, I talk to Justen Martin, a real estate leader and entrepreneur whose interesting journey makes him the perfect person to talk to about building and sustaining a business, making the right decisions and finding fulfillment. Justen’s “long-term infinite mindset of getting better in business” shows in what he’s achieved.
Justen Martin is a real estate and mortgage industry leader and the Director of Agent Relations at Move Mortgage. A former fitness industry team leader, Justen used the fundamentals he learned from running gyms to running a successful real estate company. Today, he specializes in new agent training and business development for teams, managing brokers, and employing brokers/owners.
Success is a combination of a business mindset, monumental decisions, boring, repetitive but important actions done consistently, and huge accountability. Learn how you build these pillars into your business in this episode of The Kevin and Fred Show!
In This Episode
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How Justen got his start at 24 Hour Fitness, worked there for a decade and then transitioned into real estate.
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How running a fitness business relates to a real estate business.
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The story of Move Mortgage and the risk Justen took to make it happen.
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The power of partnerships and the importance of having the same vision.
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Justen’s perspective on the process and stages of growing a successful real estate business.
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What an average day looks like for Justen and how he sets his day up for maximum impact.
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How meditation has played a great part in Justen’s personal development and business success.
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What it truly takes to succeed in business and why it’s not actually the cool, new stuff.
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Justen’s top 3 pieces of advice for kicking more ass and why the willingness to be accountable is so important.
Guest Info
Justen Martin is a real estate and mortgage industry leader and the Director of Agent Relations at Move Mortgage. A former fitness industry team leader, Justen used the fundamentals he learned from running gyms to running a successful real estate company. Today, he specializes in new agent training and business development for teams, managing brokers, and employing brokers/owners.
https://www.facebook.com/rereallife/
8.8% of U.S. mortgages are in forbearance
GSEs unveil new payment deferral option for loans in forbearance
**JPMorgan Chase, American Homes 4 Rent plan to build thousands of single-family rental homes**
In this episode, I’m joined by agent, real estate coach and podcaster, Jessica Lentz. She is a great example of the fact that it is possible to build a business with boundaries that allow us to lead a fulfilling life, without earning less money or struggling to get clients. Jessica has built a $15 million volume business, working 5 hours a day, and working only clients who are a good fit. By not compromising and prioritizing what she values, she has built a business that’s a vehicle for living her best life, not a trap.
Jessica is a Realtor at Colorado Realty Pros and the Selling Dreams Team. She is in the top 1% of single agents in Colorado. She is also a real estate coach, speaker, teacher, and co-host of the podcast Home Girls.
There are many types of successful real estate business models, and we do actually have the ability to choose what our business is going to be like. In order for this job to truly be a vehicle for freedom, we actually have to run it in a way that’s truly authentic to us. That means working with who we want to work with, building a business around what we love, and boundaries to protect what we value most. In this episode, Jessica shares how she has been able to be successful in real estate without getting away from what matters to her.
In this episode, we discussed:
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Being more intentional with building and maintaining client relationships
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How Jessica has built a successful business working 5 hours a day and setting boundaries.
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Why success in real estate isn’t just about numbers and transactions.
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Why Jessica chose to go against the grain and not follow the mega-agent path.
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The truth about having it all.
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How to get good at setting boundaries and why people don’t do it in the first place.
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Jessica’s podcast
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Jessica’s top 3 pieces of advice for kicking ass
Guest Info
Jessica is a Realtor, real estate coach and co-host of the Home Girls podcast.
Facebook: https://www.facebook.com/JessicaLentz303Realtor/
Podcast Page
eXp Decides to Hold Annual Conference Despite COVID-19
Realogy & Amazon Partnership Ends
Earnings Season For Real Estate Companies
On this episode we discussed;
- How Patrick Dean found his way into personal development and leadership training
- The difference between informational, motivational, and transformational training. How our own inner stories control us.
- Patrick’s three careers from deckhand to transformational training and what he learned from each chapter
- The importance of simplicity around what matters most to us, how to unlock a powerful purpose.
- Common things that cause people to be aware of the story they are telling themselves. How our group programming impacts our decision making.
- How to start fixing the stories we tell ourselves.
- The importance of marketing with humility, and why curiosity is the true key to success.
Additional Quotes
The end result of being successful is being able to have your life the way you want it. -Patrick Dean
In order to live a more fulfilled life, we need to create a different story. -Kevin Kauffman
The attraction of certainty and energy is powerful. -Patrick Dean
One quality that trumps all other qualities in creating success and relationships, and that’s curiosity. -Patrick Dean
More About Patrick
Patrick is a Life-Coach and Mentor with over 35 years of experience in the transformational training space. He helps professionals who feel stuck in their current career identify the true purpose and passion in life.
Website: https://patrickdeancoaching.com/
To learn more about Patricks’s Samurai Men’s Training send an email to patrick@patrickdeancoaching.com
If we want to get better at anything it starts between the ears...
We can read books, attend seminars and hire coaches that build our skill sets and knowledge that contributes to growth and change...
You realize Everything Changes When You work on your MINDSET first.
The ELITE Performers all know this...
Check out this week’s tip for a reminder
Opendoor returns to homebuying
Phoenix - May 4th
Raleigh Durham - May 11th
The company is introducing “Sell Direct,” a contact-free way to sell instantly to Opendoor, and “Home Reserve,” a method to reserve and move into a new home while Opendoor tries to sell the old home. The tools launched Monday in Phoenix and will debut May 11 in Raleigh-Durham, North Carolina.
Wells Fargo joins Chase in halting HELOCs
JPMorgan Chase is no longer the only big bank that’s not offering new home equity lines of credit.
Wells Fargo announced Thursday evening that it is no longer accepting applications for new HELOCs.
According to Wells Fargo Spokesperson Tom Goyda, the change goes into effect today, May 1.
In a statement, Goyda said Wells Fargo is making the change due to “uncertainty” in the economy.
Fannie Mae already has 1 million mortgages in forbearance, but thinks that number may double
GSE discloses that 7% of its portfolio is currently in forbearance
Fannie Mae revealed Friday that more than 1 million of its borrowers (approximately 7% of the mortgages in its portfolio) are already in forbearance, but the GSE doesn’t expect that figure to stop growing any time soon.
In fact, the GSE said Friday that the number of borrowers in forbearance could double in the coming weeks.
“While we estimate that approximately 7% of loans in our single-family book have taken forbearance so far, our allowance in the quarter reflects uptake of 15%,” Fannie Mae Chief Financial Officer Celeste Brown said on a call with investors. “Uptake could be higher if economic conditions are worse than our forecast.”
That increase in forbearance drove the GSE’s profits down considerably in the first quarter. The GSE reported Friday that its net income was $461 million in the first quarter, down nearly $4 billion from its fourth quarter profit of $4.365 billion. In the first quarter of last year, Fannie Mae reported net income of $2.4 billion.
“The decrease in net income was due primarily to a shift from credit-related income to credit-related expense driven by the economic dislocation caused by the COVID-19 outbreak,” the GSE said in its earnings release.
On this episode, I’m joined by leading real estate and mortgage entrepreneur, Dave Savage. He is an agent of change in real estate and mortgage, and has been at the forefront of driving conversations around value, the adoption of digital advice, and building a community of big thinkers and top producers in our business.
Dave Savage is the founder of Mortgage Coach and mobile marketing company SmartReply. He is a tech entrepreneur, mobile tech pioneer, speaker, and agent of change dedicated to helping loan officers turn the Digital Mortgage Revolution into a competitive advantage. Dave speaks at company sales rallies and industry events such as MBA Tech, Digital Mortgage, Sales Mastery, and the Mastermind Summit.
If there’s anyone who has always been committed to being on the cutting edge of coming digital shifts, it’s Dave Savage. At a time like this we need to be adapting to change in the covid-19 epidemic. We need to keep our fingers on the pulse of the market, and soak in what’s going on around us and take decisive action. In this episode, Dave shares what the best of the best in business are doing right now from a business and positioning standpoint to come out of this crisis stronger and better.
In This Episode...
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How Mortgage Coach is helping to reshape the debt conversation and the true value and differentiation of being an LO.
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Building a software that became a community.
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What Dave considers the biggest surprise of building and growing Mortgage Coach.
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Why dragging our feet to adapt can be fatal.
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How business leaders are positioning themselves.
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The importance of simplifying our messaging.
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Dave’s top 3 piece of advice for kicking ass
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How to positively impact our health.
Guest Info
Dave Savage is the founder of Mortgage Coach and mobile marketing company SmartReply. He is a tech entrepreneur, mobile tech pioneer, speaker, and agent of change dedicated to helping loan officers turn the Digital Mortgage Revolution into a competitive advantage. Dave speaks at company sales rallies and industry events such as MBA Tech, Digital Mortgage, Sales Mastery, and the Mastermind Summit. https://mortgagecoach.com/
Resources
Marketing Made Simple by Donald Miller
https://winbynoon.com/
https://www.superniceclub.com/
Fannie Mae forecasts mortgage rates under 3% for 2021
The average rate on a 30-year, fixed-rate mortgage could hit 2.9% in 2021, according to Fannie Mae's April housing forecast
The 30-year mortgage rate hit a historic low this year, but could 2021 bring an even lower rate? Fannie Mae’s economic and strategic research group thinks the average rate for a 30-year, fixed-rate mortgage will hit 2.9 percent in 2021.
Nearly 10% of FHA and VA borrowers are in forbearance
Total forbearance nearing 7%
Thanks to the continued impact of COVID-19 on the economy, approximately 10% of borrowers whose mortgages are backed by the Federal Housing Administration or the Department of Veterans Affairs are in forbearance.
The data comes courtesy of a new report from the Mortgage Bankers Association, which polled more than 50 mortgage servicers that collect payments on nearly 77% of the mortgage market.
According to those servicers, nearly 7% of the 38.3 million loans they service were in forbearance as of April 19, 2020.
That’s an increase of more than one full percentage point from the previous week’s total of 5.95%.
But the largest segment of borrowers in forbearance have mortgages backed by the FHA or VA. According to the report, 9.73% of the loans in Ginnie Mae’s portfolio are in forbearance. That’s an increase of 1.47% from the previous week’s total of 8.26%.
Ginnie Mae is the government agency that issues mortgage bonds backed by FHA and VA loans.
According to the MBA report, the share of Fannie Mae and Freddie Mac loans in forbearance also increased, rising from 4.64% to 5.46%. The share of other loans (those included in private-label securities or held in portfolio) in forbearance rose from 6.43% to 7.52%.
Fannie Mae, Freddie Mac: Mortgages in forbearance do not need to be paid back all at once
GSEs reiterate that lump sum repayments are not required
Fannie Mae and Freddie Mac each issued a statement Monday, reiterating that borrowers are not required to repay their missed payments all at once when their forbearance period ends.
The issue seems to stem from the lack of clarity in the CARES Act about what happens when a borrower’s forbearance period ends. The CARES Act stipulates that a borrower whose mortgage is backed by either the government or the GSEs who is experiencing a COVID-19-related hardship can request and must be granted forbearance of up to 180 days.
But the act doesn’t dictate what’s supposed to happen afterwards.
On this episode, I’m joined by highly-successful real estate leader, expansion expert and entrepreneur, Jeff Quintin. Jeff’s been in the business since 1992, and when it comes to building a successful team and real estate expansion strategies, Jeff is the perfect person to talk to about how to adjust and adapt when the market changes.
Jeff is a Real Estate Team Owner, Investor, Developer, and Entrepreneur. He is one of the most successful real estate agents in the United States, consistently selling over 175+ homes per year, equivalent to over $70+ million in sales.
Right now the way we do business has changed significantly, and in any shift, the defining factor of success is in our behavior. We need to be adept at keeping our pulse on the market, and become experts of what’s happening around us. This is something Jeff is very good at.
He stresses the importance of focusing on the fundamentals that will never go out of style. In this episode of the Kevin and Fred Show, he talks about real estate expansion strategies, and real estate tactics for this epidemic real estate market.
On This Episode, We Discuss...
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Jeff’s team setup and the strategy for growth.
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How Jeff got started in real estate and the brilliant lead generation method he used when he first got into that business.
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How to generate agent-to-agent referrals and train referral partners to help you grow your business.
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Growing into new markets, and Jeff’s real estate expansion strategies and insights.
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The keys to successful expansion when it comes to staffing, profitability and partnerships.
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Jeff’s take on what we can do to remain in business after this blows over.
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The power of getting out there and strengthening ties to the community right now.
Nearly 3 million borrowers are already in forbearance
GSE loans in forbearance now exceed FHFA Director Calabria’s projection
It appears the forbearance issue is already much more significant than federal decision-makers thought it would be.
Federal Housing Finance Agency Director Mark Calabria told HousingWire last week that his expectation was that approximately 1 million GSE mortgages will be in forbearance by May, but new data from Black Knight shows that the number of GSE mortgages in forbearance already far exceeds Calabria’s projection.
According to Black Knight, nearly 1.4 million borrowers whose mortgages are backed by Fannie Mae and Freddie Mac are already in forbearance.
To ascertain this data, Black Knight reviewed a sample set of loans that represent the majority of the mortgage market and extrapolated that data across the entire mortgage landscape.
Black Knight’s data shows that overall, more than 2.9 million mortgages are in forbearance as of April 16. That figure represents 5.5% of all active mortgages.
In total, those loans represent $651 billion in unpaid principal balance.
The figure also shows just how quickly the number of borrowers needing forbearance is growing.
Data released earlier this week by the Mortgage Bankers Association showed that 3.74% of all borrowers were in forbearance as of April 5.
The data from Black Knight also shows that forbearance is more prevalent among loans backed by the Federal Housing Administration and the Department of Veterans Affairs.
According to Black Knight, 7.6% of the loans backed by the FHA and VA are currently in forbearance. Put another way, approximately 922,000 of the 12.1 million FHA and VA loans are in forbearance.
But the forbearance situation isn’t limited to GSE or government-backed loans.
According to Black Knight, nearly 5% of loans held either in portfolio or privately securitized are also in forbearance.
Chase stops accepting HELOC applications
Bank “temporarily pausing” on home equity lines of credit
Just a few days after it raised its lending standards to require nearly all purchase mortgage borrowers to have at least 20% down and a 700 FICO score, JPMorgan Chase is “temporarily pausing” its home equity line of credit offering.
Beginning April 16, Chase will no longer accept new HELOC applications. Customers with existing HELOCs will be able to continue to draw funds on those lines of credit, but the bank is not accepting applications for new HELOCs.
“Due to the economic uncertainty, we’re temporarily pausing new applications for home equity lines of credit,” Bonitatibus said. “Customers can still tap into their home’s equity through a cash-out refinance of their existing mortgage.”
32% of first-time buyers get financial help from a relative or friend: NAR
Limited income was the most cited factor holding back non-homeowners from saving, according to a new survey released Thursday by the National Association of Realtors
The first survey, conducted in July 2019, gathered 5,870 responses from U.S. homebuyers who had purchased a primary residence between July 2018 and June 2019. The survey found that during that period the median down payment was 12 percent for all buyers, six percent for first-time buyers and 16 percent for repeat buyers. By contrast, 30 years earlier (in 1989) the median down payment was 20 percent for all buyers, 10 percent for first-timers and 23 percent for repeat buyers.
In 2019, 16 percent of all buyers bought with down payment help in the form of a gift or loan from a friend or relative. That figure goes up to 32 percent for first time buyers and goes down to eight percent for repeat buyers. Between 2000 and 2019, the share of first-timers buying with the help of someone they knew was at a low of 27 percent in 2000 and peaked at 36 percent in 2010, staying between 29 percent and 33 percent ever since then.
More than a quarter of first-time buyers, 26 percent, said saving for a down payment was the most difficult task in the homebuying process compared to only seven percent of repeat buyers. Thirteen percent of buyers overall thought that was the hardest part.
Student loans were the expense most buyers cited as hampering their ability to save for a down payment, followed by credit card debt and car loans.
Things We Learned from John Marrone
“Your income is directly proportional to the questions you ask your clients.”
86% of homebuyers don’t think their agent understands their problem, and that’s because they don’t bother to really go deep in understanding them. For every “what” a client says they are looking for, go three “whys” deep.
“People don’t have a result problem, they have a system problem.”
Our results are driven off of our actions, our actions are driven off emotions, and our emotions are driven off our thoughts and the conversations we have with ourselves. Most people are feeding their minds with fake things that don’t benefit them and that holds them back from greatness. Daily self-awareness is a trait of the successful because it helps them separate the harmful thoughts from the beneficial ones.
“Ego robs you from your higher self. You cannot grow with a high ego.”
Ego is a shield because it makes you think you know everything, it makes you selfish, and it makes it hard for you to grow and become a better version of yourself. It puts a ceiling on our development.
Summary
On this episode we discussed;
- Why most people who get to their success fast lose it just as quickly
- The keys to increasing your conversion
- How to find certainty
- How to develop your muscle for closing
- Why transformation happens outside of motivation
- What holds people back from being great
- It’s not a money problem it’s a daily habit problem
Guest Info
John is a transformational speaker, coach and growth expert. He is a Master storyteller who connects with the audience and engages them while inspiring them. He gives people best daily practices and habits, and lessons on how to run a successful business, sales conversion and more.
Website: https://johnmarrone.com/
Podcast: https://johnmarrone.com/podcasts/
Social Media: @realjohnmarrone
To watch this webinar, to go https://youtu.be/dYZHINsJ9Ds
and if you'd like more information about Craig's webinar series, go to https://regercoachingandconsulting.com/how-to-win-in-todays-market/
JPMorgan Chase tightens mortgage lending standards amid uncertainty
The lender will require a 700 credit score and 20% down for mortgages
https://www.inman.com/2020/04/13/jpmorgan-chase-tightens-mortgage-lending-standards-amid-uncertainty/
Good News for kW Agents…
Keller Williams Offices Reducing CAPS in half.
eXp Realty lays off 15% of staff amid market slowdown
Executives at the company are taking salary reductions in an effort to reduce company expenses as home sales across the country slow
Redfin is furloughing 41% of its real estate agents
The company announced it's also laying off 7% of its staff in an SEC filing
Realogy temporarily cuts executive pay amid coronavirus slowdown
Realogy CEO Ryan Schneider is taking a 90% pay cut while his direct reports are reducing compensation by 50%
eXp World Holdings reports first profitable quarter since NASDAQ listing
The company reported $800K in net income for the fourth quarter of 2019 while revenue grew 82%
Net income for eXp World Holdings was reported at $800,000 in the fourth quarter of 2019, or a diluted $0.01 per share. In the fourth quarter of 2018, eXp Realty reported a net loss of $5.2 million.
For the full year 2019, eXp World Holdings reported a net loss of $9.6 million, or $0.15 per diluted share. In 2018, the company posted a net loss of $22 million, so it improved over those numbers in 2019.
On this episode, we’re joined by Realtor, and founder and lead coach at Top Notch Agents, Jon Holsten. After a career in law enforcement, and TV sales, he transitioned into real estate, and in the first year was able to close 47 transactions, a very big feat for new real estate agents. Jon built his career on the foundation of community, and he came into the industry with the right mindset, which led to the right actions and decisions. What holds many real estate agents back are the mindsets they have about the business and what they need to do to get results. On this episode, Jon shares the 4 myths of Real Estate, and 5 Factors will ensure success as a brand new agent.
What holds people back from success in real estate isn’t the market.
The most successful agents know that it takes work, humility and dedication to make it really far. We won’t achieve our goals by expecting the results to fall into our laps, we do it by building the right habits and doing the right things consistently.
In Today’s Episode, We Talk About;
01:15 - Jon’s journey into the real estate world and life before
04:41 - How Jon got 47 closings in the first year
09:53 - Why Jon didn’t choose to build a team
13:08 - The 4 myths of real estate and how they trip people up
15:47 - The 5 pillars of business that will help people do well in real estate
Please Note This Was Recoded Prior To the PPP Applications Were Taken
Make/receive/earn/borrow money any way you can right now to weather this storm…
"Oxygen is something we rarely think about until it is cut off and then it becomes our highest priority. The reason is obvious: Without oxygen, life rapidly becomes increasingly uncomfortable and then you die....quickly. In business, oxygen is cash and cash flow" - Keith J. Cunningham
1) CARES Act & Economic Payments: See link below for an overview on the money that the government will be sending you if you qualify (below a certain income bracket and have filed 2018 or 2019 taxes) https://www.irs.gov/newsroom/economic-impact-payments-what-you-need-to-know
2) Economic Injury Disaster Loan (EIDL) & Grants (you can receive a $10k cash advance within 3 days of applying for up to $2m of an Economic Injury Disaster Loan (EIDL)); according to the government, “The $10k advance does not need to be repaid under any circumstance, and may be used to keep employees on payroll, to pay for sick leave, meet increased production costs due to supply chain disruptions, or pay business obligations, including debts, rent and mortgage payments.”
3) Unemployment for Independent Contractors: I believe this is state by state. CA has rolled this out. I don’t know for sure that AZ has this (my gut says no as of now but I hope I’m wrong so send me articles and info if you know otherwise). https://www.sba.gov/sites/default/files/articles/EIDL_Information_and_Documentation_-_3-30-2020_FINAL_2_pm.pdf
3) Paycheck Protection Program (PPP) (up to $10m loan, which is forgivable if you meet certain milestones on maintaining your payroll); https://home.treasury.gov/system/files/136/PPP--Fact-Sheet.pdf
4) Unemployment for Independent Contractors: Some states have adjusted their rules - look into this if you need it From CA: Expands Eligibility for Workers Directly Affected by COVID-19. Self-employed workers—including business owners, independent contractors, and freelancers—generally are not eligible for UI. The H.R. 748 expands eligibility for UI benefits to self-employed workers as long as they are (1) available for work and (2) unable to work as a direct result of COVID-19
5) Local Grants for businesses: https://www.forbes.com/sites/advisor/2020/03/20/list-of-coronavirus-covid-19-small-business-relief-programs/#2ceb2a61e89d
6) NOW and FUTURE Business: Call the leads you have that are active on your website. If they have time to look at homes, they won’t mind a call from you. Do your Three to Thrive Sphere calls as well!
Keller Williams franchises consider reducing agent profit sharing
A franchise owner confirmed to Inman that regional leadership at Keller Williams suggested rolling all expenses into April's budget to enable them to hang on to more cash.. Keller Williams local leadership allegedly told some franchise owners to roll all expenses — even future ones — into April’s budget to minimize profits, effectively lowering the amount they would have to pay into profit-sharing to keep more cash on hand, according to multiple franchise owners.
Wells Fargo suspends jumbo mortgages as demand fades
In this uncertain market, demand for jumbo mortgages is declining as more homeowners seek forbearances and investors look to more secure loans during the Covid-19 crisis
The stimulus package could create 'chaos' in the mortgage industry
A coalition of real estate and banking trade groups is calling on Congress to help banks with liquidity as they allow homeowners to forbear their mortgage payments
A coalition of real estate and banking trade groups — which includes the National Association of Realtors, Mortgage Bankers Association, National Association of Home Builders and others — wrote a letter demanding the liquidity facility to support their efforts to allow homeowners the ability to forbear their mortgage payments.
A conversation that’s largely neglected in our industry, but is so important to agents is that there are infinitely different ways to grow a business. So many agents force themselves into a business model, because it’s what their broker, mentor or peers do, and the result is frustration, a lack of fulfillment or the lack of consistency that leads to bad results.
The truth is:
Our lead generation doesn’t just need to be outbound, we can be successful by choosing to do business a little differently, employing more creativity to inbound lead generation methods, and becoming a master of how you drive your own business.
Dustin Brohm is a man who has built his business on this from the ground up on this idea. After trying to take the beaten path, he made his own course by marrying content marketing and real estate. He has inspired agents by giving them the permission to do business their way. What was his journey, and the mental shifts he made to get to where he is now?
Dustin tells his story, and tracks the journey from the first blog posts and videos to a highly successful podcast and coaching business.
5 Things We Learned from Dustin Brohm
“One of the things that’s great about real estate is that there are so many ways to bring in business”
There’s different ways that you can attract clients, you just need to be open to it and put in the work. Find the thing that you can do, what you’re willing to do at nauseum day in and out to build your business.
“If you do the right things long enough they will just start to work.”
If you’re going to put out content, that’s only step 1. You need to get people to know your content exists, you need to get traffic to it and promote it, and the truth is the validation and the results won’t happen immediately. You’re not going to have consistent income with anything until you do constant activity for 6-9 months.
“Lean into something you enjoy doing. You’ll never do the work long enough to see success if you hate it.”
You can never stick with something long enough and consistently enough if you hate doing it or you suck at it. You’ll never be able to stick with it long enough for you to actually see the results.
“Podcasts are a powerful medium for getting the attention you want”
There are 650 million active blogs in the whole world, while there are still less than a million podcasts on Apple Podcasts, and only 250 000 of these podcasts have released an episode in the last 90 days. There’s still a lot of opportunity on podcasts, to start our own, to get interviewed and even to advertise on them. The key is really dialing in what the show is about and who the audience is. If we get the topic right, that does the heavy lifting for us.
“Short term intensity will always lose to the long term consistency”
Pick something you can be consistent with over a long period of time. Your skill level goes up when you’re consistent with what you’re doing.
Summary
03:32 - Why there isn’t just one way to build and run a real estate business, and how using content marketing to attract clients changed everything for Dustin.
10:23 - How Dustin became a content marketing pioneer in real estate.
13:44 - The importance of content promotion.
18:25 - Why we can only succeed with lead and business generation with an activity we love and can do in the long-term.
22:49 - How to choose the right strategy from the beginning in lead generation.
31:04 - The power of podcasts and why they are still an untapped goldmine, and how to start your own podcast.
Guest Info
Dustin Brohm is a speaker and real estate marketing, lead generation coach and host of the Massive Agent podcast. The Massive Agent Podcast™️provides real, actionable real estate marketing and lead generation tips and strategies for real estate agents and other real estate professionals everywhere to bring in more leads and sell more homes. Facebook Ads, Instagram Stories, Snapchat, Sphere of Influence (SOI), Zillow and Realtor.com leads, blogging, client appreciation ideas, video marketing, 360º video, virtual open houses, Facebook Live, YouTube video, direct mail, personal branding, door knocking, hosting your own show, cold calling, creating a media company that happens to sell real estate.
Website: https://massiveagentpodcast.com/
YouTube: https://www.youtube.com/channel/UCmIJ99hRvG-IL27abySegqw
Instagram: @massiveagent
Real Estate - Country Torn on whether RE is an Essential Service
Many lenders suspending lending activity & others are altering programs - namely, FHA Lending is shrinking
CARE Bill - Mortgage forbearance and foreclosure protections
During this designated disaster period — which began on March 13 — a borrower with a federally backed loan can request forbearance through the loan servicer. A federally-backed loan means that it’s either guaranteed or insured by the Federal Housing Administration, Department of Veterans, Department of Agriculture or purchased or securitized by Fannie Mae or Freddie Mac.
ICLV 2020
**CARE Bill - Paycheck Protection Program**
Bank of America will allow borrowers to pause their mortgage payments
Coronavirus forbearance is here
https://www.housingwire.com/articles/bank-of-america-will-allow-borrowers-to-pause-their-mortgage-payments/ (deferral of payments)
Zillow pauses iBuying nationwide amid coronavirus pandemic
The company will pause any plans for expansion, too
https://www.housingwire.com/articles/zillow-pauses-ibuying-nationwide-amid-coronavirus-pandemic/
Fed announces unlimited purchases of MBS and Treasuries, adds multifamily mortgages
https://www.housingwire.com/articles/fed-announces-unlimited-purchases-of-mbs-and-treasuries-adds-multifamily-mortgages/
SoftBank to Sell $41 Billion in Assets, Signaling End of Buying Spree
Japanese tech giant it would sell assets to prop up its plunging stock price and shore up its debt-laden balance sheet
https://www.wsj.com/articles/softbank-to-sell-41-billion-in-assets-plans-big-share-buyback-11584944934?mod=hp_lista_pos3
Servicer overwhelm just beginning
About the Episode
On this episode, I’m joined by Todd Sherer, CEO & Founder of Fleq; a company that’s revolutionizing what homeownership means; and instead of forcing people down the path of getting a mortgage, giving them a pathway to experience homeownership.
FLEQ is a fascinating concept that’s gotten many people talking because it adds important factors and points to the homeownership conversation. In an age where many young people are opting not to own homes, many have argued that traditional homeownership is on its way out. What Todd has done is give people “Flexible Equity”, a sustainable way to get people into homeownership, and a housing option that is attainable, flexible, affordable, sustainable and convenient. FLEQ has taken pieces of homeownership, timeshare and renting and they’ve created a new model and a completely new housing structure.
Todd is an experienced founder with a demonstrated history of working in the real estate finance and the investment management industries. He is skilled in Asset Management, Mortgage-Backed Security (MBS), Real Estate Finance, and Capital Markets. His knowledge of mortgage originations and servicing has also contributed to Todd’s success.
There are many people who are locked out of homeownership, by circumstance or by choice. Instead of having these people feel like they are constantly reaching for something they can never have, why not craft a product that suits them. This is where the FLEQ alliance comes in, homeownership that meets people where they are, and gives them flexibility, convenience and sustainable affordability.
In Today’s Episode, We Talk About;
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How Todd got started in his career, and the aha moment that made him decide to fight a system as entrenched as mortgage.
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The two dynamics that challenge home ownership, and the 4 hurdles of housing.
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How the FLEQ concept of buying a home without a mortgage works, and frictionless relocation.
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The difference between a mortgage and an alliance, and creating a homeownership tool that’s more like a swiss army knife.
-
The freedom that FLEQ gives to their alliance members.
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The most misunderstood thing about FLEQ.
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How Fleq is actually adding dollars to Realtors by expanding the home ownership market.
Guest Info
Todd is the CEO and Founder of FLEQ, a company that believes home ownership is attainable without a large down payment, without difficult credit standards, taking on massive amounts of debt, and without long-term commitments.
Website: https://fleq.com/
Contact: info@fleq.com
LinkedIn: https://www.linkedin.com/in/todd-sherer-0775647/
-IRS Tax Deadline postponed
-Open Door & Redfin halt iBuyer purchases! (Thank you to Kenny Klaus of iRealEstatePro for alerting us to these)
-CA Association of Realtors COVID-19 Addendum
-Fannie Mae, Freddie Mac and HUD suspend foreclosures
-PCS (military moves) are suspended
-Berkshire Hathaway convention attendee diagnosed with COVID-19
-BONUS: Staying sane during these times * The previous recording had bad audio so enjoy this new recording with crappy video but great audio
Industry Headlines https://www.housingwire.com/articles/irs-delays-tax-payment-deadline-by-90-days/?utm_campaign=Newsletter%20-%20HousingWire%20Daily&utm_source=hs_email&utm_medium=email&utm_content=84932190&_hsenc=p2ANqtz-8Lj9u9mlXeA0MQkZ9Q_AHb1i8u7xeSrUQwHHwE7uir4mfI02LUgGmJXUXy7XrWzs2oJSJ6nciwFm5FgPNKT5pAjlNUpA&_hsmi=84932190 https://www.inman.com/2020/03/18/redfin-temporarily-suspends-homebuying-amid-market-slump/ https://www.car.org/en/riskmanagement/Interim-Coronavirus-Addendum-Amendment https://www.housingwire.com/articles/fannie-mae-freddie-mac-hud-suspending-all-foreclosures-and-evictions/?utm_campaign=Newsletter%20-%20HousingWire%20Breaking%20Alerts&utm_source=hs_email&utm_medium=email&utm_content=84919551&_hsenc=p2ANqtz-8sOSX0DIx2fAn5vi_HIBzMZjk2VrFm3h3b8cMU6BFN83G-TUeAO0kp1691WsB52ojt0VFLBorlDQlfck9OHRLAq8Ubzw&_hsmi=84919551 https://www.militarytimes.com/news/your-military/2020/03/12/troops-families-trapped-in-limbo-as-some-pcs-moves-put-on-hold-for-two-months/ https://www.inman.com/2020/03/17/berkshire-hathaway-homeservices-confirms-coronavirus-at-conference/
Turn a low inventory, hard to help buyer’s market into MORE LISTINGS For YOU...
It’s tough when inventory is low...
Buyers struggle to get contacts accepted... and we can think of so many ways to help with that (like last week’s tip)
But what if you turned this into an opportunity for listings... 🤯
Italy is canceling mortgage bills – can the U.S. do that? 7 things the industry should be doing amid coronavirus Link: https://www.inman.com/2020/03/16/7-things-the-industry-should-be-doing-amid-coronavirus/ NAR Issues A Coronavirus Guide for REALTORS® https://www.nar.realtor/coronavirus-a-guide-for-realtors
Compass executive calls for a 2-week moratorium on home showings The Time Is NOW! Don't wait.. https://www.remarginyourbusiness.com/
About the Episode
On this episode, I’m joined by Lyndsie Mann-Emerson, a real estate CEO and team leader who has taken the real estate job she started at 17, and evolved it into a multi-faceted, dynamic and successful career, and entrepreneurship path. Having worked in new home sales, REO, and then traditional real estate, Lyndsie brings a lot of expertise to the table, but it’s not not just the experience that set her apart. She has succeeded in 3 drastically different phases and models in a decade in this business. Our industry has gone through many phases and iterations, and many real estate agents failed to make the transition into the next evolution. Lyndsie has managed to do this and do it very well. By remaining on the pulse of change and being observant of trends, she’s built an incredible career.
Lyndsie is the CEO and team lead of The Creed Group at Keller Williams. Her team is the #1 MLS ranked real estate team in the Denver Colorado Metro Area and #3 in the state of Colorado. The Creed Group has over 77% of their business coming from repeat clients and referrals, have sold over 200 homes sold in the Southeast Denver Metro Area in the last 12 months, and they have extensive experience in new construction, resale, foreclosures, and short sales. To date, Lyndsie has been featured as a 5280 5-star agent, in Forbes, and on the cover of Real Producers Magazine.
In Today’s Episode, We Talk About;
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How Lindsey got bitten by the real estate bug at 17, starting with new constructions and then moving to REOs.
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Lindsey’s passion for marketing and how she went back-to-basics after leaving REO.
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How Lindsey feels about 2019 now that she’s reflecting on it.
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Micro farming
-
The importance of having friends in the business.
How do you help your client, the buyer, standout in a highly competitive sellers market ?
This is simply one of the most difficult parts of working in a low inventory market...
And with just a few simple tweaks to your process, you can help your clients get more offers accepted!
Check out this week’s business tip for details...
Trading temporarily halts as stock market plummets, real estate reels
The S&P 500 Index's 7% drop triggered a 15-minute halt in trading. If could be suspended for the day if it hits other marks.
The U.S. stock market started the week on a sour note, with the Dow Jones dropping nearly 1,900 points, or 7.3 percent in value before a halt in trading, within the first half-hour of markets opening.
The plummet followed on the heels of a more than 30 percent drop in oil futures over the weekend, as top producers Russia and Saudi Arabia negotiate over price and demand, as well as the rise in cases of coronavirus (COVID-19).
The drop was so steep, the S&P 500 Index’s nearly 7 percent decline in the morning triggered a 15-minute pause in trading at around 9:30 a.m. Trading will halt once again for 15 minutes if the index drops more than 13 percent from where it closed Friday.
Trading will be suspended for the day if the S&P 500 Index drops more than 20 percent.
As of 10 a.m., Monday, real estate stocks were taking a beating, with Zillow down 7.45 percent, Realogy down 7 percent, RE/MAX down nearly 8 percent, eXp World Holdings down 7.2 percent and Redfin down 8.5 percent.
30-year mortgage rates hit lowest point in 50-year history
The average 30-year mortgage hit an all-time low of 3.29% this week, according to data from Freddie Mac
U.S. housing market is missing 3.3 million homes, Freddie Mac says
The shortage increases by about 300,000 a year as homebuilding lags.
America’s housing market is undersupplied by 3.3 million units, and the shortage is getting worse every year, Freddie Mac said in a report on Friday.
“New housing supply is not keeping up with rising demand,” said Sam Khater, Freddie Mac’s chief economist, who said the shortage is increasing by about 300,000 units a year as homebuilders fail to keep up with demand.
NLA Live is coming up... April 23rd-25th. Check out NLALive (dot) com for all the details.
About the Episode
We recently had an in-depth conversation with Mark Willis, a real estate industry leader and visionary who has shaped many career wins, lives and success stories. Many people in the industry have fond and epic memories of working alongside Mark, kicking butts, taking names and having a blast along the way. He is an inspiring figure in this business, and not just because of his leadership and influence, but also because he is driven by rising to meet the challenge of evolving through everything life throws at him. He has faced personal tragedy and loss, highs and lows, and tough moments that could overrun anyone, but Mark keeps going, choosing to get better even when life feels like it’s getting worse.
Mark has constantly reinvented himself. He has stepped through the gateways of evolution successfully, has won by helping people around him win, maintained his broad level thinking, and philosophy on personal and professional growth. What keeps Mark going isn’t just the art of evolution, it’s also understanding the underlying drive of anyone who welcomes and embraces change. That’s knowing that it’s important to be open, not be too attached to one way of doing things and being willing to shift, instead of being closed and willful.
Mark Willis, the former CEO of Keller Williams Realty International and current Founder of the Willis Family Foundation and Mark Willis Leadership, is a real estate leader, investor, philanthropist, thought leader, and lifestyle activist. Known for his dynamic and charismatic management style and tremendous influence, Willis’ was named one of the 10 most powerful people in residential real estate by the Swanepoel Power 200 in 2014; and since stepping down from his role at KW has used his platform and influence to actively serve and impact the lives of others.
In Today’s Episode, We Talk About;
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The importance of getting comfortable with change, and Mark’s motto “KFG”.
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The power of being a broad level thinker
-
How to harness the power we have to control our outcomes by overcoming attachment.
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What it takes for a real estate agent to thrive through changes and disruption.
-
The importance of having a healthy dose of paranoia.
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Giving feedback vs. complaining.
-
The difference between willingness and willfulness.
Guest Info
Mark Willis, the former CEO of Keller Williams Realty International and current Founder of the Willis Family Foundation and Mark Willis Leadership, is a real estate leader, investor, philanthropist, thought leader, and lifestyle activist. Known for his dynamic and charismatic management style and tremendous influence, Willis’ was named one of the 10 most powerful people in residential real estate by the Swanepoel Power 200 in 2014; and since stepping down from his role at KW has used his platform and influence to actively serve and impact the lives of others.
As the former President and CEO of Keller Williams Realty International (from 2002-2014), Willis led the growth of the company from a regional firm to the largest real estate company in the world with over 120,000 agents worldwide. Integrating a unique philosophy that weaves servant leadership and living a spiritual and balanced life into daily.
Can you create urgency?
Or do you have to dig deeper..
People tend to move towards pleasure or away from pain…
But the challenge is….
How do we help do that?
Check out this week’s business tip for help on this.
Zillow Offers continues expansion, launches in Cincinnati
The southwest Ohio market is the 24th for Zillow's direct-to-consumer homebuying and selling platform
Federal Housing Finance Agency Director Mark Calabria now expects Fannie Mae and Freddie Mac IPOs in 2021
Tells credit unions that capital rule is likely coming by the end of 2020
NLA Live
About the Episode
On this episode, of The Kevin and Fred Show, we’re excited to have Josh Smith back on the show to share what he’s been up to and the entrepreneur lessons he’s applying in his business. One of the greatest things about Josh is his commitment to teaching, coaching and paying it forward in our industry. On today’s episode he shares on finding focus, the difference between marketing strategy and tactics and maximizing our marketing.
Josh is a Realtor, Coach, Mentor and Entrepreneur. He is the founder and host of GSD Mode, the #1 Most Downloaded Real Estate Agent Podcast. He is the owner of the REVISTO Real Estate Group, a team which sells over 600 homes a year, and he’s in the top 1% of Realtors Worldwide.
A lot goes into running a business, we need to know who our clients are, have strategy and tactics driving our marketing, and a powerful way to get people to want to work with us. At the same time, we’re dealing with an overload of information and details vying for our focus. In order to navigate all of this successfully, it’s important to have clarity on the long-term benefit of being in business and continuing to work hard consistently. We have to know the kind of life we want our businesses to allow us to have, and whether or not our businesses reciprocate us enough for all of it to be worth it.
In Today’s Episode, We Talk About;
-
The number one enemy of success and productivity.
-
How to have more clarity on our long-term goals and the difference between a strategy and a tactic.
-
Why there’s no such thing as a bad market or a good one.
-
Band aids vs. bullet holes in marketing
-
Why there is no shiny object or magic bullet to success.
Guest Info
Josh is a Realtor, Coach, Mentor and Entrepreneur. He is the founder and host of GSD Mode, the #1 Most Downloaded Real Estate Agent Podcast. He is the owner of the REVISTO Real Estate Group, a team which sells over 600 homes a year, and he’s in the top 1% of Realtors Worldwide.
Website: https://masterybootcamp.com
NLA Live Early Bird Pricing Ends Saturday
kW rolls out consumer app and agents are torn
kW agents torn over the release over the new consumer app. Many agents claiming to love the app while many more agents seem to be frustrated with the app being branded to the company, not the agent. Other agents upset over the data being inaccurate (listing status) and the overall functionality and user interface not being very intuitive.
With any rollout, there are bound to be bugs, but many of these frustrations don't seem to be bugs as much as they are a business decision. What i'm hearing from some kw agents is they're tired of being told the company lines of "consumer research says this , or says that" Many agents have reported being tired of told to "stay positive" or "don't be frustrated" with their tech because that somehow makes them not a team player.
Wells Fargo agrees to pay $3 billion to settle DOJ, SEC investigations over fake accounts
Settlement resolves criminal and civil investigations
Earlier this year, Wells Fargo revealed that it had set aside more than $3 billion to pay for a looming settlement over the bank’s fake account scandal, and now, the other shoe has dropped.
The Department of Justice and Securities Exchange Commission announced Friday afternoon that Wells Fargo will pay $3 billion to settle three separate investigations into the bank’s practices that led to 5,000 Wells Fargo employees opening two million fake accounts in order to receive sales bonuses.
NLA Live Early Bird Pricing Ends Saturday
About the Episode
On this episode of Next Level Agents, I’m joined by Sam Parr, the man behind The Hustle, the daily tech and business email. He calls The Hustle an information company geared towards youngish entrepreneurs, and people who are growth-minded.
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Sam’s journey in business and the story of The Hustle is one of learning from some of the most legendary names in media like Ted Turner, and creating something that is so relevant and impactful right now. He understands the value of seeing trends before they are blatantly obvious to everyone else, and being willing to do things differently to how everyone else is doing. Add to that a sharp, brilliant and unique communication style, and you have an unstoppable media maven, and an equally unstoppable brand.
Building a business of note isn’t easy, and it requires us to constantly learn, develop, and iterate new pathways and approaches. The people who do this well understand that what really makes an impact is courage, mental and emotional toughness. As Sam puts it, business excellence is 20% intelligence and 80% emotional.
In Today’s Episode, We Talk About;
-
The backstory of The Hustle and who the publication is geared to.
-
Why Sam started a media company, why Ted Turner inspires him and how Sam honed the voice and tone of The Hustle.
-
How Sam and his team built to a million subscribers in a short amount of time.
-
Why The Hustle built their own email sending technology.
-
How The Hustle grew to 7 figures monthly and a staff of 25-30 people.
-
The value of seeing trends before they are blatantly obvious to everyone else.
-
The most misunderstood thing about The Hustle.
Guest Info
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Website: https://thehustle.co/
GET 50% OFF WITH THE DISCOUNT CODE NLA
Twitter: @theSamParr
About the Episode
On this episode of Next Level Agents, I’m joined by Sam Parr, the man behind The Hustle, the daily tech and business email. He calls The Hustle an information company geared towards youngish entrepreneurs, and people who are growth-minded.
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Sam’s journey in business and the story of The Hustle is one of learning from some of the most legendary names in media like Ted Turner, and creating something that is so relevant and impactful right now. He understands the value of seeing trends before they are blatantly obvious to everyone else, and being willing to do things differently to how everyone else is doing. Add to that a sharp, brilliant and unique communication style, and you have an unstoppable media maven, and an equally unstoppable brand.
Building a business of note isn’t easy, and it requires us to constantly learn, develop, and iterate new pathways and approaches. The people who do this well understand that what really makes an impact is courage, mental and emotional toughness. As Sam puts it, business excellence is 20% intelligence and 80% emotional.
In Today’s Episode, We Talk About;
-
The backstory of The Hustle and who the publication is geared to.
-
Why Sam started a media company, why Ted Turner inspires him and how Sam honed the voice and tone of The Hustle.
-
How Sam and his team built to a million subscribers in a short amount of time.
-
Why The Hustle built their own email sending technology.
-
How The Hustle grew to 7 figures monthly and a staff of 25-30 people.
-
The value of seeing trends before they are blatantly obvious to everyone else.
-
The most misunderstood thing about The Hustle.
Guest Info
Sam Parr is the CEO and co-founder of The Hustle, one of America's fastest growing media companies. Each morning they give over 1m users/day the important business news they need to succeed. The company generates 7 figures in revenue each month, and has grown to a team of 30 employees. The company also hosts Hustle Con a popular conference with thousands of attendees. The hustle is a fast-growing, profitable without any venture capital. Sam has also started and sold multiple companies, invests in real estate and startups.
Website: https://thehustle.co/
GET 50% OFF WITH THE DISCOUNT CODE NLA
Twitter: @theSamParr
Ben Kinney launches new brand-agnostic platform
Place Inc. will handle a variety of business tasks for teams, which will be able to keep their existing branding and remain in their brokerages.
The new platform meant to help teams deal with an array of business tasks while also allowing them to keep their existing branding.
The new platform is called Place Inc., and in a statement is described as “a full service real estate and technology platform that partners with the top 1 percent of agents and teams.” The idea, the statement continues, is to help agents become more profitable, boost their value proposition to customers and “grow their unique local brand, all without having to leave the brokerage where they are currently affiliated.” Ben Kinney In a conversation with Inman, Kinney said that Place’s goal is to help agents grow their business.
“The majority of these individuals struggle with the business side,” Kinney explained. “They lose staff or can’t grow or double their business.” Place is meant to solve that problem.
Redfin blows away expectations, posts $233M in revenue
The company's revenue jumped a whopping 88% year-over-year during the final 3 months of 2019.
$233 Million: Redfin’s 2019 Q4 revenue
Between October and December last year, Redfin raked in $233 million.
The company also had a gross profit of $40 million, and a net loss per share of $0.08, compared to $0.14 during the same period one year prior.
In a statement Wednesday afternoon, Redfin also claimed that it saved consumers “over $44 million in the fourth quarter and over $180 million in 2019.” Those numbers include savings the company counts from the refunds it directly hands over to customers after a deal closes, as well as from lower listing fees.
During the first quarter of 2020 — which we are in the middle of now — Redfin expects to bring in between $179 million and $188 million in revenue, which would represent a jump of between 63 percent and 71 percent.
Jeff Bezos' $165M mansion deal shatters Los Angeles sales record
Bezos bought the Beverly Hills estate from Hollywood mogul David Geffen in an off-market deal without the involvement of any agents.
Amazon’s CEO and the richest man in the world just bought a Los Angeles mansion for $165 million, shattering a previous residential sales record for the city set just months earlier.
Jeff Bezos bought the Beverly Hills estate from Hollywood mogul David Geffen and, in doing so, set records with the most expensive residential deal to ever take place in the Los
Angeles area, according to the Wall Street Journal. The sale took place off the market and without an agent.
KW Posts Net Agent Loss for 4th Consecutive Month in January 2020.
Agent count has dropped by 3,499 over this span.
About the Episode
On this episode, I’m joined by tech entrepreneur, and founder of Yodle Inc and OJOLabs, John Berkowitz, a man who is revolutionizing how consumers make decisions with what he calls “the most expensive refrigerator magnet for agents.” After starting Yodle in college and growing it to a tech brand that sold for over $300 million, and dealing with some of the challenges and stresses that come with being a first-time founder, John decided to build a business that could allow him to make a bigger impact, and he found something that fulfilled his priority for a high-magnitude opportunity.
Building meaningful business platforms that defy the status-quo has long been in John’s DNA. Fueled with the vision to build a product that would truly meet and serve consumers’ needs for valuable information, John co-founded and launched OJO Labs in 2015. OJO Labs has quickly become a leader in conversational AI technology with a powerful team working toward developing the best product possible, and a sizable opportunity meeting the perfect set of resources along key partnerships at the right time. John’s dedication to establishing a positive work environment has resulted in OJO Labs being recognized among the best places to work nationally by Inc. Magazine, Fortune Magazine, Built In and Comparably, and regionally by the Austin Chamber of Commerce and Austin Business Journal multiple years in a row. Recently, John was named to Swanepoel’s SP200 and The Most Powerful Technology Executives in The Residential Real Estate Brokerage Industry list.
Understanding the pains of what it means to run your own business and be fully accountable, and the level of responsibility to serve the end user is what drives him, and that’s what drove the creation of OJO.
There are so many challenges that come with running a business, and what people don’t talk about is how much long-term stress the people who run these businesses take on. In order to overcome the stress, it’s important to have a greater goal or purpose behind the business because that’s what will fuel them through all of the phases, and fuel them to stay focused on what matters.
The thing about business is, whether you run a small company or a large operation; no matter what reason you have for being in business, the journey is not easy. Companies are really hard to build and maintain, and what makes it easier is really having a North star that guides you, and being driven by the mission to solve a problem, not the outcome. If we’re driven by that we’ll always focus on what will benefit the end-user.
In Today’s Episode, We Talk About;
-
John’s journey as an entrepreneur prior to real estate and starting Yodle at 21.
-
Exiting Yodle and the importance of being led by value not the goal to exit the business.
-
Entrepreneurial PTSD and the challenges founders face
-
The journey of OJOLabs and why John chose it as his next venture after Yodle.
-
The difference between real AI and what people say AI is.
-
Scaling and its connection to a lack of entrepreneurial desire.
-
What John is excited about, what he has changed his mind on and something surprising about him.
-
The value of earned trust, and why it’s what makes a real difference in business.
What doesn’t exist today is a consumer trusting a product or company
Guest Info
John Berkowitz is the Co-founder and CEO of OJO Labs, an Austin-based company that has quickly become a leader in conversational AI technology. With the application of its patented AI, OJO empowers people to make better decisions through the fusion of machine and human intelligence by automating lead conversations for agents and creating data-driven, personalized experiences for consumers. John’s track record of building and scaling successful, mission-driven technology companies with award-winning workplaces paved the way for the formation of OJO in 2015. John’s dedication toward building a positive work environment led to OJO being named to Comparably’s 2018 Best Company Culture list, and Built In Austin’s Best Places to Work in 2019.
Prior to founding OJO, John co-founded Yodle, and was instrumental in building it into a $200M+ revenue leader in the online marketing space with more than 50,000 SMB customers and over 1,400 employees. In February 2016, Yodle was acquired by Web.com in a $342 million all cash transaction. Recently, John was named to Swanepoel’s SP200 and The Most Powerful Technology Executives in The Residential Real Estate Brokerage Industry list. John is actively involved in nonprofits, and currently serves as CASA’s board president, using his entrepreneurial background and resources to fight for the welfare of children in the communities he operates in.
All successful realtors have one thing in common.
For most of us, we learned this lesson early on...
For others. It took longer!
The good news is, that you can choose to dive into this today and see yourself up for success.
Homesnap’s “Pro” product
Homesnap has a new service that crunches data to show which homes in a neighborhood are the most likely to be listed for sale in the next 12 months.
The platform uses an algorithm that crunches millions of records, including MLS data, to come up with a “Likelihood to List” score. The service, available only to licensed agents, shows a “heat map” of neighborhoods color-coded to zero in on the homes most likely to go on the market.
Americans are equity-rich as home values rise
More than a quarter of mortgaged homes had an LTV lower than 50%
Almost 15 million homes in the U.S. were equity-rich in the fourth quarter, meaning their mortgages were 50% or less of their estimated market value, according to ATTOM Data Solutions.
Equity-rich properties were 27% of all mortgaged homes, matching the share in the prior quarter, the report said.
About 3.5 million homes with a mortgage were seriously underwater, meaning the loan exceeded the value of the property by 25% or more.
That figure represented 6.4% of all U.S. properties with a mortgage, down from 6.5% in the third quarter.
Among 8,262 U.S. zip codes, there were 451 zip codes where at least half of all properties with a mortgage were equity rich, ATTOM said.
Where are the highest equity levels? The San Francisco Bay area.
Boston had the highest equity-rich share in the Northeast, at 35.6%. Dallas, led the South, at 36.5%, and Grand Rapids, Michigan, led in the Midwest, at 27.4%.
African American homeownership lowest since 1968 — when Fair Housing Act passed: NAR official .
At a time when housing prices continue to climb and affordability continues to dwindle, the National Association of Realtors (NAR) is eyeing ways to diminish the racial homeownership gap.
“In 2020, there is still a persistent gap in homeownership rates between whites, African Americans, Hispanic Americans and Asian Americans,” Bryan Greene, NAR’s director of Fair Housing policy, said Thursday at the association’s second annual policy forum in Washington, D.C.
“We’ve seen homeownership rates among racial groups steadily rise, but I think many of us would have expected rates to have risen more,” Greene added. “We did see that happen for a period from the early 90s to the early part of this century, but dramatically, at least for African Americans, we started to see that homeownership rate decline — so much so that last year the homeownership rate for African Americans dipped below the rate in 1968 when the Fair Housing Act was passed.”
About the Episode
On this episode, I’m joined by Arizona native, broker, and real estate tech entrepreneur Kyle Wyloge. What’s unique about Kyle’s story in real estate that it is his first and only career, and his career has evolved and taken on many iterations to get him to where he is today. He has used every market shift as a learning opportunity, and through his own business need observed a gap in the market he could fill with the new data project he has developed, Ivy. Software is the most valuable thing on earth right now, and by connecting software and real estate, Kyle has uncovered a highly in-demand product that can benefit our entire industry. Growing the user base of 700 customers in 9 months just shows how well his brainchild is catching on. Kyle is the owner and partner of The Momentum Group; which includes a real estate brokerage, property management company, development company, and a real estate investment fund. His responsibilities range from project marketing, property underwriting, project development, fund management and oversight of the growth and stability of the companies. In Today’s Episode, We Talk About; - Why real estate appealed to Kyle and how his business evolved through the different phases of real estate. - The Phoenix market in the REO days - Investing in property in Colorado - How to go directly to the seller for your acquisition on the investment side - Ivy and the power of having data and the right information on who you’re calling - Who is Ivy for and how has it evolved. - What Kyle is excited about currently, what he has changed his mind about recently and something cool about him. Guest Info Kyle is a broker, investor, real estate tech entrepreneur and the founder of Ivy. Website: getivydata.com
Contact: kyle@getivydata.com
Lets talk about the Pipeline...
Not that thing you surf... but that the thing that tells you where your next paycheck is coming from...
Homelight Cash Close
Today we announced the launch of HomeLight Cash Close, the first program on the market — designed for you, the agent — enabling your clients to maximize their home sale while removing many of the painful contingencies they experience today. Cash Close includes two sister products aimed at dramatically simplifying the real estate transaction, HomeLight Trade-In and HomeLight Cash Offer.
HomeLight Trade-In
You know better than anyone: Buying and selling a house at the same time is a logistical nightmare. HomeLight solves this for its agent partners by purchasing their client's home at a guaranteed price and providing immediate liquidity to put toward their next house.
Agent partners who have access to this invitation-only product can earn commission on both the purchase of the client's new home and on the sale of their old one. And the client receives 100% of the upside from the sale of their property. Unlike other iBuying and trade-in solutions, this enables the homeowner to fully maximize their home's value.
HomeLight Cash Offer
HomeLight uses its own cash to purchase homes on behalf of your qualified clients and transfers ownership once their mortgage closes. This product has already helped multiple home buyers and agents win negotiations at competitive prices due to the strength of the cash-backed offer.
Interested in learning more? Check out Inman's coverage of our announcement and visit HomeLight Cash Close for all the details. We can't wait for you to be part of our vision of a world where every real estate transaction is simple, certain, and satisfying.
Mortgage rates fall to the second-lowest level in three years
This week, the average U.S. fixed rate for a 30-year mortgage averaged 3.51%, dropping to the second-lowest level in three years.
The pace is now 95 basis points below the 4.46% rate of the same week last year, according to the Freddie Mac Primary Mortgage Market Survey.
Compass shuffles support staff, anticipates dozens of layoffs
A Compass source told Inman the company still has no current plans for an IPO, although it's not off the table.
The reshuffling will likely result in the loss of several dozen jobs at the growing company, according to a Compass source who indicated that the brokerage is currently advertising approximately 300 job openings — after hiring more than 80 new employees in January alone — and plans to increase its total headcount each month.
According to the survey, the 15-year FRM averaged 3% this week, sliding from last week’s rate of 3.04%. During the same time period in 2019, the 15-year FRM came in at 3.89%
About the Episode
On this episode, I’m joined by former real estate agent and now tech company founder and owner, Chris Jones. His platform, Guerilla Realty provides lead generation and valuable tools and resources to real estate agents, and its success is rooted in Chris’ own experience selling homes. It is a business founder on the internal need of his real estate company, and ultimately Chris discovered that there was a market need for what he was providing. Chris joins us to talk about his journey, success, lessons and losses along the way.
Chris is the co-founder and owner of Guerilla Realty. When he was an agent, he found himself working 90+ hours per week doing everything he was “supposed to do”, but still not selling any houses. That’s when he threw everything he knew out the window and went back to his technology background. He together some primitive lead capture tools and then ran free ads to people he were buying, and his business exploded. That’s how Guerilla Realty was born.
In Today’s Episode, We Talk About;
On this episode we discussed;
- How Chris got into real estate, and
- How he eventually made the choice to go into software full-time.
- How they grew their team by giving out free tools.
- Something he’s excited about, something he has changed his might on and something many people don’t know about him.
- Why Chris doesn’t do marketing to scale anymore.
Don’t make this deadly business mistake...
It’s easy to make, and so many of my friends are making it! Are you?
See the thing is, that as agents and business owners our North Star should always be the consumer..
Yet so many are making this MAJOR mistake...
Tweener Homes offers a solution for people in-between residences
https://www.azcentral.com/story/money/business/abg/2020/01/19/tweener-homes-provides-housing-solutions-people-between-moves/4389855002/
He came up with Tweener Homes, a solution for those needing an “in-between” home due to temporary or permanent job relocation or finding themselves in the situation Calvi and his wife did.
Fathom Realty's IPO filing reveals increased revenue, widening losses
The flat-fee, virtual brokerage posted a net loss of more than $2.6M in the first nine months of 2019
Fathom’s S-1 filing revealed the company’s losses are widening, as it continues to grow. In 2017, Fathom Realty posted a net loss of $343,000, which grew to $1.5 million in 2018. Through the first nine months of 2019, the company posted a net loss of $2.6 million.
Despite the losses growing, revenue is up at the firm, which reported $78 million in revenue for the first nine months of 2019, slightly more than the total amount of revenue it pulled in during the entirety of 2018.
CFPB planning to eliminate DTI requirement from QM lending rules
Bank of America, Quicken Loans, Wells Fargo, Caliber Home Loans, along with the Mortgage Bankers Association, the American Bankers Association, the National Fair Housing Alliance, and others asked the CFPB to do away with the QM rule’s debt-to-income ratio requirement
The Ability to Repay/Qualified Mortgage rule was enacted by the CFPB after the financial crisis and requires lenders to verify a borrower’s ability to repay the mortgage before lending them money.
But, Fannie Mae and Freddie Mac are not bound to this requirement, a condition known as the QM Patch. Under the QM Patch, loans sold to Fannie or Freddie are allowed to exceed to the 43% DTI ratio.
About the Episode
On this episode, I’m joined by real estate entrepreneur, speaker, coach, trainer, and Ylopo Realtor in Residence, Barry Jenkins. With a career that has spanned over 2 decades, and the unique setup of running two teams at the same time, Barry brings a ton of experience to the table. His real estate knowledge led him to become a consultant at Ylopo, and now he has a high-level role.
There’s a lot of outside influences coming into the real estate space, and it has been great for our industry to get refreshed by disruptors. But at the same time, these tech disruptors coming into our industry, also need a real estate agent’s insider knowledge
to bridge the gap between tech and real estate. This is the space Barry has stepped into by partnering with Ylopo.
Barry began his career at the age of 18 and has spanned two decades. He currently runs two teams in Virginia Beach, Va. and his teams consistently produce over 200-250 a year for several years in a row. This is with Barry in the office part-time. He is also an executive with Ylopo as the Realtor in Residence where he also trains their users. His passion is Wife, two children, and their little dog. His systems allow him to leverage technology so he can spend time with them.
No matter how much the real estate industry changes, there’ll always be massive opportunities for the agents and companies who come from a place of contribution, and keep our fingers on the pulse of consumer needs. What the consumer needs now more than ever are agents who can start talking to them earlier in the buying process, especially when there are so many options and it can be hard for them to know what to do. If we provide this guidance, we’ll always be relevant.
In Today’s Episode, We Talk About;
01:05 - What got Barry interested in real estate, and how he went from selling shoes to real estate.
-
How he runs two real estate teams at the same time.
-
Why Barry wanted a tech-driven team.
-
What it takes to achieve success in real estate.
-
Barry’s role as Realtor in residence at Ylopo.
-
What Barry’s excited about, what he has changed his might on and what many people don’t know about him.
Guest Info
Barry began his career at the age of 18 and has spanned two decades. He currently runs two teams in Virginia Beach, Va. and his teams consistently produce over 200-250 a year for several years in a row. This is with Barry in the office part-time. He is also an executive with Ylopo as the Realtor in Residence where he also trains their users. His passion is Wife, two children, and their little dog. His systems allow him to leverage technology so he can spend time with them.
Go Do That Thing!
We all have that one thing in our business; the thing we know we should be doing to move it forward, but we just don’t do it.
We avoid it, procrastinate on it, overthink and complicate it and get distracted trying the new, shiny, cool, exciting thing...
instead of that one thing we know needs to be done.
From lead generation to contacting your past clients, the reality is, there are a lot of things we know we should be doing that we aren’t because we’re afraid or we’re just complacent.
But here is the dirty secret no one wants to talk about... when we don’t do THAT thing, we delay our growth.
So we challenge you to dig past your resistance to doing what you need to do. Stop chasing the shiny objects, stop putting too many things on your plate and GO DO THAT THING.
(Tech Company) Keller Williams launches new real estate listings website
The company said that it’s in an effort to be centered on an improved, neighborhood-based home search experience.
Keller Williams Vice President of Industry, Jason Abrams, said that the difference in the search is that it is neighborhood-centric
“We are excited about the new responsive functionalities of KW.com. We also added content to better serve consumers on their home buying, selling, and renting journeys,” said Keller Williams spokesperson Darryl Frost.
**Reference that an article was written about how it’s easier to find the KW listing agent on Zillow’s website now than it is on KW.com’s website
Foreclosure filings hit a 15-year low
Foreclosure filings hit an all-time low in 2019, according to a new study published Thursday by ATTOM Data Solutions, which began tracking the metric in 2005.
A modest 493,066 foreclosure filings — default notices, scheduled auctions and bank repossessions — were reported in 2019, down 21 percent from 2018 and down 83 percent from a peak high of nearly 2.9 million in 2010, according to ATTOM.
The 493,066 properties with foreclosure filings in 2019 were representative of just 0.36 percent of all U.S. housing units. Comparatively, 0.47 percent of all housing units had foreclosure filings in 2018, and in 2010, 2.23 percent of all housing units had foreclosure filings.
Lenders repossessed 143,955 properties in 2019, a year-over-year decline of 37, and once again, the lowest level since ATTOM began tracking the data.
New Jersey, Delaware, Maryland, Florida, and Illinois were the states with the most foreclosure filings. In New Jersey, which has held the top spot since 2015, 0.82 percent of housing units had a foreclosure filing.
About the Episode
On this episode, I’m joined by my good friend and the “CEO Whisperer”, Cameron Herold, a man whose knowledge and understanding of business has been of great help to many entrepreneurs, including our own team. In a world where talking about being an entrepreneur is more cool, thrilling and exciting than the actual work it takes to build and run a successful business; it’s refreshing to talk to someone who has walked the walk. He is able to provide insights and wisdom, backed by his own experience and journey of riding the rollercoaster of business. He has learned about setting boundaries, not getting distracted by the noise, and strategic thinking; and these are all these we can benefit from in our own businesses.
Cameron Herold is a top business consultant, best-selling author, and speaker. He is the founder of the COO Alliance, co-host of the Second in Command podcast. He’s the mastermind behind hundreds of companies’ exponential growth and he’s touched thousands of businesses indirectly through his work. At age 21, he had 14 employees. By 35, he’d helped build his first two 100 Million Dollar companies. By the age of 42, Cameron had engineered 1-800-GOT-JUNK?’s spectacular growth from $2
Million to $106 Million in revenue in just six years. His companies landed over 5,200 media placements in those same six years, including coverage on Oprah. Not simply a theory guy, Cameron teaches what he knows from experience and is passionate about sharing
Life as an entrepreneur often feels like we’re flies trapped behind a window trying to find a way out; it’s actually quite easy for us to become trapped by our own success. In order to escape this, we need a cheat code. That cheat code includes setting boundaries so that we protect our effectiveness, and making sure we have focus, faith and effort working in our favor, not against us. We have three inputs, people, time and money. We have to focus on what gives us the highest ROI.
In Today’s Episode, We Talk About;
-
Cameron’s life in entrepreneurship and why he was always drawn to business.
-
How to overcome the common entrepreneur struggle of setting boundaries.
-
What working nights and weekends is actually a symptom of.
-
What sets successful businesses apart and the formula entrepreneurs need to check themselves against.
-
What’s concerning and/or exciting Cameron about the future of business.
-
Why strategic planning doesn’t exist, and why we need to focus on strategic thinking.
-
Something interesting about Cameron that isn’t known by many people.
Guest Info
Cameron Herold is a top business consultant, best-selling author, and speaker. He is the founder of the COO Alliance, co-host of the Second in Command podcast.
He’s the mastermind behind hundreds of companies’ exponential growth and he’s touched thousands of businesses indirectly through his work. At age 21, he had 14 employees. By 35, he’d helped build his first two 100 Million Dollar companies. By the age of 42, Cameron had engineered 1-800-GOT-JUNK?’s spectacular growth from $2
Million to $106 Million in revenue in just six years.
His companies landed over 5,200 media placements in those same six years, including coverage on Oprah. Not simply a theory guy, Cameron teaches what he knows from experience and is passionate about sharing
Website: https://www.cameronherold.com/
This episode is brought to you by: Kevin and Fred's Referral Guarantee https://kevinandfred.com/referral/
FLEQ
FLEQ is the combination of the words “flexible” and “equity” and we're changing the way you think about homeownership. What is the Fleq Alliance? The Fleq Alliance is a new way to buy a home. The Alliance uses a partnership approach to purchase a home of your choosing.
With the entire Multiple Listing Service (MLS) available to you, search for a house using apps like Zillow, Trulia, Redfin, or call up the real estate agent who’s been encouraging you to buy a home for years.
Once you’ve found your dream home, you’ll be teamed up with an Alliance representative. You will receive a quote for your monthly payment, your initial equity contribution to the Alliance, the starting ownership percentage for both parties and the current cost to acquire additional units of equity.
When it comes to equity contributions, pay whatever you want, whenever you want—or nothing at all. Though not required, any equity contributions will increase your ownership in the Alliance.
https://www.nar.realtor/blogs/economists-outlook/how-long-do-homeowners-stay-in-their-homes
$19K pre-fab home includes artificial intelligence technology
Singapore-based startup Nestron announces the launch of 4 low-cost prefab home models complete with an artificial intelligence assistant, Canny
California reportedly launching its own CFPB
On Friday, California Gov. Gavin Newsom will reportedly unveil a plan for the state to enact its own version of the Consumer Financial Protection Bureau, overhauling and increasing the power of the state’s Department of Business Oversight.
According to a report from the Los Angeles Times, the proposal to create a state-level CFPB will come in Newsom’s 2020-2021 budget, which Newsom is scheduled to reveal Friday.
About the Episode
On this episode, I’m joined by RE/MAX Holdings CEO, Adam Contos. As the head of one of the biggest real estate brands worldwide, and with a background in law enforcement and undercover narcotics, Adam’s story and his journey to the top of real estate is unique and it has given him a fascinating perspective and global lens on our industry.
What sticks out about Adam is his dedication to being a student and a giver in our industry; something that’s not common about many executives in our business. He has a real boots-on-the-ground approach to leadership, and he has the benefit of talking to Realtors around the world, which gives him a unique pulse on what’s going on in the greater real estate market. Adam shares on what it takes to succeed in a real estate market.
Adam oversees RE/MAX Holdings’ three brands: RE/MAX, LLC, a top real estate brand in over 100 countries and territories; Motto Franchising, LLC, the first national mortgage brokerage franchisor in the U.S.; and booj, an award-winning real estate technology company. He started off in business development and franchise consulting and then worked his way up to the top of one of the largest real estate companies in the world.
There’s a lot of noise drawing us away from our communities in this space, and as the saying goes, what we focus on grows. If we focus on the noise, that’s all we’ll get. What matters in this business is not what we see happening in the market, it’s whether or not we helped someone; whether that’s fellow agents or our database. If we focus on doing the right things for the people in our community, business will keep coming to us.
In Today’s Episode, We Talk About;
-
How Adam got into the real estate world after taking a unique path from law enforcement.
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The power of identifying people’s problems.
-
How habits and processes lead to results.
-
How to raise the standards of our industry.
-
How to block out the noise and focus on what matters.
-
Why our markets aren’t as unique or as different as we say.
-
Something he’s excited about, something he’s changed his mind on and something people might not know about him.
-
Why noise is a fake indication.
Guest Info
Chief Executive Officer of RE/MAX Holdings, Inc. Adam oversees its three brands: RE/MAX, LLC, a top real estate brand in over 100 countries and territories; Motto Franchising, LLC, the first national mortgage brokerage franchisor in the U.S.; and booj, an award-winning real estate technology company.
Listen to Adam’s podcast Start With a Win here https://www.startwithawin.com/.
Using video in your business doesn’t have to be hard.
You’ve tried before, or thought about it but it
✅ Seems daunting...
✅ You don’t have time...
In fact it’s easier than you think...
Check out today’s business tip for some ideas and how to options that make it easy.
This episode is brought to you by: Kevin and Fred's Referral Guarantee https://kevinandfred.com/referral/
Mortgage rates start 2020 well below last year's average
The average U.S. fixed rate for 30-year mortgage slides to 3.72%
In the first week of the year, the average U.S. fixed rate for a 30-year mortgage averaged 3.72%.
Not only is this percentage below the previous week’s average, but it’s also nearly 80 basis points below the 4.51% of the year-earlier week, according to the Freddie Mac Primary Mortgage Market Survey.
“As investors kept their eyes on the phase one of the U.S.-China trade deal, 10-year Treasury notes closed 2019 lower than a year ago,” said George Ratiu, Realtor.com’s chief economist. “The conventional 30-year loan slid 2 basis points to 3.72% in the first week of 2020. Rates remain about 80 basis points lower than the first week of 2019.”
https://www.housingwire.com/articles/mortgage-rates-start-2020-well-below-last-years-average/
2019 Rent Prices - Nationally, cost of rent went up 4.1% for one-bedroom units
As 2019 saw historically low vacancy rates among multifamily housing, it also led to a rising cost of rent, too.
According to realtor.com, a report from Abodo said rental prices went up in 38 states, including Washington, D.C., in 2019. In the other 12 states, the cost of rent actually fell, but only slightly.
Nationally, median rents for one-bedroom units went up 4.1%, making monthly rent $1,078 at the end of 2019.
Prices for two-bedroom units went up 5.5%, making monthly rent $1,343.
In 2019, multifamily occupancy rates reached as high as 96.3%. The demand of multifamily housing keeps rising, as home prices are also continuing to climb.
According to realtor.com, rental prices surged the most in Utah. There, rent went up 3.78% in 2019, reaching $965 for a one-bedroom unit.
“In states like Utah, people are relocating for jobs,” Abodo said in its report. “Many folks are coming from California and other high-priced hubs. People need to find places where they can live and afford to live a lifestyle that they want.”
Renting cost the most in Massachusetts, where the average one-bedroom unit cost $2,218 a month.
Renting surged the most in Detroit, where cost of renting a one-bedroom went up 7.48%, making rent $886 a month. ;l
The highest rents in the nation were, at no surprise, San Francisco and New York City. On average, renting a one-bedroom unit was $3,877 and $3,082 a month, respectively.
Renters in Montana saw the biggest price cuts in 2019. Rents fell 1.6%, to an average $745 a month for a one-bedroom unit.
Comprehensive List of 2020 Real Estate Events
https://www.inman.com/2020/01/02/a-comprehensive-list-of-2020-real-estate-events/
About the Episode
On this episode, I’m joined by real estate overachievers and leaders of Realty by Monica, Chris and Monica Foster one of the most highly-rated real estate teams in Houston. After moving to a completely new area, where they had zero database, they managed to build a $90 million volume business, and gain a great position and build momentum in a short space of time. Their story and their success is unique not just because of the timeframe of it, but because right from the start they focused on the client experience and value, not ratings and volume. The most incredible thing that happened is that focusing on the client first, brought the number 1 rating, and the volumes.
The amount of pressure there is on our industry is being felt, especially in shrinking profit margins and commissions get driven down. Contrary to a lot of the panic out there, this doesn’t have to mean disaster for us. It’s key that we think of business differently so that we’re finding opportunities to keep growing our businesses.
In Today’s Episode, We Talk About;
01:03 - The team set up that Monica and Chris have, and how they built a massive business in
02:59 - How Chris transitioned from a job at NASA to real estate.
09:25 - How they were able to start their real estate operations without a database.
14:16 - Why the client experience comes before us focusing on volumes and ratings.
17:07 - Zillow lead generation best practices.
19:40 - How the roles have evolved as the business has grown.
23:27 - What Monica and Chris are most excited about going into 2020 and beyond.
Guest Info
Monica is a licensed Broker in the State of Texas and lead of the Monica Foster Team, specializing in Residential Real Estate in the Houston Bay Area. The Team is consistently one of the top teams in Houston and the entire U.S. For more information, visit https://www.realtybymonica.com/.
"iBuyers are Ripping off Sellers and Stealing Their Equity!" You've probably heard this and maybe even felt this... so what's true and what's a myth about that statement?
Our guest today is Jeff Corn, an entrepreneur who is combining the art of photography with the science of marketing, while helping solve a key issue in the real estate industry, high quality, consistent photography. He is the founder of Virtuance, a real estate photography and visual marketing partner which helps agents make sure a buyer’s first impression of a home is enough for them to want to take action. The tech company has now expanded to 31 cities, so Jeff knows a whole lot about expanding and scaling business, and what works in real estate marketing.
The success of Virtuance is owed to the fact that Jeff and his team have taken the time to analyze the photographic attributes that make a buyer click on an image and then making sure those attributes are present in every photo they produce. His passion for people, and knowledge on scaling are just a few things that make him a leading entrepreneur. Dan will share on the story behind his company, growing a business and the future of real estate and technology.
In the world of real estate, the MLS photo is the very first viewing of a home, and the potential buyer’s willingness to go and see the house in person, hinges greatly on how good the photographs are. Very often, the photos we take and post just aren’t good enough to stand out on the MLS, so it’s important to make an investment in quality content. If we are able to apply a high level of attention to the visual marketing content we put out, we can sell more homes too. It ultimately comes down to consistency and quality- something we must always uphold in any marketing endeavor.
On This Episode, We Discussed;
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How Virtuance got started.
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The importance of people in our businesses.
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How to scale and resist the drive to scale too quickly.
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The key factors Virtuance uses to determine a market to expand into.
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The definition of disappointment.
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Where things are headed in real estate.
Guest Info
Jeff is the co-founder and CEO of Virtuance, a Full-Service Real Estate Marketing company that specializes in HDReal™Photography and Visual Marketing. Go to virtuance.com for more information, or email j.corn@virtuance.com.
Here's an interview Kevin did recently for Marketing Maniacs.
Kevin Kauffman, CEO and Co-founder of Group 46:10 at eXp Realty, and Co-founder of Next Level Agents, joins us in studio to share an amazing opportunity to attend a local AZ event in 2020. The Next Level Agents LIVE 2020 will be rockin’ Scottsdale in April! https://nextlevelagents.com/ Don’t miss this fun, educational, and business-changing opportunity. Kevin also gives us his thoughts about the real estate market and industry going forward.
About the Episode
On this episode, I’m joined by real estate agent, social media expert and trainer, and real estate’s social media Queen, GoGo Bethke. After moving to the US and dabbling in different careers and discovering her passion for real estate, GoGo was able to get an edge early in her real estate career when she realized that social media marketing has tremendous power. Today GoGo has the largest social media following out of all agents in the state of Michigan. She is the perfect person to talk about building a strong social media following built on authenticity and education.
GoGo is the founder and owner of Gogo's Real Estate LLC, and a real estate coach through her program, GoGo’s Bootcamp. She came to the US from Romania in 2003. After trying to work in data entry in a warehouse, sales rep in a jewelry store, restaurant food safety auditor, waitress to being a stay at home mom, her neighbor recommended she become a Realtor. Over 80% of the Realtors give up in the 1st year, and GoGo wasn’t about to be a statistic. But she was also broke, with no SOI, no experience, barely speaking English with $6 to my name. So that left her with nothing else but Facebook at the time, and that’s where she started. She created Gogo’s Real Estate and my real estate career started! With the power of social media she has sold over $45M in residential real estate transactions.
Many people in our industry fail to gain any meaningful traction with social media; not because they aren’t interesting enough or capable enough to grow a following; but because of limiting beliefs. The key to unlocking social media growth like GoGo did is to think more about selling yourself and not houses. It makes it easier for us to talk about who we are and what we believe in, and that’s what will qualify the people who want to work with us, and disqualify the ones that aren’t worth our time.
In Today’s Episode, We Talk About;
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How GoGo dabbled in different careers, and what made her choose real estate.
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What it was was getting started in real estate with no SOI or experience.
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How to develop a winner’s mindset, and how GoGo became a pioneer in Facebook groups.
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How to overcome the initial bumps of a new career.
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GoGo’s Bootcamp and how she helps agents improve at social media.
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How to figure out how much money to spend on social media.
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What stops people from having success in social media.
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The value of being you online.
Guest Info
GoGo is a real estate agent, social media expert, coach and Founder/Owner of Gogo's Real Estate LLC and GoGo’s Bootcamp. For more information, visit www.gogosbootcamp.com. Connect with GoGo on LinkedIn, and follow @GoGosRealEstate on other social media platforms.
We've all worked with sellers who don't want signs in the ground in front of their house, who want to do their sales transaction a little quietly instead of announcing to their friends & family that they are selling. How can iBuyer options help these clients?
This episode is brought to you by: Kevin and Fred's Referral Guarantee https://kevinandfred.com/referral/
Agents ensnared in 'Newsday' investigation boycott housing discrimination hearing
NRT CEO Ryan Gorman was the only one of 68 agents and company representatives to show at New York State Senate hearing in the wake of the 'Newsday' fair housing investigation
In an apparent act of solidarity that did not please lawmakers, all but one of the 68 agents and company representatives asked to appear Thursday at a New York State Senate hearing on housing discrimination failed to show, Newsday reports.
In response, the Senate Committee on Investigations and Government Operations announced subpoenas would be served to no-show agents to “compel their testimony,” according to Newsday, which revealed evidence of systemic violations of fair housing laws on Long Island during a three-year investigation.
“The remaining 67 individuals either neglected to respond or outright refused to provide testimony,” Sen. James Skoufis said, according to Newsday. “There’s an easy way to go about things and a hard way. So following today subpoenas will be served to many of these individuals to compel their testimony.”
Ojo Labs Launches Referral Program
exclusive buyer and seller leads to a small network of highly vetted real estate agents
About the Episode
On this episode, I’m joined by top-producing agent turned successful tech entrepreneur, Tyler Smith; whose story and journey is inspiring because it proves that real estate can be a launching pad for successful businesses and products. In Tyler’s case, real estate wasn’t just a launching pad. His platform, SkySlope was actually born out of him making his real estate operations more efficient. He turned real estate transaction pain points into a solution, which became the foundation of his new business. Tyler’s business stands at the intersection between real estate operations, understanding consumer behavior and technology; making him a great person to talk to about the changes and shifts coming down the pipeline in our industry.
Tyler is the founder and CEO of SkySlope, a B2B SaaS platform that is focused on helping real estate agents manage their transactions online. He is a former top-producing Realtor who realized efficient transaction management software was lacking in real estate. SkySlope is the industry leading Digital Transaction Management software provider, offering a powerful suite of mobile, cloud and paperless transaction processing solutions. SkySlope is proud to serve more than 25% of the top 100 brokerages in the U.S., including almost half of the top 25 brokerages.
The consumer is in the driver’s seat of the shifts we’re seeing in the real estate, and at the core of that is a need for transparency, speed, and working with experts and practitioners they can trust before, during and beyond the transaction. If we’re not leading with these 3 things in our communications and operations, we won’t be able to measure up to the new standard the consumers have set. Platforms like Uber have successfully fed into the needs of the consumer, and so have iBuyers. As an industry, we need to be willing to do the same, or else we will get swept away.
In Today’s Episode, We Talk About;
- Tyler’s journey starting in real estate at 20
- Why Tyler left real estate even though he was at the top of his game to start SkySlope.
- How Tyler identified a solid business idea.
- The transition from top-producing real estate agent to running a tech company.
- How Tyler sees our industry changing in the future.
- The 3 things about consumer behavior we need to be building into our businesses.
- Tyler’s top tips for having a better life and business.
Guest Info
Tyler is the founder and CEO of SkySlope, a B2B SaaS platform that is focused on helping real estate agents manage their transactions online. He is a former top-producing Realtor who realized efficient transaction management software was lacking in real estate.SkySlope is the industry leading Digital Transaction Management software provider, offering a powerful suite of mobile, cloud and paperless transaction processing solutions. SkySlope is proud to serve more than 25% of the top 100 brokerages in the U.S., including almost half of the top 25 brokerages.
Website: https://skyslope.com/
LinkedIn: https://www.linkedin.com/in/asktylersmith/
YouTube: https://www.youtube.com/playlist?list=PLE0H1vgJA3ffI0GlcHmQF5YK3oC1GzVtX
We've talked about the ease AND the confusion for clients using iBuyer options... but how easy is it for them to change their minds once they start the transaction?
Reconnect
Connection...
How would you grade yourself on how you connected with the most important people to your business in 2019?
If you're like me, you have some opportunity for improvement.
This week we explore how to start to turn this around.
Make a commitment to better communication in 2020 with your database. I'll show you how to start...
Okay, you're willing to work "with" iBuyers instead of fighting the industry's changes. But the question on everyone's minds is... "Can I get commission/financial compensation for bringing a seller to an iBuyer?"
Keller Williams chief product officer out amid tech rollout
Chief Product Officer Neil Dholakia and Vice President of Product Miguel Bracchini both quietly departed over a one-month span after Keller Williams President Josh Team initially denied both were leaving.
HomeSmart acquires 650-agent indie brokerage TriStar Realty
HomeSmart International, which also owns a franchise division, vowed on Wednesday to double its agent count over the next three years. In announcing the transaction, the company – which also owns a franchise division – revealed ambitious plans to expand to double its nearly 18,000 agent count over the next three years.
Realogy CEO Ryan Schneider Says the housing market itself is what is he is most closely following going into 2020.
One is literally just what is going to be happening with the housing market. After a very tough end to 2018 and a tough start to 2019, we’ve had multiple quarters of improvement and I’m excited about that. We have low rates, a pretty healthy economy. I’m rooting, of course, we all are, for a strong housing market, the trajectory of it has been good and we hope that continues.
WeWork drama could be coming to the big screen: Report
Screenwriter Charles Randolph, of Oscar-winning “The Big Short” notoriety, is reportedly penning a new screenplay about the rise and fall of WeWork. The film will focus on the relationship between WeWork founder Adam Neumann and Softbank CEO Masayoshi Son.
On this episode, I’m honored to be joined by founder of eXp Realty, Glenn Sanford. As a part of eXp, we’ve seen first hand what makes this company and its leadership so outstanding. It’s a company of entrepreneurs who are building something special together, and this all started with the forward-thinking model Glenn envisioned back in 2009, when virtual brokerages hadn’t begun to take shape. What always struck us about Glenn was his deep understanding of the challenges real estate business owners face, and the opportunities that are available to us. It’s this business-minded approach, and his drive to create an engaged company culture in a virtual setting that has made eXp grow to take 2% of the US agent market, and helped it continue to grow globally.
After being involved with a number of internet start-ups in the 1990’s and early 2000’s, including a stint at AOL, Glenn started a highly successful real estate career in 2002. In 2006, his fourth full year in the business, Glenn and his team closed over $60,000,000 in real estate almost entirely from online lead generation and was ranked as one of the top 50 teams nationally with Keller Williams. After the downturn in 2008, he and his team developed the first cloud-based brokerage model that uses a 3D avatar-based online office to collaborate and communicate while abandoning the physical bricks and mortar infrastructure normally associated with real estate brokerage. In the last 9 years, since launching with 25 agents, eXp Realty has grown to over 15000 agents in all 50 states, DC and 3 Provinces in Canada and over 400 different MLS market areas. eXp Realty refers to itself as Agent-owned and the company became a public company in 2013 and in 2014 started to distribute equity to its productive agent owners. eXp Realty provides the first ESOP style Stock Ownership Program for its agents and brokers as well as a revenue sharing program all designed to enhance the agent-centric business model.
What has made eXp Realty such an attractive company for many Realtors across that
globe is that it’s a company of entrepreneurs who are building something together. It’s a culture that doesn’t just promote innovation, it also rewards entrepreneurs for it. The success of the company stems from the early vision its leaders had to lean into the virtual model, without losing engagement, commonality and the shared context of being a Realtor in today’s world.
In Today’s Episode, We Talk About;
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Glenn’s background before eXp.
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Where the idea for eXp Realty came from, and the pieces that came together for it to happen.
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The power of building into a future trend early.
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How to get a virtual brokerage right and uphold the team environment in a geographically dispersed setting.
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Why Glenn decided to make eXp a publicly traded real estate company and building a vehicle for ownership.
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Building a strong team and why hiring generalists is better than specialist.
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The goal to scale eXp.
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What Glenn sees on the horizon in real estate and why agents shouldn’t be too panicked about change.
Guest Info
Glenn is the founder eXp Realty and CEO of eXp World Holdings, Inc. eXp Realty refers to itself as Agent-owned and the company became a public company in 2013 and in 2014 started to distribute equity to its productive agent owners. eXp Realty provides the first ESOP style Stock Ownership Program for its agents and brokers as well as a revenue sharing program all designed to enhance the agent-centric business model.
https://www.linkedin.com/in/glenndsanford/
This week, master your craft When was the last time you refreshed how you do things in your business? If the answer is “a while ago”, you could well be on the road to becoming obsolete and irrelevant.
Want to know how to avoid the pain of becoming obsolete?
Spend a few minutes to listen to this week's business tip.
***Culdesac, the U.S.’s first, from-scratch car-free neighborhood is coming to Tempe in 2020
Ryan Johnson left Opendoor in 2018 to co-found Culdesac, which now says it's building the first from-scratch, car-free community in the US
Culdesac Tempe, a 1,000-person development set to open fall 2020, bills itself as the “world’s first post-car real estate developer.” Founders Ryan Johnson and Jeff Berens say they want to provide people the option of living a car-free lifestyle. The mixed-use Culdesac Tempe neighborhood is a $140 million project, capitalized by traditional real estate investors, and will include a dog park, restaurants, market hall, grocery store, and gym, with access to a light rail that connects to downtown Tempe, the airport, and Arizona State University. 16 acres near Apache Boulevard and River Road
Culdesac has so far raised $10 million in venture capital, indicating that investors are willing to give the company a chance.
***Gen Z FICO scores beat Millennials and Gen X
The youngest generation outperforms elders despite shortest credit histories
Of the three American generations following the Baby Boomers, the youngest is doing better at managing its credit.
Gen Z, meaning people born in 1995 or later, has an average FICO score of 637, above the all-age average of 634, according to a report from LendingPoint, a consumer lending platform.
Gen X, the 1965 to 1980 generation that followed the Baby Boomers, has an average FICO score of 632, the report said. Millennials, born between 1981 and 1996, have an average FICO score of 629.
The average FICO score for Baby Boomers, born between 1946 and 1964, was 645, according to the report. The results are based on almost 5 million applications for person loans received by LendingPoint between July 2018 and July 2019.
***Fannie Mae, Freddie Mac loan limit increases to more than $510,000
Conforming loan limit has now increased by nearly $100,000 since 2016
The Federal Housing Finance Agency announced Tuesday that it is raising the conforming loan limits for Fannie Mae and Freddie Mac to more than $510,000.
In most of the U.S., the 2020 maximum conforming loan limit will be raised to $510,400, up from 2019’s level to $484,350.
This marks the fourth straight year that the FHFA has increased the conforming loan limits after not increasing them for an entire decade from 2006 to 2016.
***Freddie Mac: Here’s what to expect from the housing market in 2020 and beyond
Mortgage rates should stay low, leading to another big year for refis
Just over a year ago, mortgage rates nearly hit 5%, levels that hadn’t been seen since the early part of this decade. But as we get ready to move into a new decade, mortgage rates are more than a full percentage point lower than that, comfortably back in the 3-4% range.
And according to a new forecast from Freddie Mac, mortgage rates should stay that low for the rest of this year and well beyond that.
In Freddie Mac’s newest housing market forecast, the company’s economic and housing research group states that they expect mortgage rates to remain around 3.8% for the rest of 2019 and stay at that level for all of 2020 and 2021.
As other recent forecasts and mortgage market data has shown, this year’s unexpectedly low mortgage rates have driven a rise in refinances, as well as a surge in home purchases.
A recent forecast from the Mortgage Bankers Association shows that 2019 is expected to be the best year for refis since 2016, and the best year for purchase mortgages since 2006.
About the Episode
On this episode, I’m joined by real estate superstar, and fellow Raiders supporter, Jereme Kleven. What Jereme and his partner Mark Hutchins have managed to achieve with their business is nothing short of legendary. They have built a powerful and enduring business partnership since their early twenties; and their brokerage has over 2000 agents locally, closes over 5000 transactions monthly, and their listings make up 11% of the Phoenix market. Not only is My Home Group one of Phoenix’s top brokerages, the company has also managed to expand into other markets with a count of a whopping 2600 agents in those markets!
Jereme is the owner, co-founder and designated broker of My Home Group, a company that he and Mark Hutchins founded in 2004. My Home Group is on the cutting edge of technology. Providing effective tools for each agent's success as well as streamlining each transaction allowing agent's to focus more on their clients and their business. Jereme also hosts The Daily Dose podcast.
Growing an independent national brokerage to that level takes commitment, a laser focus on systems and leadership, and developing an instinct for knowing the right markets to go deep on. Growth at this level also brings with it it’s own unique set of challenges; but what keeps Jereme going is the dedication he has to provide his agents with the best systems, platforms and value to boost their businesses. My Home Group has done this so well, it’s no wonder why it’s the fastest growing brokerages in the country.
In Today’s Episode, We Talk About;
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The power of a great partnership.
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My Home Group, how it got started and became a large brokerage.
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The importance of constantly refining operations.
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The biggest lesson Jereme he learned through expansion.
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Why My Home Group chose a National brokerage vs. a franchise system.
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The importance of nurturing B2B relationships.
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Why we shouldn’t be too focused on GCI.
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What’s most exciting to Jereme about the future of real estate.
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The importance of commitment when you want to grow a successful business.
Guest Info
Jereme is the owner, co-founder and designated broker of My Home Group, a company that he and Mark Hutchins founded in 2004. My Home Group is on the cutting edge of technology. Providing effective tools for each agent's success as well as streamlining each transaction allowing agent's to focus more on their clients and their business. Jereme also hosts The Daily Dose podcast.
Facebook: https://www.facebook.com/pages/category/Real-Estate/Jereme-Kleven-421927225294097/
iBuyers were designed for simplicity, but for some buyers and sellers, they are causing chaos and confusion! How can we help?
Blackstone cashes out on Invitation Homes
Sells off remaining shares in single-family rental operator for $1.7 billion
Blackstone’s bet on the single-family rental market is now complete, as it was revealed this week that Blackstone is selling off its remaining shares in Invitation Homes for more than $1.7 billion.
In the early part of this decade, Blackstone began pouring money into distressed residential real estate, spending billions to buy up foreclosures and other distressed properties, then turning those houses into single-family rental properties.
Blackstone’s move into single-family rentals was conducted through Invitation Homes, which the firm helped grow into one of the nation’s largest single-family rental operators.
Blackstone eventually took Invitation Homes public in 2017, with its initial stock sale raising more than $1.5 billion.
Then, earlier this year, Blackstone began selling off part of its investment in Invitation Homes.
KW Profit Share Changes
Unofficially, company pushing to change vesting period from 3 years to 7 years and the vesting would be invalid if you move to a competitor. IALC vote forthcoming.
Crowdfunder Nico aims to cut locals in on gentrification returns
The public benefit corporation wants to purchase and sell small stakes in rent-stabilized buildings
A startup called Nico is putting a social entrepreneurial spin on real estate crowdfunding by buying buildings in gentrifying neighborhoods and then selling small stakes in those buildings to local residents and other investors.
The company’s stated goal is to cut residents in on the profits that normally go exclusively to developers while giving these residents a say over how buildings are managed (or redeveloped or sold).
Nico expects to launch a fund in the Los Angeles neighborhood of Echo Park in early 2020. It will initially own three rent-stabilized, multi-family buildings in the neighborhood but could expand over time.
About the Episode
On this episode, I’m joined by exceptional lender, highly successful mortgage entrepreneur and originator, and good friend, Bill Gaylord. With almost 30 years in the mortgage business under his belt, Bill has not only built one of the most successful partnerships in the mortgage business, but his company consistently brings in as much as $55 million in a month and originate over 900 loans in a year. In our business, it’s very unique for successful partnerships that aren’t multi-generational family businesses or husband and wife teams. What Bill and his partner Sam Hansen have achieved is an incredible feat, and it’s something so many agents and loan officers can learn from.
Bill has been in the real estate industry since 1986 and in the mortgage industry since 1993. He has always been on winning teams including being a member of the 1980 National Championship University of Arizona Baseball Team. He is nationally recognized within the mortgage industry speaking and training throughout the country. Since inception in 2009, the Gaylord-Hansen Team at loanDepot has closed over $2.8Billion in loan volume closing over 8,500 transactions.
As we gear up for 2020, and set our businesses up to grow in a market where a lot is changing; we have to think about our relationships with consumers and customers. We need to build operations that allow us to get to the consumer faster than before. This means we need to stay top of mind, and never fall asleep behind the wheel. Even when the year is ending, and it’s tempting to slow down and relax, this is when we should intensify and take advantage. That way, when the new year begins, we are firing on all cylinders.
In Today’s Episode, We Talk About;
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Bill Gaylord’s story and journey starting in mortgage in 1992.
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Why Bill’s business partnership works so well and building a business that does over 925 loans a year.
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Bill’s tips for finding a good business partner.
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Strategies for building relationships in 2019.
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How Bill uses his business as a platform to help the community.
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Bill’s top tips for living a kick ass life.
Guest Info
Bill is a Mortgage expert, and co-founder of Gaylord-Hanson. He has been in the real estate industry since 1986 and in the mortgage industry since 1993. He has always been on winning teams including being a member of the 1980 National Championship University of Arizona Baseball Team. He is nationally recognized within the mortgage industry speaking and training throughout the country. Since inception in 2009, the Gaylord-Hansen Team at loanDepot has closed over $2.8Billion in loan volume closing over 8,500 transactions.
Website: https://gaylordhansen.com/
We waste so much energy on holding on to the old.
What really need to do is so simple...
It’s so simple that almost all people miss it because it’s too obvious
Zillow President Greg Schwartz to leave company at end of year
Schwartz joined Zillow in 2007, and the company will realign responsibilities under current leaders
Greg Schwartz, the president of media and marketplaces and a 12-year veteran of Zillow, is leaving the real estate tech giant at the end of the year, the Seattle-based company confirmed to Inman Monday. Zillow will shuffle oversight of the company’s segments among its current leadership with no current plans to replace Schwartz’s role.
Schwartz, in a statement, said he was going to take some time off before finding his next role.
Bungalow, an iRenter, nabs $47M to scale 'co-living' business
Bungalow expects to lease units to 12,000 tenants by the end of 2020
Two new types of real estate tech startups have been sucking up more oxygen lately: “co-living” startups that facilitate living with roommates and “iRenters” — basically iBuyers for the rental market
Bungalow, has announced bagging an additional $47 million in one of the larger funding rounds for a real estate startup as of late. That brings its total funding to $68 million so far, by Forbes’ count.
As an “iRenter,” Bungalow has been leasing single-family homes from their owners, repurposing them to accommodate more tenants and then subleasing the units room by room to a target demographic of 20-something professionals.
In some ways, this resembles how iBuyers have tackled the housing market: rather than sell a home on behalf of a homeowner, they make offers on homes and buy them directly.
Two years after its official launch, Bungalow reports leasing units to more than 3,200 tenants living in 730 homes across 10 markets, including New York City, Washington, D.C., Chicago, Los Angeles and Seattle. It expects to “accommodate” more than 12,000 tenants by the end of 2020.
First American Financial Corporation, a provider of title insurance, settlement services and risk solutions for real estate transactions, announced on Tuesday the launch of Endpoint, a new stand-alone company.
Endpoint is a mobile-first title and escrow company that, according to First American, provides a re-imagined closing experience for buyers, sellers and real estate agents. First American has invested $30 million to develop and grow the company.
“Our investment in Endpoint reflects our commitment to developing innovative, state-of-the-art technologies that improve the process of transacting real estate,” said Dennis Gilmore, chief executive officer at First American.
The announcement outlined some of Endpoint’s features, including:
- Documents are completed in the app, with clear guidance as to what information is needed and how much time each task is likely to take;
- Earnest money can be transferred digitally and all parties are notified once the money is received;
- E-signatures can be completed in the platform, while a mobile notary can be scheduled to facilitate a wet-signature at no additional cost.
About the Episode
My guest today is John Mitchell, a man whose life story, transformation and success is incredibly inspiring. By implementing the mental technique he developed, he was able to take his income from six figures to seven figures and change his life in other key areas like relationships and health.
John’s 12 minutes a day “Think It Be It” technique is recognized today as the “Top Practical Application in the World” of the legendary book Think and Grow Rich. John started out as a CPA but became an entrepreneur at the age of 30. He owned companies in a variety of industries including real estate development, banking, a restaurant, a children's book publishing company, and an automotive company. But upon reaching 50, he wasn’t as successful as he thought he should be. Then he found the top book on success and achievement ever written, Think and Grow Rich, with over 100 million copies sold. And John developed his 12 minute daily technique around the book’s central concept – “what you envision in detail on a daily basis is what shows up in your life”. A practical application of the legendary book didn’t exist before so John created it.
When he applied his technique to his own life, he saw his income go to over $5 million a year. Previously, for 20 years as an entrepreneur, he earned low six figures a year. This huge difference happened because the daily technique he implemented significantly increased his control over himself. It also made him laser-focused every day on only the 2-3 things that move the needle in his business and his life. John’s company Think It Be It is the top company in the “Success through Science” category of the success and human achievement field, and the science behind his technique was profiled in a Time Magazine cover story.
Our ongoing thoughts determine our success, but in order for those thoughts to translate into new habits and different results, we have to consistently work on reprogramming how we think. We need to lead a life of intense intention, clarity, discipline and focus and there needs to be a tool we can rely on to implement them into our lives. That is how we break through the ceiling and grow in every key area of our lives.
In Today’s Episode, We Talk About;
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Why it takes more than hard work to earn seven figures, and the significance of Think and Grow Rich.
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How John Mitchell went from six figures to seven figures 25 years into his career
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How to reprogram our internal operating system so that we’re not working from a place of fear and reactivity.
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The 2 key behaviors that set mega-achievers apart.
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John’s 12 minute “Think It, Be It” mental technique.
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Darren Hardy’s success story and how John connected with him.
Guest Info
John is an Entrepreneur and Success mentor helping entrepreneurs up their game to NET 7 figures a year. He is the founder of Think It Be It, the “Top Practical Application in the World” of the legendary book Think and Grow Rich. Register for John’s FREE 5 Day Entrepreneur "Success Formula" Program here https://www.theunfairedge.com/.
Email: john@thinkitbeit.net.
It's Quarter 3 Earnings Reports Season!
Redfin beats expectations, posts $239M in revenue for Q3 2019
The latest earnings report comes as the tech-oriented brokerage steadily expands programs such as RedfinNow and Redfin Direct, which could upend how consumers engage with real estate
Redfin continued a multi-quarter hot streak Wednesday, revealing that during the third quarter of this year it raked in $239 million in revenue.
The online brokerage’s revenue represented a jump of 70 percent year-over-year. Gross profit also jumped from $42.3 million a year ago to $53.4 million this quarter, an increase of 26 percent. And earnings per share ended up at $0.07.
All of those figures easily beat analyst expectations. Leading into Wednesday’s report, financial experts had expected to see the company bring in $230.14 million in revenue, an increase of merely 64.1 percent year-over-year. Analysts also expected earnings-per-share to remain unchanged from a year ago at $0.04.
Realogy posts a net loss of $70M in Q3 after $1.6B in revenue
The loss was driven primarily by a $180M impairment at NRT, Realogy's own-side brokerage
Realogy reported a net loss of $70 million in the third quarter of 2019, a major swing from the $103 million in profit it posted in the third quarter of 2018. The loss was driven primarily by a $180 million impairment at NRT, Realogy’s own-side brokerage, according to the company.
The company also posted an adjusted earnings per share of $0.65, missing the consensus estimate of $0.85 per share.
Realogy to Sell its Global Relocation Business to SIRVA Worldwide, Inc. in $400 Million Transaction
- Realogy will use a substantial majority of net proceeds to pay down corporate debt and will leverage Broker Network and Affinity business to serve a broader customer-base
Saddled with $3.5 billion in total debt, Realogy said Thursday that it will sell Cartus’ relocation business to SIRVA, a relocation company that owns Allied Van Lines. The deal does not include recent affiliations meant to drive business, such as partnerships with Amazon and AARP.
“This transaction is about simplifying and amplifying — simplifying Realogy’s business, and amplifying Realogy’s value,” the company said in a statement. The deal is expected to close during the first half of 2020.
EXp World Holdings posts major revenue gain, losses narrow
The parent company of eXp Realty beat the consensus estimate, posting a net loss of $0.03 per share and revenue of $282M
EXp World Holdings, the parent company of virtual cloud real estate brokerage eXp Realty, continued its precipitous growth in the third quarter of 2019, posting $282 million in revenue, a year-over-year growth of nearly 80 percent.
Overall losses for the company also narrowed, as eXp World Holdings posted a net loss of $1.8 million, compared to a net loss of $4.6 million in the third quarter of 2018.
“In addition to revenue growth of nearly 80 percent year-over-year this quarter, improvement in managing our allocation of capital enhanced our measures of profitability,” Jeff Whiteside, eXp World Holdings CFO and chief collaboration officer, said in a statement.
SoftBank posts $6.4B loss, CEO 'regrets' WeWork investment
The company also reported it lost $4.6B in its WeWork stock value after WeWork's failed initial public offering
SoftBank, the Japanese conglomerate with a heavy investment in U.S. tech startups, posted a net loss of slightly more than 700 billion Japanese yen – or approximately $6.4 billion – in the second quarter of the fiscal year ending March 31, 2020.
The company also reported after WeWork’s failed initial public offering and public valuation plummet that it lost approximately $4.6 billion in its WeWork stock value from that valuation decline.
Compass makes major changes to its stock option program
The company is shifting from offering equity stock options to restricted stock units that would vest in the event of an IPO
Compass is making big changes to its agent equity program, according to an internal memo obtained exclusively by Inman. The company is shifting from offering equity stock options — an option to buy stock in the future at a set price, or strike price — to restricted stock units that will vest under certain conditions.
“This is an exciting change that eliminates the need for you to pay a strike price to purchase your equity,” Compass’ CFO Kristen Ankerbrandt explained in the memo.
A source within Compass told Inman that the vesting schedule is much shorter with the new plan. The vesting schedule was previously four years, but with this new schedule, agents’ stock units will vest either in the event of an initial public offering (IPO), or when the board grants the restricted stock units in 2021.
About the Episode
On this episode, I’m joined by real estate broker and owner, thought leader, and entrepreneur, Joe Bell. He is a master of being in tune with what’s happening in the market, being at the forefront of the iBuyer conversation, and setting real estate agents up for a financially comfortable and successful future. Joe has a natural desire for disrupting the status quo, primarily focusing on industry evolution through developing new categories of business. With a changing and shifting real estate market, the insight he brings is crucial in helping us not only navigate what’s happening in the market, but actually leverage the market to help us win now and in the future. “It’s not all negative, there are opportunities for us to insulate ourselves from the future.”
Joe is broker/owner at Notch Realty, Assistant CEO at Keller Williams Realty Alaska Group and owner of Fossil Fuel Healthy Donuts. He is a thought leader with a knack for creating outside the box opportunities. After a prolific sports career in College, Joe settled into Real Estate, as it was a natural accelerator of his talents. Joe has been highlighted as one of Alaska’s Top 40 under 40 for his work within the Real Estate Industry, including a run as CEO of a Billion Dollar Brokerage.
He is a founder in several startups, as one of Joe’s key strengths is motivating others to pursue their dreams. Joe has been coaching baseball and business in some capacity for the past 15 years; helping students navigate adversity and failure toward success is a big part of who Joe is.
For the first time in real estate we have a collision course of technology, consumer behavior driving it and changing expectations. This is shifting a lot of things for agents, including income, earnings and market share. The truth that many of us don’t want to hear is that there are going to be fewer deals that we can transact as agents. This doesn’t have to spell gloom and doom for us though, there is plenty of opportunity to go around for those who know how to leverage the market evolution. It’s all about deploying money for future success, and going beyond being the asset the holds the whole business. If we are able to stop going from deal to deal, and build systems of cash flow, we will be successful.
In Today’s Episode, We Talk About;
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Joe’s real estate journey and career.
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How the growing numbers of real estate agents are colliding with technology and changing consumer behavior.
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How we can capture opportunities in the shifting market.
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How to build systems of cash flow in our businesses.
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Whether real estate agents can compete against big brands in the media space.
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Steps to take to set yourself up for a better financial future.
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Top 3 pieces of advice for kicking ass in life.
Guest Info
Joe is the Assistant CEO at Keller Williams Realty Alaska Group, an entrepreneur, Broker, Owner at Notch Realty, and owner Fossil Fuel Healthy Donuts.
For more information, join the Legacy Beyond Listings group on Facebook
To get in touch, email joe@joebell.life.
Hey you... yes you
The one with your phone in your hand...
I think it could be time for a break...
If you’re up for a challenge listen to this and join us in a short, fun, & energizing challenge...
Kevin Kauffman and Fred Weaver launch Referral Guarantee Program *Go to https://kevinandfred.com/guarantee ***National Association of Realtors mulls MLS pocket listing policy The new policy is a response to limited-exposure and 'coming soon' marketing practices and would require agents to share exclusive listings with MLS members
The “Clear Cooperation Policy” was announced Friday and would require agents and brokers to share any listings that “are being publicly marketed” with other members of their MLS, according to a NAR statement. Every listing wouldn’t have to end up in any given MLS’s IDX feed. But the listings would at least have to be “available” somehow “so that other participant brokers have access to them and can bring potential buyers.”
“The center of the policy is Bright’s belief that the practice of marketing properties off the MLS, known as ‘pocket listings,’ puts brokers’ own interests before consumers while creating the appearance of (and enabling) fair housing law violations,” Donnellan argues in the letter.
***Realogy teams with AARP to launch reward platform for seniors
The new cash-back rewards platform is another way for the company to generate leads for its agents
Through the program, AARP members will earn either cash-back or a bonus at closing, when they buy or sell a home with an agent at one of the companies brands, including Better Homes and Gardens Real Estate, Century 21, Coldwell Banker, Corcoran, ERA, and Sotheby’s International Realty.
Americans over the age of 50 still represent a large portion of the home buying and selling population, according to Realogy, citing the National Association of Realtors’ (NAR) generational trends report, published in August 2019. Americans over the age of 50 made up nearly 40 percent of homebuyers and still represent the largest group of home sellers at 55 percent.
In certain states that don’t allow a cashback bonus, Realogy will offer either a gift card or a commission reduction.
***OfferPad Choice - check out iMinute episode 3
About the Episode
On this episode, I’m joined by successful agent and Chairman of the Board of Directors at the San Antonio Board of Realtors (SABOR), Grant Lopez. His story is rare for many reasons, including the fact that he chose a career in real estate straight out the gate, not as a second career. He also joined SABOR because he prioritizes solving the lack of volunteer leadership we have in this industry. Very often real estate agents are only focused on sales, and we ignore making an impact and paying forward everything we have learned. “We’re really only as good as the leaders that step up.”
Grant has taken it upon himself to better our industry through volunteer coaching and teaching. On top of that he balances that with listing appointments, following up on leads, and builder clients. He credits his calendar for keeping everything on track. It has all paid off for Grant.
Very often real estate agents know the things they need to do to take their business to their next level, but they aren’t committed enough to doing them. Having a calendar is one thing, but if we want to improve at something, we have to be committed to the time we spend on that activity. If we don’t do this, that activity will always fall by the wayside and our businesses will never grow.
In Today’s Episode, We Talk About;
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How Grant chose real estate straight out the gate, which isn’t very common.
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Inevitable market adjustments and what it takes to thrive through them.
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Why we need to think beyond sales and numbers.
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Why Grant lives by his calendar, and why he’s so committed to it
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How to build relationships with new construction builders.
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Things we can do to be better.
Guest Info
Grant Lopez is a licensed REALTOR and third-generation San Antonian. Grant is currently the Chairman of the Board of Directors at the San Antonio Board of Realtors (SABOR), which is the largest trade association in South Texas. At SABOR Grant has served on several committees, most recently as Chair of the MLS committee which has over 10,000 subscribers. Grant is also a proud member of the Greater San Antonio Builder’s Association (GSABA) and currently serves on the Sales & Marketing Council and the Young Professional Leadership Council.
Have you ever considered why are you enjoy doing some activities and why you enjoy hanging out with certain people?
What and who gives you energy?
What in your business is annoying you or weighing heavy on you?
Let’s go through a little exercise together to guarantee we start to get more :
✅ Joy in our work
✅ Output form our work activities
✅ Deeper relationships with those we enjoy being around.
Judge denies Keller Williams' motion to dismiss tech vendor suit
Keller Williams filed an answer to the complaint, acknowledging it began a relationship with TPI Cloud Hosting in 2015 concerning software development
Keller Williams sought to dismiss the lawsuit under the state’s economic loss doctrine, which precludes claims of fraud in cases where the damages claimed are just the economic loss to the plaintiff of the contract itself.
“Plaintiff’s complaint includes allegations that fraudulent statements were made, identifies three of defendant’s agents who allegedly made the statements, identifies a date range when the statements were allegedly made, the location where the statements were allegedly made, and why the allegedly false statements were false,” Nowlin said in his decision not to dismiss the case.
Zillow pulls Remine's Zestimate access after 'critical' statement
Zillow has cut off Remine’s access to its Zestimate application programming interface (API), which will prevent Remine from including Zillow’s automated valuation model in the printed reports, property detail pages and comparative market analyses it provides real estate clients.
Remine Chief Operating Officer Jonathan Spinetto confirmed the move to Inman on Friday, citing recent statements Remine made as one of the reasons for the move.
“I do not know all the reasons why Zillow did this,” Spinetto told Inman. “However the reason we were provided is that they took exception to some of our recent statements, which they viewed as critical of Zillow.”
Total Expert raises $52M, plans to beef up staff and tech
The financial services company specializes in marketing technology and has so far raised a total of $86M across multiple funding rounds
Total Expert, a banking and lending marketing software company, announced Thursday that it has raised $52 million, which it plans to spend on new staffers and on beefing up its technology.
The new cash came as part of a Series C funding round and brings Total Expert’s overall haul to $86 million. The Minneapolis-based company currently employs 218 people, but now hopes to begin hiring new data scientists and technology other experts, as well as accelerate “the development of its APIs, machine learning and AI capabilities.”
About the Episode
On this episode, I’m joined by Open Door’s Agent Growth Manager, Nima Khanghahi. He has built his career around his passion for real estate, and bringing value to agents, who he believes should always be the center of the transaction, even with all the disruption in our industry. The purpose of his professional life has always been elevating others and this has also seeped into his goal to educate real estate agents about the iBuyer model, so that instead of seeing it as a competition against them, they can recognize the opportunities we have to integrate within it and actually create a better experience for customers. A lot of people still don’t know how to feel about iBuyers, and how to have conversations with clients about them. We’ve made real estate more confusing for the consumer, even though it’s supposed to be simpler, so Nima joins me to not only demystify iBuyers, but to also share why agents shouldn’t feel threatened, and why we are still very necessary in the process of buying and selling homes.
At Opendoor, Nima works with the REALTOR community to help inform them of iBuying trends and how best to capitalize on this emerging real estate technology. Prior to joining Opendoor, Nima spent nearly 15 years in the real estate industry as a coach, trainer and educator to REALTORS®. He is also host of the “Nima the Speaker” podcast, in which he interviews top agents from around the country on trends they’re seeing and how to deploy evolving best practices. As a keynote speaker and customer experience strategist, Nima’s passion comes from helping agents identify what motivates them, uncovering their goals and delivering a creative approach to achieving those goals.
If agents truly want to be the center of the transaction in 2019, iBuyers are part of that conversation, and our clients need us to simplify the options that are out there. We are the ones who can educate them, help them and add to the value we can bring to the table. Agents are an important part of the community, and we have a lot of influence in this space. iBuyers need us to be a part of the process, they are aware of how valuable we can be. In order for us to get in front of the opportunity, we have to be willing to educate ourselves. Not acknowledging and embracing them will do a disservice to our industry and the communities that we serve, and that’s the most important thing.
In Today’s Episode, We Talk About;
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Why a good team and crew is the key to long-term success in any industry.
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Nima’s life and work before Opendoor, and the power of elevating others.
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Nima’s role as an agent growth manager and how he helps to empower agents.
How does he win at his job within open door.
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The two challenges real estate agents have when it comes to iBuyers.
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A simple definition of iBuyers.
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Why we should see iBuyers as being complementary to our business not competition.
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How iBuyers provide convenience and certainty and why that’s so valuable.
Guest Info
Nima is an agent growth manager at Opendoor, he works with the REALTOR community to help inform them of iBuying trends and how best to capitalize on this emerging real estate technology. Prior to joining Opendoor, Nima spent nearly 15 years in the real estate industry as a coach, trainer and educator to REALTORS®. He is also host of the “Nima the Speaker” podcast, in which he interviews top agents from around the country on trends they’re seeing and how to deploy evolving best practices. Go to https://www.opendoor.com/agents for more information.
🛑 STOP....
Back It Down... all that BIG chatter of anything HUGE you’re gonna do (Believe me it’s now imprinted in your unconscious)
✅ START... Be Attached To...
-
A Micro - Commitment
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A deadline and someone to measure it
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Keep that commitment.
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Get a Victory.
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Gain Confidence.
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Momentum....
and leave all the Big Talkers in the dust while they are still planning and figuring out how they are going to do it perfectly and living their life...
Getting Ready To Get Ready....
Compass launches bridge loan program
In partnership with Better.com and Freedom Mortgage, Compass aims to help homeowners make a downpayment on a new home before they sell their old one
Compass CEO: No plans for IPO in next 18 months
Robert Reffkin told The Real Deal that Compass doesn't plan to go public in the next 18 months, and a Compass spokesperson said WeWork's failed IPO won't impact the company's plans
“We have enough capital where we don’t need to go public,” Reffkin told The Real Deal.
Reffkin, in the interview, also declined to disclose how much capital the company has. A spokesperson for Compass declined to elaborate, saying there isn’t any more to tell regarding the initial public offering (IPO), other than what’s been reported.
WeWork’s failed IPO doesn’t have any bearing on Compass’ plans, a spokesperson for the company told Inman.
Supreme Court to take on CFPB constitutionality case
The Supreme Court announced Friday it will take on the case challenging the constitutionality of the Consumer Financial Protection Bureau’s leadership.
2015-2017 a battle between the CFPB and PHH began, starting with a $103 million increase to a $6 million fine initially levied against PHH for allegedly illegally referring consumers to mortgage insurers in exchange for kickbacks.
And now the Supreme Court has agreed to take on the case.
As it stands now, President Donald Trump cannot fire the CFPB director unless it’s for cause. The previous decision made the CFPB director fireable at will, but that’s not the case anymore as the case continues to be challenged in court.
Senate Democrats call on FHFA to undo changes to new Uniform Residential Loan Application
19 Democrats want language preference question restored to main form
But with the deadline looming in early 2020, the FHFA announced earlier this year that it would be delaying the implementation deadline and ordered the GSEs to remove the language preference question and housing counseling information from the updated URLA form.
As part of the change, the language preference question and the homeownership education and housing counseling question were to be moved to a separate voluntary form.
About the Episode
My guest today is Brad Inman, a man who has revolutionized real estate by informing and empowering agents through his site, Inman News. His passion for entrepreneurship, giving the underdog a voice, changing the industry to create a better consumer experience and engaging with people, is a huge reason he has gained so much respect in the industry.
The amount of change in our industry is driving so much panic and uncertainty, and Iman News has always been a place agents can turn to for the real truth about where the industry is and where it’s going. By not reporting only on things that are positive or politically correct in the industry, his platform helps agents build stronger businesses that can survive and thrive to different shifts and phases.
Brad is an award-winning journalist and publisher and the founder and owner of Inman, real estate’s leading name in news, information and innovation. His knowledge of the real estate industry dates back to his days as a syndicated real estate columnist with the San Francisco Examiner. In addition, his Inman-branded real estate business and technology conferences bring thousands of thought leaders together each year to share best practices and promote innovation.
In order to navigate these uncertain times in our industry, we need to understand the need for emotional, market and technology intelligence. The emotional intelligence part is key because it helps us serve our people better, and it helps us build relationships, because these relationships will demystify these uncertain times. At the end of the day, people are looking for collaboration, counsel, and advice. If we provide that, we’ll make it through any shift.
In Today’s Episode, We Talk About;
- The importance of changing the industry to create a better consumer experience.
- What Brad wishes all Realtors were aware of, and how to control the erosion of buyer/seller relationships.
- Why Brad operates without calendars and some of the downsides of technology.
- Why he advocates for the people that don’t have a voice.
- The opiate crisis and how it’s devastating communities and families.
- How to make sense of all the uncertainty in the industry now.
Today I want to talk about how we finish 2019 strong and it’s not about new goals or some new plan....it’s about going to where the most powerful information on the planet is that will insure you finish 2019 strong and go into 2020 with momentum.
Your future is in your past...
I tend to believe we over complicate things. I want to show how Less will give you more as you look at what’s next....
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Take the time to write down everything that worked really well. Yesssss don’t think about it, write it out. See it. Measure it.
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Now write down everything that didn’t work and see it. Now ask yourself these questions.
A. Do I need to abandon and apply that freed up time and double down on what has worked ?
B. Do I need to gain some further skill sets or knowledge so that it can generate a better results?
It’s really that simple.
And always remember. Don’t chase a moving target and find you are actually in avoidance of what is right in front of you that is working, that you need to shift a little bit or abandon
Citibank fined $30 million for holding onto foreclosures for too long
Citibank was fined $30 million by federal banking regulators after an investigation found that the bank was not selling foreclosed homes back into the market fast enough.
The Office of the Comptroller of the Currency announced Friday that it fined Citibank $30 million for “violations related to the holding period of other real estate owned.”
Under federal banking regulations, there is a two-year limit on banks maintaining possession of a foreclosed property. The rules stipulate that banks can apply for an annual exemption that can push their ownership of a property to as much as five years.
House-flipping startup Curbio expanding into 8 additional metro areas
Curbio, a house-flipping startup that gives owners with homes that need renovation an alternative to selling “as is” to an iBuyer, is expanding into eight additional metro areas within the next few months.
Curbio describes itself as a “renovation partner” that uses its proprietary software to plan and complete a project. Curbio handles the renovation as the licensed and insured general contractor, using technology to ensure the process is quick and cost-effective. Clients don’t have to pay Curbio until the sale of their home closes.
The company will be in expanding into Minneapolis, Las Vegas, Boston, Portland, Seattle, San Francisco, Los Angeles, and Charlotte within the next few months, Curbio said in a statement. It already serves Philadelphia, Baltimore, Washington D.C., Northern Virginia, Atlanta, Houston, Dallas, Chicago, Phoenix and the Florida metro areas of Orlando, Tampa, Miami and Fort Lauderdale.
Opendoor partners with real estate software provider W+R Studios (Cloud CMA) to boost iBuyer reach
Listing options available in Phoenix and Atlanta with plans to expand in 2020
The partnerships will specifically make use of W+R Studios’ Cloud CMA, a platform that allows agents to create comparative market analysis reports, buyer tours, property reports and flyers.
According to the companies, Cloud CMA creates 260,000 listing presentations per month, and Opendoor purchases a home every 24 minutes. Through the partnership, the iBuyer and software provider aim to “enhance the selling experience for more consumers.”
“With the integration, agents can easily help sellers seamlessly line-up their home sale with a new home purchase—eliminating contingency risk, one of the biggest barriers to buying a new home,” Opendoor stated in a release.
About the Episode
On this episode, I talk to Steve Trang, a real estate entrepreneur who runs 3 real estate operations, an app and a successful podcast. The success he has had is in large part due to the fact that he shifted his mindset from real estate agent to entrepreneur. He is the founder of the Real Estate Disruptors movement. He started his podcast in the middle of 2018 to inspire wholesalers and real estate agents to double their incomes by adding a second leg to their business. The podcast has now grown to ten thousand followers with new members of the community sharing their success story every week.
Steve also created the OfferFast Homes app. The purpose of the app is to help wholesalers jumpstart their career faster by putting all of the buyers in one place. The hope is to minimize the challenge of building a buyer list when getting started in wholesaling.
Steve's legacy will be to create 100 Millionaires. One of his favorite quotes is from the great Zig Ziglar: "You can have everything in life you want, if you will just help enough other people get what they want."
He heard this quote when he first got into real estate, and it has stuck with him throughout his entire career. In fact, it's essentially one of the core values Steve lives by.
Since starting the Brokerage in 2013, Stunning Homes Realty has over 100 agents. In the greater Phoenix area, his company has almost 1% market share. 1 in every 145 homes is sold by Stunning Homes Realty.
When we shift our mindset and identity from real estate agent to a business owner who sells real estate, we change everything. It opens us up to more opportunities, and it allows us to be visionaries who are working towards bold goals and aspirations. This shift will also help us delegate more, empower the people around us and level up to the best use of our time.
In Today’s Episode, We Talk About;
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How Steve found structure early in his real estate career.
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Wholesaling and how it works.
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How Steve divides his time between 3 real estate operations, a podcast and an app.
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What drives Steve’s goal to help create 100 millionaires
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The OfferFast Homes app.
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What’s going to happen with wholesaling as the market shifts
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Steve’s top tips for kicking more ass in life and business.
Guest Info
Chris is a broker/owner, entrepreneur, wholesaler and podcast host. He is the founder of the Real Estate Disruptors movement, the OfferFast Homes app, and Stunning Homes Realty.
Instagram: https://www.instagram.com/steve.trang/?hl=en
Books
The 4 Disciplines of Execution: Achieving Your Wildly Important Goals byChris McChesney, Jim Huling, and Sean Covey
Traction by Gino Wickman
It’s tax season already...
That’s right, I know you just filed, but...
What if you took the opportunity now to:
✅ Plan for taxes in 2020
✅ Plan your business budget
✅ Plan your lead generation strategies..
See, most people will wait for the calendar to change over to 2020 but...
For the next 60+ day’s you have a unique opportunity to set yourself up for a better 2020 than you ever imagined...
Fannie Mae and Freddie Mac are here to stay
When the federal government announced earlier this week that it would allow Fannie Mae and Freddie Mac to rebuild a portion of their capital reserves to a total of $45 billion combined as part of a plan to exit conservatorship, the message was clear: The government-sponsored enterprises are back and they’re not likely to go away any time soon.
It’s a dramatic reversal from where things stood just a few years ago, when the prevailing sentiment in Washington, D.C. was how to get rid of the GSEs, once and for all.
In fact, there were numerous Congressional efforts that would have seen the GSEs wound down within five years.
And, if one of those bills had passed in 2015 (as was certainly a possibility), the GSEs likely would be in their last year of existence as we speak.
Instead, the GSEs appear primed to exit conservatorship on stable footing with healthy financial backing and reformed operations. So, how exactly did we get here?
Digital homebuying platform Prevu announces $2 million in seed funding
New York City buyers can receive rebates averaging $23,000 using the platform
Prevu, a customer-focused digital homebuying platform, announced recently that it raised $2 million in seed funding in September.
According to Prevu, the funding was led by Corigin Ventures, a seed-stage venture capital firm focused on real estate technology and consumer industries.
The company claims that its “Smart Buyer” platform offers homebuyers an easier approach to homebuying, giving them the tools and advice they need to guide them through the early phases of the process.
Prevu’s agents answer questions along the way and step in during the last mile, assisting buyers to schedule a tour, make an offer, negotiate a purchase and close on a transaction, all through Prevu’s platform. Prevu then passes two-thirds of its commission back to each buyer who completes a purchase on the platform, delivering a rebate of up to 2%.
New York City buyers can receive rebates averaging $23,000 using Prevu’s Smart Buyer Platform.
eXp launches its own instant offer platform
The virtual cloud-based real estate brokerage isn’t exactly going to be buying homes, however. With Express Offers, announced Thursday, eXp Realty will solicit multiple buyers at once, yielding more than one cash offer.
“Unlike other platforms that are out there, what we’ve designed is a platform where on one side, we have eXp Realty agents and then on the other side of the platform, are institutional buyers from across the U.S,” Ted Laatz, vice president of affiliated services at eXp World Holdings, told Inman. “EXp Realty itself is not buying the properties, we’re teaming up with institutional buyers to buy the property.”
About the Episode
On this episode, I’m joined by NRT President and CEO, Ryan Gorman, a leader who astutely observes what’s happening in real estate, makes decisions effectively while making sure everyone buys into the path the business is taking. In this capacity he is responsible for the day-to-day operations of NRT’s company-owned brokerage operations doing business under the Coldwell Banker® brand. The 2019 Swanepoel Power 200 recognized Gorman as the 12th most powerful leader in residential real estate.
In his role, he pulls together different cultures, has to make decisions that will have a large ripple effect on the lives and business of other people. He understands the importance of listening, learning and pivot quickly, making our people emotionally comfortable with our decision making process and conveying the right idea of leadership.
Since joining NRT, Gorman has worked with the leadership team to craft and refine new strategic and operating plans throughout the company, in addition to launching NRT’s property management business. During his Realogy career, Gorman led the company’s strategic acquisition of ZipRealty as well as Title Resource Group’s acquisition of the title insurance agency and title insurance underwriting operations of Texas American Title Company and Cartus’ acquisition of Primacy Relocation.
Prior to joining NRT in May 2012, Gorman was the Corporate Senior Vice President and Head of Strategic Development for Realogy Corporation, NRT’s parent company. In that role, he oversaw strategic development and merger and acquisition activities for Realogy and its four business units. Gorman was the driving force behind TRG’s acquisition of Texas American Title Company, Cartus’ acquisition of Primacy Relocation and NRT’s acquisition of Coldwell Banker Preferred in Philadelphia. He also contributed significant strategy work for Realogy’s world-renowned brands and franchisees.
Before joining Realogy in 2004, Gorman held advisory and principal investment roles with PricewaterhouseCoopers, Credit Suisse, and The Blackstone Group.
The decisions leaders make affect the lives and livelihoods of people, so it’s key that we make the most informed ones possible. When we make a decision, we have to be thoughtful about how we make it, take in lots of information, and allow for people to add their voices to the decision. It’s about balancing the act of making decisions fast with confidence, but also reevaluating when things don’t go as planned and pivoting so that in any event our people benefit.
In Today’s Episode, We Talk About;
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Moving from Silicon Valley major acquisitions to the real estate industry.
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How Ryan makes decisions running a big company where each choice has a ripple effect.
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Why a lot of leaders don’t want honest feedback from their people.
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The tools that can help leaders and organizations make decisions more effective
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How to make our people emotionally comfortable with our decisions and decision making process.
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How to pick the right tech tools.
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Ryan’s tip for living a happier and more successful life.
Its 2020, does your calendar know it yet?
See, you have a chance right now to not only finish this year wrong, but set yourself up for massive success in 2020….
See, most agents set themselves up for failure in the new year before the year even starts..
Check out this week’s business tip to learn 3 simple tricks we use to set ourselves up for a great new year..
Compass' COO Maëlle Gavet set to leave company
A source tells Inman the departure is unrelated to reports of a working rift between COO Maëlle Gavet and CEO Robert Reffkin
Compass Chief Operating Officer Maëlle Gavet is leaving the well-funded, growing brokerage to take a new, undisclosed opportunity, a Compass source told Inman on Wednesday.
The source said the departure was not related to any reports of a working rift between Gavet and Compass CEO Robert Reffkin, which Gavet addressed in an exclusive interview with Inman earlier this year.
The Compass source tells Inman that the company won’t be looking for a replacement for the role, as Rob Lehman, chief business officer, has been leading operations across all regions. The company also has a set of regional presidents.
Freddie Mac: Mortgage rates retreat after highest one-week increase in nearly a year
This week, the 30-year fixed-rate mortgage averaged 3.64%
This week, the average U.S. fixed rate for a 30-year mortgage fell to 3.64%. That’s nine basis points below last week’s 3.73% and more than a percentage point lower than the 4.72% of the year-earlier week, according to the Freddie Mac Primary Mortgage Market Survey.
According to the GSE, in terms of the 30-year fixed-rate mortgage, September has been the most volatile month since March. During the month, it has averaged a weekly movement of 11 basis points.
“With both the unemployment rate and mortgage rate below 4% and near historic lows, it is no surprise that the housing market regained momentum with home sales and construction at or near decade highs,” said Sam Khater, Freddie Mac’s chief economist. “The fall housing market is poised to continue with steady gains in prices and solid sales activity.”
The 15-year FRM averaged 3.16% this week, falling from last week’s 3.21%. This time last year, the 15-year FRM came in at 4.16%.
Willie Miranda, the owner of the Miranda Real Estate Group, announced Wednesday he is merging his company with eXp Realty, a national brokerage.
The Miranda group had previously been an independent company for 17 years and has 81 agents. Miranda made the announcement via Facebook Live.
About the Episode
Our guest today is Jeff Glover, an agent, sales expert, team leader and coach with over 17 years in the industry. His success is owed to his ability to be extremely clear on what’s important to him in the business. After having success early in his real estate work, he transitioned into a leadership role. He brings a high level of credibility to his coaching, and he has become a master at communicating at a higher level with versatility. He has built a successful career around building a business he’s passionate, and helping train and grow a strong crop of talented salespeople.
Jeff Glover started his Real Estate career at the young age of 19. With a strong focus on learning how to sell, prospecting and presenting, Jeff quickly became the top agent in his office. After selling 30 homes in his first year in the business, he was sought out by largest Coldwell Banker firm in Michigan to manage one of their offices. After becoming the top recruiter two years in a row in that office, the 17 office firm with over 600 agents promoted Jeff to their Director of Training and Recruiting. After a few years in that role, Jeff started what is known today as Jeff Glover & Associates, and in 2009, Jeff took his team to Keller Williams. That team is now composed of over 25 agents selling over 1,000 homes a year. Jeff is known industry-wide as a top sales trainer and professional speaker. From his years of experience, trial and error, Jeff has learned the best practices for taking a real estate business from 0-100 and making his associates as successful as possible. Jeff not only talks the talk, he also walks it, at an average of 150 closings per year for himself personally. In addition to selling Real Estate, Jeff enjoys coaching his Team Leaders and the Agency Manager of the title company he founded Titleocity, and participating in his foundation, Glover's Heroes.
In the real estate industry, having a long career and a business with long term success comes down to prioritizing the right things, and never taking the foot off the gas when it comes to our goals. We should only grow the business when the leads and transactions force us to grow, and we should always be teaching our agents to be good salespeople. Gimmicks, trends, technology and marketing ploys come and go; but if we want to keep competing, we need to put sales excellence at the core of everything we do and teach.
In Today’s Episode, We Talk About;
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Jeff’s experience of being a new agent at 18 and the simplicity of success in real estate.
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Transitioning from running a sales organization to managing, recruiting and training.
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The right way to grow a business and why we don’t grow by adding more people.
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Why ISAs need to have transactional experience.
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Expanding into training and coaching and why sales should be at the forefront of our activities.
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Jeff’s top 3 tips for living a kickass life.
Guest Info
Jeff is a broker, coach and the founder of Jeff Glover & Associates, and Glover University.
Website: https://www.gloveru.com/
Facebook: https://www.facebook.com/GloverU/
📞Time to change it up
❓Are you stepping away ?
❓Taking the time to unplug?
We’ve taken the plunge and actually gotten a back up phone... why?
✅ It helps us to disconnect...
Check out this episode as we dive deeper into how and why we made this change...
***IBM sues Zillow over multiple charges of patent infringement
IBM alleges in the lawsuit that Zillow built its business on software developed by IBM
The lawsuit, filed Tuesday in the U.S. District Court for the Central District of California, alleges that Zillow essentially built its business on the back of IBM’s inventions.
“Rather than build their business on their own technologies, Zillow has appropriated the inventions of the [patents named in the lawsuit],” the complaint reads. “The website, www.zillow.com, and the associated mobile applications under Zillow’s control use the technology claimed by the [patents named in the lawsuit], to provide customers access to real estate listings and provide advertisements and other services for real estate agents.”
The lawsuit specifically points to patents covering the use of algorithms for computing the desirability of a geographic area using dynamic imaging; methods for providing geospatial, list-based and filter-based search; the use of layers to display multiple object categories; automatically targeting advertisements to individual search results rather than search queries; and a host of other, more technical patents.
*ADD: Zillow Offers launched Monday in San Antonio and Austin, the platform’s 18th and 19th markets
***Fed lowers interest rates again. Will mortgage rates follow?
Economists and agents offered different opinions on how the 2nd rate cut of the year will impact housing market
The Fed is cutting interest rates 25 basis points from between 2 percent and 2.25 percent to between 1.75 percent and 2 percent. It had previously signaled it would not hike rates at all in 2019 – after four rate hikes in 2018 – but now it actually cut rates for the second time.
***Foreclosure starts plummet to 18-year low
Loans in active foreclosure sinks to lowest level since 2005
Foreclosure starts in August sank to their lowest level in more than 18 years, according to the latest First Look report from Black Knight.
Foreclosure starts fell to 36,200 for the month, down more than 23% from the same time last year, the report showed. This is actually the lowest number for any single month since December 2000.
In fact, the number of loans in active foreclosure continued to improve, dropping to 253,000. This represents the smallest level since 2005.
***Compass launches new consumer search tools, says IPO 'likely' & Compass opens West Coast tech hub 2 blocks from Amazon’s headquarters
Robert Reffkin announced Monday that Compass has new, artificial intelligence-driven tools that will give consumers home recommendations and let them collaborate with their agents
Compass, a real estate brokerage and tech company, opened an office in Seattle that’s two blocks from Amazon’s headquarters and a mile from Zillow’s main offices.
New York-based Compass now has three floors of a new building at 503 Westlake Avenue that will eventually house over 100 engineers and 70 operations staff. The Seattle campus will be Compass' West Coast technology hub and will be the nexus of the company's six regional offices in Washington, the company said in a statement.
***Airbnb IPO - coming in 2020
Short-term rental platform Airbnb has announced plans to launch an initial public offering in 2020 — a disclosure linked to the firm’s ambition to turn hosts into partial owners, The New York Times reported.
Airbnb’s IPO is expected to be better received than the recent public offerings of some tech behemoths, including Uber and Lyft. And if special equity-sharing with hosts is part of the deal, the IPO could also chart a new way to cut more stakeholders in on the success of gig economy companies.
“Airbnb has something Uber and Lyft don’t have: a proven, sustainable business model,” Matt Kennedy, senior IPO market strategist with Renaissance Capital, told the San Francisco Chronicle. “It will be a refreshing change of pace to actually get a $30-billion-plus company that has some profits.”
Airbnb was valued at $31 billion by its investors in September 2017, Inc. reported.
*Airbnb invests $25 million in Bay Area affordable housing
About the Episode
On this episode, I talk to mega-influencer, media and entrepreneurship powerhouse, Gary Vaynerchuk, a man who has revolutionized how business owners communicate and operate. Through his business ventures, Gary has been able to build massive companies that aren’t just successful in terms of social media popularity, but also run as well oiled machines operationally, something many entities struggle with. Gary’s businesses have been successful because he understands the importance of patience when building something that can dominate for years.
Gary Vaynerchuk is the chairman of VaynerX, a modern-day media and communications holding company and the active CEO of VaynerMedia, a full-service advertising agency servicing Fortune 100 clients across the company’s 4 locations.
In addition to VaynerMedia, VaynerX also includes Gallery Media Group, which houses women’s lifestyle brand PureWow and men's lifestyle brand ONE37pm. In addition to running VaynerMedia, Gary also serves as a partner in the athlete representation agency VaynerSports, cannabis-focused branding and marketing agency Green Street and restaurant reservations app Resy.
Gary is a highly sought after public speaker, a 5-time New York Times bestselling author, as well as a prolific angel investor with early investments in companies such as Facebook, Twitter, Tumblr, Venmo, and Uber.
Gary is currently the subject of DailyVee, an online documentary series highlighting what it’s like to be a CEO and public figure in today’s digital world, as well the host of The GaryVee Audio Experience, a top 100 global podcast, and host of #AskGaryVee, a business and advice Q&A show which can be found on both YouTube and Facebook. Gary also appeared as judge in Apple’s first original series “Planet of the Apps” alongside Gwyneth Paltrow, Jessica Alba and Will.i.am.
As business owners, we are often so focused on short-term ROI that we kill our own long-term success. Gary’s success at building massive, solid and profitable companies comes down to his ability to put his focus on the future, not getting instant gratification now.
In Today’s Episode, We Talk About;
- Why we shouldn’t be too worried about short-term ROI.
- How to practice patience with an unknown future looming over our heads.
- The most misunderstood thing about Gary Vee.
✅ “Never delay taking corrective action once the problem has been recognized”
😳 If you’re like me, that hit you hard...
Take a listen here on this week’s business tip as we dive deeper into The Road Less Stupid.
There are so many great lessons in this book that we want to share more with you....
California nears statewide rent control
Now awaiting sign-off from Gov. Gavin Newsom after state's two legislative bodies both approved the measure.
The bill will cap annual rent increases by 5%, including the rate of inflation. In addition to the rent cap, a bill known as AB-1482, the Tenant Protection Act of 2019, will allow “just cause” eviction policies to qualified housing in California.
California, one of the nation's priciest housing markets, is following Oregon’s footsteps in enacting rent control. In March, Oregon approved a law placing an annual limit on rent increases of 7% plus inflation.
The bill appears to have Newsom's support, as the governor tweeted that “The rent is too damn high -- so we’re damn sure doing something about it” and “Because there should be a cap on how much you pay for rent...Because your landlord shouldn’t be able to evict you for no reason.”
Zillow Offers is live in San Diego
San Diego is the 17th market to offer homebuyers quick-close, all-cash offers from the real estate tech giant - San Diego is the 17th market for its 17-month old iBuyer platform Zillow Offers. WOW!
Ben Kinney partners with early mentor for new real estate coaching service
Forward Coaching is the joint effort of Debbie De Grote and Ben Kinney Companies.
https://forwardcoaching.com/
Average FICO scores hit all-time high
The credit reporting firm said this week that the average score has now hit 706, marking a dramatic turnaround from a decade ago when average scores bottomed out.
FICO vice president for scores and analytics Ethan Dornhelm wrote that “there have been nine consecutive years of increases in the national average FICO Score” to bring this year’s average to 706. Average scores had previously bottomed out a decade ago, in October 2009, during the housing and financial crisis. At that time, the average score fell all the way to 686.
“The key driver of this trend,” he explained, “is the improved consumer financial health that has resulted from the steady economic growth that the U.S. has experienced since the Great Recession.”
About the Episode
On this episode, I’m joined by inspirational entrepreneur, speaker, podcast host and co-founder of GoBundance, Pat Hiban. He has built an incredible legacy that goes beyond real estate and business. He has put work into helping other entrepreneurs build legacies and inspired the masses by showing what it takes to have staying power in entrepreneurship. Pat has done the leg work in the real estate business, including being a pioneer in the realm of building a real estate team, growing a team of 54 members, losing almost all his savings in the stock market crash, and building it all back up from the ground. Now, he’s on a mission to inspire people and provide much needed mentorship to those who need it. He wrote “6 Steps to 7 Figures, A Real Estate Professional’s Guide Building Wealth and Creating your Destiny.” He co-founded GoBundance, a mastermind organization that has grown to 200 members. He has taken this further by writing a second book Tribe of Millionaires, in which Gobundance members share valuable life lessons.
In our industry, one of the things that’s really lacking is the combination of hard work and consistency, and as a result, many agents are failing to build businesses that have long-term success. Another big issue is the lack of mentorship for all of the agents. Pat and other top-producing entrepreneurs are evidence that success requires us to roll up our sleeves, stay consistent and persistent, put ourselves around the right people. “Proximity is power, and it does matter who we hang out with. We can all get better from the sum of our parts.”
In Today’s Episode, We Talk About;
02:54 - How Pat grew a team of 54 people.
08:19 - Marketing campaigns, main lead levers and the value of follow-up.
16:53 - How Pat lost $800k in retirement savings in the stock market crash and bounced back.
22:06 - Pat’s new book, Tribe of Millionaires
27:50 - The value of masterminds
Guest Info
Pat Hiban is an Author, Speaker, Podcast Host of Real Estate Rockstars and Co-founder of GoBundance. He is also an avid real estate investor, and a venture capitalist.
Website: http://www.gobundance.com/.
To get a FREE copy of his new book Tribe of Millionaires, and only pay for shipping, go to https://www.tribeofmillionaires.com/.
Buy the Kindle version of the book here.
Privatize Fannie Mae and Freddie Mac
The Trump administration released its long-awaited plan to reform the nation’s housing finance system and privatize Fannie Mae and Freddie Mac, calling it the "last unfinished business of the financial crisis." The recommendations include: "simplifying" the Qualified Mortgage rule and eliminating the so-called QM patch that allows Fannie and Freddie to sidestep some regulations; reducing "unnecessary regulatory impediments" for private-label securitization; and promoting private-sector competition.
Realogy makes major structural changes amid market stumble
The company is consolidating its Coldwell Banker operations, launching an expansion brands portfolio and carving out a new product and innovation footprint
Amidst the changes, Better Homes and Gardens Real Estate CEO Sherry Chris will shift into a new role as chief executive across the expansion brands portfolio of Better Homes and Gardens, ERA Real Estate and Climb Real Estate, for which she’ll be tasked with building a leadership team. ERA Real Estate CEO Simon Chen will head up Realogy’s new product and innovation team.
Former Realogy exec temporarily barred from Compass' alleged 'dummy' job
A New Jersey judge says Compass was complicit in accepting proprietary information and created a 'dummy job' to recruit Urvin Pandya
IBuying giant Opendoor acquires title and escrow company
Opendoor believes that by acquiring OS National it will be able to provide consumers the 'most streamlined and easiest closing experience'
Zillow seeks $1.1B in fresh capital
The company is offering $600M in senior notes due in 2024 and another $500M in senior notes due in 2026
About the Episode
On this episode, I’m joined by real estate team owner, coach and someone who is equally a student and a master of our industry and our craft, Matt Fetick. He already knows a lot, but has never put continued learning on the backburner for himself and his agents. He has built a real estate and business empire that doesn’t just span states, it stretches to England too! He focuses on unlocking high productivity, seeing solutions not setbacks, and reminding agents that the deal is never about them.
Matt Fetick is the Owner and CEO of The Matt Fetick Team, which he started in 2006. His care for clients and calm in any crisis were drawn from years as a police officer and a paramedic. Matt has quickly become the leading real estate agent in the greater Philadelphia region ranking in the top 100 of Keller Williams Real Estate internationally and number 1 locally. Matt's team delivers excellent real estate services to buyers, sellers, builders, banks and short sale loss mitigation. Matt teaches real estate agents and is a highly sought after speaker both in the United States and Internationally. He owns and operates not only a successful sales team, but also 3 brokerages, a title insurance agency, a mortgage company, and real estate investments.
It takes a certain level of being of service to be able to achieve the level of success that Matt has, and it all starts with understanding that we are consultants who are there to serve the client not the deal. Most agents think the customer is their buyer or seller but the problem with agents is that mindset gets in the way of serving the client. We need to always remember that once the client signs an agreement with us, we are no longer salespeople, but consultants who are there to serve them. The minute we treat the deal like it’s ours, is the minute we lose sight of what we’re in this business for.
In Today’s Episode, We Talk About;
05:45 - Taking advantage of the short sell market.
11:03 - How agents can get out of the way of the deal.
16:15 - The biggest financial mistakes agents make.
25:21 - Running businesses in different countries.
34:47 - Teaching and being impactful online.
42:55 - Top pieces of advice for a successful life
Guest Info
Website: https://mattsmasterminds.com. To get a 10% discount off the training course the promo code NEXTLEVEL.
What’s the difference between a commitment and a goal?
Is there a difference to you?
There is a huge a difference to me us and we’d like to share why with you in this quick episode.
On this week's episode of Industry Headlines with Kevin and Fred we discuss: * Redfin to publicly display buyer's agent commissions on its listings * Opendoor is now a mortgage lender, launches Opendoor Home Loans * Amazon dives into home sales with new $105K property * AS of January 1, 2020, VA Loans No Cap Guaranty
In today’s episode, we’re talking to Kenny Klaus, a successful real estate team owner, entrepreneur, and co-founder of iRealEstate Pro. After working at FedEx, he started his real estate career as a side-hustle and then levelled up to full-time. He started with the goal of getting out of debt, which he succeeded and exceeded by eventually starting his own highly successful team. With over 20 years in the industry, he’s an agent who has grown his business through solid business principles, kept consistent for a long period of time, and it has paid off. He has stayed really attached to his why, and doing that extra degree of work to move the needle. He is also passionate about arming agents with the tools to survive and thrive in iBuyer markets.
Kenny’s success is all about being consumer-centric and going back to the most important part of our job as real estate agents, which is being the best possible representative for our clients, and with the advent of iBuyers, that includes educating them about this new disruption. This has led him, along with Dan Noma, to create iRealEstatePro, a resource for real estate agents.
Many real estate agents are struggling in the world of iBuyers, and the bigger problem we’re facing is that we’re being left behind because we’re so divided in our industry, making it easier for disruptors to overtake us. If we unify in our message, and our goal to serve the clients and represent them at the highest level, we can thrive through the iBuyer revolution. It doesn’t matter what brand you’re with, we’re all Realtors and we need to get on the same page about how we’re messaging this new market we’re in. The truth is our customers want control certainty and convenience, sometimes even over equity, and if we present them with those options, we won’t just survive, we’ll thrive.
On this episode we discussed;
02:55 - Why many part-time agents fail to make the transition to full-time.
10:23 - Why drive and motivation need to be constant and consistent.
20:45 - iRealEstatePro and how it helps agents.
30:23 - How the real estate industry can unite in the face of iBuyers.
Guest Info
Kenny Klaus is the Team Leader at the Kenny Klaus Team Real Estate Solutions and co-founder of iRealEstate Pro. With 20 years in the industry, Kenny is recognized nationally for his excellent track record and expertise.
Website: irealestatepro.com use the code NLA2019 to get $100 of the course.
Ok, so now I have my sphere, what the heck do I do with it?
And more importantly, how do I grow it?
I know this sounds crazy, because everyone things they’ve got it under control
Yet…
What I know from coaching agents from all over the country is that very few of us have an effective plan to
- Communicate with them
- Grow the number of them..
Listen to this quick episode for some tips on doing these two things with your sphere…
Appraisals may soon not be required on certain home sales of $400,000 and under.
This change could have a sizable impact on the real estate market, as according to the OCC, the new rules would apply to approximately 40% of home sales.
The average U.S. rate for a 30-year fixed mortgage fell to another three-year low this week, according to the latest Freddie Mac Primary Mortgage Market Survey.
Freddie Mac Chief Economist Sam Khater said the drop in mortgage rates continues to stimulate the real estate market and the economy.
President Trump took to Twitter in the last week asking for the Fed to cut rates by another 100 basis points…
Kash-Wayne Campbell On Turning His Real Estate Job Into a Thriving Business
Intro
On this episode, I talk to life-long entrepreneur, team leader and broker, Kash-Wayne Campbell. He is a seasoned real estate professional, who manages to not just balance a sales team and brokerage responsibilities, but to run all his businesses smoothly and efficiently. He achieved the amazing feat of starting a team in his second year in real estate, and now 7 years in, his business is booming, but he remains dedicated to training his agents and pouring into his people. Kash-Wayne knows what goes into successfully levelling up from having a job to running a thriving business, something many of us aspire to.
Kash Wayne is a team leader, and a broker at Fave Realty. He was bitten by the entrepreneurship bug early in his life and got his start in business in the entertainment industry. He went to the next level and joined the real estate industry, and his passion for the job and his drive to succeed saw him grow so rapidly that he soon needed to hire more agents. He made the transition from agent to business owner seamlessly and hasn’t looked back since.
In our industry, many agents are stuck on the transactional hamster wheel, and they never manage to turn the job into a business that can give them freedom. On the other hand, a lot of the people who do build a team fail because they didn’t do it at the right time. Before we grow a team, we have to grow as agents and then as leaders. We have to be highly knowledgeable about the business, so that we have something valuable to teach the people who are joining our teams. If we skip this step, our teams will fail to perform and eventually fall apart. “Become great as a real estate agent first, then bring on other people. Build yourself up first, then start to build the team.”
On this episode, we discussed;
02:27 - Kash-Wayne’s journey from club promoter to real estate agent and broker.
12:06 - How he balances a sales team, brokerage responsibilities and a family.
15:57 - Why coaching and training are a huge priority for Kash.
20:19 - Tips for growing a team successfully.
23:28 - The importance of creating room for people to grow in our teams.
Guest Info
Kash-Wayne is a top producing real estate agent, investor and broker at FAVE Realty.
YouTube: https://www.youtube.com/channel/UCFeE0sBQy4ZcNIHwuXlzvxg
Twitter: @KASHWAYNEGLOBAL
❓How is your sphere of influence ?
❓Could it be better?
✅ Maybe you’re like me and need some help
This week’s business tip is part 1 of a 2 part focus on helping you to provide value to the people who know you best.
This week on Industry Headlines we cover:
Offerpad to finance Keller Williams' home-buying operation
kW and TPI Cloud Hosting find themselves in a legal dispute
New iBuyer course aims to help agents navigate new terrain
One of the fastest-growing digital mortgage companies has closed on $160 million of Series C funding.
How Shelby DiBiase Took Her Repeat and Referral Business From 10% to 50% in 3 Years
About the Episode
On today’s episode, I talk to Shelby DiBiase, a team leader who started her real estate career in 1997, and built on her foundation of high customer service skills from 7 years of waitressing. She actually got into real estate after being encouraged to do it by regular customers at the restaurant she worked.
She has thrived through the many phases of the real estate industry, including model home centers and REO. She once struggled to maintain both her database and her REO business, but she turned that around and now over half of her business comes from her sphere of influence. Shelby understands that the key to success in today’s real estate environment is growing and nurturing a database, and in just 3 years, she has been able to grow her repeat and referral business from 10% to 50%.
She has always had the perspective of putting excellent customer service first. Her team is built on administrative leverage because it ensures that her service is always consistent and strong. “If you don’t run smoothly, it doesn’t matter how many sales you do, you’re going to crash and burn.” Many agents focus too much on leveraging their sales and while this brings in new business, it doesn’t do anything for nurturing existing and past clients. Shelby employs the power of client appreciation events, newsletter and social media content and constantly improving her skills and knowledge. Her database-based business has quintupled because of it.
The biggest mistake many real estate agents is being too focused on the shiny new object in the form of a brand new client. But when we don’t pay attention to repeat and referral business, we leave money on the table and let future opportunities slip through our fingers. It’s important to build a business that can nurture our sphere of influence, because those people will become our raving fans who will bring us business for years to come.
The lesson we learn from Shelby is that we can boost our repeat and referral business, even if we’re building it back up from scratch. It’s possible for our repeat business to go from the recommended 15% to even more of that, and never have to worry about where the next deal is coming from ever again.
In Today’s Episode, We Talk About;
05:15 - How Shelby’s real estate career started in a mall
10:18 - Keeping up a Freddie Mac account and her real estate database
14:30 - Why Shelby has more admin staff than sales staff
17:22 - How to make sure we’re sending out great content to our sphere
23:58 - The value of having multiple pillars in our businesses
28:00 - The value of being omnipresent
45:30 - How Shelby dresses for success
Guest Info
Shelby is an Associate Broker & Team leader of the DiBiase Team, specializing in Traditional Sales, REOs & short sales.
Twitter: https://twitter.com/dibiaseteam?lang=en
LinkedIn: https://www.linkedin.com/in/thedibiaseteam/
Instagram: https://www.instagram.com/dibiaseteam/
YouTube: https://www.youtube.com/channel/UCQvrXmopmkDdYR-jGC--5Qw
Resources Mentioned
Go For No by Andrea Waltz and Richard Fenton
The Subtle Art of Not Giving a F*** by Mark Manson
What are you committed to getting better at?
If you’re going to move the needle in your business learning this is a must!
I see so many agents who say things like- I want to take more listings
- I want to sign more buyers
- I want to start doing better at open houses
The list goes on and on…
And the one that actually get better do this one simple thing I discuss in this video….
Nevermind the rough start to our new series Industry Headlines with Kevin and Fred... After the first few minutes, we got into the groove of things...
Topics covered this week:
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Coldwell Banker's top agent is heading to Compass amid lawsuit between the two companies.
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The sweep of massive profits from Fannie Mae and Freddie Mac to the US Treasury continue (but for how long)
*Housing flipping startup Curbio lands an additional $7 million... WOW!
*Zillow slows down Zillow Home Loans while Zillow Offers continues massive growth.
New Agent Builds Massive Business By Focusing On Her Niche
About the Episode
On today’s episode, I talk to REALTOR, marketing strategist, philanthropist and Gig Harbor’s local connector and agent of choice, Paige Schulte. In just 2 years and 4 months, she went from new agent in a new area, to running a $3 million dollar business as a solo agent. She has developed really deep roots in the community, a very effective social media marketing strategy and voice, and the ability to work in her “zone of happiness”.
Paige learned early on, by running her own company in California, the importance of creating a niche specifically tailored to her own personality. Seeing an opportunity for creating authentic and genuine marketing she set her focus on that. Paige employs the power of video because it lets you show up on a regular basis with the human touch. She uses Direct Messaging and Instagram stories which have resulted in her becoming a local celebrity. She shows up every day on Insta stories and people come to rely on it.
The biggest mistakes many agents make, especially when they are new to the game, is thinking that they should be everything to everyone, but the truth is, a brokerage for everybody is a brokerage for nobody. A scarcity mindset makes us feel like there isn’t enough business to go around, but if we drill down on our ideal client and area, we can build a business that truly makes us happy. We will also be able to create the kind of content people will want to have coffee with us over, and become a resource for what they care about. According to Paige, “getting focused on who I was showing up to serve helped create really deep roots quikly rather than trying to be everything to everyone.”
The lesson we learn from Paige is that we don’t just have the opportunity to build a business, we can design one to suit our lives and the things we care about. Paige’s goal is to eventually be so niched down to a micro-market that she serves her neighbourhood. We don’t have to serve huge cities and towns to make a good income and still balance that with everything else in our lives.
In Today’s Episode, We Talk About;
01:44 - How she dealt with the uphill battle of being a new agent and working in a new city.
03:56 - The importance of focus and niching down.
07:05 - Video content and why it’s still an open opportunity in our industry.
10:40 - How Paige’s business is set up with freelance and one-time employees.
13:42 - Why she chose to go deep, not wide on her social media platforms.
17:06 - Why Paige doesn’t go outside of her zone of happiness geographically.
23:27 - Referrals and why they are the best return on our time.
27:15 - Why Paige doesn’t have social links on her website.
Guest Info
Paige is a REALTOR, marketing strategist, philanthropist and Gig Harbor’s local connector.
Website https://paigeschulte.com/
Facebook: https://www.facebook.com/paigesgig
Instagram: https://www.instagram.com/paigesgig/
LinkedIn: https://www.linkedin.com/in/paige-schulte-2068b26/.
Why is Fred on a rant?
Why do gurus always say dumb shit ?
Here is the deal, if you don’t think for yourself and learn the truth, you’ll be left in the dust 😉
About the Episode
In today’s episode, we’re talking to Dan Noma, a highly-successful Institutional real estate and iBuyer expert. He is the broker/owner of VentureREI, an award-winning, Arizona-based real estate brokerage and advisory firm specializing in the purchase, sale, rental, and marketing of select residential developments and commercial investment properties. With five locations across the Valley, Noma and his team are committed to helping investors achieve their real estate goals - regardless of portfolio size. His clients range from seasoned and first-time investors, to large institutional groups, hedge funds and private equity groups.
Dan’s unique mindset on iBuyers has paid off in a huge way for his brokerage. Instead of seeing the disruption with the gloom and doom that is so common in our industry, he looked for the opportunities and how he could play to win in this world. Dan says of the typical agent reaction to iBuyers, “if we’re presented with an idea and our response comes from fear, we’ll always have a negative connotation around it.”
With so much investment capital going into the iBuyer and institutional real estate space, agents are needed now more than ever to guide consumers through it. What works in the favor of iBuyer companies is that they see everything from the consumer’s perspective, and they have answered to their demand for convenience. This model of selling a home just gives the consumer another option to do what suits them, and if we become facilitators of that information, we can actually benefit from the shift.
Dan’s passion is to help real estate agents compete in the iBuyer market because ultimately, that’s what will protect us from being cut out of the transaction altogether. He does that through the iReal Estate Pro Certification, which arms agents with the knowledge and tools to not only compete in a shifting iBuyer market, but to actually win in the consumer and technology driven real estate world of today.
In Today’s Episode, We Talk About;
01:29 - How Dan got started with VentureREI and why he opened his own brokerage.
04:53 - Why Dan saw iBuyers as an opportunity and not a threat, and why many people in real estate aren’t responding the same way.
08:27 - The thought-process and method VentureREI developed to serve the big investor side of real estate.
13:11 - Why there’s so much money available in the iBuyer space right now.
16:02 - The growth in single-family property investment.
18:20 - The difference between an iBuyer and an institutional buyer.
21:03 - The consumer trends driving the explosion of iBuyer platforms.
25:35 - Why agents need to stop focusing on losing their commissions to iBuyers.
31:04 - The iReal Estate Pro Certification, and how it can help agents compete and win in an iBuyer market.
37:19 - How agents can leverage iBuyer offers to bring more value to the consumer.
Guest Info
Dan Noma, Jr. is the designated broker/owner of VentureREI, an award-winning, Arizona-based real estate brokerage and advisory firm specializing in the purchase, sale, rental, and marketing of select residential developments and commercial investment properties. To find out about the iReal Estate Pro Certification, go to https://www.irealestatepro.com/.
Distraction
Distraction
Distraction...
Here’s is a life hack to help you do
Something about those 😉
MARGARET SMITH and KEVIN KAUFFMAN
Margaret Smith is a phenom in the world of Real Estate Team Operations where she is employed by Pickett Street Properties in the Seattle WA area. She is an experienced operations guru with a Master’s Degree in Social Work from the University of Washington. She has taken her background in social work and art degree and applied it the real estate industry over the last 7 years. Margaret’s focus is on recruiting, screening, interviewing, hiring, public relations, client events, team culture, and social media. She partners up with Jesse D. Moore on a regular podcast called Finely Clicked. Margaret and Jesse discuss business, leadership, and personal development.
Margaret’s biggest learning curve coming into the real estate world was learning to communicate with agent-minded people in general and bridging the gap between agents and admin. She has learned the importance of developing the relationship between Rain Maker Agents and support staff and teaches a class on this called “Make it Rain Together”. Having been brought up with the knowledge of embracing both human and social capital as a path to success, she knew immediately how valuable it is in navigating the real estate business and began networking from the start. She surrounds herself with successful people because the more perspectives you have, the better to serve yourself and your team.
The number one issue most agents have when starting a team is the relative lack of business or people experience which is a lack of leadership. The beauty of the real estate business is the constant flow of self-development to gain the leadership needed to form a strong team with little to no turnover. Personal self-development uncovers passion, talent, and skills; it’s shocking how little people spend on personal development. Agents who want to form a team should interview at least 5 candidates and train them well in both business and personal development.
Margaret hosts an annual retreat for Directors of Operations where she invites operational gurus to speak. It is held annually in April. For more information on this retreat, go to her Facebook page: https://www.facebook.com/pnwoperationsretreat/
To listen in on the best ideas for business, leadership, and personal development. Go to: https://podcasts.apple.com/us/podcast/finely-clicked/id1440220603
You can also find Margaret on Instagram, LinkedIn and FB:
https://www.instagram.com/the_margaret_smith/?hl=en
https://www.facebook.com/MargaretMacaulaySmith?epa=SEARCH_BOX
https://www.linkedin.com/in/margaret-smith-866927b2/
Are you even ready for 2020?
Have you forgotten that what you do today doesn’t hurt or help you much right now?
But 90-180 days from now the results or consequences will come.....
We got such great feedback from our episode last week of Ben Kinney from our chat at NLA Live 2019, we decided to release one more chat, which is with a previous guest, Leo Pareja. Leo is the co-founder of Remine, the real estate tech start up designed to help agents. He’s also the former number one agent in all of Keller Williams. This dude does it all. Leo is simply one of the smartest guys I've ever met in my life. And I think you're gonna really enjoy this conversation that he and Fred had together onstage live at NLA 2019.
Which reminds me, if you haven't yet, go check out the new site, NextLevelAgents.com.
You can find info on our fb group and of course the details for NLA Live 2020 in Phoenix, Arizona next April.
The single biggest marketing mistake I see agents make time and time again is simply:
They don’t change their marketing message.
No one wants to hear your tired, played out Marketing.
✅It’s not good enough to sell it quickly (the market most likely does that work for you anyway)
✅ so what if you’re a neighborhood expert.
✅ No one cares how many houses you sold last year, last month, last week..:
I mean it’s not 2013 anymore... and the answer is right under your nose..
Willie Miranda has more than 27 years of experience in the real estate and insurance industry. He and his team have sold well over 8,000 homes for over a billion and a half dollars in real estate sales. Willie’s business belief lies in a Back to Basics service-based business model.
Back to Basics
Employ the Power of the Personal Note. Meet new people. Treat people how you want to be treated. Serve your clients well. Be active in your community. Be a good consultant and friend - before, during, and after the transaction.
The Importance of Always Learning
In the Real Estate Industry, there are two types of agents: Transactional and Relational, aka the Career Agent.
The Career (Relational) Agent is always learning, wants to create a database, wants the Repeat & Referral business, seeks additional education and training, applies Personal Development training to better serve clients. The Career/Relational Agent is always Green and Growing knowing that the bigger the database, the more successful you will be.
The Transactional Agent is Ripe & Rotten, always chasing the next shiny new object for a shortcut, burns out, comes in and out of the industry, doesn’t know their numbers.
KEVIN: I think we are in a pivotal moment in our industry, with the disruptions in the business and the growth of iBuying companies, where you have to be all in one way or the other – you cannot do a little of both. Being a Relational Agent will keep us in the business for the long run.
WILLIE: Yes, back to basics with people who like and trust you.
Willie has learned from giants in the Real Estate industry: Craig Proctor, Brian Buffini, and Tom Ferry who teach different fundamental business principles that can be applied to most any business.
Willie Miranda’s BIO
Willie Miranda has more than 27 years of experience in the real estate and insurance industry. Willie and his team have sold well over 8,000 homes for over a billion and a half dollars in real estate sales. Willie has worked with hundreds of real estate agents across North America; helping market and promote their real estate services to their clients, through the use of better marketing communications and systems. Under his leadership, several real estate agents and brokers have grown their personal relationships with their clients. This resulted in a more profitable repeat and referral business for those that have followed Willie’s referral and real estate systems. Willie is the broker and owner of Miranda Real Estate Group, Inc., an award-winning real estate brokerage headquartered in Clifton Park, New York and a member of Leading Real Estate Companies of the World. Call Willie direct at 518-376-1073 or via email at wmiranda@mrgteam.com.
Links to contact Willie or take advantage of his free training:
http://freewilliestuff.com/
http://www.williemiranda.com/
https://www.facebook.com/RealEstateSuccessBlueprint/
https://www.amazon.com/Your-Kicked-Real-Estate-Business-ebook/dp/B0170PWNE8 - free resources in the back of the book
Months ago we handed out permission slips...
And today we’re handing out more.. but these aren’t just any old permission slips.
If you accept this one:
✅ you could find yourself more joyful than ever
✅ you could find your business growing to new heights..
Yep... you read that right...
Check out this video to see how.
NEXT LEVEL PODCAST
Kevin Kauffman with Justin Nelson
SOCIAL MEDIA SAVVY
Justin Nelson is a phenom in his own right. Beginning his real estate career at the ripe old age of 16 years, becoming licensed at 19 years old where he has worked as an ISA and a Buyer’s Agent. Closing 34 transactions in his first year of being licensed, he transitioned to Team Leader/CEO and helped grow the team to 14 agents. Justin’s second year in real estate saw him spending 50% of his time recruiting and 50% of his time closing 28 transaction. He is now enjoying success that comes from having vision and drive. Justin has learned that there is more than one way to do business. At 22 years old, he travels the world teaching agents how to maximize social media to increase business.
In the Real Estate world, Justin quickly found his sphere of influence which is Social Media and using his personal Facebook page to generate business. He has gained wisdom in how not to become a guru – someone who will sell you a program without ever having used it.
The core of Justin’s training is a Mindset of adding strangers to your social media. Real Estate is about connections and Justin’s class will teach you the importance of making connections and how to stay current with the everchanging social media platforms. Explore and utilize the ‘Friends List’ on the left side of your FB personal page.
This year, Justin will be away from home for 300 + days teaching Social Media full-time due to his love of teaching people of all ages. He is expected to teach Social Media classes in over 200 Market Centers in 2019 putting him in front of approximately 30 thousand agents.
Justin stays current by seeing the day-to-day action of what agents are experiencing in real time. He advises to be careful what you spend your money on when it comes to Real Estate programs.
For more information on having Justin to teach in your office: justin.nelson@kw.com
Are you attached to the results you’re getting?
Most people are and here is why I think that’s wrong.
It’s actually the activities and the day to day commitments we should focus our efforts and attachments to..
Why?
Well first of all, the activities we do are truly the only thing we control. We don’t actually control the results... yet we know that by doing certain activities over a period of time we can begin to expect certain results...
Next Level Podcast
Kevin Kauffman & Frank Klesitz
Frank Klesitz has been an innovative thinker from a very young age. He has learned the art of niching down and focusing on client customer service.
Stay in Better Touch with Your Database
Kevin: Welcome Frank. Tell me about your business and what it is today?
Frank: We are coming up on our 10 year anniversary with Vyral Marketing. I started with one client after graduating college in Omaha, Nebraska. (Describes the in-depth services provided now to his many clients by creating an online presence with video and follows up call from his call center to potential customers who have clicked and watched the videos). I learned Lead Generation through following the MREA model. (In depth discussion on Lead Generation, 33 Touch, and building a database.) In developing my own database and 33 Touch as a personal trainer, I found real estate agents who were not following the model – so I created a system for them and that essentially is the business. I read lots of sales books and learned that you must identify people’s needs first by following the Trust, Need, Help, and Hurry model. I learned people in sales skip the Trust and Need parts so I doubled down on the Trust and Need and grew my business that way.
Kevin: You niched down and literally created a mega team as a teenage personal trainer. As Realtors, we think our job is to sell real estate but essentially our job is to get employed; find someone to hire us to sell or buy real estate. You got very clear on who the hungry crowd was in the personal training profession.
Frank: I learned to scale a professional service at 18 years old. I fell in love with the database concept of 33 Touch and the idea of attracting not chasing. Those concepts were very strong to me and that’s how Vyral was born solving the very specific need of staying in touch with the database.
Kevin: I love that you have an actual experience of what it is like to have a real estate team. You have your own real estate agents as clients and getting us to make calls is sometimes be ‘a LARGE task’.
Frank: There are 3 types of calls: Outbound, Inbound, and Customer Service. The Outbound calls are your Rainmakers: FSBOs, Expireds, Withdrawns. Inbound calls are Buyer Lead Generation and Lead Conversion calls. The last one, Customer Service calls, are ones hardly anyone does.
Kevin: Weekly Customer Service calls will change the game; I have heard this twice in the last 24 hours.
Frank: The trend is towards Customer Service, calling your database. The contact rates we are experiencing are at 26% of people who answer the phone and one in nine (3%) who call back.
Kevin: That’s phenomenal. It shows how many appts I need a month to convert to business.
(Vyral sends videos of you to your clients, then follows up with calls. Discussion on how important video is as it builds a relationship with the viewer. It creates a psychological connection with people because the brain cannot know if the face is real or on a computer.)
Kevin: Let’s talk about your lab of high performing Realtors. What have you noticed that most agents are not aware of?
Frank: Never lose focus on how many people you speak to every week. Get into an environment where you are comfortable making calls, it’s the most important activity you can do, agents need the engine of the database. Ask for subscribers – permission to get the email address.
Kevin: It’s about the follow-up, which is the wealth builder. How is it that you don’t have a cellphone???
Frank: Personally, for me – I hate social media. And I love reading books. I got married 4 years ago and my life was literally on the phone from the minute I woke up until I went to bed. Checking calls, emails, texts and answering all in real time. My entire day was spent in reading an electronic screen. One day, I flipped out and said I can’t live like this anymore. I got rid of all technology – TV, wifi, games, and cellphone. Eventually, they crept back into my life except the cellphone. It forces me to be an exceptional manager.
Kevin: I want to take a minute to thank you for the gifts (3 books) you sent me because it’s important to note that it elevated you in my mind even though we had never met. In closing, what are 3 pieces of advice you can give our listeners for kicking more ass and making a better life?
Frank: You can’t do it all by yourself. You get it done through people so you must hire good people. I have a very structured week. Every morning for 30 minutes we have an office huddle on zoom – this cuts down on the office chatter. I meet with my team every Thursday for 5 hours; it’s a time to relax and brainstorm. I have career night where I invite potential hires who want to apprentice and learn marketing.
Kevin: That’s great. How can people find you?
Frank: Go to our website where your can download the Marketing Plan or call for a strategy session.
https://www.getvyral.com/
Book Recommendations:
Permission Marketing by Seth Godin
No BS Sales Success in the New Economy by Dan Kennedy
Youtility by Jay Baer – Why Smart Marketing is About Help not Hype
BIO In college I started an in-home fitness training service I ran until the market imploded in 2008 and we lost all of our clients. Didn't really know what I was doing, but I tried!
Then, after I discovered I enjoyed the marketing side of the business more than the exercise itself, I decided to start a marketing firm. Well, about 7 years and many mistakes, failures, and "learning opportunities" later we have a healthy company! Check us out and watch a few of my videos.
I have learned a lot along the way and I'm happy to share how to build a profitable service company that helps your clients, employees, and your family with predictable, stable income.
I'm on LinkedIn because I want to do business with people I like and enjoy being with; so if you think we can work together and create something meaningful, hit me up.
You don’t have to work from an office...
But is it possible you’re missing out?
Missing out on learning ? Advancing further?
There is a saying... “more caught than taught”
Watch this video to learn what we mean by this...
Next Level Podcast
Kevin Kauffman & Gary Tabke
REALTOR SAFETY
Gary has an extensive background in Law Enforcement and as a Security Specialist. (See attached BIO)
Kevin – What is the number one common problem most people make concerning personal safety?
Gary – Situational Awareness. In general people go around not paying attention to their surroundings. People cannot go from Point A to Point B without looking at their phone because they are so reliant on them, thereby making themselves a target.
Take a Lioness on the Serengeti, she’s hungry and looking to get food in the fastest way possible with as little trouble as possible so she looks for the weak, the sick, and the young. Criminals are the same way – they don’t want you to resist or fight and are surprised when you do. They want to get away quickly, they know what works, and that’s why they do what they do. Our lives brush up against criminals on a daily basis so Situational Awareness - keeping your head on a swivel - is a huge part of personal safety.
Discussion of the Beverly Carter Crime
Kevin – What was it that caught your attention about this particular crime?
Gary – The whole totality of the crime and how it went down starting with a female caller posing as a Buyer and wanted to see a home in the late afternoon/early evening. No red flags here as this happens all the time. Agents get calls all the time to show homes to strangers at odd hours. So I questioned if this was a unique situation or is this happening on a large scale. NAR had statistic for over a ten-year period and reported that 100 agents (10 per year, almost 1 a month) were killed while performing their duties and 940 assaults were reported although many go unreported.
I questioned why someone hasn’t taken the time to keep Realtors safe and began to ask local Realtors if anything like this happened to them. My research found yes it happens often. Now there are apps to keep Realtors safe and they are great for letting people know where you are, but when an assault starts it happens fast and in close proximity. Experience and training are the only thing that could get you through an assault. I developed a training to keep agents safe when they are showing homes or holding open houses.
Kevin – How much time did it take to research and develop your training?
Gary – Countless hours and my research continues every day. I spent a summer going to open houses and entering very quietly. I was astounded at how easy it was to catch an agent unaware. I teach how to perform a perimeter check on vacant homes, open house safety – example do not lead a Buyer through a home with your back to them.
Kevin – recaps open house safety, vacant home entry, perimeter checks.
Gary – yes, these are real simple things an agent should add to their repertoire to keep themselves safe.
Kevin – how long is the course you teach to Realtors?
Gary – About 75 to 90 minutes; it covers pre-planning, creating a safe work environment, situational awareness, improvised weapons (cellphone for one), and quick exit self-defense. Q & A as I make myself available for discussion.
Kevin – What if the 1.2 million Realtors took your course; what do you think the percentage of crimes would be decreased?
Gary – Possibly 75% but there are no guarantees but if we are inherently safer there would be less crimes. (Discussion of showing a home with basements and not having your back to a Buyer.)
Kevin – We can make a difference in our own safety and that of our peers. How can someone reach out to you for training?
Gary – on Facebook, Instagram, gmail, and through my have a website.
Gary – in closing, criminals mimic other criminals so again, Situational Awareness is crucial in keep agents safe. It’s also good business for Brokers to keep your people safe and it’s also smart business to limit liability in the event of an unfortunate incident. Bring in a safety expert and keep a good record of trainings.
gvtabke@gmail.com
https://tabkeandassociates.com/
https://www.instagram.com/tabkeandassociatespi/
https://www.facebook.com/Tabke-Associates-Private-Investigations-620441224692146/
Gary Tabke’s BIO
“I enjoy getting over on people who are trying to get over on other people.” – G. Tabke
Gary Tabke, owner and lead investigator at Tabke & Associates, Private Investigations, has over 30 years of investigative and security experience. After a career in law enforcement with the Hayward Police Department and later as a security specialist, he has conducted both risk assessment and provided tailored clinics in personal safety and awareness for realtors, businesses and individuals.
Gary is a graduate of the Federal Bureau of Investigation, Citizen Academy and is certified by the Department of Homeland Security for Active Shooter Preparedness Programs. He has investigated countless homicide, theft, fraud, missing persons, child custody, domestic violence, and civil suit cases. Gary has provided surveillance and counter surveillance, witness protection, corporate protection and personal protection for both businesses and individuals.
There is little more terrifying than finding one’s self in unfamiliar surroundings and under attack. Having a planned response can not only be a deterrent but also empowering. Utilizing a blend of vast experience, common sense and proven tactics, this retired street cop will instruct on preparedness, situational awareness, easy to execute “quick-exit” self-defense techniques and the identification and use of improvised weapons, all designed for your safety.
Are you ALL IN?
Seriously ? Or are you just kind of interested?
Want a fool proof way to discover the truth of how all in you are? Watch to the end for our free offer to help!
Next Level Podcast
Kevin Kauffman & Howard Tager
REAL ESTATE TECH
Kevin: Let’s go back 10 years or so, tell me about Tiger Leads .. how did you start that and what was your journey?
Howard: I’ve always been a serial entrepreneur. With my partner, we created Ivy West; we wrote a program to increase scores on the SATs which was later purchased by Sylvan Learning Systems. Back in the early days of digital marketing I learned that real estate agents needed something new, different, and transformative whereby we developed Tiger Lead Solutions. This software was in the forefront of Digital Marketing for the real estate space. We created hyper local, home search websites, utilizing google paper click marketing – and in 2007 no one knew what we were talking about.
At first, we had a few challenges. I literally had to teach agents the difference between organic searches, paper click funnels, and the benefits of direct response digital marketing vs billboards, newspapers ads, etc. We had to develop best practices for long time nurture and conversion of leads by changing the status quo of an ‘all in one’ software’ to a ‘one to all’ model. We’ve built everything but a CRM; we integrate whatever platform our clients are using into their system. No need to change your CRM. All in one systems hold you prisoner to it, Ylopo gives our clients ultimate independence by utilizing plug & play and integrating our clients systems.
ONE TO ALL SYSTEM
Kevin: (Discusses how ‘all in one’ systems hold hostage so agents are afraid to move to another brokerage)
Kevin: What was the strategic business decision to be a ‘one to all’ system rather than an ‘all to one’?
Howard: We kind of stumbled our way to find the right strategy to differentiate ourselves in a purposeful way through social media and with dynamic remarketing. Did we want to be in the CRM business when there are so many out there. So, we had a singular focus on integrating our client’s systems for lead gen and lead nurture. Resurrecting their old dormant databases and bringing them back to life and functionality.
Kevin: What resonates with me is your company can be nimble with my systems and my business.
Howard: Agents must think like a business owner, not an agent. Each system does what it really does well but they don’t do everything. Ylopo integrates all of an agent’s systems seamlessly: CRM, lead gen, lead nurture so all of the resources are marshalled and working together.
Kevin: All businesses must have the best systems and run seamlessly.
Howard: Everyone has different needs. Agents must aspire to grow their team. All of the brokerages are in a mad dash to get the all in one system.
Kevin: Agents want solutions to fit their unique competitive advantage. One size fits all only benefits the entity that controls it.
Howard: Yes, you have to control your own data.
Changes in the Real Estate Industry
Kevin: How have things changed in the last 10 years with digital marketing and consumers?
Howard: It’s a mix of things that are the same and things that are different concerning consumer behavior. When it’s time to buy or sell consumers want the same thing – to see homes and they want a great place to search for homes. What is different is how we get in front of the consumer and stay in front of them. 10 years ago, the consumer was not checking Facebook 12.2 times a day. Now, it’s more effective to send alerts through social media rather than email.
AI is changing everything. We must leverage the heck out of AI. We can tap our agents on the shoulder with a text letting them know what their clients are doing because we are watching their database all the time. We can send a pinpoint message to the agent so they can send a message to their clients about a home or price reduction. We are getting 30 to 40 % response rates doing this.
Tech is on an exponential curve of development. You must embrace it through companies who can automate your systems and leverage that to compete with the big companies without spending 100 million dollars.
Kevin: Great answer. What have you seen that is happening with the great Real Estate teams?
Howard: 1. Never put all of your eggs in one basket. Do an inventory list of your dependencies such as Zillow or Realtor.com. Their models are changing constantly and you need to have a redundancy system. We are seeing big successful teams whose business is going to dust because they have not developed a redundancy system. Example – if this system fails, you have another to fall back on. The Team Leaders of big teams that have done this are thriving. Diversify your redundancy system. 2. You have to embrace the iBuying thing and use it to your advantage. There will be a correction to the market and corrections correct an irrational market. What will happen is the iBuying thing will flush out and leave a few of the companies standing. Become an expert in iBuying and get it out in front of your clients. Going back to nurturing the client relationship; the personal touch.
MENTORSHIP
Kevin: Where do you look for knowledge or mentorship to push yourself forward?
Howard: In general, I prefer Biographies. We can learn a lot from the most successful people, from their mistakes and zigs and zags. I also refer back to a small, easy read book called ‘Clarity’ by Bob Bohlen – real simple stuff about Lead Gen, Time Blocking, etc. I read everything in detail such as Zillow’s most recent quarterly earnings. Don’t take everything for granted. Follow the money. Turn your brain on, think more on your own.
Kevin: I personally enjoy opposite viewpoints in order to make adjustments to my own point of view.
Howard: Yes, have people around you that you can listen to and argue with. We are an industry of talkers and it’s hard to listen. We can be very opinionated in a constructive way. Put egos aside to allow so much more. We need each other to be great, to develop our skill sets. Surround yourself with people who are infinitely smarter than you for unparalleled success.
Request a demo of Ylopo: https://www.ylopo.com/
Howard’s book recommendation: Clarity by Bob Bohlen
Howard Tager is Co-Founder and CEO of Ylopo - a new “next generation” performance marketing & big data technology company. Ylopo’s initial mission is to build the world's most intuitive real estate search engine and to leverage that search platform to deliver digital marketing services to its lender and real estate clients. Ylopo is a next-generation Complete Digital Marketing Solution designed to help find more clients & build your brand.
Interview by Kevin Kauffman, co-founder of Next Level Agents (facebook group and mastermind). Kevin and Fred's Next Level Podcast, and The Group 4610 Real Estate Network.
It’s one of the the immutable laws of marketing...
So stop being a jack of all trades!
Learn to specialize so you can grow your business to new heights...
Next Level Podcast
Kevin Kauffman and Monica Shea
Monica’s journey in real estate began in 2009 with a “I hope this works moment.” There were times when she called her mom and best friend to ask – ‘Tell me I can do this” and the answer was always ‘Yes, you can do it’ - underscoring the importance of a community who believes in you which Monica creates with her clients through her excellent customer service.
Monica’s business model is a simple family-based one with her as the Lead Agent, her husband who is a licensed agent, and a full-time unlicensed assistant. With her background in Public Relations and her husband’s background in health care, they are a dynamic duo providing excellent service to their clients. Her model is efficient and very hands on. YTD this team has sold 42 homes worth 14 million and the goal is 30 million for the year 2019 which is looking very good.
Monica’s Core Principles
Kevin – What have been the core principles that define your business and who you are that you’ve developed over the last 10 years?
Monica – Good question. I am a business-minded numbers driven person and my husband, whose background is in healthcare, is more client driven. He has helped me focus on the people we serve. We call it ‘loving on our people’. We do special events several times a year such as parties at our home, renting a theater for movie time, renting a game place for bowling and arcade games. It’s a time to socialize and create community and a high level of customer service.
Discussion on Reciprosity and Referrals
Kevin – in humans there is an innate subconscious prompting to provide value to others. How do you bring value to your real estate clients?
Monica – We create a high level of customer service; we are all about the warm and fuzzy community because it’s so much more fun and enjoyable.
Disney and Agents of Excellence
Kevin – What is this Disney thing? How do you tie the two into real estate?
Monica – I’ve always loved Disney, I grew up in Florida and have been a student of what Disney’s principles are for many years. I formed a member network based on the spirit of Disney for Real Estate Professionals teaching them to apply the Disney principles to the practice of real estate. There are several facets to it:
- We have a Facebook community with a house and castle logo; it is very Disney inspired
- We have Member Network where agents can brand themselves as Agent of Excellence and use all of the materials for $350 a year with a referral network and an event network throughout the year.
- Members Only - Upcoming D23 Fan Club Expo at Disney Orlando with a meet and greet. This is a 3 day private learning event at Disney. One very important segment is “Making Magic in Real Estate” – learning to apply the Disney customer service principles to your real estate practice by creating a community.
The Importance of the Niche
Kevin – What speaks to me is you have a niche, a community you can get into at a deep level with customer service. Niching down, as explained in the ‘22 Immutable Laws of Marketing’ by Al Ries and Jack Trout, creates a big business. This is the Golden Nugget you have created with your love of Disney combined with your real estate practice.
Monica – it took awhile to get Disney on board, but they did it! We love the brand and the culture of Disney and the conference is full of authentic Disney. We get to go behind the scenes of Disney guided by Disney Characters with a graduation ceremony. It is a rich, authentic Disney experience directly applicable to real estate.
Kevin – Why go through the time and pain to create this curriculum and this 3 day class being heavily involved in your real estate business?
Monica – It’s to build the community. I get personal satisfaction and have a lot of fun with our fellow agents who have fun with Disney. I’m committed to World Class Excellence, which Disney teaches. And it is very enriching to me to bring everyone together in addition to raising our professional standards.
Kevin – Do you have any closing thoughts?
Monica – Thank you for having me on and please get the word out about the D23 conference to any agents who also love Disney. We have room for about 25 more attendees.
https://www.theagentofexcellence.com/ - the Magic of Disney for Real Estate Professionals
https://www.facebook.com/theagentofexcellence/- Hit ‘LIKE’ on this page and look for the ticket info for the upcoming Oct 7th event at Disney Orlando.
Monica Shea BIO
Monica Shea has lived in Colorado Springs since 2003 and grew up in the Tampa Bay area in Florida. She is a graduate of the University of Florida and previously worked in public relations and logistics for a large international agricultural company. After starting a real estate investment company in 2005, Monica decided to expand her real estate career and work as a Realtor.
Without a doubt, she has now found her true calling and loves working with clients on something so personal as buying and selling their homes – from house hunting with buyers, getting a listing ready for sale, negotiating the best deal for her clients, and everything in between.
719-659-2613 monica@PeakHomeSearch.com
Do you have the magic script?
If you don’t (hint: no one does)...
Check out this quick episode where we discuss
✅ key objectives to making a script work like magic.
✅ when and how to change them.
✅ some new scripts you’ve not heard.
THE REFERRAL BUSINESS
Tune in to this very informative conversation between Dean and Kevin Kauffman. Dean is a 30+ year veteran in the real estate business using his expertise in marketing and applying this knowledge to real estate.
HOW MUCH HAS CHANGED in the REAL ESTATE BUSINESS?
Dean’s reflection on how much has changed in the Real Estate world and how much hasn’t changed. In the beginning, Realtors had all of the information contained in a book and searches for properties were physical – you had to go to the open house, read the newspapers, talk to other agents. Now, everything is online and Buyers oftentimes know more than the Realtors. Back in the day, people desired getting top dollar in the least amount of time with little to no hassle. This was true 30 years ago and is still true today with the added benefit of
more opportunities to make it happen. What hasn’t changed is Days on Market and the asking price percentage.
(Kevin) How have you taken your Real Estate experience and your marketing experience and brought them both together? What’s really happening in the Real Estate world?
(Dean) I spent 30 years to study how to crack the code of the real estate puzzle pieces of:
- Getting listings
- Multiplying your listings
- Getting referrals
- Converting leads
- Finding Buyers.
One area that is competition proof is the referral business. Dean employs the Dunbar Number and markets to his Inner Circle of 150 people defined as this – these are the people you recognize by their name, you would stop and have a conversation with them, and you know your position in their life.
(Dean) So then the problem to solve is – How can you manage this ‘Relationship Profile’ as an asset for a 20% yield (which is the target and gold standard) to generate 30 referred transactions a year? For example: Take the number of repeat and referrals you had in the last year and divide by the 150 in your inner circle). Fifteen referrals yields a 10% repeat, 5 referrals yields a 3% repeat yet the goal is a 20% Return on Relationship and this requires real orchestration. 80% of
referrals are passive and 20% are reactive. This makes up all referrals but leaves out the proactive referrals.
What is an Orchestrated Referral Program? Ex: When showing a home in a particular neighborhood call or email a friend who lives in that neighborhood explaining what you are doing and ask if they know of anyone in that neighborhood who is interested in selling their home.
This is a proactive referral. Discussion on the psychology of the herd – changing mass behavior, making people feel good to do something for you and elevating their perceived status and giving them opportunities to do so. We are all hard-wired to provide value to people in our inner circle of 150 and are constantly looking for an opportunity to
add value.
(Kevin) Yes, it’s like invoking the law of reciprocity. How can you make this happen?
(Dean) By deconstructing the mechanics of how a referral works and
orchestrating the situation in the mind of your inner circle of 150.
- Get them to notice when a conversation about real estate is happening
- Get them to think about you in that conversation
- Get them to introduce you to the person they are having the conversation with.
- Get them to keep you on their mind so you come to mind in their
conversations with others
What are the high probability conversations? Anyone buying, selling, moving up, downsizing, vacation home, investment home, sweat equity, winterize your home, etc.
INTRODUCTION TO THE WORLD’S GREATEST POSTCARD
To stay on people’s minds, Dean sends out a postcard to his inner circle of 150 to stay on the minds of his friends. In this way, he manages his relationship portfolio asset for a 20% yield in new business by changing the mindset and conversation
and programming this into the minds of his friends using the postcard as a proactive referral tool.
http://theworldsmostinterestingpostcard.com/
LISTING MULTIPLIER INDEX
Explanation of the Metric Index for listings. Take how many listings you obtained from one listing and divide by 10 to get an index.
Each listing should yield 5 opportunities for more business:
1. Get is SOLD
2. You find a buyer for this listing
3. A buyer in interested in another property from you
4. Another listing
5. A referral from the seller before the transaction is closed
IN CLOSING
(Kevin) Using the two metrics of the Listing Multiplier Index and the Return on Relationship Asset to find out where you are at in your own business and how to increase those numbers speaks to the ‘competition proof’ solution that Dean talks about.
(Dean) There’s always been constant challenges in this business but the bottom line is people will gravitate to the most convenient thing.
(Kevin) I learned an important lesson from you that you can’t remind people to come to your event or to refer you; speak about the 9 Word Email.
(Dean) There are always two timeframes: NOW and not NOW. I am in 100% pursuit of NOW and that is where the 9 Word email came from. The old mindset of (pre) judging leads as being good or bad has been replaced with the 9 Word Email. The reality is leads are what they are (is what it is) and nothing is going to change that. We all look for the 5 Star Leads which is a compilation of people willing to engage in a dialogue, are friendly and cooperative, they know what they want, they know when they want it, and they would like us to help them get it.
How to discover the 5 Star Prospects from all the rest of your leads?
Everyone has leads that have slipped through the cracks or were prejudged as not good. Gather up those leads and send the 9 Word Email which revives dead leads from NOT now to NOW.
https://ilovemarketing.com/have-you-tried-a-9-word-email/
Reference links:
http://www.gogoagent.com/
http://gettingreferrals.com/
DEAN JACKSON BIO
There have been men throughout history who have captured ideas seemingly plucking out them out of thin air and giving them to an incredulous population.
Dean Jackson is one of those men.
Dean’s greatest joy in life is to find a new idea and share it with those around him.
This is Dean’s unique approach to marketing. His inspirational approach to marketing is bringing new DNA to the net. His approach is to compartmentalize your business model into three phases: Before, During, and After and using a steady drip campaign finding the multipliers to launch your business into a new dimension.
(Conversation is condensed and paraphrased for convenience and flow.)
I’ll never do that!
“Why would I practice scripts? I already know what to say”. ...
Why would I do it that way when I know this other way kinda sorta works 😉.
I think we’ve all been there.. we swore we wouldn’t do something and then we did after all.
We had to eat a little crow...
And it was for the betterment of our goals/life/mission..
Bottom line is that we’ve all been there and if you’ve not found yourself there in a while perhaps it’s time to re asses things because perhaps you’re more committed to the way things look than you are to your goals.
Craig Reger has been a real estate agent for 22 years. In this episode of Kevin & Fred’s Next Level Agents Podcast, he talked me through all of the ups and downs and decisions that have made up his career.
Craig is the founder and President of The Reger Group Inc. in Portland. Through the ups and downs, Craig learned how to prioritize his time, build a trusted team, and make big, “out of the box” moves.
During the podcast, you’ll hear Craig share his personal experience in the industry with helpful tips and lessons along the way. You’ll also hear the story of how he responded to a market crash by that involved a bus and getting tons of free press.
If you’ve heard of Craig, you’ve probably heard about his 90 in 90 class (90 Listings in 90 Days program). It’s inspired agents around the country (including me!) to look at things differently and maximize effort to take businesses to the next level.
Now, Craig is bringing his skills and experience to a new business. Craig has started a coaching company to help other agents achieve success. Get a glimpse at the experience and skills he brings to coaching clients during this conversation.
If you want to get in touch with Craig after listening to this episode of the podcast, email him at RegerCoaching@gmail.com.
✅ Its ok to trust people...
and its better to verify 😉
Ok here is the deal... We've all read the posts, been in the meeting with someone or seen a person speaking from stage. It almost feels too good to be true... and damnit...
I'm so sick of people being lied to...
I hear things like : “Hey, I'm going to do this for you. or I'm going to do this for you. Yes, yeah, absolutely. Yeah, we'll take care of that. This is coming and it's coming to in three to six months we'll have that for you in three to six months”
When reality is, if we just look at their behavior and we look at their actions and what they have delivered, they haven't delivered a silver bullet, to anybody. Nobody has. And so , there is no person, there is no company out there that will ever deliver a silver bullet to you. If there was one available, you’d already have it.
Special Episode Alert
Today we have a special episode for you. This is episode something we call the State Of The Market. I've been doing this podcast weekly with my good friend Pat Hiban over on his podcast, Real Estate Rock Stars. Where once a week we talk about the news headlines, what's going on in the real estate industry that means something us as realtors and entrepreneurs, and brokerage owners. We just talk about the headlines, toss it back and forth and we have fun with it, keeping it light, yet informative.
And I thought it'd be cool if I released one episode here on Kevin Fred's Next Level Podcast.
As always I would love your feedback, if you like this format then head over to Pat Hiban’s Real Estate Rock Stars. You can catch all of the weekly episodes of State Of The Market
https://lukejaten.com/
https://www.facebook.com/LukeJaten.consulting/
My name is Luke Jaten.
I love sales and marketing and advertising... but most of all direct response. I love practicing it. I love teaching it. I love consulting others on using it effectively. I love learning new ways to use it. I love reading about the history of it. I love talking about it.
But back before I took a class on it during my senior year of high school...
I couldn't even tell you what marketing was.
A couple years later I answered a direct response ad about how to make money in mail order and by 1987 (at 19 years old) I was running full-page ads in magazines.
Since then, I've used magazines, newspapers, tv, radio, direct mail, voice broadcasting, telemarketing (inbound and outbound), and all forms of internet advertising [Google, FB, CPA networks, native, email drops, etc] to market and sell...
Nutritional supplements, software, personal development, sandwich franchises, business opportunities, conference events, real estate courses, books, alarm systems, web design, investments, credit repair services, music clubs, magazine subscriptions and lots more.
In 2006 I started teaching my brand of marketing through home-study courses and online classes. Many of the folks I taught have gone on to create multi-million dollar direct response businesses selling all different kinds of things in all different kinds of markets.
So now you know a little bit more about me (professionally at least) than you did.
Sometimes the grass is greener on the other side of the fence...
But in my experience, it’s usually not.
What most “grass” is missing is water...
The grass is always greener where we water it.
Ronnie Doss has spent over a decade building a successful career as a speaker, trainer, and author. For an episode of Kevin & Fred’s Next Level Podcast, I talked to Ronnie about his story and how he got to where he is today.
You might have guessed that there’s no exact path to becoming a professional speaker.
For Ronnie, it started when getting sick during junior year of college led him to take a medical leave of absence and discovering that he was ready to take his life in another direction. Later, after speaking at his father’s funeral, Ronnie was invited to speak at a church. From there, his career in motivating and inspiring others began.
Things didn’t just fall into place. It took hard work, determination, and practice to build the skills that would set him apart from the competition. “Don’t complain about the results you get from the commitment you weren’t willing to make,” Ronnie says in the
podcast, while sharing stories about the hours spent practicing talks, including some conversations with a crowd of stuffed animals.
If you’ve never heard Ronnie speak in person, you’re missing out. He’s done leadership trainings and speaking engagements for Fortune 500 companies, nonprofits, top universities, and even NASA. There’s one “secret” that Ronnie says helps him connect no matter where his career takes him – being present with people by meeting them
where they’re at. That’s a lesson that can be used in any industry.
Click to visit Ronnie’s website for more information and to book him for your next event.
The single biggest thief of your joy is actually created by...
The way you’re viewing others.
We’ve had enough of seeing agents and lenders, hell, all people really, compare themselves to everyone else’s highlight reel.
Just because someone is:
✅ on stage
✅ on a podcast
✅ on a video 😉
Doesn’t mean that they have more or are any better than you are.
In this short episode we will show you how to see past all that “stuff” and just learn from others without having to play the comparison game.
If you’re not getting busy you’re not getting business.
The secret to success in real estate is real simple.
In this episode we cover how
✔️ “Getting busy” is the key
✔️ results don’t always come from where you expect them to.
Sara Kalke is a real estate agent, coach, mom and adventurer from Edmonton, Alberta Canada. She is consistently in the top 3 individual agent in Edmonton-based RE/MAX offices 2018 year to date, in a highly challenging buyer's market.
She closed 105 real estate transactions as an individual agent in 2017, and has 89 firm transactions in 2018 year to date, while showing her 4 horses and having a blast traveling with her husband and 5-year-old daughter, Zoë.
As a real estate agent, she serves her clients through community initiatives, social marketing, and local knowledge. As a coach, she helps agents across North America find hope, clarity, and freedom in their business and lives.
In her talks, she tells the story of her journey of grit and perseverance, business building with simple systems and efficiency, loss. From her dad’s lessons on work ethic, finding independence, the loss of her first daughter, building her own real estate business, and now helping people through coaching, she encourages audience members to truly live their best life - a life without regret, a life with joy, passion, and courage.
Laurel Starks is a recognized court-appointed expert and trained neutral in family law cases involving real estate matters. Her focus on divorce-related real estate has led to over $150 million in sales volume throughout Southern California and is often regarded by her peers as the pioneer of the divorce real estate niche.
Laurel has advised, consulted and testified in hundreds of divorce cases, facilitating the sale of real property, as well as providing fair market valuation reports and testimony thereto. She is a national speaker on topics pertaining to real estate in family law.
Attorneys, judges and other legal professionals have come to rely on Laurel’s knowledge, judgment, integrity, as well as her ability to explain complex real estate matters to those affected by them.
Education:
- A native of Central Florida, Ms. Starks was educated at The Trinity Preparatory School in Winter Park
- Undergraduate studies were completed at Stephens College in Columbia, Missouri and then at Whittier College in Whittier, California in Sociology and Political Science.
- May 2008 & Nov. 2014: Completed Divorce Mediation Training under the instruction of the legendary Forrest "Woody" Mosten, Esq. in Los Angeles
- December 2007: Completed Collaborative Divorce Team Training in Phoenix, AZ. and was the first practicing Real Estate Agent to attend CD Training
- Completed numerous real estate courses in various subject matter, attending multiple real estate seminars throughout the country
- Completed hundreds of hours of MCLE education programs pertaining to Family Law
Professional Accomplishments:
- Author, The House Matters in Divorce (Publisher: Unhooked Books, 2016) A Guide for Homeowners Facing Divorce, #1 Amazon New Release - Family
Law Category
- In 2016, Laurel Starks was recognized as an Inman Innovator by Inman
News for her pioneering work in the divorce real estate field.
- In 2017, Laurel Starks was recognized as an Inman Influencer for her contributions to the real estate industry.
“It’s a process not an event”
How many times have you treated a situation like it was an event only to later realize it was a process?
I know for me, the first time this really hit home I was talking about prospecting.
See, events are something we do once or twice, or every now and then...
But a process... a process is something I do repeatedly so I continue to get my desired result...
Check out this weeks video to dig deeper into this concept.
Frazier is the Founder & CEO of The Agent Marketer. He is a national speaker and award-winning marketer.
Frazier is known for his thought leadership in the industry. He was chosen as HousingWire’s Young Rising Star in 2016, their Vanguard Award Winner in 2017. He was honored to be named as one of the Top 50 Connected Mortgage Professionals by National Mortgage Professionals Magazine. Recently he was named Top Mortgage Video Influencer for Facebook & Instagram by BombBomb.
🔴 Today’s real estate customer has more information than ever before. The first step you must take to differentiate yourself from the competition immediately is to be THE source of information and position yourself as the go to source for all things real estate.
This episode will explain the 3 steps to positioning yourself in today's online world.
1️⃣ Move from interrupting the consumer to informing the consumer.
2️⃣ Pull the consumer towards you instead of pushing your marketing on them.
3️⃣ Facilitate a choice instead of what can feel like manipulating a decision by overselling.
In one click, the consumer can move onto someone else and they have many choices.
Will they choose you ❓❓❓
This week’s podcast is a listen in on a training we did for the team called “Pushing past the first objection”
As sales people (everyone , and I mean EVERYONE is in sales).. we get rejected often. And its important to
learn to push past the first objected so we can get further down the “sales cycle”
Let us know what you think and please don’t forget to review us on iTunes or where ever you’re listening to this.
💬 We’ve all heard the classic saying before.. “you don’t succeed your way to success, you fail your way to success”.
Or maybe you’ve heard it said another way: “fail forward” ...
But have you ever wondered why people say that ? It’s easy to write it off as just another cliché but it’s so much more than that.
Take a moment and dive in on this video as we talk about
✅ why winning is the worst teacher.
✅ why failure really isn’t bad or good.
✅ why it all depends on how/if you reflect on the wins and loses in your business and life.
Getting to yes. Why learning to close more often and with better skill is vital to improving your real estate sales business.
Kevin Fred talk here on one of their favorite topics: how to close.
Let us know what you think of this episode.
Can you afford to over price your listing ?
🚫 So many agents make the fatal mistake of telling their clients “what they want to hear” in hopes of getting lucky or wearing they client down over time and trying to convince them to drop the price.
✅ But it doesn’t have to be this way. In can be so much easier as a listing agent... ✅ if you know the secrets to getting listings that are priced to sell.
🤔 Do you know the secrets ?
We're back with another special episode for you. We got such great feedback last time we did this, so we are giving you another sneak peek into Growth Summit, a weekly coaching call Kevin & Fred provide for their team. This one is all about the single most important activity in real estate: tracking your appointments. Listen in and let us know what you think!
🌧🌧🌧 It’s spring time baby. Let the listings rain down...
That’s right, it’s the magical time of year where the sellers are seemingly coming of out hiding...
And like always , I see Inexperienced agents make so many common yet very avoidable mistakes when interviewing for a listing...
A few of things to keep in mind, as agents we ...
✅ We interpret the market. We don’t set the market.
✅Nor do we control the market.
✅ The seller actually controls more when it comes to how much a 🏠 will sell for than you do as an agent.
Check out this weeks episode to help your avoid common pitfalls and learn what to do instead so you can maximize your opportunity to dominate listings in your market.
Have you ever finished your day and realized that it was entirely spent reacting to crises and other people’s problems without accomplishing your most important priorities for the day? I can remember countless days when I woke up with great intentions to complete my essential tasks only to be derailed by issues that were urgent in the moment but not important to meeting my long-term objectives. As a result, I was riding the roller coaster of the mortgage business — having a good month, followed by a bad month, followed by a good month, followed by a bad month. You know what I am taking about!
The concept of Winning By Noon resulted from the realization that my biggest successes in sales resulted when I time-blocked a portion of my morning, every morning, to complete those activities that drove my future business. That meant my door was closed, my email inbox was closed, and I didn’t respond to phone calls, text messages, or allow others to disturb me until my most important activities and disciplines were completed. In essence, I Won By Noon.
My wish for you is that you can use the Win By Noon Planner to change your daily focus, accomplish your most important goals and priorities, and Win By Noon. Every day will not be perfect. There will be times when you need to help to manage a crisis on a file or when you have an opportunity to meet with a prospective partner who can only meet in the morning. However, if you adopt the Win By Noon philosophy, you’ll have a new filter to make decisions about your morning time-block, and practiced consistently, you will see amazing results.
Win By Noon! You can do it!
“The day before something is truly a breakthrough, it's a crazy idea.”
The first time I read that quote (By Peter Diamandis) it hit me hard...it really caused me to think. 🤔
Maybe you’ve been told:
✅ that’s crazy it will never work
✅ we’ve always done it this way
✅ you can’t do that...
If you’re anything like us... you’ve heard em all... and you want more from your business. More from life..
Listen in on today’s business tip for more.
On today’s episode of Kevin & Fred’s Next Level Agents Podcast, Kevin sits down with his friend, real estate leader Chris Heller.
Formerly the CEO of Keller Williams Reality Inc. and President of Keller Williams Worldwide, Chris is now the CEO of mellohome, sister company to loanDepot.
On the podcast, Chris shares the not-so-secret way he was able to get his start in real estate investing. After reading the book The Richest Man in Babylon by George S. Clason, he began putting away 15% of the monthly commission from his real estate job with the goal of eventually making an investment.
That dedication to diligently saving paid off when Chris was able to jump on opportunities when they came up, from buying a coin operated laundromat for passive income to investing in property he had dreamed of owning for years.
Kevin and Chris talk about the industry and share some advice for real estate professionals, from beginners to those who have been in the game for years. Listen in to hear about how technology and changes in consumer behavior are changing the ways agents are adapting to create excellent customer experiences.
Whether you’re in the real estate industry or not, Chris has some advice to offer anyone who wants to be successful.
•Do the right thing.
•Be willing to do whatever it takes.
•Show up. Pay attention. Tell the truth. And don’t be attached to the outcome.
In the podcast, you’ll hear Chris talk about two books that made an impression on him in his career. Check out The Psychology of Winning by Denis Waitley and The Ultimate Secret to Getting Absolutely Everything You Want by Mike Hernacki for your own dose of motivation to reach your goals, no matter what industry you’re in
Are You An Agent Open Minded About Growing Your Business?
As a Team Leader who's helped agents Sell Millions In Real Estate Some of the top questions we get asked are...
… Kevin and Fred, how did you ...
❇️ Help a brand new agent sell 72 homes in his first year?
❇️ Help an agent that was closing 6 transactions to 24 transactions in under 12 months?
❇️ Help an agent sell 30 homes in a new city she’s never lived in before.
You see, there are proven systems and process we use to coach and train our agents to get the results I’ve shared...
...and bypass the outdated “one size fits all” sales tactics everyone is using and feeling frustrated wondering why their sales aren’t growing like the examples above.⬆️⬆️⬆️⬆️
You see....
All you need is an open mind and willingness to finally take action doing what Really grows a business…
You are open minded, right?
As a leader committed to the growth of an agents business and the freedom they desire in their personal life... I want the same for you..
Ranked as one of the top teams in the DC Metro area, Keri Shull and her team sold 321 Homes in 2017 and has sold over $2 Billion in real estate.
Keri's passion for helping people move with ease came from watching her family and personally experiencing both amazing and terrible transitions. Watching her mother struggle to find the right home sometimes with the wrong agent inspired her to help families find the right home, and at the same time, enjoy the process.
In 2008, Keri took her love for selling new homes and inspiring others to be the best they can be and grew her team into the 40+ strong it is today!
In June 2018 Keri was presented the second annual IES Women in Sales Leadership Award.
i know. i know.
iBuyers are all the talk of the “disruption” of realtors.
But what if it doesn’t matter ? What if you can make money and run your business and not have to worry about who is moving your cheese ?
Check out this weeks video as we dove further into this subject affecting us all in the industry.
Greg joined the mortgage industry in 2005. Prior to that, he was a personal trainer & martial arts instructor for 17 years. Greg notes that 20 years of martial arts, where persistence, honor, and integrity are the heart of daily practice, was a perfect lead in to his role as financial advisor in the mortgage industry. The Gale Team at NOVA Home Loans is a full service loan origination service, committed to providing innovative mortgage solutions and real estate strategies. In his role as team leader, Greg stresses the importance of integrity, a positive attitude, patience, creativity and respect for all things. This team defines communication as one of the single most important elements in a successful loan transaction. They are committed to returning calls promptly, providing regular status updates and being available as needed throughout the process. Greg and his team really listen to the clients' needs, and then seek the best possible solutions, more often than not exceeding their client's expectations. The team priority is to provide exceptional and memorable service. On a personal note, Greg is absolutely passionate about helping other people. He is a regular contributor to the American Heart Association and Susan G. Komen Foundation. Greg is a member of the National Association of Mortgage Brokers and the Arizona Association of Mortgage Brokers. He is licensed in both Arizona and California.
Cell: 602-743-4679
Email: greg.gale@novahomeloans.com
What is the proper way to send a referral?
(assuming you want it to be successful)
How do you make sure when you're sending or even receiving a referral that you're doing justice to the process.
Well, let us speak from experience as many referrals that we've given out over the years.
I screwed this up recently, right? I have a friend who's in commercial real estate (and we get asked all the time, for some reason in the Phoenix area, there must be no great commercial realtors that are known to residential agents) and I gave their contact information out to 3 different realtors in the last couple of weeks.
Guess how many contacted my commercial friend? ZERO
And it was a really big Aha moment for me.
Why am I giving them the contact info? I'm going to have her reach out to them or I'm going to connect both parties in a text message, email or some sort of audio message.
At the end of the day, this is an opportunity for the referring agent, the one with the referral to make some money, right?
Not too dissimilar then like when we get to lead and we could go sell them a house or take a listing or get a listing appointment. And we, we typically as real estate agents drop the ball on that too because we don't follow up because like somehow it's supposed to fall out of the sky falling in my lap and like there's a paycheck.
This week we are giving you a sneak peek behind the scenes to see how we do things with our team. This is an example of a weekly coaching call we do with our team. This past week we reviewed Financing 101, part 1. Listen in and let us know what you think!
Have you ever realized something was worth more than you were willing to pay for it AFTER it was too late?
✔️ I have too, in fact I think everyone has.
👀 I see so many people miss out on truly amazing experiences and opportunities in life and business because they tried so haggle on the price. The cost in terms of money, time, effort etc...
👀 Listen to this episode to dive deeper into this lesson with us.
In the 12 short years since Ben Riehle bought his first rundown house as an incoming college freshman, he has gone from sleeping on (and manually renovating) rotting floors to founding and becoming CEO for the vertically-integrated Apex Real Estate Network which employs 30 people in 3 states, deploys $7.5m in investments, manages over 300 properties, and brokered $50m in real estate sales last year alone. The future looks even brighter.
Raised in a rural Arizona town, Ben developed his entrepreneurial spirit from an early age, selling handmade welding and woodworking projects at local swap meets on weekends. As a high school
swimmer, Ben joined a team of highly-motivated athletes that motivated each other to set records and dominate regional and state competitions both as individuals and relay teams. Most of those team members later became the backbone of the Apex Real Estate Network. Ben attributes the spirit of “competitive friendship” that defines the Apex work culture to the lessons learned from competitive swimming – a team sport where success relies entirely on the individual performances of its members.
Ben is a strong proponent of the idea that a rising tide of good-faith competition lifts all boats, meaning that win-win outcomes are only possible when individuals push each other to be the best versions of themselves.
Ben has always had a passion for helping others build wealth. As an undergraduate at the University of Arizona, Ben assembled individual investors to acquire, renovate, and manage individual properties while earning a degree in Accounting. After graduating, he continued developing extensive real-estate relationships and began to assemble a company of investor services including commercial/residential property sourcing, management, renovation/construction, and brokerage. Ben concurrently earned his J.D. from the James E. Rogers College of Law at the University of Arizona, specializing in tax planning and business formation, areas where he assists individual and corporate investors alike.
Fueled by phenomenal people (including NCAA champions, military veterans, and Ivy League graduates) and competitive friendship, the Apex Real Estate Network is quickly becoming a juggernaut. Currently operating in 3 states, Apex expects to be vertically integrated in 5 different markets within the next 3-5 years, likely adding 70 employees in the process. The already-successful Apex Development and Construction division has doubled revenue each of the last two years, and expects to triple revenue again within the next 5 years. The Apex Property Management division currently has 330 properties under management, and expects to triple that number in the next 3 years, while Brokerage sales are expected to hit $100m within 2 years. First Floor Capital Management, where Ben serves as Chief Operating Officer, sees a clear path to deploying over $100m in commercial, residential, and tax- advantaged funds where investors can avoid the liabilities of individual ownership and diversify risk across numerous properties simultaneously.
In what little off-time he has, Ben enjoys traveling (Spain and Nicaragua are among his favorite destinations), adventure sports, and is training to swim from Catalina Island to Long Beach, California as part of a 3-man team later this year.
Flywheel of Success: https://goo.gl/MzXLYZ
Get a call with Ben and also receive a FREE digital copy of his Wealth Building Guide: https://apexaz.com/nextlevelagents/
As usual, the things have changed and only a handful of people are paying attention...
There is still time to adjust for 2019.
You can overcome a slow or even shifting market by focusing on the things that matter most when times become uncertain, even if you’ve never been through a softening market before.
If the market SHIFTs, a few things to remember
✅ if you lead generate like the average agent you’ll get average results.
✅When you don’t focus on the majors you’ll get results like the minors
Follow the tips in this video to GROW your business no matter the market conditions
Greg has been a national instructor for the Real Estate Negotiation Institute since 2008. A graduate of Harvard’s Negotiation Institute, he is well versed on the latest in the wide-ranging topic of negotiation and persuasion. During his time with RENI, Greg has also developed lots of content, and trained new instructors. One of the most appreciated aspects of Greg’s classes is his relevant “from the trenches” perspective of a top producing real estate agent and businessman.
🛑 “you’re not following the model” listen if you’ve been in real estate for a while like I have you’ve probably heard that, at least a time or two.
And regardless of what the “coaches” say, There isn’t just one model...
🚫 The notion that everybody should run their business exactly the same to achieve success is absolutely absurd.
✅ The truth is there are many different ways to have a very successful business and what matters the most is having a model that you are willing to execute on daily
✅ Gary Keller once said to me “don’t fall in love with your model it’s likely going to change many times. Focus on getting in business with the right people” you know what? He was right.
✅ Our business model has shifted numerous times, and each time we’ve reached new highs.
So the question I have for you is this... Are you following a model because you think you’re supposed to? or because it’s the model you feel is best for you and your business?
Co-founder and/or principal of four current Inc. Magazine fastest growing companies (2 e-commerce and 2 SaaS). Serial entrepreneur who founded, scaled, and sold over almost 2 dozen different businesses ranging from consumer products to industrial machine manufacturing companies with adjusted sales ranging from $3 million to $337 million. Currently growing DigitalMarketer.com and NativeCommerce.com while advising over 100 other companies as CEO of The War Room Mastermind on digitally centric customer acquisition, activation, referral, retention, and revenue strategies and plan implementation. Over Roland's career he has completed infomercial deals with Guthy-Renker and K-Tel Direct, publishing deals with Simon & Schuster and Random House, negotiated shows with major hotels on the Las Vegas strip, been involved in over 100 private and public offerings, run an international hedge fund, advised major brands on a variety of business and legal related issues (from PepsiCo to McDonald's) and worked with copy writing great Gary Halbert. Current clients and partnerships include Uber, Microsoft, Daymond John, Etihad Airlines, Harper Collins Publishing, Infusionsoft, and Hubspot.
✅ Maybe you’re like I was, tired of not having a consistent flow of buyers and seller in my real estate business.
😳 Tired of not knowing when the next paycheck would come.
🤔 Once I realized the real estate business wasn’t about actually selling real estate, everything changed for me.
✅✅✅And it can work for you too.
IF you will learn how to look at your business differently, and follow a plan for setting and holding appointments with buyers and sellers like I did.
After all I was once a newer agent, lost and I didn’t know what to do next...
✅....and I used this system to get myself interviews (appointments) that brought me a steady flow of contracts and closings
Jay recently retired from his role at Zillow as their director of industry outreach. He's also a former real estate agent and brokerage owner.
At Zillow, he was worked as a liaison between the agent/broker community and Zillow.
Many of you know him as "The Zillow Guy", I, however, think of him as "The Phoenix Real Estate Guy" and I can't wait to have this chat with him.
🛶🛶🛶 Will It Make The Boat Go Faster?
This question was born out the story of an ordinary guy achieving something extraordinary.
In 1998, consistently failing to medal or even make the final of major regattas, the Great Britian Men’s Rowing Eight decided to fundamentally change the way they worked and how they worked with each other.
Their focus became purely about performance, the results they hoped would follow.
They approached things differently, critically asking the same question with every single action they took… Will It Make The Boat Go Faster?
Along their journey they learned the sustainable, dependable techniques and behaviors that drove continuous team improvement.
The outcome 18 months later...
against all reasonable odds,
🥇was a stunning Olympic Gold on the waters of Sydney.
So this week we are asking you the question : In your real estate business, are your daily activities making your boat go faster?
Real estate agents, realtors, and real estate professionals! Looking for sales strategies and techniques to grow your business? Learn more at kevinandfred.com
With 20 years in business, Mark has earned The Lifetime Achievement award with Re/Max, he’s on his second tour on Zillow Agent Advisory Board. $85.0 MM this year in total sales- $35.0MM in Austin and $50.0MM nationwide in referral network (You’re going to love learning about this network of his).
He has not personally listed or sold a home in over 2 years.
Mark is also the President of Dirk Zeller’s Real Estate Champions Coaching.
🚫 How to avoid the most critical mistake most real estate agents make when growing a team...
🤔 It’s hard to understand...
❓ Why do so many continue to make this mistake?
✅✅✅ Check out this weeks video for tips and insight on how and when it’s time to grow your real estate sales team...
Ryan Hodge became a licensed Realtor in 2008. In his first full year he sold over 100 homes and went on to grow the largest team in his marketplace.
He opened an independent brokerage, The Realty Firm in 2013 and has recruited over 100 agents into his organization.
He coaches brokers and agents across North America on the principles of higher productivity applying personal and spiritual development.
He has spoken across North America and in Europe to over 50000 real estate professionals. He also authored his first book, The Integrity Vow: Engaging Your Authentic Self in 2017.
He resides in London, Ontario Canada with his 3 young boys and is a proud hockey dad.
🤫🤫🤫 There’s a little secret about real estate that no one tells you about.
🤔 It’s one of things most learn (if at all) about through experience.
✅ But it doesn’t have to be that way.....
✅✅✅ Check out this weeks video to learn about this secret and what to do about it now that you know...
Leo Pareja entered Real Estate at just 19 years of age and by 28 he was the #1 Keller Williams Agent in the world. He became a permanent fixture on The Thousand report, published by REAL
Trends in partnership with the Wall Street Journal, as well as #1 Agent on NAHREP’s Top 250 list and an Alumni of Realtor Magazine’s 30 under 30. During his 15 years selling, Pareja sold close to 4,000 homes representing around 750 million in transactional volume.
In parallel to selling real estate, in 2012 he co-founded and continues to co-own Washington Capital Partners, one of the largest private lending companies in the mid-Atlantic region. WCP provides financing to buy, fix and flip for investors of SFR product by focusing on a frictionless process leveraged through a proprietary technology platform. The company delivers debt to liquidity conduits in the secondary market which is uncommon in a space predominantly full of
small mom and pop operators.
Today, he is the co-founder and CEO of Remine - one the fastest growing MLS platforms in history. Remine leverages Big Data to let Agents and their Clients make better real estate decisions from coast to coast.
Pareja has been highly involved with the National Association of Hispanic Real Estate Professionals. Pareja was the founding President of the NAHREP Metro DC chapter and then joining the national board to expand their efforts in public policy advocacy to protect the
underserved markets.
✅ I’m gonna take more vacations.
✅ I want to double my business in 2019.
Does that sound familiar ?
Ok cool that you want to do those things but show me your calendar that will show me the days you have dedicated to making those things happen.
Oh, you don’t have those planned yet ?
That’s ok most people don’t.
Check out this week’s business tip on calendars and planning (not just hoping) for success in our pursuits.
Mark McMinn founded the Mark McMinn Real Estate team on the principles he learned growing up:
Excellence - be the best to achieve the best.
Integrity - always be honest.
Serve - go above and beyond for people.
Accountability - give 100% every single time.
Solutions - be positive and solve problems.
Learning - learn the best practices and keep improving.
Having been born and raised in the south, Mark understands Southern hospitality and the work it takes to create something you're proud to show the world. Growing up in metro-Atlanta, then spending 10 years in the Upstate and Low Country of South Carolina before returning to greater Atlanta, Mark has a passion and a love for the South. When you meet him, you'll feel like you've rekindled a friendship with a person you've known your entire life. Mark spent years as a pastor leading local congregations all the while investing in and flipping homes before transitioning his full time efforts within real estate. Mark month after month, quarter after quarter, year after year, stands head and shoulders above his peers. As a noted speaker, marketing fanatic, real estate lover, fanatic of all things Atlanta sports, you'll be at home trusting Mark McMinn and his team with, what is for most, the most valued asset in their lives.
Don’t be disrupted, be the disruptor in your market in 2019.
In this video we will share with you
✅ why you as the agent are in control
✅ technology is a tool to be used FOR your benefit not your demise.
✅ how you can kick ass in 2019.
Jon Cheplak is the creator of a system and process that speeds up growth and increases profits through the attraction, development and retention of productive agents…
..and over the years adding BILLIONS in Sales Volumes to Real Estate Teams and Companies throughout the world.
Jon is one of the most sought after Real Estate Leadership and Productivity Coach & Consultant on the planet.
“I’m terrible at this and its no fun”… 🤬🤬🤬
Maybe you’re like me and you’ve experienced this before. I remember a time when I felt so inept at doing my job (listing homes) and I just had to get better. 😯
The truth of the matter is that becoming great at something doesn’t happen without first sucking at this new skill.
Listen to this week’s tip as we dive deeper on this subject.
In this interview I'm going to spend some time with my friend Eric Sachs. For those of you who don't know him, Eric is the President/Co-founder Breakthroughbroker.com
After a successful career as a top producing Realtor, and Broker/Owner of a large company in Colorado, Eric Sachs co-founded Breakthroughbroker.com. His passion is helping real estate agents build their business. Breakthroughbroker has become one of the most widely used agent resources in the industry with over 300,000 agents using the no-cost site. Eric speaks throughout the country, dedicated to helping real estate agents build their business and make more money.
Be your own GURU.
There are at least 100 different ways to make (good) money in real estate and you don’t HAVE to do any of them. Yet you do need to do one or two of them.
What does that mean? On this episode we’ll explore the idea in real estate there are tons of ways to make money and yet not all of them are RIGHT FOR YOU. What is important is that you do find what’s RIGHT for you and do as we say, “be your own guru”.
One of our featured speaks at NLA Live 2018 was Travis Thom.
On top of being an all around super nice guy (not to mention has a funny tie into the hit show Breaking Bad) Travis Thom, is the Founder of Elevated Real Estate Marketing: Travis is the founder of the most recognized Facebook Marketing Agency in the real estate industry. He helps brokerages and agents effectively launch Facebook campaigns to increase exposure and acquire leads. His reputation continues to grow from his company’s ability to deliver outstanding ROI vs. other online channels.
What I’ve found after 11 years of being an entrepreneur is the #1 way to break through production ceilings and growth plateaus when I’m stuck is...
Hire A Coach...
When I met my business coach years ago I was clear on exactly what I was looking for and....
...i found out immediately I hired a PRO!
A coach that has Walked The Talk personally...
A coach that has a resume of massive results...
A coach that delivers Proven Systems and Processes to Top Teams and Companies Today
And Naturally For Me, Big Results Showed Up!
Do you know where you want your business to go and exactly what to look for in a coach to help you get there?
In this episode we will share with you what to look for in hiring a coach that can facilitate the change and growth you desire...
Dustin Runyon is a speaker, results strategist and entrepreneur. Dustin led a Real Estate office from $90 million in sales to over a half a billion in 5 years. With 66% market share in one location and 30% market share in another. With his passion for life and for others in 2014, he launched D.R. Coaching and Consulting where he has the honor of working with individuals, government agencies, Universities, and 9 figure companies who settle for nothing but the absolute best in their life and business.
Dustin in 2018 launched The Dustin Runyon Real Estate Team and in their 4th month were the #1 sales team in Lake Havasu City in sales volume.
He has an immense passion for investing, community, personal growth, and leadership.
Joshua Smith joins us for a talk. You might know him as GSD Mode or Josh, Or Joshua... or the owner of the REVISTO Real Estate Group. When he isn't leading his team (which by the way, sells 600+ homes a year), he's hosting his number 1 rated podcast, running his 90 Day Mastery Bootcamp for agents, his software company, or one of the many other things he's got going on. What I'm most excited about is that Josh is a giver and truly understands the value of giving back to our community. Many of you saw him at NLA Live earlier this year so you know what a treat you're in for.
🕑 Learn how to get your time back with one simple trick.
❌ just say “no”
🚀 This simple word can change your focus and your results like no other hack out there.
📆 Or maybe you’re like me sometimes and you’re not always comfortable saying no, and you naturally want to please people. That’s ok. Watch this video for a few alternate alternate methods and tips so you can free up your time and focus on what really matters.
Kris Lindahl is a nationally recognized innovator in real estate, marketing, leadership and community involvement. In 2014, he was Minnesota’s #1 real estate agent as ranked by Real Trends. In 2017, the Kris Lindahl Team rose to become one of America’s top real estate teams. And in May 2018, he fully embraced his own real estate model to form Kris Lindahl Real Estate, Minnesota’s premier independent real estate agency.
With a fundamental belief in leaving the campground better than you found it, Kris has supported countless organizations, including 23rd Veteran, Spare Key, Hope for Tomorrow and the Jacob Wetterling Resource Center. As with his approach to real estate, Kris believes that community involvement can go far beyond the traditional. Having built one of the country’s most popular real- estate Facebook pages (33,500+ followers and growing), he uses social media to engage the public, raise money, donate time and create invaluable awareness.
As part of his #BeGenerous mantra and educational background, Kris also devotes his time to teaching others. In addition to writing the Amazon bestseller SOLD!, he started the “Behind the Billboard” seminar series to help real estate agents continually hone their skills.
After growing my business from 61 Transactions in year one, 124 Transactions in year 2 and 164 Transactions in year three, here’s the single most important discovery I made that allowed my continued growth trajectory....
🛑 Where I Focus My Time and Where I Don’t...
The Game Changer was not doing more, it was actually focusing on doing less.
✅ Reducing
✅ Subtracting
✅ Eliminating
Check out the entire video to learn how you can build a sustainable growth trajectory for your business
Leann is well versed in national Real Estate Team Expansion. She led a successful real estate team into 27 locations, managed operations implementing systems and procedures, and wrote the onboarding manual for new agents.
Leann is an inspirational instructor who brings great insight as well as practical application to her classes. She also has a vast background in real estate: at age 22 she invested in her first real estate property, at age 25 she became a business owner, at age 30 she purchased her first commercial property in downtown Portland, and she has two rental properties that have brought in over 60k in revenue already this year. One of the reasons Leann agreed to do this interview was to teach more agents about how to mine their databases for potential investors. She has a strategy she can't wait to share with you about supporting hard-working single moms in your database by helping them with how to obtain their first investment properties... which will change their lives!
When Leann is not coaching, recruiting, teaching or team building, she enjoys watching her real estate investments grow on the Airbnb platform. She loves the chase of cryptocurrency and is an avid reader. In 2017 Leann founded her own non-profit Lifeline For Hope. LL4H supports mental health and raises awareness for suicide prevention. The organization achieves this by addressing an individual's need for food, clothing, shelter and a sense of community and provides solutions to those in need.
Lately we've had a lot of questions about Pie Giveaways for client events, and Seychelle offered to do an interview with me and discuss the process her team follows for the pie event (and other client appreciation events)!
Seychelle and her team have sold over 2,500 homes in Dallas/Fort Worth and Austin, Texas. With a passion for a Nordstrom style consumer experience, her clients receive exceptional service and 93% of their sellers receive multiple offers. The whole team at Van Poole Properties has a goal to be a client's Realtor for Life, so whenever they do an event or perk for their clients, it's with adding a value or service in mind. Seychelle has been named 30 Under 30 for NAR and is sought after to teach agents across the country on how to grow a business and culture that lasts.
😉 My Internet leads are better than yours.
Do you wanna know why?... because they get contacted.
I hear the complaints. I see the eye rolls when I say the words “internet leads”.
But here is the deal....
Your leads can be broken into three categories:
1) Those who are ready to buy immediately,
2) Those who will be ready to buy in the next 90-120 days
3) those who have no intention of buying in the next 12-24 months.
The first group is likely already being bombarded with ads and sales calls.
The second group is worth following up too
but we must remain patient and remember
we’re working on their schedule.
They aren’t buying based on when you need to cash a check.
The third group makes up the lion share of internet leads and this is what we’re focusing on today.
See most of your competition just ignores this group. But if they knew what I know, they wouldn't. In fact they'd focus on these leads the MOST.
Why? Because this group is made up of nearly 85% of all internet leads in this day and age. Thats right!!!
So while everyone is fighting over (you didn't think you were only person with this lead did you?) them, I'm certainly not ignoring
them, But doesn't make sense that the lion share of effort be applied to the larger portion of these potential customers?
Check out this week's episode with our biz tip for growing your real estate biz.
Sara Kalke is a real estate agent, coach, mom and adventurer from Edmonton, Alberta Canada. She is consistently in the top 3 individual agent in Edmonton-based RE/MAX offices 2018 year to date, in a highly challenging buyer's market.
She closed 105 real estate transactions as an individual agent in 2017, and has 89 firm transactions in 2018 year to date, while showing her 4 horses and having a blast traveling with her husband and 5-year-old daughter, Zoë.
As a real estate agent, she serves her clients through community initiatives, social marketing, and local knowledge. As a coach, she helps agents across North America find hope, clarity, and freedom in their business and lives.
In her talks, she tells the story of her journey of grit and perseverance, business building with simple systems and efficiency, loss. From her dad’s lessons on work ethic, finding independence, the loss of her first daughter, building her own real estate business, and now helping people through coaching, she encourages audience members to truly live their best life - a life without regret, a life with joy, passion, and courage.
The single biggest goal I hear from agents is “I want to double my business”.
My question is, why?
❓What are you chasing❓
❇️ More money?
❇️ More time?
❇️ Awards and recognition?
Everyone wants some level of more or better...
Most are looking in all the wrong places.
Step 1: Get crystal clear on what you’re after!
Step 2: Be sure you completed step 1. 🙂
Selling twice as many houses ain’t going to do you any good if you’re over spending or over working to get it.
Check out this week’s episode with a business tip for some help on this subject.
Brandon Green is an entrepreneur, and co-founder of Keller Williams Capital Properties, a network of eight offices in and around Washington DC totaling more than $2B in sales last year. Brandon is also a partner at MG Residential, a nationally ranked sales team responsible for $130 million in volume in 2017. Brandon is involved in a number of other business including title, home staging, and real estate development to name a few. Brandon is passionate about how entrepreneurism, innovation and business can solve some of the world’s most complex problems.
There’s NOTHING more frustrating than a Cancelled Sale...
I know it well...
I used to think it was all bad luck when a deal would fall out of escrow.
🛑 Until I discovered these simple steps I am going to share with you in this episode so I could tip the scales of “luck” in my favor...
Here’s just a couple that changed the game...
❇️ Call the lender and ASK these very specific questions (in episode)
❇️ Call the buyers agent and find out the expectations they’ve for the buyer
Check out the rest of the steps in the episode and...
Follow the simple proven process...
Watch your closing percentage rise and say good bye to sales that fail...
Tyler Hixson leads Agent Partnerships for Opendoor - the largest home buyer and seller in Arizona. Tyler began his career in education as a high school English teacher in North Carolina. After making the leap to real estate, Tyler has worked in general brokerage and represented builders and land developers before joining Opendoor. Currently, Tyler works with Realtors and Brokers across the country to help them build strategies and systems to grow their business by partnering with Opendoor.
🚀🚀🚀 How productivity can be enhanced with a TOOL to 📒
...Help you nail the day and have you Win By Noon.🕕
✅ 3 big goals for production and personal
🗓A year look ahead.
🗓 The next 3 months
📆 The next week
✅ The 4 Daily Activities Wins
Top 3 daily
What am I grateful for
Quality Conversations
Live Meetings/Appointments
✅
And so much more... Watch this video for a
look at a tool you can put into place right now
to help keep you honest and on task so you
can take your business to the next level.
Join us as we chat with Steve Valentine, a 3rd generation Real Estate Entrepreneur, and Mouthpiece for industry change whereby he encourages other real estate professionals to “put the oxygen mask on first” so they can truly help their clients build solid investment portfolios. Through creative techniques to buy homes, improve homes, and sell those homes, Steve and the rest of Valentine Group have moved over 3,000 families into new homes and new lifestyles all while improving industry practices and revitalizing Valley neighborhoods. Motivated and awed by how each Real Estate project impacts over 40 families and how repurposing homes affect entire communities, he takes joy in hearing a client’s story and taking a front row seat to their successful ending.
Join me as I chat with the incomparable Reed Moore.
Reed Moore is one of the leading agents of Keller Williams Realty and has built his business from 3 million to over 95 Million in yearly production.
Beginning with one partner agent and one admin in 2009, he has expanded his team to 5 locations in Alaska, as well as Spokane WA and Coeur d’Alene ID.
Reed has been featured on Agent Mountain, as a Best of the Best panelist at Family Reunion and Mega Camp for leadership, growth strategies, and business culture.
As a John Maxwell certified coach, Reed shares his passion for building those around him through training, teaching, and coaching.
Reed is a dedicated husband and devoted father to four children. He is an avid outdoorsman and enjoys boating, biking, camping, hiking and participating in local triathlons including the Coeur d’Alene Ironman.
Do you want success ? Or are you HUNGRY for success ?
Do you have big goals ?
Do you want more money ?
Do you want more vacation ?
In this video we'll share with you why:
🚫 Most people don't hit their business goals
💰💰 if you have Six Figure Goals, they will require Six Figure Actions 💰💰
And
✅✅ It's up to you to decide if you want your goals to become a reality or just remain a wish.
Get Hungry!
Happy New Year 🎊 🎉
✅ 2019 starts right now
That’s right...
EVERYTHING you do today will determine the results you experience in the first quarter of 2019...
🛑 2018 is over...
It’s finished..
Put a bow on it. 🎁
If you’re like Most People, the time has come to Break Out of that same old tired cycle...
...winding it down the last quarter and paying the painful price of a SLOW January...
It’s time to hit the ground running in 2019
It’s time to Double Down 🎲
✅ If you normally make 10 contacts a day...
Do 20...
✅ If you normally do 4 open houses a month...
Do 8...
Here’s the good news...
No one else will do it...
They will fold up their tent and Pack It In for the year while...
You’re having your Best First Quarter Ever...
...Because YOU Are Going To Double Down