Club Wealth TV - SoundSage

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Discover the power of SEO (Search Engine Optimization) and how it can boost your online presence, ensuring potential clients find you easily. Learn effective strategies to leverage social media platforms and maximize your reach to attract and engage with prospects. Moreover, gain insights into the 3 Habits of Success that top-performing real estate agents swear by. Uncover the secrets to maintaining a winning mindset, cultivating strong relationships, and staying ahead of the competition.

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Moreover, gain insights into the 3 Habits of Success that top-performing real estate agents swear by. Uncover the secrets to maintaining a winning mindset, cultivating strong relationships, and staying ahead of the competition.

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From overcoming personal challenges to leading a team and closing deals, Coach Michael Hellickson and Coach Virginia Corbett offers valuable lessons and inspiration for agents at every level. Tune in for engaging storytelling and expert advice to thrive in the competitive Real Estate landscape.

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Join Coach Sharif Hatab and Coach Michael Hellickson as we cover everything you need to know to CRUSH 2024!

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Join us for an insightful discussion covering a spectrum of topics crucial for real estate professionals. From navigating team dynamics to fostering transparency with clients, we delve into the nuances of daily habits, prospecting strategies, and the role of technology like AI and CRM systems. Get insider tips on nurturing team culture, engaging activities, and exploring diverse lead sources. Stay ahead with updates on interest rates for 2024 and insights into Google LSA and reviews. Whether you're starting a team or considering joining one, this session offers valuable perspectives for success in the ever-evolving real estate landscape.

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Austin Hellickson tells us the ups, downs, and specific how-to of listing 220 homes in his first 2 years a Real Estate Agent!

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Dive deep into the world of Real Estate success with Coach Jason Lash as he shares his insights on leveraging AI and tech, building a high-performing team, and adopting winning habits. From the power of investing in stocks to mastering lead sources, Jason provides valuable advice for agents at every stage of their career. Join us for an engaging conversation on controlling what you can, thriving in the ever-evolving real estate landscape, and the impact of technology on the industry. Whether you're a seasoned pro or just starting, discover actionable strategies to boost your business and elevate your success in the competitive Real Estate market.

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Coach Donnie Morrow and Michael Hellickson discuss how to rise above the national media and market noise and have your BEST YEAR YET as a real estate agent or loan officer in 2024!

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Real Estate Agents: Want to know the 3 HOTTEST Lead Sources and the TOP 3 Recruiting strategies that the FASTEST GROWING Teams are using RIGHT NOW in YOUR MARKET??

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Systems and tech you need to simply and consistently close 75+ transactions per year almost on autopilot! - With Club Wealth Coach Scott Love

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Doubling Team Member production YOY... How you can reenergize your team FAST, and without spending oodles of time or money doing it.

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In this podcast Discover how this renowned agent and coach Jason O'Keefe achieves an astounding 150-250 home closures annually using just four lead sources. Gain insights into O'Keefe's innovative strategies and learn how he mentors others to replicate his exceptional success in the competitive real estate landscape. Join us to unlock the secrets behind O'Keefe's remarkable achievements and redefine success in the Canadian real estate market.

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Join Coach Linda Welsh and Coach Monique Gilbert, highly accomplished Real Estate agents and Club Wealth coaches. Delve into the strategies employed to cater to investor needs, comprehend their specific criteria, and provide essential information crucial for rapid property analysis and decision-making. Gain insights into Coach Linda and Coach Monique's expertise in finding suitable properties and understanding investors' diverse preferences. Explore valuable tips and strategies for navigating the real estate market, highlighting the importance of personalized approaches to meet the dynamic demands of clients and investors alike.

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Coach Erick Harbert Reveals Daily Schedule & Strategies for Real Estate Agents for MORE CLOSINGS!

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Michael Hellickson with special guest Mark Daya explains how to get organic seller leads at no cost on-demand.

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Youth and Leadership with Amber Santa Ana

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Youth in Leadership with Kelley Mahoney

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Learn more about Youth Squad and Business Strategy Mastermind 2023

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Get a peek at how the Hellickson Family works together to maintain a positive impact in the family and business and what you can do to have the same experience in business with your family.

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Erick Harbert and Michael talk about how you can do the recruiting with 2 recruiters

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Coach Jason O'keefe and Michael Hellicskon go over how agents in Canada are recruiting to build teams

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Michael Hellickson and Nicole Gaudet talk about recruiting systems and what it's like to go from doing the recruiting yourself to hiring two recruiters for your team and much more.

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In this EXCLUSIVE Club Wealth TV Episode, two top real estate agents battle it out to see who can get the most listings for 2022!

Who will come out on top? Watch now and find out!

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In this episode of the Club Wealth Podcast, we talk with our favorite tax expert Mark Kohler, about what real estate agents need to know about the 2022 tax year. This information will help you stay ahead of the curve and make sure you're taking advantage of all the new changes in the new year!

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Do you want to get into real estate but don't know where to start? In this episode of the Club Wealth TV Podcast, we discuss finding your specialty in real estate and why that's so important. Michael Hellickson CEO of Club Wealth and Club Wealth Coach Aaron Drussel give world-class tips that helped them build their own empire in the real estate world. Listen now and learn how to make money like a pro!

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This week we had legendary real estate power couple and Club Wealth Coaches Keith and Kelly Jackson!

We had the opportunity to talk to them about building their teams in Houston and the DC area, and what growth has done for them!

Don't miss out on this episode!

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Michael Hellickson sits down with Club Wealth Coaches Chelsea Dillick and Brad Burnes to talk about the importance of success for yourself and your team.

12:38 might be the best part of the episode!

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The Return of Club Wealth TV!

We are so happy to be back and to be talking with some of the most successful agents in the nation. In this episode, Michael Hellickson talks to Lee garland and Nicole Gaudet.

Lee Garland-

As the CEO and Owner of the Garland Group in Jackson, Mississippi Lee oversees day-to-day operations and development. He keeps up with industry standards by serving on various boards and committees for the Jackson and Mississippi Association of Realtors and stays on the cutting edge by attending important events such as the Mid-Year Legislative Conference for the National Association of Realtors.

Nicole Gaudet-

Is the team leader of one of the fastest-growing teams that services both the Baton Rouge and New Orleans markets. Is also a proud veteran of the United States Army. She was originally licensed in Texas in 2003 and mostly did Multi-Family then moved to Louisiana in 2015 and obtained her license in August of 2017.

In 2018, Nicole's first full year as a licensed agent she won rookie of the year and was in the top 5% of my market center. She joined Club Wealth in Feb of 2019 and began to grow my team. Within 6 months they grew to a team of 12 agents and closed over 80 units! They are projected to close over 250 by the end of the year.

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The concept of reaching out to people hasn't changed over the decades but the way that you do it might be a little bit different. We went from using directories to leveraging technologies in order to engage our communities. If you want to be successful right now and don't have a lot of money for marketing or resources, pick up the phone. It's the easiest and cheapest way to do so!!

Engage with your communities and think long term! Support locally, this can help you solidify your place within your community plus you support a greater cause. Building that relationship and knowing your audience allows you to speak directly to them. When you send emails, texts, these communities will be more likely to engage because they know your name. Network with you niche!!

Three of the Many Things You'll Learn In This Episode

A step by Step Guide to Dominating Your Community/Farms through strategic Outreach Efforts
Micro-Marketing Suggestions To Acquire Your Dream Client
Leveraging Basic Technology to Maximize Response Rates

Get the download here: www.clubwealth.com/cole

--> Step-by-step instructions to upload lists to Facebook to create a custom audience.

Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/

Join Club Wealth University:https://clubwealthu.com/

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When you're looking to recruit, newer agents DON'T KNOW WHAT THEY DON'T KNOW. They will need training and that's okay, anyone can be trained for a position. Most excel with just a little training.

The fast track program begins with orientation and plugging them into your system. Then mindset training- SWOT analysis, affirmations, journal, etc.- how do they want their business to look and what goals do they want to achieve. Identify the 4-6 things you have to do where at the end of the day you feel like you WON the day. What do you have to do to have that feeling every night? And so much more....

Help build confidence within newer real estate agents, instead of a 4/5 month training, Brian wants to teach you how to accelerate that process. He can't recall where an agent on his team hasn't been paid within the first 90 days with this program!!

In this episode, we talk with Coach Brian Beatty about a successful fast track program for every real estate agent!

Three of the Many Things You'll Learn In This Episode

How I train Agents before they’re licensed
What they can do to start to generate income opportunities before they’re licensed
Creating loyalty among your agents

Guest Bio

Brian Beatty, President and Lead Agent of the Brian Beatty Team, became licensed in 2006 and has been ranked in the Top 1% of all Realtors in Charleston, SC since 2009. In 2011, Brian was the #1 Agent in the Southeastern US for # of transactions and sales volume. Now, Brian owns and operates one of the most successful real estate Teams in the Carolinas, hosts the #1 real estate radio show in the Carolinas, invests regularly in real estate (flips, rentals, private money loans) and is a real estate coach for Club Wealth.

Get the download here: https://clubwealth.com/agentfasttrack/

Check out Coach Brian: https://clubwealth.com/club-wealth-coaches/brian-beatty/

Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/

Club Wealth University: https://clubwealthu.com/

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We try to overthink this Real Estate game and it's really all about some simple facts and if we follow these rules, get clear on the rules and good really with them it can make things easier everyday.

Surround yourself by the best and most experienced, learn from those that are the most successful and are producing the most. Embrace fear, Real Estate is jumping into a huge world of the unknown. Set the habit of financial responsibility and continue to learn for your success.

In this episode, we talk with Coach Karlyn Ellis about her priorities and the tactics she used when starting her business!

Three of the Many Things You'll Learn In This Episode

Being Proactive with Your Use of Time Instead of Reactive:Be the BOSS of your time. Just like your finances, tell each one of your minutes where to go. Be proactive, try a calendar, perfect daily schedule, reminders to tell you what to do with your time. Build those habits.
Conversations, Conversations, Conversations:You have to talk to EVERYONE and ANYONE who is willing to listen. Start talking to people at grocery stores, social media, through text, etc. If you think "I don't have enough Real Estate" it's because you're not having enough conversations.
Skillset: Need to Work on the Sales Skills:Be a sales STAR, you have to learn the scripts and overcome objectives. Be an expert in the area you're selling, know the basic contracts and what a listings agreement says. There's a lot of education involved but remember it's a balancing act.

Guest Bio

Karlyn Ellis got out of full-time production in 2018 as a $20 million a year producer to dedicate her time to her new baby, Realty ONE Group Prosper. She owned an independent brokerage for 9 years prior, but in 2018 it was time to build and conquer. Today she sits on the BOD for ABOR (Austin Board of Realtors) and her company has two locations with over 130 agents located in Central Texas.

Get the download here: www.clubwealth.com/mustdos

Check out Coach Karlyn: www.clubwealth.com/club-wealth-coaches/karlyn-ellis/

Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/

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Do you want to steadily increase your income year after year?

Don’t miss CWTV as Coach Kellie Revoir discusses how she grew her business to a skyrocketing level in 4 years!!

Learn some of the best strategies on how to grow, not only yourself, but your brand!

Get ready with your questions as we discuss:

Building A Team
Creating The Right Culture
Focusing On Helping Your Team Produce

Join us LIVE on Facebook at 8am PST every Tuesday for Club Wealth TV.

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By now, we all know how important video is in getting our databases to know, like, and trust us. However, many of us are held back from getting started because we just don’t know what to say.

Getting over the fear of being on camera is one thing, but figuring out what to speak about in our videos is a challenge all on its own. Where do we even begin to look for topics sure to excite our audiences?

With so much video content online already, we also have to think about what will be most relevant to our databases. How can we be sure we’re sharing the content people want?

In this episode, co-founder and CEO of Vyral Marketing, Frank Klesitz shares how to find topics that attract bigger audiences and retain the viewership we already have.

"When it comes to video topics, Q&A is the way to go. " -Frank Klesitz

Three Things You’ll Learn In This Episode

Why asking questions is crucial for effective marketing:

To get the most out of our marketing, we have to go beyond sharing content with our audiences and truly engage with them. Stimulate meaningful conversations by creating Q&A videos and using social media to ask our databases their thoughts. * How to make sure we’re creating the content people want:

Picking a topic for our videos can be a daunting task, but we have all the answers in our emails. Look for recent questions received and turn the response into a video- there are bound to be others in our database with similar concerns. * The content that will elevate us to experts in the eyes of our audience:

Everyone is interested to know how national stories will impact them personally, so take a look through recent real estate-related stories on Google News and put a local spin on them. That being said, it’s always wise to stick to the story itself and avoid getting into the political side of it.

Guest Bio

Frank Klesitz is the CEO and co-founder of Vyral Marketing, a 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.

To find out more, go to:

http://clubwealth.com/vyral/

https://www.getvyral.com/

https://www.linkedin.com/in/fklesitz

Other links mentioned in this episode:

https://zapier.com/

clubwealth.com/pds

World Class Buyer Agent by Michael Hellickson, Ron Anderson, Cheri Benjamin, Brain Curtis, and Jesse Zagorsksy

https://clubwealth.com/buyeragent/

The Richest Man in Babylon by George S. Clason

https://www.amazon.com/Richest-Man-Babylon-George-Clason/dp/1505339111

Rich Dad Poor Dad by Robert Kiyosaki https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194/ref=sr_1_1?dchild=1&keywords=rich+dad+poor+dad&qid=1601553961&s=books&sr=1-1

Cash Flow Quadrant by Robert Kiyosaki https://www.amazon.com/Cashflow-Quadrant-Robert-Kiyosaki-1999-08-02/dp/B01K16JROW/ref=sr_1_3?crid=4SM7WXA4F9ZA&dchild=1&keywords=cashflow+quadrant+robert+kiyosaki&qid=1601554021&s=books&sprefix=cash+flow+quadrant%2Cstripbooks-intl-ship%2C383&sr=1-3

Networking with Millionaires by Thomas J. Stanley https://www.amazon.com/Networking-Millionnaires-Thomas-Stanley-Ph-D/dp/0743507940

The 7 Habits of Highly Effective People by Stephen R. Covey https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1982137274/ref=sr_1_1?crid=2FA52PG2VPT6J&dchild=1&keywords=7+habits+of+highly+effective+people&qid=1601554198&s=books&sprefix=7+habits+of+%2Cstripbooks-intl-ship%2C380&sr=1-1

And to connect with Michael, head to

https://www.facebook.com/michael.hellickson

For 17 of Club Wealth’s BEST lead sources, text ‘Club Wealth’ to 727 287 5993

The 7 Habits of Highly Effective People: 30th Anniversary Edition

Cashflow Quadrant by Robert T. Kiyosaki (1999-08-02)

Rich Dad Poor Dad: What the Rich Teach Their Kids About Money That the Poor and Middle Class Do Not!

Richest Man in Babylon - Original Edition

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When times get tough, most people struggle to feel motivated, and real estate professionals are no exception. 2020 has brought its fair share of challenges and many of us have been left feeling less than inspired. How can we get back into the zone?

The truth is, no matter what’s going on in the world, there will always be an opportunity for us to see great results. Sometimes we just need someone else to help us see where those opportunities lie.

Coaching is undoubtedly the best way to build successful businesses in any market, but how can we be sure we’re working with the best coach for our own needs?

In this episode, host of the Keeping it Real podcast, D.J. Paris and I speak about the importance of coaching and what makes ClubWealth®️ unique.

If you want to climb to the top of the mountain, you need to go with someone who has done it before. -Michael Hellickson

Three Things You’ll Learn In This Episode

How to be sure we’re working with the right coach:

When we decide to hire a coach, we have to find someone who has been where we want to be. Don’t expect to be guided by someone who hasn’t taken the path themselves.

How to re-think accountability:

Many of us feel uncomfortable admitting that we need help, but all of us need someone to guide us in the right direction. Most agents simply don’t have the motivation to follow through on goals on their own, and that’s okay!

How ClubWealth®️ goes beyond holding clients accountable:

While many coaching programs stop at accountability, ClubWealth®️ gives agents the tools to take action. Don’t settle for being told to follow through, ask for the roadmap.

Guest Bio

D.J. Paris is the President of Sales and Marketing at Kale Realty. He is passionate about helping agents learn more from top producers who may not have time to coach, but are happy to share their successes. D.J. started the Keeping it Real podcast as a way to connect agents with the best information available. D.J. is also the owner of DJP3, a digital consulting firm aimed at helping small businesses build their brands and generate leads with SEO, social media, new media, and email campaigns.

To find out more, head to:

https://keepingitrealpod.com/

https://www.facebook.com/keepingitrealpod

And to find out more about ClubWealth®️, visit:

https://clubwealth.com/

https://www.facebook.com/groups/clubwealth

http://clubwealth.com/leads/

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Technology and social norms have given us an opt-out of difficult conversations, and most agents jump at the chance to avoid uncomfortable topics. However, if we want to maximize our results, we have to be willing to dive into unsettling discussions.

As more people lean into text messages to convey tough realities, communicating in-person has become an art form. We have to master the art of talking about potential challenges with our clients, face to face.

Still, a lot of us simply lack confidence. How can we become more comfortable with having uncomfortable conversations? Does sharing hard truths with our clients make us more likely to fail or succeed?

In this crossover episode, Co-Hosts of the Real Estate Uncensored podcast, Matt Johnson and Greg McDaniel join me to discuss how to approach tough topics.

Three Things You’ll Learn In This Episode

How to make difficult conversations less awkward for everyone involved:

Simply not making eye contact is a great way to ease the pressure of an uncomfortable situation. Create a matter-of-fact dialogue with minimal eye contact to avoid embarrassment all-round.

Why we need to stop fearing fallout from hard truths:

Our clients are happiest when they get what they want, so don’t be afraid to tell them about anything standing in their way. It’s easier to engineer a solution when all the cards are on the table.

How honesty helps build trust from our earliest interactions:

Cliche as it may sound, honesty is the best policy. Being upfront with our clients from day one shows them we have their best interests at heart.

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When covid first hit, there was massive panic and fear about what it meant for real estate. Ultimately, because real estate was deemed an essential, most agents were not affected. In fact, many agents actually saw success like never before.

The problem is, we’re not quite out of the woods yet. We’ve been lulled into a false sense of security. This is a temporary state, and many agents who have responded by relaxing are making a huge mistake.

What are some of the fatal errors people in our industries are making? What are the things we should be focusing on right now, and how will they pay off in a huge way in the near future?

In this episode, we’re joined by Real Estate Uncensored co-hosts, Greg McDaniel and Matt Johnson. We talk about the actions agents should be taking right now to have stability and growth when the market inevitably shifts.

The biggest threat to agents and brokers right now is complacency. -Michael Hellickson

Three Things You’ll Learn In This Episode

How financial stability makes us more innovative:

Stockpiling cash isn’t just for us to deploy to grow our businesses. It also gives us the freedom, mental space, and stability to be creative and aggressively go after new opportunities. That level of creative thinking doesn’t take place when we’re worried about our next paycheck.

Why this is a great time to bring talent into our organizations:

We have the opportunity to attract top talent now more than ever before because so many people lost their jobs. However, it’s impossible to take advantage of this newly emerged high-level workforce if we don’t have the cash or resources for it.

The biggest mistake agents make in a crisis:

When cash becomes tight, many agents who are struggling will stop paying for lead sources and bail on their zip codes. The problem is, this will ultimately lead to the loss of our pipeline, the loss of future income, and the loss of real estate agents who expect us to provide leads.

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Agents are notoriously bad at generating leads, but we’re even worse at following up with them. If we want to boost our chances of success, we have to change that.

We have to stop giving up so easily. A lead not answering our calls isn’t a sign they aren’t interested, it’s a sign we need to follow up tenaciously until we get a response!

How can we follow up when a lead doesn’t respond right away, and where can we contact them outside of the traditional phone call? How can we make sure we stay in front of our leads no matter what platform of communication they prefer?

In this episode, CEO of Sisu, Brian Charlesworth and I discuss how to improve our follow up game and how that will impact the business.

Want to make money? Learn how to generate leads and follow up at a high level. -Michael Hellickson

Three Things You’ll Learn In This Episode

How to expand our net of communication Stop relying on phone calls and emails alone to communicate with leads. Phone, email, text, video text, video email, and Facebook stalk them; we have to ensure we’re available on every platform they use.
How to use the Club Wealth Rule of 3 Systematize follow ups for a better chance of success. Reach out to leads 3 times a day for the first 3 days, 3 times a week for the next 3 weeks, and 3 times a month for the next 3 months.
Why upping our follow up game is non-negotiable Many of us may think we have exclusive leads, but with consumers sharing their information on so many platforms, it’s simply not possible. If we want to beat our competitors, we have to be the first and only option our potential clients see.

Guest Bio

Brian Charlesworth is the host of GRIT: The Real Estate Growth Mindset podcast. He is also the CEO of Sisu, the world’s first Growth Automation Software for the real estate industry.

To find out more about Brian and to listen to the podcast, head to:

https://www.linkedin.com/in/briancharlesworth

https://sisu.co

https://podcast.sisu.co/

Books and offers mentioned in this episode:

The Richest Man in Babylon by George Clason https://www.amazon.com/Richest-Man-Babylon-George-Clason/dp/1505339111

Rich Dad Poor Dad by Robert Kiyosaki https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194

World Class Buyer Agent by Club Wealth https://www.amazon.com/World-Class-Buyer-Agent-Wealth-ebook/dp/B07KCR7BXF

Text 727 287 5993 ‘Club Wealth’ for 17 best lead sources

World Class Buyer Agent (Club Wealth Book 1)

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A turbulent market brings forth opportunities for real estate agents who have the right systems set up in advance. The 2008 crash created the REO and short sale opportunity, and we’re anticipating the same trend with the coronavirus crash.

The people who will capture this opportunity are already focusing on the right activities. If we don’t have our businesses set up correctly, we’ll miss it.

At a time like this, agents who run teams are better suited to provide the kind of client service required. Running a team doesn’t have to mean a lot more work. In fact, it can make things run more smoothly and provide a better experience for clients.

Why are we better positioned to serve the client within a team structure? How do we find the opportunity in short sales?

In this episode, I’m speaking with the host of the Think Bigger Real Estate Show, Justin Stoddart. We discuss how to do high volume on a small team, segmented workflows, and what we can expect with short sales.

It doesn’t take a lot of time to lead your team, you just have to do it well during the time that you have. -Michael Hellickson

Three Things You’ll Learn In This Episode

How teams provide a better experience than a solo agent A solo agent can’t be in two places at once, and they can’t be available to fill all the roles required to deliver a solid customer experience. With a team, there’s systems and leverage so there’s never delay or drop in the quality and consistency of the communication.
How to step away from production and still generate leads So many agents are too anxious to get out of production, but the decision is usually driven by ego or the wrong idea of running the team. Once we get out of production, the work doesn’t stop. Our new lead generation becomes recruiting, and we need to approach it the same way we approach lead generation.
How to prepare for short sale opportunities There is an opportunity for short sales in this current market. There are people who recently bought their homes and haven’t built up enough equity yet. Short sale opportunities come to us the same way every other lead does, by generating leads, having conversations, and following up.

Guest Bio

Justin is a Title and Escrow Industry Challenger at Old Republic and the host of the Think Bigger Real Estate Show. He is also the author of the upcoming book, The Upstream Model: The New Rules For Growing a Professional’s Business Margins and Identity. For more information, visit https://justinstoddart.com/ and follow on @justinstoddart.

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We’re in the midst of an economic shift, but that doesn’t necessarily spell disaster. If we can follow in the footsteps of top producers, we’ll see great results regardless of the state of the market.

Top agents understand that their habits during economic declines shouldn’t be too different from what they do in economic upswings. It all comes down to cultivating effective habits.

Which habits do we need to bring into our business routines, and how can we adapt them for maximum results?

In this episode I’m joining Jeff Pfitzer, General Manager at USA Mortgage and host of the Lab Coat Agents Podcast, to discuss the habits that keep top producers successful in any market.

Whether we’re successful or not all comes down to one thing, habits. -Michael Hellickson

Three Things You’ll Learn In This Episode

Why top producers don’t rely on one lead generation source Over the past few years, referrals have not been contributing as much towards the average agent’s business. This trend will only continue as we head into a down market. We have to adapt to the changes and diversify our lead flows.
How successful agents eliminate competition during follow-up Stand out to consumers by being the first and only agent they speak to. Follow up with leads within 20 seconds and keep them on the line for at least 5 minutes. Once we’ve used that time to build rapport, most leads won’t contact other agents, and most agents won’t try follow up.
How being considerate helps us convert A lot of agents make the mistake of having buyers be pre-approved, because that makes our lives easier. Newsflash: We should be making their lives easier. Take clients on one appointment before asking for pre-approval or pre-qualification.

Guest Bio

Jeff Pfitzer is the General Manager at USA Mortgage over the areas of St Louis and other Midwest markets. Jeff is also the host of the Lab Coat Agents Podcast.

To find out more, head to:

https://www.labcoatagents.com/speakers/jeff-pfitzer/

https://pfitzermortgageteam.com/loan-officers/jeff-pfitzer/

To get 17 of Club Wealth’s best lead sources, text ‘Club Wealth’ to 727 287 5993

And to join our Mastermind group, head to: https://www.facebook.com/groups/ClubWealth/

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When we’re experiencing an interruption of our daily practices as we are right now, even the top producers can get challenged. What separates them from other agents is how they set up their businesses in advance so that the pandemic doesn’t stop their growth.

There are certain activities that are not only critical, but non-negotiable. These pillars of business will never change, even in a pandemic.

Instead of making major changes in response to this crisis, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.

What are the core pillars that will pandemic-proof our real estate businesses? How do we make sure our businesses deliver on emerging consumer demands? What do we need to change in our business models?

In this episode, I’m joining Century21 The Harrelson Group’s Greg Harrelson and Brendon Payne to discuss how to respond to this market.

Keep doing all the activities you used to do, but do them differently. -Michael Hellickson

Three Things You’ll Learn In This Episode

The one activity that will always be necessary in our business

Lead generation is non-negotiable for business owners, no matter which industry they’re in. If we don’t generate new leads regularly, we’ll be out of business before we’ve even started. Generate leads every single day, and look into new lead sources every quarter.

Why we need to speed up our follow up

Following up with leads is a vital step, and we must increase our speed to leads. Get in contact with potential clients in 30 seconds or less. Anything longer is too long.

Why we need to put our clients first

Far too often as agents we speed through transactions, but we shouldn’t. Instead of rushing things for our own benefit, we have to keep the client in mind and take every part of the process one step at a time.

Guest Bio-

Greg is a coach and Owner of Century 21 The Harrelson Group and Brendon is an agent and Partner at Century 21 The Harrelson Group. Visit https://www.c21theharrelsongroup.com/ for more information.

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With the right amount of people in our database, it’s possible to build a business operation that can take us from active income to passive income. That means no longer chasing commission checks and transactions, but actually building lasting wealth.

What’s the secret? It comes down to building relationships.

Instead of building a database to generate leads, we can build relationships that keep on generating actual business for years to come. That’s the path to becoming a passive-income earner in real estate.

How do we start cultivating database growth for the purpose of passive income? Why does recruiting become more important as we scale our database? In this episode, CEO and co-founder of YLOPO, Howard Tager discusses how our real estate businesses can become the ticket to true wealth.

The goal is building something that earns money beyond your own working hours. -Howard Tager

Three Things You’ll Learn In This Episode

Tech can help us capture interest and channel it into relationships We have the tech and tools at our fingertips to know when people are thinking of buying or selling early in the process. Building systems to track and capture the interest signals is the first step to building a solid database of relationships.
As our database grows, our recruiting has to match The true growth bottleneck isn’t leads, it’s our team. As we grow our database and relationships, the challenge becomes recruiting the right talent fast enough and retaining them for long enough to grow a world class business.
Change our mindset and the expectations we set for our database Don’t think of a CRM as a database of leads, think of it as a database of relationships. The word “lead” dehumanizes people, and makes us only see them from the perspective of short-term, transactional appeal. A relationship is something you develop with the intention of long-term nurture.

Guest Bio

Howard is the Co-founder and CEO of YLOPO. He is an entrepreneur, investor, and executive with a successful track record in real estate technology, digital marketing, and investment. Howard has started, grown, and successfully sold two companies (Ivy West and TigerLead) to large public companies.

To hear Howard and other great real estate, tech and marketing leaders speak at YLOPO’s Marketing and Technology Summit, visit marketingandtechnologysummit.com. Learn more about YLOPO here.

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With so many agents using Facebook to build connections and find leads, the platform has become saturated. Now is the time to move to another, under-utilized space: Linkedin.

Linkedin offers agents an opportunity to grow our professional networks and SOIs, but it also gives us the opportunity to find interested buyers and sellers.

How can we use Linkedin as real estate agents? What should we be including in our profiles to make sure we build great connections with the right people?

In this episode, Coach Lindsay NcCorchuk and Casey O’Toole of My Linked Solution share how to get 50 leads in just 2 days, using Linkedin.

It’s not easy getting 2500 views on Facebook- but it is on Linkedin. -Michael Hellickson

Three Things You’ll Learn In This Episode

Linkedin is relatively under-utilized by businesses at the moment. Seize the opportunity and act now
Write a great Linkedin bio and be sure to only share content relevant to real estate
Don’t be afraid to include an existing SOI on Linkedin; make sure friends and family know our value propositions

Guest Bio

Coach Lindsay NcCorchuk is a Tier 1 coach at Club Wealth. She is also the Owner and Team Lead at Lux Home Team in the Greater Seattle area. Lindsay has also always been an entrepreneur at heart, having owned an espresso stand at 18, and later managing a high end cosmetic dermatology office.

To find out more about Coach Lindsay, visit: https://clubwealth.com/club-wealth-coaches/lindsay-nccorchuk/

https://www.linkedin.com/in/lindsaynccorchuk

Casey O’Toole is a top-producing Real Estate Agent in Santa Barbara. He is also the developer of My Linked Solution, a highly effective lead generation platform.

To find out more about Casey, head to:

www.theotoolegrouprealestate.com

clubwealth.com/linkedinprofits

Links mentioned on this episode:

clubwealth.com/linkedinworkshop

Marketingandtechnologysummit.com

And to find out more about the Linkedin Sales Navigator, visit:

https://business.linkedin.com/sales-solutions/sales-navigator

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To run successful businesses, we have to automate, delegate and eliminate tasks that aren’t our best and highest use of our time. We shouldn’t be using our precious time to update listings on our social media, we need a system that does it for us.

Does a system like this even exist? And if it does, is it available at a realistic price point?

Listings to Leads offers arguably the best ROI on leads. It’s for this reason that the coaches at Club Wealth use and endorse it. The real question we should be asking is, why aren’t we all?

In this episode, Coach Angie Cody and CEO of Listings to Leads, Scott Pierce share how the upcoming Listings to Leads workshop can help agents get 100 leads in just 2 days - guaranteed!

Listings to Leads is the best technology out there- it’s arguably the best ROI on leads. -Michael Hellickson

Three Things You’ll Learn In This Episode

Set up a Listings to Leads profile and syndicate listings. This allows the system to auto post our listings to social media so we don’t have to!
Record a video that outlines past transactions and how we overcame challenges with listings. This can be added to Listings to Leads and shared across all our social media platforms as marketing.
Take advantage of the AI bots on Listings to Leads. The bots communicate with leads so we don’t have to, but we still have the option to enter the conversations ourselves at any time.

Guest Bio

Angie Cody is a Tier 2 coach at Club Wealth. She is also the Team Lead/Owner of the Angie Cody Real Estate Team at Exp. Over the past year, Angie has done over 20 million dollars in transaction volume and closed over 100 transactions.

To find out more about Angie, visit: https://clubwealth.com/club-wealth-coaches/angie-cody/

Scott Pierce is the CEO of Listings to Leads. As a former technology industry insider, Scott has worked with Silicon Valley firms including Oracle, Intel, Apple Computer and Cisco Systems, among others. Scott has developed and successfully implemented the listings-to-Leads (L2L) strategies and tactics at leading real estate brokerages across the United States.

To find out more about Scott, visit:

https://www.listingstoleads.com/about-us

Links mentioned on this episode:

clubwealth.com/l2lworkshop

www.clubwealth.com/l2l

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The further up we go in the tiers of business, the more important the recruiting piece becomes. If we want to keep growing, recruiting has to be a priority. As we grow and scale, recruiting needs to become part of our lead generation system.

A successful recruiting system doesn’t happen overnight, it’s a process that we need to be consistent and focused on so we can weave it into every aspect of our business.

Why is recruiting a paramount skill we need to have over the next few years? What retention mistakes are we making and how can we solve them? In this episode, coaches and business owners Grant Wortman and Long Doan talk about recruiting and how to make it a priority in our businesses.

You have to be unbelievably crystal clear about what you have to offer, where you’re going and where an agent can fit in. -Grant Wortman

Three Things You’ll Learn In This Episode

The Power of a Unique Recruiting Proposition (URP) People need to be aware of where they fit into what we’re doing and what we’re building. If not, whatever offer we give them just won’t be compelling and attractive enough.
How to attract recruits through what matters to them When you provide enough value to your recruits, and care about helping them find their purpose and achieve their big why, details like splits and money become secondary.
Why we shouldn’t take people leaving our teams personally Don’t look for people to stay with your team forever, but also be open for them to leave and even come back. Expect a certain amount of attrition and turnover as a natural part of growing and scaling your business.

Guest Bio

Long Doan is a real estate coach and broker/CEO of the Long Doan team at RG Realty Group. He has been in the real estate industry for 25 years. As the top 1% Agent in Minnesota and in the country, he has a proven track record. His company is one of the fastest growing real estate brokerages in Minnesota, providing a full-service real estate brokerage where they handle all types of real estate transactions, ranging from Traditional to Luxury, Short Sales to Bank Owned, Investments to Non-Performing Notes acquisition, Property Management to Rentals, and Commercial to Businesses.

Grant is the broker owner at Chamberlain Realty. Grant has been serving clients realty needs since 2008. He's been intimately involved in many facets of the real estate industry. As a former professional home inspector, property manager, amateur home flipper and media producer, he has the ability to see things others may not and market properties in unique and effective ways. Grant began selling homes in 2015 and quickly became among the top 10% of real estate agents across the nation based on gross annual sales. He opened Chamberlain Realty LLC in 2017 with a passion to provide the best listing services in the OKC Metro area.

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To increase our chances of success, we need to get more listings. To do that, we have to ensure we show up to appointments prepared. We want to go in knowing what to say to clients, without running the risk of information fatigue.

Setting up checklists which we regularly add relevant pointers to is a great place to begin, but that’s just the start.

How can we prepare efficiently and effectively for a listing appointment?

On this episode, Coach David Stites shares how to increase our success ratios by being more prepared for appointments.

Be prepared to feel confident from the first appointment. If you seem unsure, the client will question you every step of the way. -David Stites

Three Things You’ll Learn In This Episode

The importance of looking the part One of the best ways to show potential clients we’re prepared for an appointment and take their time seriously is by looking the part. Dress professionally for every appointment.
How to ask the right questions Stop asking ‘yes or no’ questions: Formulate questions that ask if clients are ready to sell with us, without overtly asking for their business. One of the biggest things holding agents back from closing is their feelings of discomfort. Eliminate the awkwardness by asking questions that get us to an assumptive close.
Why we need to keep a listing agreement on hand While a lot of agents like to think electronic agreements are the way of the future, our safest bet is to keep a few physical copies of listing agreements with us, wherever we go. This gives us the chance to sign before leaving, and stops us from leaving anything to chance.

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To differentiate ourselves from every other agent in the market, we have to change up our marketing and stop relying on just one method of communication. If we want to make a big impact on our leads, we need to have a multi-channel marketing strategy.

How can we approach calls in a way that sets ourselves apart from the competition?

One of the key things we have to remember before even dialing a lead’s number is preparation: we have to do our research before attempting a conversation.

On this episode, Club Wealth Coaches Brian Curtis and Mark Benefiel, along with sales and marketing coach Isaiah Colton, share how to have more effective phone conversations.

You have to engage with your database through multiple platforms. -Isaiah Colton

Three Things You’ll Learn In This Episode

Do something different to get through the door. Instead of simply making calls, we need to contact our leads through multiple channels.
Be strategic: we can’t just sit down and start calling our leads, we have to be prepared for them. Set aside time to prepare for calls.
Make the calling list and do research the night before making calls. This saves a lot of time and ensures we go into conversations with more confidence.

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There has never been a better time to use social media marketing than 2020, but we have to be sure we’re using social media to have genuine, one-on-one conversations with our audiences. Platforms like Facebook Messenger give us the opportunity to do just that.

How can we run ads in Facebook Messenger? Is there a way to create a lead funnel on the platform and what does that funnel look like?

To get the best results with our Facebook Messenger ads, we have to make sure we nurture our audiences through every step of the funnel.

On this episode, Coach Christy Lundy introduces us to Freddie Sahhar, a Realtor at Pinamonti Lundy Group at Windermere Homes & Estates. Freddie shares how to create a Facebook Messenger lead funnel.

Only run your Facebook Messenger ads when you feel you can respond to them- the worst thing you can do for your business is not respond to messages quickly enough. -Freddie Sahhar

Three Things You’ll Learn In This Episode

The first stage of the Facebook Messenger lead funnel is awareness. This is where we target people who don’t know us yet, so instead of asking them personal information, we need to offer value, no strings attached.
In the consideration stage, we target two custom audiences: both those who responded to our ads, and those who opened our ads without interacting with us.
The conversion stage is where we get our audience to share their information and register on our websites. It’s also where we can start creating a lookalike audience.

Guest Bio

Coach Christy Lundy is a Tier 2 Coach at Club Wealth. She has been a teacher and mentor in various capacities throughout her adult life, and loves any opportunity to help real estate professionals achieve the life of their dreams, while having fun. Christy is also a Realtor and Team Leader of the Pinamonti Lundy Group at Windermere Homes & Estates.

To find out more about Christy, head to:

https://clubwealth.com/club-wealth-coaches/christy-lundy/

Facebook.com/PinamontiLundyGroup/

Freddie Sahhar is a Realtor at Pinamonti Lundy Group at Windermere Homes & Estates and the owner of Freddie Sahhar Consulting. As a consultant, Freddie specializes in tailoring sales, marketing, and database solutions for his partners.

To find out more about Freddie, head to: www.linkedin.com/freddie-sahhar-a11a97a9/

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Agents need to learn how to generate sellers now, because in a couple years, the saying, ‘you have to list to last,’ won’t be a saying anymore - it’ll be a reality! How can we generate listings in a market with low inventory? Can we use technology to find motivated sellers and how much money should we be spending in the process? On this episode, President of Witly and Founder of Grant Wise Enterprises, Grant Wise, shares how to generate sellers in a low-inventory market.

Start learning to generate sellers now: In the future, being able to generate leads won’t just be a skillset- it’ll be a requirement. -Grant Wise

Three Things We Learned From This Episode

Set up a ‘fish in a barrel’ campaign Get buyers to record a short, 60 second clip sharing their story - why they want to buy, where they’re hoping to buy and what they’re looking for, and post it on the internet. Reaching out to potential sellers is an age-old strategy that has brought agents results for decades: the only difference is now we can use technology to do it.
Use Facebook Ads to follow sellers all over the internet While boosting our videos can bring us marginal success, using Facebook Ads to target sellers can take our business to new heights. Use Facebook Ads to ensure we get in front of our target audience all over the internet by having a presence on every blog, game or article potential sellers use, we’ll be top of mind.
Spend money to make money The best way to inject rocketfuel into our businesses is by spending money on growth. We can follow our leads all over the internet by spending just $3 a day, so be sure to prioritize investing back into our businesses as much as our cash flow allows.

Guest Bio

Grant Wise is the President of Witly, a Client Generation Software that helps Real Estate Professionals leverage modern training and technology to enhance their results. He is also the Founder of Grant Wise Enterprises and Modern Agent Mastery. Grant is passionate about helping agents get the best results by taking advantage of everything digital marketing and advertising have to offer.

To find out more about Grant, head to

clubwealth.com/grantwisewitly.net

Brian Curtis is a Tier 4 coach at Club Wealth. After spending five years in the Air Force as a Nuclear Missile Officer, he became a licensed agent in 2001. In his time as a real estate professional, Brian has seen the ups and downs of the real estate market from multiple angles: from being a Broker/Owner to being a team leader.

To find out more about Brian, visit:

https://clubwealth.com/club-wealth-coaches/brian-curtis/

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No matter how well we’re doing, there’s always room for improvement, so agents should constantly be looking for ways to better their businesses. Why do we need to change our approach to lead sources and how can we earn people’s trust during the nurturing process? Why is it so important to make the mental shift towards being the people we want to be before trying to achieve the goals we’ve set? On this episode, Club Wealth coaches Angie Cody and Jeff Moore share the top takeaways they got from Listing Agent Bootcamp.

Make sure you go as deep as you can with every lead source in your tunnel. -Michael Hellickson

Three Things We Learned From This Episode

Go deep, not wide Success doesn’t come from buying all the leads we can get our hands on: it comes from choosing a few, and sticking to them. Instead of spreading ourselves too thin, we should be going deep on a select portion of leads and nurturing them over the long-term.
Prioritize relatability A lot of agents shy away from creating video content because they’re afraid of not producing great quality, but we all need to stop trying to be perfect. Relatability is what helps us build trust and create connections: strive to be personable, not perfect.
Act ‘as if’ To achieve the goals we set for ourselves, we need to act as if we have already reached them. Look to people who have achieved our dreams and start practicing their own daily habits and routines. If we want to attain our goals, we have to make that mental shift.

Guest Bio

Angie Cody is a Tier 2 coach at Club Wealth. She is also the Team Lead/Owner of The Angie Cody Real Estate Team at Exp Realty. After a robust career in marketing and sales, Angie got her real estate license in 2006 and hasn’t looked back since. Among her clients, Angie is known for her high-energy, easygoing personality and frank, yet relaxed, style of communication.

To find out more about Angie, head to:

https://clubwealth.com/club-wealth-coaches/angie-cody/

http://angiecody.com/

Jeff Moore is a Tier 2 coach at Club Wealth, and the CEO, President and Master Listing Specialist at The Blue Sky Home Group. After studying communication and economics at the University of Colorado in Colorado Springs and being well on his way to becoming a professional soccer coach, Jeff possesses valuable skills related to team building and effective communication with clients.

To find out more about Jeff, head to:

https://clubwealth.com/club-wealth-coaches/jeff-moore/

https://www.buysellhappy.com/team/jeff-moore-licensed-real-estate-agent

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In order to create predictable business in the long-term, we need systems that keep us top-of-mind and help us attract business, while retargeting them online consistently. This is where the Witly client generation system comes in. What is the difference between a lead generation and client generation system? How can we leverage video content to start attracting more business instead of chasing it? What are parasocial relationships and why do we need to build them right now?

On this episode, real estate entrepreneur and president of Witly, Grant Wise, shares the client generation system they’ve developed. We’re also joined by Club Wealth coaching client, Cyrene Dellinger, who shares the results she got from this system.

You have to implement systems to generate leads, and implement systems to build relationships with your audience. You want your videos to do all the selling for you, and all you’ll have to do is show up and close. -Grant Wise

Three Things We Learned From This Episode

Attract business and reduce the need for follow-up with retargeting We want to attract people, not chase clients. We can do this by leveraging lead magnets that pull people in. We can supercharge this strategy by retargeting ads where our content follows the clients on the internet. This alleviates the need for follow-up and prevents leads from falling through the cracks.
Leverage the magic of video content Video allows us to go from chasing business, to attracting it. It gets us face-to-face with more people, and it can do the speaking and selling for us. When we put the right videos in front of the right people with the right frequency and the right platforms, they start to get to know us at a faster rate.
Create videos that cement your authority In order to get someone to get to know, like and trust us through our videos, the types of content we make should be about why we got into this business, educational content, testimonials and community-based content.

Guest Bio

Grant is the president and co-founder of Witly, a Client Generation Software that helps Real Estate Professionals leverage modern training and technology to generate more clients in their business. For more information on Witly’s Client Generation Strategy visit, and to get a 2 week free trial, http://clubwealth.com/witly/.

Start your Witly subscription and get the referral funnel training free.

Cyrene is a Realtor, team leader, and Club Wealth member. She has worked with a large breadth of clientele, and understands the needs of seller’s, investors, and first-time home buyers alike. She listens to her clients’ needs and does whatever it takes to fill those needs. She has the tenacity and determination that it takes to negotiate difficult circumstances. Visit https://www.cyreneproperties.com/ for more information.

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Building good relationships and getting leads through preferred lenders is one of the best ways to create more leverage and value in our businesses. How do we execute the right approach that doesn’t put lenders off? How do we make sure we’re building relationships legally? What questions do we need to ask in order to identify the right partners? On this episode, Jeff Pfitzer shares how we can get lenders to start participating in our lead acquisition with us.

Technology is going to impact real estate commissions and revenue, so creating other streams of revenue is going to be important going into the future. -Jeff Pfitzer

Three Things We Learned From This Episode

Don’t make the ask too quickly One of the biggest mistakes agents make is that they ask for help with lead acquisition up front. This won’t work, and will more likely put them off. The approach we should always take is to give value first, then ask and then receive.
Make sure your network isn’t relying on just one lender If you’re doing at least 10 transactions a year, you need at least 2 lenders: a national one and a local one. As your business grows, use this formula to determine how many lenders you need - your tier minus 1.
Relationships and value comes first If we want lender partners to send us leads, we need to come from the angle of building relationships first. If we give value, build genuine relationships and camaraderie with the lender, it’s a lot easier for them to go for the ask.

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In order to grow a solid and successful team in real estate, we need an effective recruiting strategy. Our guest today has developed such a good recruiting system that he brought in 100 agents in 2019. How do we develop a worthy value proposition that makes people actually want to work with us? What are the biggest mistakes people are making? How do we develop a repeatable and scalable recruiting system? On this episode, broker/owner Grant Wortman shares his winning recruitment formula.

The onboarding process is huge for bringing people in because if they don’t feel safe, and that the process of moving over is bumpy, it’s a waste of time. -Grant Wortman

Three Things We Learned From This Episode

Persistence isn’t an effective recruiting strategy If we try to convince agents to join our teams by being persistent, we’ll just put them off. Instead, we need to listen, ask questions and ask about their goals and find a way to encourage them and add value.
Recruiting is no different to sales Recruiting is like any type of sales, rejection is just part of the deal. Be ready to hear a lot of ‘No’s’ from people, and for some people to need time to make their decision. If we build our recruiting strategy as a system, we will also get a lot of people saying yes.
Being a champion of your agents has a multi-tiered benefit Post on social media celebrating the wins of agents. It helps with retention because agents on our team will feel encouraged. It also helps with recruiting because people will want to work for a brokerage/team that will celebrate them.

Guest Bio

Grant is the broker owner at Chamberlain Realty https://chamberlainrealtyllc.com/

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As business owners, tracking our money is one of the most critical exercises we need to do. Tracking finances with our bank accounts isn’t enough for us to get the information that helps us make better decisions, so we need a P&L. How does knowing and understanding our numbers increase our profitability? How do we use our P&L to profit expenses and to plan for things like taxes? On this episode, Coach Christy Horne shares the importance of keeping track of your profit and loss on a monthly basis.

A lot of us only look at our P&L when we’re giving it to the CPA to do our taxes, but we need to look at it daily, weekly, monthly so we can make business decisions with it. -Christy Horne

Three Things We Learned From This Episode

Good P&L data comes from having the right categories When it comes to creating categories in our P&L, it’s important not to make them too broad. Instead of having generic buckets, have specific, granular categories showing every expense and every income type. Every item between $250 and up should be its own line item, so we can get a clear representation on how we’re spending our money.
Run your real estate job like a business Think of your business as a brick and mortar business. We need to operate it out of our business accounts. Have a checking, savings and credit account for business, and keep that on its own. Have a brick wall between business and personal finances.
Plan ahead for your spending When we take a closer look at our P&L, we’re able to actually forecast our spending. Think about your future expenses, events you’re going to attend, and subscriptions you’re going to pay so we can create a benchmark of profitability.

Guest Bio -

Christy is a Tier 1 coach at Club Wealth. She received her Bachelor of Business Administration degree and Master’s in Professional Accounting from the University of Texas in Austin. She began her career as a CPA at Ernst & Young before transitioning into the Real Estate Industry in 2013. To access Coach Christy Horne’s resources, visit http://clubwealth.com/PNL/.

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When it comes to lead generation, LinkedIn is an underestimated and overlooked platform. What makes LinkedIn a great lead generation tool? How do we develop a good value proposition that engages with people? How can a charitable component in our real estate businesses help us build relationships? On this episode, Club Wealth coach and agent, Lindsay NcCorchuk, shares how she’s made $70k in 6 months on LinkedIn alone. You will find out her SECRET SAUCE to gaining new clients using LinkedIn.

LinkedIn isn’t just a source of leads for buyers and sellers, it also helps you grow your network or SOI. -Lindsay NcCorchuk

Three Things We Learned From This Episode

Have the right value proposition Value proposition matters on LinkedIn. A free home warrantee or money back at closing won’t engage with people or make them want to connect. In Lindsay’s case, her value proposition is the charity component she has in her business, which many people on LinkedIn value. If we’re using a charity component, it’s important that it’s something we’re passionate about.
Lead with building relationships Don’t just think buyers and sellers for LinkedIn. We can also use it to connect with people, start conversations, build relationships and expand our spheres of influence. If we do this regularly, we’ll build a healthy database from that platform alone.
On LinkedIn there’s less speed-to-lead pressure Speed to lead is important but not as critical as other platforms. We need to get back to people, but not in as little as 30 seconds like other lead generation tools. People aren’t expecting immediate responses, and also your value proposition takes away the need for urgent contact.

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Many people in business focus all their energy on financial success, and as a result, the other parts of their lives start to suffer. How do we make sure every aspect of our lives is dialed in? How can we work on improving the weaker areas, and how do we use our strong points to help others? On this new episode, Club Wealth’s Coach Ron Anderson explains the five stages we’ll experience while building a successful real estate empire, and how to determine where to focus your time, effort and energy.

You’re going to be more efficient in all areas of your life if you’re balanced in family, business, finances, health and spirituality. -Ron Anderson

Three Things We Learned From This Episode

Focus energy and effort on the weaker life areas We need to measure where we are in all 5 stages. If we’re successful in all but one, our effort should go to the one area where we are the weakest and work on improving that. As we bring the weakest parts up, the other areas where we’re already strong will get even stronger.
Set goals and habits around the life areas you want to improve We need to identify the areas in our life that we want to work on, and then set smart goals to accomplish them. The one strategy we must master is developing habits around each of the goals we’ve set to cause us to move from one stage to the next.
Don’t skip stages The 5 stages that show where we are in the different areas of our lives are struggle, survival, success, significance and legacy. Don’t try to jump from struggle to legacy; we have to work on getting to the next stage instead of trying to shoot up to the highest level.

Guest Bio

Coach Ron is the Club Wealth Director of Coaching.

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In a new year, it’s important for us to really examine the goals we set to make sure they are S.M.A.R.T. (Specific, Measurable, Attainable, Relevant and Time Frame). How do we set goals that are actually attainable instead of focusing on numbers that make us sound cool? How do we make sure the goals we set are in integrity for us? What resources can we use to set goals and achieve them? On this episode, the 100th episode of Club Wealth TV, coaches Misti Bruton, Leisel Taylor, and Donnie Morrow talk about lessons they’ve learned about setting goals.

Time is the biggest motivator in your business and your life. Without a deadline, you won’t have the willpower or sense of direction. -Leisel Taylor

Three Things We Learned From This Episode

Look back to learn how to move ahead Reflect backwards with honesty. Before setting goals for the year ahead, we first need to evaluate the results we got up to this point. We don’t do this negativity but for learning. This information helps us know where we’re starting from in setting goals going forward.
Compete with your former self, not other people Don’t buy into the idea of competing with others, it’s a painful path that doesn’t lead to happiness. When we set goals, it’s important for us to remember that the only person we’re competing against is ourselves. We need to be better than we were before, and not other people.
Artificial timelines drive willpower When we set up open ended goals, we take away the tension that we need to drive forward. We need to create timelines, deadlines and schedules that get us to where we want to go, even if the deadlines are artificial and self-imposed.

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When we go through a hard time in our lives and businesses, we can let those things define us, or we can choose to let them inspire us to improve. What does it take for us to keep going when it feels like the odds are against us? Why is giving such a powerful part of coming out of a bad place? How did an agent with a High S-C DISC profile build a highly successful team? On this episode, broker/owner Matt Hermes shares on why our DISC profile doesn’t define us, his inspiring perseverance, and how he came out of being $250k in debt, in a bad place mentally and in a bad economy.

Don’t do stuff that you hate because you will hate the business you’re in. -Matt Hermes

Three Things We Learned From This Episode

Matt’s incredible story of survival, perseverance and change Matt has built himself up after going through a difficult time. Two of his kids faced health challenges during the market crash. He ended up deep in debt, battling alcoholism and on the verge of suicide. The loss of material things forced him to look inside himself and build himself back up the right way.
Introversion doesn’t have to hold us back in business You don’t have to be a complete extrovert to effectively interact with people. All we need to do is step outside of our shells for a short amount of time, and then step back in when we aren’t in networking or speaking mode.
Coaching is one of the best investments we can make in ourselves If we’re not getting desired results, we have to do something different. Coaching is a great place to start to change the results we’re getting. We’re limited in what we know, and we don’t know what we don’t know, so it’s better to invest in the knowledge of people who have been to where we are.

Guest Bio

Matt is the founder and team leader of Atlanta Homes Guru. His team has been named one of the "Best Teams in America" by Real Trends, one of the Top 3 Realtors in Atlanta (NAMAR) from 2012 - 2016, and is in the top 1% of all Keller Williams Agents in the world. For more information, visit http://www.atlantahomesguru.com/.

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Getting leads is more expensive than ever! However, there are still some fantastic and affordable lead sources in the market, such as Listings-to-Leads. How does this platform work, and how can it supply us with quality leads? Why is a pipeline of leads key to our success? On this episode, Listings-to-Leads founder, Scott Pierce, talks about how his platform works and the results agents are getting from it.

Super affordable leads are the best way to stock up our pipeline. -Michael Hellickson

Three Things We Learned From This Episode

Quality beats quantity in good lead generation Lead generation is not just about focusing on putting out Facebook ads and caring more about quantity over quality. That approach generates the lowest quality of leads; Listings-to-Leads is a tool that focuses on getting higher quality leads.
Lead-cash conversion is a metric we should track It’s important to consider the lead-cash conversion cycle when purchasing leads. Some lead sources take a lot of time between when we pay for the lead and when we make money.
Building a pipeline is key If we want to grow our businesses, it’s impossible to do it without a consistent stream of leads. If we can invest money in something like Listings to Leads, we can affordably keep our businesses flush with potential clients.

Guest Bio

Scott is the Founder & Chief Evangelist of Listings-to-Leads. Previously he was the Director of Online Marketing for 4 Sotheby's International Realty offices in Danville, Lafayette, Leimert and Montclair, CA with over 225 agents. For more information visit https://www.listingstoleads.com/

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When it comes to CRMs, there are a lot of factors that go into deciding which one works for our businesses. Are there affordable options available that can provide us with the technology we need without breaking the bank? Do affordable options offer enough additional services to help us stand out in the industry? On this episode, CEO of Wise Agent, Brandon Wise, shares how to use this affordable CRM to our benefits.

If you want to be able to provide great technology for your brokerage agents at an affordable price and have it white labeled, Wise Agent is for you. -Michael Hellickson

Three Things We Learned From This Episode

Affordable options exist A CRM like Wise Agent is a great option for solo agents and new broker owners thanks to its affordability. The great thing is, despite the low price, Wise Agent offers great capabilities and functionality.
Stand out with White Labeling Wise Agent offers its clients the ability to ‘White Label,’ the technology. This gives users an edge, as our brands look instantly sophisticated. Make use of the platforms’ personalizable landing pages to help boost our businesses’ profiles.
Take advantage of social media enhancement Wise Agent offers users the opportunity to find ample information on new leads. By simply putting their email address on the landing page, the CRM can pull information on a leads’ profession and social media handles. Having this information gives us an opportunity to engage with leads more effectively than our competitors can.

Guest Bio

Brandon Wise is the CEO of Wise Agent. After becoming disenchanted with the CRMs available to him as a Realtor, Brandon pitched his idea for a better option to his programmer best friend, Mike Becker, in 2002. Initially intended to help him with Mike’s own business, Brandon and Mike soon realized that the technology they were working on was what every agent was looking for. 15 years later, Wise Agent is now the most recommended CRM in the real estate industry.

To find out more, go to https://wiseagent.com/about-us.asp

And for ClubWealth’s special offer, go to clubwealth.com/wiseagent

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In today’s highly competitive real estate market, it’s so important for agents to stand out and bring something new to the table. With this in mind, having something unique to add to the listing presentation, like Home Partners of America, can be a gamechanger. How do we pitch this program to sellers, and how do we use it to help people get into the home of their dreams? In this episode, Club Wealth coach and agent, Neal Lawson shares on how to double-end deals with Home Partners of America and help our clients find a new path to homeownership.

Over 50% more people in a market who are looking for housing are looking for rentals. Home Partners of America allows sellers to double their odds of finding someone to purchase their property. -Neal Lawson

Three Things We Learned From This Episode

Anything below $2,000 in rental would probably not make it into the Home Partners Program If someone is willing to pay more than $2,000 a month in rent, they are more likely to qualify for the program.
Home Partners rentals would pay a little more What determines the amount of money we pay in rentals are details like list price, taxes, and the accessories of the home (ex: a finished basement, a pool, etc.). A person in the Home Partners program can expect to be paying about 10% more than you would if they bought the house outright.
Home Partners gives sellers an opportunity for both rental and For-Sale marketing When we market a program like Home Partners of America to FSBOs and expireds, the value that we are offering to them is the chance to market their homes to more people in the market. That visibility will increase their chances of finding a buyer.

Guest Bio

Neal is a club wealth coach and associate broker with National Realty Guild’s DreamTeam, which is one of the leading real estate teams in the Twin Cities, with over 100 million in sales. Visit http://clubwealth.com/neallawson/ to access Neal’s free resources to help you pitch Home Partners of America. Find Neal on Facebook.

Visit https://www.homepartners.com/ for more info on the program.

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REO offers us amazing opportunities to boost our businesses. What are the benefits of getting involved in REO, and how can we market ourselves in the space? On this episode, experts in short sales and REO, Long Doan, Tim Ray, Jesse Zagorsky and Garrett Pancheri, share why REO is a great option for agents today.

REO gives us an opportunity to put more signs in the ground. The more signs in the ground, the more you’ll be able to scale your business and do it very profitably. -Michael Hellickson

Three Things We Learned From This Episode

REO is making a comeback REO today is different from REO in 2008, but it’s still here and still a great place for us to make money. In fact, we’re more likely to get business with REO than with any other type of listing in real estate.
More signs in the ground mean more leads One of the massive benefits of REO is that it allows us to get more signs in the ground. REO is a lead magnet, and the more we can get our names out there on signs, the more business we’ll get.
Market REOs differently When it comes to REO, detail is everything. We need to go out of our way to market ourselves differently. We need to listen to what people in our markets are saying, and deliver a tailored solution to their problems. Connections are vital in REO, so be sure to connect with as many people as possible, and as deeply as possible.

REO saw a boom in 2008, and it’s unlikely that today’s market will be too similar to what we saw in the wake of the financial crisis. However, REO remains a great place for agents to make a profit, and even if the space is different in today’s market, the opportunities are still endless. REO allows us to get signs in the ground and make more profit than any other space in real estate, so it’s a great idea for agents to get involved. Build connections with other agents in the space, and think outside the box when it comes to marketing. REO offers so many benefits; we need to take advantage of them today.

Guest Bio

Long Doan is the Founder of Realty Group, Inc. in Minnesota. With over 25 years of experience in the business, Long recently got involved in REO and in just 4 years, has done 1000 REOs. Long is an expert in real estate, and is a top 1% agent in both Minnesota and the country.

To find out more about Long, visit

https://www.linkedin.com/in/long-doan-broker-4baa3725

https://realtygroupmn.com/coon-rapids-team/long-doan-licensed-real-estate-agent

Tim Ray is the company owner at HomeSmart Legacy and the Tim Ray Real Estate Team in Kansas City. He is also a business coach at ClubWealth. With experience in the Kansas City market dating back to 1997, Tim is an expert in his field.

To find out more about Tim, visit

https://www.facebook.com/timrayteam/

https://www.linkedin.com/in/tim-ray-7b9a4529

https://timrayteam.com/

Jesse Zagorsky is a Broker Associate at Live.Love San Diego Homes Brokered eXp. He has over 10 years of experience in the San Diego market, and is passionate about real estate. Jesse has a background in marketing, and strives to find creative solutions in every step of the business.

To find out more about Jesse, visit

https://www.livelovesandiegohomes.com/team/jesse-zagorsky-licensed-real-estate-agent

https://www.facebook.com/jesse.zagorsky

https://www.linkedin.com/in/jesse-zagorsky-5b13967

Garrett Pancheri is the co-owner of Dustin Garrett and Associates at Team One Group Real Estate. He is also a Club Wealth Coach, and has a passion for the real estate industry, with a particular interest in short sales. Garrett is a skilled negotiator and loves taking every opportunity to learn more about industry trends.

To find out more about Garrett, visit

https://www.myteamone.com/agents/30091-Garrett-Pancheri/

https://www.linkedin.com/in/garrett-pancheri

https://www.facebook.com/GarrettPancheriRealtor/

Be sure to look out for updates on ClubWealth’s upcoming book on REO.

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For most people, self-actualization is something we only focus on when we have achieved security and our basic survival needs. But without self-development, it’s hard to achieve at a higher level. How does adjusting the way we invest our time propel us forward? Why is it more powerful to instill new habits in small steps rather than all at once? On this episode, real estate top producer, coach, and author of the 5 Minutes to Success books, Karen Briscoe, shares the power of dedicating ourselves to self-actualization. She also discusses how to create a thriving environment for our teams.

Energy is the fundamental currency of high performance. -Karen Briscoe

Three Things We Learned From This Episode

Even a small amount of self-actualization will have a noticeable effect When we work on our self-actualization, even a little bit at a time, a ripple effect occurs. The impact is felt by the people around us and they start to self-actualize too. It can also be a snowball effect, where momentum builds up to bigger achievements; or a domino effect where it starts to change different parts of our lives, and create bigger milestones of self-actualization.
Time isn’t the biggest determinant of self-actualization Activity, not time, is what determines success. When we are considering doing something, it’s not really the time that holds us back from doing it. Whats hold us back is the energy we’re willing to spend and the impact that activity will have on us.
Self-actualization should be the first need we meet Most people spend a lot of time at the bottom of Maslow’s hierarchy of needs, trying to first get their physiological and safety needs met first before going towards self-actualization. What actually has the most impact is flipping the pyramid, and starting with self-actualization. It makes getting everything on the pyramid easier, and we speed up the process of becoming successful.

Self-actualization allows us to become better versions of ourselves, build habits of productivity, become more in tune with our identity, and do meaningful work. If we focus on these things first, and flip Maslow’s pyramid on its head, everything else will become easier because we’re happier, more fulfilled, and know what we want. That will naturally lead us to the safety, security and basic physiological needs so many of us crave. If we set self-actualization as our priority, we won’t struggle to take control of our actions; we will align with what produces the best results for us.

Guest Bio

Karen Briscoe is the genius behind the 5 Minutes to Success books. With a successful background in real estate, Karen has crafted an approach to business that has won industry-wide acclaim. This approach is based on her own journey. Karen places emphasis on the importance of combining actions, visualization and subtle habit creation to achieve enduring success. Having generated $1.5 billion in real estate sales, her advice is not only helpful, but indeed vital to all those seeking to thrive. Visit https://www.5minutesuccess.com/ for more information.

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Most people in real estate make the mistake of thinking there’s a magic bullet to success in the business, but it’s actually pretty simple. What activities do we need to build into our businesses to earn more? How do we build solid relationships with our database? What is the best way to find new clients today? On this episode, Broker Associate and Co-Owner of The Dellatorè Group, and Bonita's Best Realtor 3 years in a row, Angela Lutzi shared how she went from balancing real estate and another career, to running a highly successful brokerage.

Real estate is not a sales job, it’s a relationship building job. -Angela Lutzi

Three Things We Learned From This Episode

The formula to Angela’s success Angela’s success boils down to this acronym: PROZ. Postcards, Relationships/Referrals, Open Houses, and Zillow zip codes.
Put serving people first Real estate is all about building strong relationships with people, and we do that by caring about bringing value to people and thinking about what’s beneficial to them.
Be willing to put in the work in the long run Postcards pay off but you have to be willing to put the time and work in. The reason people don’t have success with postcards is that they don’t do it long enough.

There is no secret recipe to success in real estate. We have to be consistent, have a system in place, nurture relationships and prioritize follow up. We have to do consistent activities, be willing to do the work in the long run and double down on what’s working. The truth is, the most successful people are willing to do what other people aren’t.

Guest Bio

Angela is the Broker Associate/Co-Owner at The Dellatorè Group. As a consistent performer in the Top 1% of all realtors in her market, she understands the art of negotiation and can represent you as a buyer’s or seller’s agent. She has been connected to the real estate industry throughout her life in multiple ways and brings that experience to buyers and sellers in Southwest Florida! As a real estate professional, you will find no one who is more concerned about the quality of the relationship between adviser and client. Angela has a great passion for building relationships. She genuinely cares about her clients and their experience while working with her; this is why the majority of her business comes directly from referrals of past clients, friends and acquaintances.

Angela’s greatest strength lies in her ability to market and to sell luxury properties. She offers highly developed communication skills, individualized marketing plans, sophisticated negotiation skills, and an innate ability to form strong relationships. For more information, go to https://www.bonitaforsale.com/.

To get access to a free download, go to http://clubwealth.com/angelalutzi/.

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Success in sales leans heavily on our ability to understand people and how they tick. The Enneagream is a method we can use to resonate with people and speak their language. What is an Enneagram and how will it help us foster better relationships with our buyers and sellers? How do we tailor our presentations and pitches according to the personalities? How do we find what our client’s Enneagram number is and what drives them? On this episode, sales expert Matt Cavanaugh shares on how to use this personality assessment in order to get better at communicating in and out of our businesses.

The two principles that will work for anyone in sales are confidence and authenticity. -Matt Cavanaugh

Three Things We Learned From This Episode

The 9 Enneagram Personalities
The Perfectionist
The Helper
The Achiever
The Emotional Creative
The Investigator
The Fear-based Personality
The Enthusiast
The Challenger
The Peacemaker
There is a way to quickly qualify someone’s personality You can quickly read what number someone is on the Enneagram, based on how they answer questions, and the kind of information they ask us for. If someone is detail-oriented they are a 1,5 or 6. If they are results-oriented, they are a 3,7 or 8. If they are more people-oriented, they are a 2,4 or 9.
The Enneagram accounts for both our weaknesses and strengths The Enneagram accounts for how we grow as human beings. When we are healthy and at our best, we will take on the positive attributes of another number. When we’re stressed, we take on the negative aspects of another number.

Whatever personality assessment we swear by, it all comes down to an overall awareness of people and how they tick. It’s about taking the time to understand someone instead of bulldozing over them to get our way. If we want to use the Enneagram, it’s important that we do it on ourselves first, then on our close friends and family members. Ultimately, this will be an effective tool to have in our pockets. It will deliver value for the rest of our careers, so we should take small steps towards learning and utilizing it.

Guest Bio

Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate, he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. After having great success in industrial sales, he began his journey in real estate.

To get access to Matt’s free download "The Power of Personality In Sales Landscape" go to http://clubwealth.com/mattcavanaugh/.

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The ISA model is gaining traction in our industry because it’s a powerful way to bring leverage onto our teams and improve our lead conversion/follow up. What are the benefits of bringing on more ISAs? How do we recruit, train and hold them accountable? If we’re transitioning to an ISA model, how do we get the agents on our team to buy into it? On this episode, team leader and CEO, Brendan Bartic shares on migrating to an ISA driven model and how that increased production by 100 transactions.

If we can master objections and be quick on how we respond to people, the quality of our conversations can continue to improve. - Brendan Bartic

Three Things We Learned From This Episode

A strong sales system needs a strong servicing team supporting it If we’re going out and generating leads from many sources, we also need to have a dedicated department that’s reliable to effectively and quickly address the leads. It makes us more efficient and frees up agents to do what they are good at.
ISAs can be as strong a point of connection as agents Just because the lead talks to the ISA first doesn’t mean they won’t be able to build a rapport. We’re not selling an individual agent, we are selling a system. With that system, everyone is trained at such a high level that it doesn’t matter who the lead talks to first; they’re going to get the same level of service regardless.
Hire the right people to overcome turnover One of the biggest concerns with ISAs is that the role has high turnover, and all the training will feel like a waste if the person leaves quickly. We can change this by finding people with big long-term goals in real estate - someone who sees the ISA role as a stepping stone to the next step.

ISAs allow us to run teams that are more efficient and capable of converting leads at a high level. Running the model successfully is about following a very specific system to make sure leads are taken care of and that agents have enough support so that those leads become appointments. ISAs give us immense value, leverage, and synergy in our businesses, and as in Brendan’s case, the benefit is reflected in more closed transactions.

Guest Bio

Brendan is the CEO of The Bartic Group. He has been a leading top producer for over 18 years and his sales consistently rank is in the top 1% of all Keller Williams Teams Internationally.

To get access to Brendan’s free PDF "Lead Flow Chart" go to http://clubwealth.com/brendanbartic/.

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Onboarding is a hot topic and one many team leaders struggle with. However, the real issue is that we overcomplicate the process. What are some of the biggest onboarding mistakes we are making on our teams? How do we train for both sales and admin, and how can we make the transition into our teams as smooth as possible? What values and mindsets should we be instilling in the first few weeks? On this episode, Club Wealth Tier 3 coach and Tier 4 coaching client Donnie Morrow, shares how we can implement a world class onboarding process for our teams.

When it comes to onboarding, people get too wrapped up in the training aspect, but the biggest thing is implementation. Take action and you can fix some of the stuff along the way. -Donnie Morrow

Three Things We Learned From This Episode

We can balance both new and seasoned agents in our team for the benefit of the business When thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for experienced agents. There is a space for both in our businesses. With experienced agents, we’ll have to train out the bad habits and egos. With new agents, we have to train them in how to start making money.
Leverage your in-person training Our training doesn’t have to be one-on-one, it can be one-to-many. There’s a synergy that happens when we hire one-to-many that we don’t get one-to-one.
The onboarding process shouldn’t be a balance between fun and education Even though onboarding is an important and critical process in our business, it should also be fun. We want our agents to feel excited about joining our team. We want to make them feel like rockstars! The entire onboarding process becomes much more engaging for our agents when they are enjoying themselves.

The goal with onboarding our agents is to bring them into our world. We should do this in a fun and simple way that makes them feel like a part of something great. We need to have a simple system in place that we can follow consistently every single time because ultimately, we want people to engage with the training. That’s what will give them success on our teams and in the industry.

Guest Bio

Donnie is the team leader at the Morrow Group and a Club Wealth coach and client. To get Donnie’s training checklist, go to http://clubwealth.com/donniemorrow/.

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The rise of iBuyers in the marketplace is alarming for a lot of agents, but their popularity doesn’t need to spell disaster. What is it about iBuyers that attracts clients, and is it possible for us to work in harmony with the new platforms? How can we stay afloat in the age of technology and internet-based competitors? On this episode, co-owner of Team Stites, David Stites, and CEO of My Rocket Listing, Nick Shivers, share how we can work alongside iBuyers, and even use them to our advantage.

Change is inevitable- accept that iBuyers are here to stay and start looking for the opportunities they present. -Nick Shivers

Three Things We Learned From This Episode

Stop thinking it’s all about money A lot of agents assume our clients are focused on getting the most money possible. However, that’s not always the case. Other factors, like convenience, are huge factors that our clients take into account. Listen to clients and tailor deals to their needs.
Take advantage of iBuyers iBuyers offer convenience to their customers, but they also offer opportunities to their competitors. Take advantage of the information available on the platforms and educate yourself on what they offer. By knowing more about our competitors, were better able to show our clients why we’re the better option.
Don’t fight change While iBuyers are a scary concept, they’re definitely not the first threat to the real estate industry. To stay afloat in the market, we need to be open to adaptation and focus on what we do best. The changes in the industry are chaotic, but there will always be opportunities for us to thrive if we adapt along the way.

iBuyers definitely pose a threat to the real estate industry, but they also present us with opportunities. We need to use the information they share freely to educate ourselves on what they do, and begin strategizing how we can do better. Most importantly, remember that change is inevitable, and i-buyers need not be the enemy.

Guest Bio

David Stites is the co-owner of Team Stites. As a third-generation Realtor, David has real estate in his blood- so it’s no surprise that today he’s a listing specialist. David is passionate about helping families sell their homes, and makes it his mission to get his clients the top dollar in exchange for their properties.

To find out more about David, visit https://www.teamstites.com/team/david-stites-licensed-real-estate-agent

Nick Shivers is the President and CEO of Nick Shivers Team, Host of the Shivers Report on iHeart Radio, Founder of Sell a Home Save a Child, and the CEO of My Rocket Listing. He is in the top 1% of Realtors nationwide, and is passionate about serving people and helping children through real estate.

To find out more about Nick, head to www.nickshivers.com

For information on My Rocket Listing, head to www.myrocketlisting.com

And to find out about Sell a Home Save a Child, visit https://www.sellahomesaveachild.com

To get tickets to our upcoming Business Mastermind Strategy, visit https://clubwealth.com/bsm/

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For many real estate agents, the idea of selling luxury homes is intimidating. What are the critical skills required to work in this niche? What’s the difference between staging and market preparation? How do we build up our reputation to attract more luxury clients? On this episode, real estate veteran, author and luxury expert, Jack Cotton shares how to find success in the highly sought-after luxury real estate niche.

We don’t show property. We demonstrate the property and immerse them in the lifestyle that comes with the property. -Jack Cotton

Three Things We Learned From This Episode

Difference between market preparation and home staging Stagers usually don’t really think about what the buyer might want. Market preparation is setting up the home for the profile of the kind of buyer you want to attract. Very often, stagers try too hard and this can actually distract buyers or make them think something is off about the property.
How to leverage the “gatekeepers of luxury” to meet potential clients The way into the world of luxury buyers and sellers starts with the gatekeepers to those people. We can start by asking who the key service providers are to the wealthy in our market, from CPAs to attorneys. Build relationships with them so we can get an introduction to potential clients.
How to be a master at negotiation Build standing and preeminence in your market because it gives you authority. Never assume, find out what buyers and sellers actually want. Detach from the outcome and be willing to walk away from the deal.

As real estate becomes more and more generic, and the tech world tries to creep into the industry, we have to position ourselves differently. In the high end market, being seen as generic as self-defeating. We must be seen as unique, different and constantly bringing value. We must build a reputation as a real estate advisor, not merely an agent. That means becoming an expert in markets and value, pricing, market preparation, marketing and negotiation.

Guest Bio

Jack Cotton is a veteran Realtor, author and founder of Cotton Real Estate, now Sotheby’s International Realty. Since 1974 and has overseen thousands of purchases and sales of Cape Cod properties. Jack’s mastery of Cape Cod Real Estate is clear, yet he never stops striving for new knowledge. In fact, he believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate Studies at Cape Cod Community College in 2006. Visit http://www.jackcotton.com/ for more information.

Get Jack’s latest book, Selling Luxury Homes here.

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The truth about business, and life in general is that tough times and failures are unavoidable, but at the same time, we can grow from them. What measures can we put in place to keep working hard when the going gets tough? How do we turn our failures into our greatest moments of growth? What are some of the challenges that come with running a real estate team, and how can we overcome them? On this episode, I talk to Manzon Team co-owner Anthony Manzon, and Brian Curtis and Misti Bruton about staying committed in business when things are not easy, and how failure helps us achieve success.

Every decision we make either takes us closer to our goals or further away from them. -Anthony Manzon

Three Things We Learned From This Episode

How routines and rituals counter a lack of motivation We’re going to encounter the urge to quit many times in our lives, but we have to build in the habits that keep us from throwing in the towel. If we put rituals and routines in place; whether it’s going to the gym, scheduling time for lead generation or appointments with clients, those rituals will help us overcome our drop in motivation.
The two things we should never give up on when things get hard When things get tough in business, the first things we usually quit are coaching and lead generation because they cost money, but during a hard time, those are the most important things. Without coaching, we become isolated and which wipes away all our motivation. If we stop lead generating, we stop attracting business and we’ll have to start dealing with the challenge of chasing it.
How to build a system with less failure points When we build a system, we also need to have accountability measures around it to make sure everyone is doing it the same way. If there’s a deviation from the system, the process of building it would have been a waste of time.

Success is a math equation, and everyday we take action that either gets us closer to or takes us away from our goals. Even though failure is hard, it can actually propel us in the right direction if we apply the right mindset towards it. The formula for failing forward starts with us being willing to fail in the first place, and take our egos out of it. We need to be willing and able to take extreme ownership, so that we can drive ourselves towards the actions that will help us beat the slump. Ultimately, there’s no failure, there’s only learning and growing if you’re taking the right approach.

Guest Bio

Anthony is the co-founder of Team Manzon. Team Manzon was founded in 2013. By the end of their first year in business, they received The Rookie of the Year Award, were #1 in their Market Center and top 1% of their region. Since then, Team Manzon has now grown into a Group of Agents and has held #1 Team/Group in their Market Center for 2015, 2016, and 2017.

To download Anthony’s New agent questionnaire go to http://clubwealth.com/anthonymanzon/.

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Many real estate agents waste a lot of time and resources on prospects who are still too far away from actually starting the buying process. How can we tell the difference between the tire kickers, the pre-clients and the true clients? How do we make sure we get the true clients to commit to actually working with us? How do we create the abundance that allows us to let bad-fit clients go? On this episode, we’re joined by coach Aaron Drussel who shares the process he’s developed to make sure we know where potential clients are in the process, and how to work with the right people at the right time.

We treat clients who are still far upstream as now buyers too early in the process. -Aaron Drussel

Three Things We Learned From This Episode

How the buying process has changed In today’s world of buyer and lead conversion, we’re catching people a lot earlier and further upstream in the process of buying. The problem is, many real estate agents are moving the relationship forward too fast, and trying to close instead of going according to where the person is in the process.
Why we shouldn’t be reluctant to ask for a commitment agreement with a client There’s a fear of missing out on a buyer even if they aren’t the right fit. We need to measure the opportunity cost of working with someone who isn’t fully committed vs. actually working with buyers who are committed.
How the fear of letting go is a sign of scarcity Being afraid to let go of the wrong clients is only a problem when we don’t have enough of a pipeline on the front end. If we have an abundance of clients and leads, it’s easy to let a bad prospect go because you know there are many other options.

There’s a world of difference between a pre-client and a NOW client, and we should be treating them differently in terms of the resources we put towards them. We need to sit down with people for an initial meeting and ask the right questions. We need to be clear on whether they have a need that can be met by the market right now, if their financing is in place, if they have a timeline of 60 to 90 days, want to work with us exclusively and if they are tethered to us with a commitment. Our success in leading them through the process comes down to how relevant our service is to where they are.

Guest Bio

Aaron Drussel is a real estate team leader and coach. For more information, call 801-234-0505 or email aaron@betterutahliving.com.

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We hear a lot about the greatness of running a real estate team, but it’s not always sunshine and rainbows. What are some of the challenges that come with running a team? How can we be good leaders in the face of adversity? How do we figure out what our roles on the team are? On this episode, agent and team leader Misti Bruton shares some of the challenges that come with the transition from solo agent to first-time team leader.

At each level of growth in leadership, there is a skill set that we have to learn. -Cherie Benjamin

Three Things We Learned From This Episode

The real reason why running a team is challenging What makes a running a team difficult is that we have to learn a new skill set that’s very different from being a solo agent. We have to learn about leadership, leverage and actually owning and being accountable for a business, and that is a skill we have to develop.
The key skills we need to have as leaders Leading a team is all about people, and there are many things we have to be able to do. We have to be willing to grow, we have to be willing to listen to people, and be willing to protect the team over the individual.
How to handle setbacks and adversity One of the skill sets we need to master as leaders is our ability to bounce back from challenges and adversity. We can do this by feeding ourselves with positive content and material, or we can learn to reset when something goes wrong, or reframe the negatives into positives.

Running a team comes with great risk and responsibility, and with all the ups and downs it comes with, we have to be up to the task as leaders. Even if the required skills don’t come naturally to us, we need to work on getting coaching and developing them to the highest level. It’s not just about wanting a team because everyone in real estate has one, it’s about having a purpose and vision to build something and keep growing it.

Guest Bio

Misty is a Realtor, broker and team leader at the AVO Realty Team. Go to https://www.greatertexashomes.com/ for more information.

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One of the major ways real estate teams have been able to make more money is by building relationships with industry-related businesses and institutions. How do we approach potential partners and make them want to work with us? What can we do to get the most value out of the relationship on both sides? On this episode, Club Wealth Tier 4 Member and Broker/Owner, Keith Myers shares on how his team has remained successful and profitable, doing $1.5 BILLION in volume, and bringing in an additional $1.5 MILLION in additional revenue from ancillary services and his real estate team!

It’s getting harder to make a profit selling real estate, so we’ve got to get more creative about how we do that. Relationships with ancillary service providers are one of the ways to do that. -Michael Hellickson

Three Things We Learned From This Episode

Why success with ancillary services starts with our primary business

The success of our primary business is what leads to the success of our ancillary services. So we need to drive traffic to our main business, because it makes everything else more profitable and valuable.

How to make ancillary service providers want to work with us

In order to partner up with ancillary services successfully, we have to give them value. We cannot expect them to want to do business with us, and help pay some of our costs if we don’t give something first.

The value of including ancillary partners in our daily business activities

It’s important that we get our ancillary partners involved in our business, because it strengthens our relationship with them. We also have to want them to win and succeed in every aspect of the business, and if we care about their success they’ll want to be a stronger part of our business.

With more disruption to our industry comes the shrinking of our profit margins, and in order to remain successful we have to come up with new strategies. Ancillary services are extremely effective in growing our profits and keeping our teams running at the highest level. In order to successfully implement a plan that includes these services, we have to give to get, create a symbiotic relationship, and make the partners feel like a key part of the team.

Guest Bio Keith is the Broker/Owner at RE/MAX Olson Companies, and a Tier 4 Club Wealth Member. Connect with him on LinkedIn https://www.linkedin.com/in/keith-myers-68807b12/ or email Kmyers@olsonmax.com.

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For real estate team leaders, juggling work-life balance can be a real challenge. How does schedule setting, waking up early, and hiring the right people give us more freedom in our business? How does leverage increase our production? How can we avoid burnout? On this episode, broker and owner of Healthy Realty, Mikki Ramey, shares insights and tips on how we can crush it at home and at work.

There’s a direct correlation between getting really specific with your schedule and increasing your production. -Mikki Ramey

Three Things We Learned From This Episode

Hire for attitude, train for skill Sometimes the best real estate talent comes from outside our industry. We need to pay attention to people in our sphere who are already good at what they do. They could possibly be good matches for real estate.
How to avoid overworking yourself As team leaders, we often have guilt when we spend any time our way from our business, but we can’t have a great family life if we’re answering every question. Our clients will be happy getting help and questions answered by other agents on the team.
If you want to leverage people you have to trust them Don’t micromanage people, empower them. Give them the room to learn and to fail in their role. We won’t allow them to grow, and we’ll never be able to find out their superpower. Trust is important in being able to gain more freedom.

No amount of success at work can make up for failure at home. When we don’t work to have work-life balance, our families and our own health suffer. Leverage is one way we can start getting back our freedom. The benefits of getting a team aren’t just for the team leader, they are for everyone on the team because it means no one will be spread too thin. The more deliberate and structured we are in what we’re doing, the more success you’ll have.

Guest Bio

Mikki is the broker/owner of Healthy Realty. The Mikki Ramey team is in the top 1% for sales in Charleston (14 out of 4100 agents). Mikki has appeared on HGTV National Open House, and also has been featured in HGTV Magazine. She has been recognized by Charleston Moms as the “best real estate agent in Charleston” by Lowcountry Parent’s Magazine. In addition, Trulia picked her as one of the 1% of agents in the country with the 2014 Best of Trulia Top Agent Award.Mikki has been recognized for her excellence in real estate as an East Cooper Top Producer and a Realtor of Distinction. Mikki is also certified as a Short Sale and Foreclosure specialist. She is a licensed real estate broker in South Carolina and is a member of the National Association of Realtors. As a realtor, she gives real estate lectures to students, residents, dentists, and doctors at the Medical University of South Carolina.

To get in touch email mikki@healthy-realty.com or mikramey@gmail.com.

To get access to our Perfect Daily Schedule go to http://clubwealth.com/pds/.

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Online referral and lead sources are becoming a more common fixture of the real estate industry. How can we build long-term relationships through these platforms? Why is follow up such a key part of success with any long-term lead source? How can you get more online leads right now? On this episode, we talk to Club Wealth coach, Marine Yoo, who shares on how we can get more opportunities through online lead platforms.

Everything you do right will pay dividends, but don’t look for immediate gratification. -Marine Yoo

Three Things We Learned From This Episode

How to maximize our online referral sources All lead sources that are paid a referral fee want to work with people giving them the highest ROI, ultimately they are also running a business. You have to get dialed in on your follow up and conversion, and actually give good service.
The correct mindset to have about online referrals When it comes to dealing with online referral sources, change your mindset and think of them like institutional sellers such as banks. This allows you to take the emotion out of the equation and competition out of it and build a predictable and duplicatable system around it.
How to generate lifetime referrals from entry level buyers In entry level price points, people aren’t treated with as much respect as million dollar customers are treated. If we treat entry level customers as well as we would high end ones, they become a raving lifetime fans that will refer us over and over again.

Online lead and referral sources are anything but free lead sources, we have to work hard. In order for us to make them lucrative and repeatable, it’s important for us to follow the best practices of running a business. Follow up and conversion are key to achieving this, because these lead platforms also want to maximize their ROI. It’s a mental game, and in order to play it well, we have to sharpen our swords, and focus on providing value and service at all times to all clients.

Guest Bio

Marine is a former police officer, Realtor and Club Wealth coach. Go to https://www.teamyoo.com/ for more information.

To buy our book, World Class Buyer Agent go to www.clubwealthbook.com.

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After a transaction is complete, it’s often difficult to stay in touch with past clients. How can you keep fostering the relationships you’ve built? What platforms should you be using to make sure your referrals count? On this episode, US Veteran and Nashville’s most trusted Realtor, Josh Anderson shares his advice on staying in contact with your database.

Three Things We Learned From This Episode

Host regular client events

Once a transaction is complete, it can feel awkward for an agent to stay in contact with past clients, especially over the phone. The best way to stop this interaction from being uncomfortable, is by offering your database value. By contacting past clients to invite them to client appreciation events a few times throughout the year, you have something of value to offer.

Time block

You can have the best database in the world, but if you’re not time blocking, you won’t be able to take advantage of it. Set up specific times to do each activity during the day. It doesn’t help to be out of the office with clients all morning if it means it will hinder your routine.

Ask for reviews

A lot of referral sites require users to set up profiles to see client testimonials. This stops many prospective clients from seeing your reviews. Rather than relying on these sites, ask your database to leave you a Google review. Everyone has access to Google, and it’s an easy tool to use. Aim to get these reviews from around 60% of your interactions, and don’t be afraid to ask for them throughout the process.

Staying in contact with past clients is one of the best ways to build a strong database. Make sure that while you’re in contact with your database, you’re offering as much value as you can. Host client appreciation days and offer assistance when needed. Just remember to run your operations like a business, and be sure to set aside the time needed.

Guest Bio

Originally from Nashville, Josh graduated from Louisiana State University in International Trade and Finance. Josh served 8 years in the U.S. Army, including a 10-month stint in Bagram, Afghanistan, during Operation Enduring Freedom. These experiences, coupled with the education he received from Louisiana State, have molded him into a focused, disciplined, and strong willed individual. Josh Anderson can best be described as a man of high energy with a passion for Nashville real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set him apart from the rest.

To find out more about Josh, head to: http://www.joshandersonrealestate.com/

And https://www.linkedin.com/in/nashvillesrealtor/

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Team culture dictates your success, so it’s crucial to build a great environment where your team members feel supported. How can you foster a great company culture? What influences should you be aware of within your team? On this episode, Sandy Stites joins us to discuss building great culture in your business.

When we create great culture on our teams, the magic happens. -Michael Hellickson

Three Things We Learned From This Episode

Have genuine interest It’s vital that you take a genuine interest in the individuals on your team. Pay attention to what’s going on in your team members’ lives and let them know you care. It’s important to approach this seriously and from a place of authenticity.
Encourage vulnerability The great thing about family is that it allows you to be completely vulnerable. Aim to create a family environment on your team where vulnerability is the norm. This can be fostered through zoom calls that force everyone to be on camera. The important thing is to create an inclusive space that allows everyone to be comfortable.
Cut out the cancer If there are people on your team not contributing to a great company culture, remove them from the team. This is often difficult because that same individual may be the top producer on your team, but the reality is that negative influences have to be removed to create a positive environment.

Never underestimate the power of positivity on your team. We’ve all heard the cliche that business and pleasure should be separate, but productivity relies heavily on happiness. Create a team culture where people are excited to come to work. Foster an environment that makes people happy. Team culture dictates your level of success

Guest Bio

Sandy Stites is the marketing expert at Team Stites, a Realtor based in Southern California. In addition to her vast knowledge on advertising and social media marketing, Sandy has even developed an algorithm to link seller’s home features to target buyers. As a native Taiwanese and Chinese speaker, Sandy is capable of offering great help to buyers, sellers and investors in the international market. Sandy places a lot of emphasis on being ‘team mom’, and takes a genuine interest in the lives of everyone at Team Stites.

To find out more about Sandy, head to: https://www.teamstites.com/team/david-stites-licensed-real-estate-agent

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Facebook remains one of the most powerful ways to grow our businesses, but we need to have a strategy for it. Why is it so important to know more about the people you’re targeting on Facebook, what kind of information do you need to know? How can you follow up with people in alignment to the stage your business is in?

On this episode, Real Estate Marketing University founder, Grant Wise shares how to leverage Facebook and how to uncover your best leads with simple strategies.

We celebritize what we see on our screens. -Grant Wise

Three Things We Learned From This Episode

Building an ideal client profile doesn’t limit you, it brings in more opportunities Your ideal customer isn’t just one person, there is a large group of people that exists but one person is what we use to create the foundation of who you want to go after.
Emotion is what takes us further in the marketing process What we leverage in real estate is the desire someone has because that drives them from being unaware of us, to in the know and wanting to work with us. If we give the client what they want, not what they need, we will get further along in the marketing process.
If you want your content to connect with people it has to hit emotional or logical triggers. 3 triggers you hit on in your content, gain (what will I get from this), logic (things that make sense) and fear (FOMO) embed those things into your content.

In our business, the first person to consistently build a relationship wins. In order to build relationships, the most important rule of is understanding who you’re trying to do business with. Without this, whatever approach you take won’t be effective. You have to really know what the situation your ideal customer is in, so that you can be relevant. What’s powerful about Facebook is that we can directly and strategically market to who we want to do business with. When you add to that a message that triggers people emotionally, we will stand out and our marketing efforts will have much better results.

Guest Bio

Grant Wise is a serial entrepreneur and Founder of Real Estate Marketing University, an online media training company. Grant is known to be a maverick leader and an innovative marketing strategist unafraid to lead companies in new directions. To get access to Grant’s 3 Key Secrets to Success, go to http://clubwealth.com/grantwise/.

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Far too often, we use the words ‘wealth’ and ‘riches’ interchangeably. If they’re not the same thing, which one should we be aspiring to? How can we start taking steps towards choosing the right one and realizing what it can do for us and our families? On this episode, Club Wealth coach Doug Holladay is sharing why you need to be striving to be wealthy.

You need to build wealth- forget about riches. -Michael Hellickson

Three Things We Learned From This Episode

Prioritize saving Saving money is more important than accumulating it in the first place. By setting money aside proactively, you save yourself the trouble of needing to look for it when times are tough.
Aim to generate wealth, not riches While the two are often used interchangeably, wealth and riches are two different things. Wealth allows you to take care of others, whereas riches are essentially self-serving. Riches are also elusive— difficult to attain and never enough once you start to accumulate them. Aim to generate wealth that will build your legacy, instead of purchasing fleeting and superficial items.
Choose cash over credit We live in a society of instant gratification, and the constant supply of credit enables us to buy items out of our price range. On top of this leading to debt, buying things you can’t afford with credit is a bad idea in general. By using credit, you’ll ultimately pay more for something than it’s worth.

In a world that values instant results, we’ve started to feel that wealth can be quickly acquired. Where it can’t be acquired quickly enough, things like credit have allowed us to pretend that it can. The problem is, we’re not only spending more money than necessary, we’re striving towards riches rather than wealth. Get out of that mindset today, and start planning your finances with the end goal in mind.

Guest Bio

Doug Holladay is a wealth coach at Club Wealth. He’s passionate about helping people to improve the financial area of their lives, and strongly believes that we should be striving towards creating wealth, rather than riches. Doug is the owner and broker at Team One Real Estate in the Treasure Valley.

To find out more about Doug, head to: https://www.myteamone.com/agents/30253-Douglas-Holladay/

To join us at the Listing Agent Bootcamp 2019, head to: http://clubwealth.com/labc/

For all your hiring needs, head to www.clubwealth.com/wizehire

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All agents are replaceable, but the great thing is: you have the power to choose who replaces you. Likewise, agents have the opportunity to offer to buy a retiring agent’s business in exchange for a referral fee. How can you get involved in this process? What are the risks? On this episode, author of The Golden Handoff, Nick Krautter is here to explain how to get involved in buying business from retiring agents.

We are all replaceable, but you can choose the person who replaces you. -Nick Krautter

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference™, November 18th – 21st in Anaheim, CA

Three Things We Learned From This Episode

Host client appreciation parties

Building personal relationships with your database is essential. Host parties that provide your clients with a great experience, but don’t forget to offer them value. Encourage them to ask about the market while at the events.

Understand what it means to buy an agent’s business

The way to approach buying a retiring agent’s business is by reminding yourself you’re buying the years it took to accumulate that list. If you find a retiring agent willing to sell their business, you’re benefiting from the work they put in without spending any money until you actually close a deal.

Take immediate action. Don’t think you need to wait.

Don’t fall into the trap of believing you need to wait to buy a retiring agent’s business. The best time to take action is right now. You don’t need to spend years preparing for something when the resource is right at your fingertips today.

As an industry, we often tend to think gaining a client list is a near-impossible task. However, buying from retiring agents is one way to make this happen. You can boost your own database in a massive way as long as you’re going about the process in the correctly.

Guest Bio

Nick Krautter is the author of The Golden Handoff: How to Buy and Sell a Real Estate Agent’s Business, which debuted number one on Amazon for mergers and acquisitions. His goal is to teach real estate agents how to grow their business and to help them later retire and benefit from their years of hard work.

To find out more about Nick, check out:

http://www.sellpdx.com

https://goldenhandoff.com/

https://www.linkedin.com/in/nickkrautter/

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No one goes into real estate with the intention to be mediocre, but the path to success is not always clear. What can you do to ensure you get to the top of your market, and stay there? Should you limit your attention to specific markets? How important is it to “know your numbers”? On this episode, Ryan Skrzypkowski shares on the importance of consistency and his secrets to success.

Quit trying to find the magic. The magic is in the boring, day-to-day grind. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference™, November 18th – 21st in Anaheim, CA

Three Things We Learned From This Episode

Don’t be afraid to start at the top

So often when we’re starting out, we shy away from approaching clients in the luxury market. However, luxury clients need agents just as much as everyone else. If anything, the luxury market clients are often appreciative of you going above and beyond.

Know your numbers

Knowing your numbers is absolutely crucial. By doing this, you’ll know where to put your energy. You’ll also be in a position where you can compete with anyone, as you’ll know how much you must do to be on their level.

Don’t waste a moment

We have so little time to make an impact, so seize moments as they come. It’s easy to waste a minute, or even a day. These all add up, and cause you to procrastinate to a later date. Don’t allow yourself to fall into this trap: be as productive as you can, every single day.

Success is inherently boring, so it’s a good idea to have the most effective systems possible in your business. Take advantage of the time you have, and stay on top of your numbers. These crucial steps play a massive role in your company’s success, so be sure to never skip them. Success lies in predictability.

Guest Bio

Ryan Skrzypkowski is a young entrepreneur with a true passion for life, his energy is contagious. He is able to create a motivating environment and will always help those around him. He naturally carries a positive aura, and is able to approach situations in a manner that produces good outcomes. He has a passion for building business, and he believes that the only boundaries to any individual are those of which we set ourselves.

Ryan is a Top 1% producer within the Sarasota/Manatee County board of Realtors, and was voted #1 Realtor by SRQ magazine's 'Best of SRQ' in 2018. He’s also sold $60M + in Real Estate.

Find Ryan on Facebook: https://www.facebook.com/ryan.skrzypkowski

Or on Instagram: @ryan_rstsgroup

For all your hiring needs, head to www.clubwealth.com/wizehire

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The most successful people in the real estate industry got where they are today by using great strategies and processes. Which systems have they been using? How can you start implementing the same strategies in a way that works for your business?

On this episode, we’re talking with Brian Beatty of The Brian Beatty Team to share what’s been working in his business.

If you don’t implement pricing strategies at a high level your clients will end up asking why you didn’t see market changes coming. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group

Three Things We Learned From This Episode

How to create an efficient pricing strategy

When you’re listing a new home, pay attention to the reception you get from the market. If no one attends showings, your price is 10% too high. If people are coming to the showings, but the number of people is lower than expected, you’re 5% overpriced. In the event that you have interested parties, but no offers, lower the price by 2%. Make sure you’re paying attention to the numbers if you’re considering adjusting the price.

Why open houses offer such great opportunities

Never undermine the effectiveness of open houses. Of the people attending, 80% do not have an agent yet. 40% of the attendees will also have a house to sell. Consider open houses an interview for the business you could do with the people coming to them. Rather than spending hours mindlessly as people walk around, ensure they have great experiences.

Why you need to stick to a checklist

You need to have set processes for every client you deal with. In fact, if you don’t create processes and stick to a checklist, your business will never be scalable. Make sure you replicate every step with every client, and don’t leave anything to chance. That may sound boring- but the reality is, success should be.

When you’re running a business, nothing should ever be left to chance. Plan every detail you possibly can and stick to the systems that work. Even if you’ve been successful until now without a plan, keep in mind that to scale your business, someone will need to replicate your steps. Strategies are crucial in business- make sure you’re creating ones that work for you.

Guest Bio

Having grown up in a real estate family, it’s no surprise that Brian Beatty first started working summers in the industry at the age of 13. At 21, he started his first ‘real’ job in real estate, and he hasn’t looked back since. Today, Brian has represented almost half a billion dollars in real estate, and has been ranked in the top 1% of Real Estate Agents in Charleston for 10 years. He’s also the president and Lead Agent at The Brian Beatty Team.

To find out more about Brian, head to www.listingsincharleston.com

And check out www.clubwealth.com/brianbeatty

To see the Club Wealth open house checklist, head to www.clubwealth.com/openhouse

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In most markets, people are looking to get the most listing inventory they can get, and new constructions present the perfect opportunity. How do you get your foot in the door with builders? What can you do to bring value to them? How do you leverage and manage them so that they create more opportunities? On this episode, new construction experts Kellie Revoir and Dawn Schultz share on why we should be paying attention to this niche of business right now, and give insights as to how they are doing it.

When you build relationships with builders, you’re not just there to stick a sign in the yard and bring the buyer. You’re there to help them grow their business. -Dawn Schultz

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

Why new constructions are such a great opportunity

With new construction listings, you don’t just get one check. You can get a lot of listings at a time. Working with builders is great because there’s no emotional attachment, and that makes things a lot easier.

How to build relationships with builders

Newer builders are very often on site, whether they are overseeing the build or working themselves. If you want to build a relationship with them, bring coffee and doughnuts to them every once in a while.

How to connect with people in the know about new developments

Attend planning and zoning meetings and city networking meetings. That’s where the people who know about new developments hang out.

New constructions in your local area are a niche you can dominate if you go into it with the right mindset. It’s not about you just getting the listing. It’s actually about building relationships with them, working with them, coaching them so that they can actually grow their businesses. If you position yourself as someone with valuable information, and someone they can work with; you won’t just get your foot in the door, you’ll become the person known for that.

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With over 29,000 agents in New York City, it is probably one of the toughest markets to set yourself apart and get noticed. What is our guest doing to unlock the opportunities and build a name for himself? What is the advantage of working with buyers? How can you ask for referrals without being too salesy? On this episode, we are joined by one of NYC’s top agents, Jay Glazer who shares on investing in content development and the winning strategies he implements in his business.

Instead of being door-openers and contract writers, the more value that we bring, the more likely we are to stick around. -Brian Curtis

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group

Three Things We Learned From This Episode

The truth about building a brand

Most agents think that they can just build a brand and business will start coming to them, but that’s not true. In order for a brand to work for you, it has to go beyond your identity in the market. It’s about how you, your agents and your business appear to consumers. They must believe that you provide an unparalleled service.

How working with buyers can prime you for referrals

When you work with buyers, you spend a lot of time with them. By being face-to-face with them for hours on end and helping them through the biggest transaction of their lives, there’s a connection you build that you won’t get with a seller who you deal with intermittently.

How to survive the iBuyer wave

The only way we can outlast the iBuyers that are popping up in our industry is to create value. We can complain about how we’re being disrupted, but the only factor that will ensure our survival is working hard and thinking of how we can win in a changing market.

In our industry, there’s so much panic about what’s going to become of us with Zillow and all the iBuyer models sweeping the market. The problem with this way of thinking is it takes our eyes off the ball. People get too caught up and concerned about all the changes in the industry instead of focusing on how they can be better. You have to just accept the rules of the game and the changes, and just play. Think about what is the best and highest use of your skills in that new setting and go after that.

Guest Bio

Jay is a Realtor at Corcoran Real Estate. He was ranked number 36 of brokers in NYC and a member of the International Luxury Alliance Network. Jay specializes in representing buyers and sellers of condos and co-ops throughout Manhattan with a particular focus on Greenwich Village. Jay is fueled by his entrepreneurial nature and ability to seamlessly combine an organized, energetic, and ambitious work ethic with a creative Downtown background. His expertise in deal-making and out-of-the-box thinking ensures the best results for his clients. As a full-service real estate specialist, he understands the science behind the ever-shifting market, as well as the emotional aspect of buying and selling property. His clients include leaders in the technology and financial sectors, and some of the city’s most successful entrepreneurs.

Go to https://www.glazerteam.com/ for more information.

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Video is widely understood to be the most popular and impactful content on the internet. How can we use the effectiveness of video to our advantage? Do we need to be creating videos related strictly to business? On this episode, we speak to Jeff Pfitzer of The Pfitzer Team at USA Mortgage. Jeff has become something of an internet sensation, and he’s here to tell us how you can become one, too!

Repurpose the content people are already putting out there; just put your own spin on it. -Jeff Pfitzer

Three Things We Learned From This Episode

Create content that interests people Pay attention to YouTube and social media trends. Leverage anything you have that aligns with those trends, and keep it interesting for your audience. There are tons of videos on the internet- make sure you’re delivering what the people want if you want to stay visible.
Look for the four “f’s” When you’re setting up a passion page on social media, you need to have it fit within the four major categories of content: fashion, food, fitness and family. This ‘passion’ page serves to boost your visibility. While it may not be related to your business, your followers will know who you are and when they need your services, you’ll be the first person they think of.
Stop worrying about everything (33:05- 34:11) The reason most people don’t get started on creating video content is that they’re self-conscious. Anxiety goes beyond what they look like on camera and extends to not knowing enough or being articulate. Stop worrying about all of that. If anything, authenticity is more appreciated by online audiences.

Social media has come to be associated with superficiality, with many internet stars striving for ‘likes’ at the expense of their authenticity. As a result, audiences have begun gravitating towards more genuine content. You don’t need expensive equipment to get started- all you need is you. The internet has given us all a powerful tool, so why not take advantage of it?

Guest Bio

Jeff Pfitzer is the regional manager for St Louis at USA Mortgage. After spending nearly 20 years in the mortgage industry, Jeff has built a team of more than 30 employees. He is also an avid runner, and uses social media to document him setting- and achieving- goals. Jeff is incredibly eager to share the power of social media in your business- he saw phenomenal results, and so can you.

You can find Jeff on Facebook on his pages: https://www.facebook.com/jeff.pfitzer https://www.facebook.com/USAMortgagePfitzerRegion/

Or send him an email at: pfitzer@usa-mortgage.com

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As real estate agents and business owners, we work hard for our money. If we’re not organized or smart about our taxes, we’ll miss out on a lot of what we’ve earned. How do we dial-in our taxes and legal entities so that we can take advantage of some tax strategies that will put more money in our pockets? How do we choose between an S Corp or an LLC, and what are the benefits? How can we save ourselves up to $9k on taxes?

On this episode, we are joined by expert tax-attorney, best-selling author, and national speaker, Mark Kohler, who shares on 199A Pass-thru Limitations, revocable family trusts, opportunity shifting and more!

The tax planning, asset protection, and estate planning all need to be coordinated. -Mark Kohler

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

Why you need to be involved in your legal and tax planning process

Even if you think your accountant is doing a good job on your taxes, there are strategies they need to implement with you. There needs to be a conversation about certain things. Be involved enough to call the shots as the captain of the ship.

How to save on over $9k in taxes by making a simple switch

The reality is some people are netting $100k and paying up to $40k in tax. You can make a change that means you end up only paying $6k in tax. You can take an LLC and turn it into an S Corp, and then take a payroll of $40k and make the $60k a draw. You still made $100k but you changed the character of it. You’ll pay $6k in taxes but on the other 60% you avoid the entire 15% of taxes. The beauty of that switch is the more money you make, the more money you save.

The best way to pay family members

If you have kids under 18, you shouldn’t pay them directly out of the S-Corp. You can set up a family management sole proprietorship, and determine good pay levels for your kids helping in your business.

If we’re not intentional about how we’ve set up our business and legal entities, we could be losing up to 50% of our earnings to tax. The reason wealthy people have the money they have is that they take advantage of tax laws that benefit them, and with the new tax code, this is something business owners like us can do. By working with the right tax attorney, participating in the process, and coordinating our operations, holdings and family estate, you can save thousands of dollars. It’s about keeping the maximum amount of money that you can, and keeping the IRS informed to keep them happy.

Guest Bio

Mark J. Kohler, M.Pr.A., C.P.A., J.D., is a best-selling author, national speaker, radio show host, writer and video personality for Entrepreneur.com. He's a real estate investor, senior partner in the law firm, Kyler, Kohler, Ostermiller & Sorensen, and the accounting firm of Kohler & Eyre, CPAs. Mark is a personal and small business tax and legal expert, who helps clients build and protect wealth through wealth management strategies, and business and tax remedies often overlooked in this challenging, ever-changing economic climate. His seminars have helped tens of thousands of individuals and small business owners navigate the maze of legal, regulatory and financial laws to greater success and wealth. Go to https://markjkohler.com/ to get his books and listen to his podcast, Refresh Your Wealth. Sign up for his email list and get his book 10 Best Tax Saving Secrets.

To get a free copy another of Mark’s book “Top 10 Legal and Tax Mistakes Made by Entrepreneurs”, go to http://clubwealth.com/cpa/.

Watch Mark’s video “Does the SEP or 401k Strategy Make More Sense?”

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The expansion model in real estate is one that many teams fail at, even when they are really strong in their original market. What are some of the reasons expansions don’t work out, and how can we prevent those issues? How do we choose the right area to expand in? How do we staff our expansion teams, especially when it comes to the leadership? On this episode, Brandon Landro shares how his team is crushing their expansion, and the pieces they’ve put in place to make it work.

It’s our job to build the systems to allow them to be successful. If you don’t have the resources or the time, you are not doing your part. -Brandon Landro

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

How to choose the right expansion market

If you’re looking to expand, consider a market you can drive to, not somewhere that requires a flight. You’ll understand how things work and can quickly get there in the event of a crisis. The branding can step in and answer every single question in a market that’s still local, whereas in a market that’s far away, you just won’t know the contractual information, and no amount of branding will be able to make up for that.

Why you need to expand from a position of strength

When you’re expanding into another market, remember to continue to do business in the market you’re in because that market is feeding the expansion one. You’re not going to make money in your new market immediately, so your original business has to be strong enough to support the expansion.

The wrong point to step out of production

Many people say they want to step out of production way too early, when their transactions are still the bulk of the team’s production. If you step out too early, we’ll end up weakening or even destroying the team.

Expansion isn’t something to do on a whim— certain conditions have to be present in order for it to succeed. There has to be an opportunity for it, and you have to have a running well-oiled machine running already. If you’re making mistakes in your current market, they will be carried over into the next one, and if you’re doing well that will carry over too. It’s a lot easier to build from a center of strength. The fruits of a good expansion is market dominance, and the perception that you’re everywhere which will attract both clients and agents to our teams.

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Too many agents wait for business to come to them instead of getting on the phone and chasing leads. What are some of the causes of phone paralysis and how can we overcome them? How do you live your life with passion by serving your clients?

In this explosive episode of Club Wealth TV, we propel you right into the New Year with Albert Garibaldi, top motivational speaker and author, who has had a brilliant real estate career with $1M in GCI. He shares on finding success on the phone, navigating rejection, and building confidence.

The first 10-15 second from the time they pick up the phone are the seconds you to connect with them. -Albert Garibaldi

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

How to fuel your goals Write down specific a “why” for what you want to do and that will give you the burning desire to get into action. You have to be really specific so that “why” helps you overcome any hesitation, procrastination or inaction.
How to succeed with expired's Mirror their emotions whether they are mad or annoyed, get on their side, and then take them where you’re going. Start with mirroring and matching them so they feel understood.
The importance of tracking your goals In order to keep pushing yourself towards something, it’s important to make note of even small successes. The reason it often feels like we’re not getting anywhere is that we don’t look back at our goals so we can see the small wins.

The reason so many agents struggle to get any real results and never reach their full potential is the way they think about the phone. Whether you’re hesitant, scared of rejection, or just not committed to doing it consistently, this shows up in the prospecting results you get. The most powerful thing we can do is dedicate ourselves to the phone, stop telling ourselves negative stories, and keep track of our goals so we can actually see the small wins. This is how we can be unstoppable in 2019.

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Client events are something we can leverage to help the community and build stronger relationships. How do you create a big enough draw to get hundreds of people to attend? How do you make sure every stakeholder of the event gets a good outcome? Why is the week after the event so critical? On this episode, Dan Baltzer shares how he gets over 850 people to his client events, and how he uses it to grow his business.

The thing you’re creating has to be a big enough hook to interrupt people’s daily planned schedule. -Dan Baltzer

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

Why you must know your stakeholders

When planning your event, you need to know who your stakeholders are. Those are the people you need to make happy. These stakeholders include the venue, vendor partners, and the attendees. Craft the event to make all these people happy. If we make agents our stakeholders, we’ll get them to buy into it.

How events impact your sphere of influence communication

Client events give us the opportunity to have multiple and frequent touch points. We can call them a few times to invite them, confirm their attendance, etc. This gives us a reason to call our sphere multiple times without ever asking for anything.

How to optimize the experience

When planning an event, make sure to walk through the space to see how the people will move through it. Check for any choke points, or any point at which the foot traffic isn’t going towards all the vendors. Remember: controlling the path people take controls the whole experience.

Client events can be an opportunity to drive massive traffic which turns into opportunities for our agents. It’s all about thinking differently about events and paying attention to detail. We have to be clear on the experience we want everyone to have. Everyone there should feel loved and valued. We won’t get positive results unless we do this. If we do it well enough, our sphere of influence will grow, the community will look forward to our events, and vendors will endorse us.

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Real estate offers a wide range of models, and each of them teaches us valuable lessons about what is possible. What is the unique model our guests use, and how do they make it valuable for agents? Why is being part of a team so much better than working as a solo agent? Why is it so important that team leaders provide value beyond leads? On this episode, husband and wife team leaders, Sarah and Giovanni Santa Ana, share how they run their team and brokerage at a high level.

There are specific ways to build a successful team, and you need support. -Sarah Santa Ana

Three Things We Learned From This Episode

How to provide real value to agents

The more we add to the value of what we provide to agents, the more they’ll want to stay with us. Providing leads alone simply isn’t good enough. We also need to provide coaching and help them remove the time-consuming things that take them away from doing business.

Working as a solo agent vs. joining a team

Many people think it’s easy to be solo and that joining a team wouldn’t be worthwhile. The truth is, it’s highly unlikely that someone leaves a team and increases their number of transactions per year. Teams make it easier to be successful.

When to consider getting out of production

Only consider getting out of production when you have a minimum of 15 really good producing agents on the team. Their production has to be enough to support you, your lifestyle, and everything else that needs to happen to fund the team. Only then you can think about getting out of production.

For a real estate business to really provide value, grow consistently, and have the leader out of production, strong systems must be in place. That means having a value proposition that isn’t based on leads, recruiting really well, and having enough good people on the team to sustain the team leader if they go out of production. When building a team, even though your production numbers are going up, your net income in the first year of building goes down. That’s something you have to be anticipating. If you’re too anxious to get out of production, you’re more likely to miss these key details and end up struggling to keep things going.

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Anytime a new model disrupts the real estate industry, agents and business owners feel threatened. The latest model to do this is iBuyers. How does the model work, and how is it solving the pain points of home sellers? Are there any opportunities for real estate agents within this model? What is the long-term strategy of models like iBuyer? On this episode, we are joined by Long Doan to talk about why we shouldn’t feel threatened by the iBuyer business model.

You are the CEO of your own company, and there are only 3 activities you should be doing. Innovation, quantification and orchestration. -Long Doan

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX

Three Things We Learned From This Episode

How the iBuyer model actually works The iBuyer concept has actually been around forever. It’s just real estate investors going in to offer cash to buy a home but using more technology to do it. An iBuyer is a real estate investor that uses a proprietary model to come up with a value so they can make a cash offer within minutes to buy the home and close quickly.
The pain points iBuyers are solving iBuyer programs are succeeding because they are solving the pain points of sellers. One of the biggest of these is that some real estate agents just aren’t good, and the iBuyers allow sellers to skip the process of working with an agent. The other pain points are the various hassles and stressors that sellers deal with during the transaction.
What business owners should be focusing on There are three things every business owner should be doing. Innovation is learning everything you need to know to grow your business and implementing it. Quantification is tracking and documenting everything. The third thing is orchestration, which is putting people, systems and processes in place to run our businesses well.

As the market shifts and changes, we’re going to see a lot more iBuyer programs. As business leaders we can either feel threatened into inaction, or we can try to find the opportunities. The truth is, iBuyers still need to work with agents in many ways, and that means we can partner up with them to our benefit. If we’re really good at providing value, we’ll always come out on top.

Guest Bio

Long Doan is a real estate coach and broker/CEO of the Long Doan team at RG Realty Group.

He has been in the real estate industry for 25 years. As the top 1% Agent in Minnesota and in the country, he has a proven track record. His company is one of the fastest growing real estate brokerages in Minnesota, providing a full-service real estate brokerage where they handle all types of real estate transactions, ranging from Traditional to Luxury, Short Sales to Bank Owned, Investments to Non-Performing Notes acquisition, Property Management to Rentals, and Commercial to Businesses. Go to https://longdoan.realtygroupmn.com for more information.

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Many agents are terrified of fumbling over a script and ruining their interaction with a prospect. What is a key mindset shift we should have about scripts and how we use them? What are some of the things that go wrong with scripts, and how do we break tension and awkwardness? On this episode, we are joined by real estate legend and queen of scripts, negotiation and dialogue, Alexis Bolin, to talk about sharpening our communication skills.

Scripts and dialogue are nothing more than asking the right questions. -Alexis Bolin

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Why we should not try to be our agents’ friend When it comes to our teams and agents, we need to stop trying to be their friend. When we do that, we’re not doing them any favors because it leads them to shake off the responsibility they have for their own success. We give them the tools, support and systems and the rest is on them.
How to rethink scripts We call them scripts and dialogues, but they are nothing more than answering questions and providing information. If we learn to gather information properly by asking the questions, we can provide what the prospect is looking for..
How to have tough discussions with clients Not everything we’re going to say to our clients is going to be something they want to hear. Sometimes they’ll have to hear some hard truths. To do this without negatively impacting the relationship, ask for permission to deliver a message to prepare them for it.

Scripts are everywhere in our lives, whether it’s learning the alphabet, counting, or song lyrics. We shouldn’t look at scripts like as an impossible obstacle to overcome. It’s all about communicating, being empathetic, and being genuine. If we genuinely care, this will shine through every single word we say. Excelling at scripts comes down to knowing when to talk and when to listen.

Guest Bio

Originally from the Jersey shore, born in Long Branch, NJ, Alexis graduated Red Bank High School, and worked 18 years as a waitress. Fourteen of those years, were worked at the Officer’s Club at Fort Monmouth, NJ and another four years at Fort Gordon, GA prior to moving to the Gulf Breeze in the Pensacola area in November of 1977. During most of that time period Alexis was a single mother working three waitress jobs to support her children with no child support or alimony. Alexis obtained her Real Estate license in May 1978 and her Florida Broker’s license in 1980. She started as a new agent in 1978 and worked 39 years the same Real Estate Franchise prior to joining Keller Williams Realty Gulf Coast in July 2017.

Her accolades include, being Number 1 Agent Nationwide for ERA Real Estate 3 times, ranking among the Top of All Agents Nationwide, being one of 100 Most Influential Agents in Florida, one of the Most Awarded Agents in the Nation, International Real Estate Hall of Fame 2013 and Real Estate Experts Hall of Fame 2013. Go to http://www.alexissellshomes.com/default or https://www.linkedin.com/in/alexis-bolin-b1145310/ for more information.

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Recruiting is constantly on the minds of leaders looking for the best way to bring on talent. Why is it so important to have filters in our hiring process? What does a candidate’s resume really tell you, and how should their personality factor in? Should we only be looking for licensed agents? On this episode, Wizehire CEO Jay Niblick shares insights on their process and how they help team leaders get the best people to come onboard.

When you’re hiring, take your sales hat off and put on your home seller hat. -Jay Niblick

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

How to know you need to bring someone on The key metric that determines whether we should be hiring someone to help us is when we get to a point where we can’t handle the business because we’re doing other things like admin. When our bandwidth is maxed out even with an assistant, that’s when you need to bring on a buyer’s agent or two.
Hiring on the resume vs. hiring on personality Don’t base your hiring decision too much on the resume. Remember: it’s a document written by a salesperson, and they will sell themselves as well as they possibly can. Even if they have references, it’s not like they will put the boss that last fired them. Put the weight of the decision on their personality and the interview.
Why unlicensed agents can also be great hires A lot of us shy away from agents who are newer to the industry, or aren’t licensed yet. However, we have to question why the more experienced agent isn’t managing to get to the next level, and whether we might have to train out some bad habits. With new agents, we can start them off as ISAs for 90 days, train them, and see if they can grow. That’s a great filter for getting really good talent and then making sure they fit the culture.

When we’re faced with a wide pool of talent, it can be difficult to bring it down to the valuable few that will really boost our businesses. DISC profiles help us determine the kind of people they are and what we can expect, but personality and character matter, too. Are they willing to do a DISC assessment, show up to calls on time, and reply to emails? Those things are all very telling. When we hire, we should think like a home seller who has something of value to award to the right person. When that right person comes along, they are given the opportunity of working with us.

Guest Bio

Jay Niblick is the founder of Wize Hire, a real estate recruiting software with a data-driven approach to the hiring process. He matches companies with the perfect candidate based on behaviour, communication style, and values. For more information, go to. https://wizehire.com/.

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Growth is what all agents and team leaders dream about, but how can we make the progression easier? In what circumstances are partnerships desirable? How many times should we contact a lead? And why shouldn’t we aim to be a jack-of-all-trades? In this episode, Tim Ray shares his journey from closing 78 units per year to over 450 in only a short time.

Stop thinking about doing the work, and do the work. -Tim Ray

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

How to make partnerships work

Partnerships can become tricky if only one person carries the heavy load when the split is even. To make partnerships work, we have to either alter the split or recognize that the bulk of the work should be shared between partners.

How many times we should contact a lead

With prospecting, we shouldn’t stop until we’re told by someone that we shouldn’t contact them again or that they’re ready to buy or sell.

What to do with repetitive, time consuming-tasks

If we have to follow through with the exact same action twice, there’s a high chance that the task can be automated or at least done in a time-saving manner. When we have the right systems in place, the time spent on busy work is diminished.

As business owners, we may feel pressured to wear many hats, especially in the beginning when we can’t afford to outsource. As our business grows, it’s important to recognize what we’re good at and spend our time on activities that make use of our talents. There’s always something new to learn, especially since technology is changing at a rapid pace. However, we don’t have to learn everything, so it's wise to hire other people who can specialize in other roles.

Guest Bio

Tim Ray is the CEO of Home Smart Legacy and the team leader at Tim Ray Real Estate Team. Tim has over 20 years of experience in the real estate industry and is a tier 2 coach at Club Wealth. You can find out more about him here.

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Internet leads can be difficult to follow-up with and convert. Most of them never pick up the phone, and those who do aren’t interested in buying right away. How can we increase our chances of getting our phone calls answered? What’s the incubation period for internet leads, and how can we gain trust in the meantime? What can encourage sellers and buyers to let their guard down? In this episode, David Tal talks about lead follow-up and how we can build trust with internet leads using ISA’s.

People tend to lower their guard when they don’t speak to the agent immediately because there is a sense people have that they are going to be sold right away. -David Tal

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Don’t try to sell right away Most people have their guard up when they interact with agents because they expect to be sold to right away. With ISA’s, their guards are lower because they aren’t expecting the same. The ISA’s initiate the conversation, welcome leads, and give value instead of trying to go for the listing from the first conversation.
Internet leads are "potential leads"—not leads We can’t approach internet leads the same way we approach people who walk into our office, because internet leads aren’t as motivated to buy right now. As a result, we have to interact more with internet leads to close a sale. When scaling a business, we have to remember that unless we outsource some of our sales calls, we might end up working all the time— especially since most leads come in during the weekends.
Provide continuous value Agents need to provide value to potential clients in order to foster trust. Most people aren’t ready to buy right away, so instead of trying to convince them to buy now, give them a list of open houses they can look at on their own. This sort of value builds a connection that lasts longer.

Most people dislike receiving phone calls from numbers that they don’t recognize. To ensure our calls are picked up, we should initiate the conversation with our internet leads via text. This way, we let them know who we are and see whether they want to continue the conversation via text or phone call. If leads fail to respond, using the double dial method usually stirs their curiosity enough to make them pick up the phone.

Guest Bio

David Tal is the CEO and co-founder of Agentology.com where he helps agents and real estate teams put their lead generation on autopilot. His team of ISA’s follow up with real estate leads 24/7.

You can find out more about how Agentology works and what results you can expect here.

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Success is not about unique talent and luck, but about consistent hard work and planning. What’s the first step we should take towards focusing on higher-value activities? Why is emotional resilience so important in real estate? And what’s the one competitive edge we have over companies with large funds? In this episode, one of the most successful real estate executives, Chris Heller, shares his real estate journey and advice for aspiring agents.

The reasons people buy or sell homes are often grounded in emotions. -Chris Heller

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Don’t be a jack-of-all-trades Negotiations, listing presentations, and even lead generation can be outsourced. We can’t wear all of the hats in our business without ending up exhausted. Plus, there may be others who are better than us at certain aspects of the business. Why not outsource the low-value tasks or tasks we don’t enjoy doing?
Learn how to deal with failure Emotional resilience is crucial in real estate. No matter what level we’re at or how skilled we are, there will always be days when we’ll encounter someone rude or discouraging. Because it’s a people-based business, dealing with an uncomfortable situation is a common occurrence. If we want to succeed and stay in the game, we have to learn to become emotionally resilient.
Our bank account is our financial compass Our biggest term of comparison should be where we used to be and where we are today. Our bank account shouldn’t be a way for us to measure our worth, but rather an indicator of where we are and how much we have to work to get where we want to be.

Our clients expect more from us today than they did two decades ago. Because of how technology has made everything faster and easier, the same experience is expected from real estate.This is the only competitive advantage we can work on when competing against companies who can afford to buy a listing when it doesn’t get sold. “Customer experience” is the card we should all play if we want to stay in business in this market. In any big transaction, having a human to talk to is more important than any other elements of a customer service experience.

Guest Bio

Chris Heller is a nationally-recognized real estate executive, boasting one of the most successful production track records spanning three decades. As the former CEO of Keller Williams Realty, Heller expanded the business into more than 20 international markets and helped build the world’s largest team of real estate agents.

As the chief executive officer of Mello Home, Heller leads the team tasked with creating smarter and simpler home buying, financing and improvement experiences for today’s increasingly tech-savvy customer.

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Networking events are a great opportunity for us to learn from others and make connections, but they’re often perceived as a waste of time. How can we get the most out of a networking event without wasting our time with people who aren’t interested in what we offer? Why should we be careful with who we send referrals to? How can an introvert thrive at networking events? In this episode, Aimee Freeman talks about how she generated referrals by going to networking events.

Life begins at the end of your comfort zone. - Brian Curtis

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

We need to surround ourselves with people we admire

If we want to grow, we need to surround ourselves with people who already achieved a high level of success. And most high-level players do go to networking events. If we’re too shy to introduce ourselves, asking a mutual acquaintance can help.

Be aware of paid endorsements

Paid endorsements are very popular online. There are even groups where agents can find people willing to endorse in exchange for a small fee. Because of these practices, we have to pay even more attention to whom we send referrals, as well as their background in real estate.

How to encourage others to recommend us

One of the best ways to ethically encourage others to tag you on social media is to use contests. Use a system that automatically puts each person who tags you into a drawing, and send them a message about it as well. This way, you get to show the people who tag you that you’re thankful for their help.

Even introverted agents can do well at networking events as long as they’re intentional with their interactions. We don’t need to have a specific personality type to strike a conversation with a stranger. Plus, stepping outside of our comfort zone helps our personal development. We must also keep in mind that everyone at networking events has roughly the same goals: to meet others and make connections.

Guest Bio

Aimee Freeman is a broker and owner of Aimee & Co., and she specializes in first time & luxury home buyers, relocation, investors, sellers, and marketing.

She has over 19 years of experience in real estate, but she doesn't shy away from using modern marketing strategies. Aimee completed several courses for Facebook, Pinterest, & LinkedIn and has experience promoting her listing in the digital environment.

You can find out more about Aimee here.

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Real estate agents are commonly taught to be “self-self-employed” which means they never become business owners. What are things we can do to transition from trading time for dollars to trading ideas for dollars? How should we approach prospecting? What does it take to get to 6-figures of net income? On this episode, we talk to James Shelby about leveraging, diversifying lead streams, and becoming a true business owner.

You need to find multiple streams of leads to bring in the business. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Expireds vs. circle prospecting

Circle prospecting calls are easier to make than expireds. An expired is not going to be as happy to talk to you because they are constantly getting calls. A person on a cold call will be more friendly and comfortable.

Prospecting all the time is not the path to long-term success

In order to make more money, our mindset shouldn’t be that we must prospect all the time. All that does is lead to burnout, and it won’t bring long-term happiness. If we want to build a business that has balance and a long-term chance of survival, we have to do more than just prospecting.

Diversified lead sources are the way to scalability

If we want to make a solid 6-figure net income in this business, we need to have about 10 solid lead sources. This is what it takes for us to go from self-self-employed to business owner, and to have more freedom.

We are either employees, self-employed individuals, business owners or investors. When we’re employees or self-employed, all we’re doing is trading time for dollars and there’s no leverage or scalability. On the other hand, if we’re business owners or investors, we can now trade ideas for dollars and achieve true freedom. What it takes for us to achieve this is diversifying our lead sources so that we don’t burn out on prospecting, and have a balanced business that can weather the shifts and changes of the industry.

Guest Bio

James Shelby is a real estate professional in Southern California. He is focused on making clients happy and keeping them as life long friends. He specializes in working with first time buyers, sellers, and investors. Go to http://www.shelbysold.com for more information or connect with James on LinkedIn https://www.linkedin.com/in/james-shelby-330ba493/.

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All agents dream of scaling up their business, but what’s different about the mindset of someone who is already closing 100 deals per month? How can we break into new niches such as REO? What’s the best way to motivate our team? And how do we prevent our business from leaking money after a lead source disappears? In this episode, we talk about tips and tactics that will get you closer to your goal.

Sales is learning to communicate in a way that we can both win. -Brian Curtis

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

How to get rid of our limiting beliefs

If we want to prepare ourselves mentally for the kind of work that requires selling 100 homes per month, we need to study the people who already did it. We can’t learn by spending our time with people who don’t believe in success at this scale. Often, the people we have around us don’t believe in us when it comes to our goals for building a successful career. As a result, we need to distance ourselves from people who don’t have faith in us and surround ourselves with those who do. 2. Networking is the best way to break into a new niche

If we’re looking to break into a new niche, going to networking events is a must. However, we shouldn’t just flock to the people who are already surrounded by other beginners like us. Instead, we should find their names, contact info, and what they could use help with. When we introduce ourselves, we shouldn’t just ask for something from them—we need to deliver something of value as well. This way, we be taken seriously and get more chances to spend time with seniors in the niche we want to break into. 3. We need to find people’s motivations

Our motivations are more diverse than we think. A raise to our agents isn’t always a good motivator. If we want our team to perform well, we need to find out what each agent needs. Once we find what our people are looking for, it’s easier to leverage them.

When we aim for a higher income, we need to aim for at least 25 diverse lead sources. If we only rely on a few lead sources, we have no safety net. If one of the lead sources dries up, our business is lost. The same concept applies to having 5 buyer’s agents on our team. It’s a disaster waiting to happen. If one of those agents thinks about starting their own business, our income will dip drastically as well.

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Most teams don’t take the time to set up career paths for their agents, and this leaves them with very little value to offer. How can we develop a path that teaches agents the high value work they need to do, and give them space to grow as leaders too? When it comes to getting more results, why is leverage the answer? Why is specialization the only way to earn more, grow successful businesses and still have the ability to be devoted to our families? On this episode, Nick Waldner shares the lightbulb moments that helped him go from sales professional to business owner of a thriving team.

When you highly specialize, you make more money and you get time back in your life. - Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

The problem with “keeping it small and keeping it all”

When we’re given talent, it’s important that we help people reach their maximum potential. If we’re choosing to keep it “small and keep it all”, we’re not helping people live their best lives. If we miss that, we miss the whole point of business.

What happens when we don’t specialize

If we don’t specialize, we’ll end up having a full-time job doing the technician stuff, as well as a part-time job doing all the back-end work, and a part-time job bookkeeping. This is how we end working double, even triple time.

Our people must be more than cogs in our wheel

Many teams fail to give their employees a career path. That’s usually because the leaders are selfish and see their people as merely cogs in their wheel. If we give people the opportunity to grow, we make the business better and vastly improve our chances of keeping our good people.

If we’re not finding ways to leverage our businesses while adding people to grow, we’re just signing up to have a job for the rest of our lives. This doesn’t just cost us, it costs our families too. In order to 10X our businesses, we have to get off the hamster wheel and put systems in everything we do. We need to be helping people climb the ladder along with us. Being team leaders isn’t just a glamorous thing that gives us fame and clout— it’s a huge responsibility to serve both our clients and our agents.

Guest Bio

Nick Waldner runs The Waldner Winters Team, the #1 Team in his market. His team is included in Gary Keller’s Top 100 out of over 150,000 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. Learn more at www.waldnerwintersteam.com

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Standing out in your market has a huge impact on your business, and being a trusted resource for others can help you do that. How can we be more useful and less salesy? How does providing an excellent customer experience result in recurring business? How can an assistant help us focus on high-value tasks? In this episode, Brian and Cindi Richardson share how they made it big in a small market.

You have to deliver excellent customer service—not just to clients, but also to the agents in your market. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Outsource time-consuming, low-value tasks Our lives would be less cluttered if we outsourced the time-consuming tasks that must be done but don’t bring much value. When we gain more hours in our business by eliminating the mundane work, we are free to focus on high-value activities. The best hires are those that complement our weaknesses and allow us to focus on what we’re good at.
Get creative with your marketing tactics There are certain marketing channels that are extremely cluttered, and fewer and fewer people find those effective. These include email campaigns and phone calls. We can’t stand out by doing what everyone else is doing. While the inbox gets more cluttered, the mailbox doesn’t. Flyers and magazines are offer great opportunities to get in touch with your database without ending up in the spam folder.
Excellent customer service is the strongest form of marketing Superb customer service is not only a must for clients, but also agents we collaborate with. We have to deliver excellent customer service to the agents in our market. They may decide to bring us referrals depending on the experience they have with us.

Guest Bio

Brian and Cindi Richardson dominate their local market in Cleveland, where they control around 10% of the market share. Cindi started her real estate journey in 1999 when she got her licence. Brian spent 20 years in the home improvement industry. In 2011, he joined his wife, and the Richardson Team was born. Cindi was named a top performing agent for four years in a row, and she was also named Cleveland’s “Best of the Best” in 2012, 2013, 2015, 2016, and 2017.

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Building a real estate business in the luxury market comes with its own unique challenges, but are clients from this segment really that different? How can we walk the extra mile for a luxury client without sacrificing our free time? Why are photographs important for both the advertising process and in convincing a seller to list with us? In this episode, Josh Zollinger talks about how he broke into the luxury market and shares what he’s learned since.

Whoever you are without money, you are just more of the same with money. It’s a multiplier. -Brian Curtis

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Be helpful, not just friendly People don’t meet with us because they need a friend, but because they want to buy a house. This is why so important to make the process professional, effective, and stress free for them. No matter how charismatic we are, if we don’t make their lives easier, they’ll look for another agent.
Photographs get clicks Photos are key to marketing a house. With low-quality photos, nobody is going to click on the ad, especially in the luxury market where everyone has high standards.
Focus on the things that matter and delegate everything else Many agents end up working up to 80-90 hours per week. While they do make good money, they can’t catch a breath. Selling and buying usually involves a lot of administrative work as well, and all of this can be outsourced to someone else.

Luxury clients tend to be savvier and have higher expectations. In the end, however, they’re just people who want the same thing as everyone else: a good customer experience. We need a marketing plan each time we give a listing presentation, and we must be able to prove that we have the expertise and the willingness to go the extra mile for them.

Guest Bio

Josh Zollinger has had a successful career in sales and is noted for his excellent negotiating skills and professionalism. His skill set includes construction, finance, accounting and mortgages. Go to http://www.zollingergroup.com/ for more information.

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A lot of agents underestimate the value of building relationships with the agent community, and they miss out on great opportunities. How can we add value for our fellow agents? Why are relationships the lifeblood of our industry? How do we build relationships with people on the institutional side? On this episode, Ken Pozek shares how he grew his volume to $40 million in just two years in a new market, and why relationships were so instrumental in his success.

If we’re not building relationships with our clients and our other Realtors, our function becomes moot. -Brian Curtis

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Be intentional with your actions at events. Build relationships while you’re there.

When we leave our business and family behind for days to go to an event, we can’t just go there to stay in our clique. We should have goals when we go to these events, and recognize that they are a powerful way to meet people and make valuable connections. * Become associated with your city

When we’re networking or making appearances, our last name is moderately important. The order of importance is actually first name, city, and last name. If people associate us with our city, they think of us when they think of that city. * Be purposeful with long-term follow-up.

Unless we’re planning to be out of business soon, we need to do long-term follow-up to set ourselves up for business and deals in the future. If we only take the low hanging fruit today, we’ll miss out on the good that can come later from effective lead nurturing and follow-up.

Everything in our business is a relationship, and the further we go on the line of this internet, the more we have to remember this. If we cease to be a relationship business, we cease to be important at all. If a computer can open the door, show the house and work on the contract, we’re no longer important, and there obsolete. That’s why relationships matter now more than ever. We never know how that relationship is going to pay dividends in the end, and the profitability we get from those relationships is through the roof and will always be far better than business we pay for.

Guest Bio

Ken is a real estate agent and team leader with a passion for helping organizations and individuals reach their goals. Owner of the Pozek Group Sales Organization with offices in Florida and Michigan, and 2012 Honoree for NAR's 30 under 30, Ken Pozek has over 600 homes sold in his career. A former flipper/investor and appraiser, Ken built a successful team in Michigan then moved to Orlando and maintains operations in both areas, focusing now on building a team in the Orlando market. Go to http://pozekgroup.com/ for more information.

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When we’re doing a lot of deals and everything is running well in our business, it’s easy to miss the early tremors of a shifting market. What are the details we need to pay attention to in order to know that something is coming? Which market should we pay close attention to? How do we make sure our businesses are well-balanced? On this episode, Mike Bjorkman shares how he managed to thrive through two market shifts, and the early warning signs we should be paying attention to.

We want to make sure we’re positioned well for anything the market does. -Mike Bjorkman

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Even when things get tighter financially, never scale back on your coaching During a shift, a lot of teams leaders are going to freak out and start tightening up the purse strings. They usually start to cut back on coaching and lead generation, which are the two things they need most. Coaching is critical for making through a market shift and you should be scaling it up, not down.
Coach your sellers to adjust their expectations Sellers need to be coached through a market shift as much as our agents do. They have to learn what their results are indicating about the market and understand that agents are going to be comparing their house to better deals.
Maintain a balanced book of business We need to grow our institutional clients while simultaneously growing our residential and retail business. As we do both, they will feed off each other and our businesses will last a long time and get us through any shift.

Most of us only look at the downside of a market shift or downturn, but this actually makes us miss out on the upside which is all the opportunity such an event creates in our industry. Shifts are where the real money is made. They are chaotic, but that actually creates opportunities and gives you a shot to take up more of the market share. In order to do this, our businesses have to be well-balanced and protected, and we do this now by bringing more value to our relationships, taking as many listings as we can, and investing in coaching.

Guest Bio

Mike is the Broker/Owner at Team Bjorkman Real Estate. He is also a real estate coach and podcaster. For more information, go to https://teambjorkman.com/

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A lot of us are seeing low conversion rates because we lack tenacity on our leads.How can we empower ourselves with information about the buyer so we can better serve them? What should our attitude be toward incoming calls? What’s the most effective way to assign leads to agents on the team? On this episode, we talk with Mike Bernier about maximizing his realtor.com leads and converting them at a higher level.

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Assign leads to agents based on the right fit

The ISA is part of the team, and he or she knows the agents well. When the ISA is on the phone with the lead, they’ll know which agent will work best with the person. You need a good fit for the lead so the buyer moves forward. * Use the conversation to learn about the other person

It’s really important to ask good questions that lead people to reveal more about what they are looking for. It’s about not dominating a conversation, but about controlling the conversation by asking questions and listening. A good ratio to go by is to talk 30% of the time and listen 70%. This will show you where to steer the conversation. * Follow-up has to matter as much as speed to lead

Agents give up too early, especially when there are a lot of leads on the table. Often, when you give agents too many leads, they don’t follow up as tenaciously as they should with the leads that they have.

If you want to increase your conversion on a lead source like realtor.com, it’s critical to have a solid ISA in place. If you’re a solo agent, your ability to take the call when it comes in is important. When managing your agents, remember that there are no participation medals in this business. If you’re just going to give leads equally on your team, you’re going to make less money than you should. Lean on the ISA to assign leads to the right agent, and let the ISA use the calls to learn about the buyer. Don’t make the mistake of asking just one question and thinking it’s enough. Ask questions with the goal of knowing as much as you can about how the buyer thinks.

Guest Bio

Mike Bernier began his career in 1998 with the idea that he wanted to make a real difference. He quickly found a passion for Real Estate, the industry as a whole, and for helping people. Currently he is a managing broker and Co-owner of Realty Group Inc. He is also mentor and instructor/trainer. He helps Realtors of all experience levels develop their talents and focus their efforts. Get more info at https://mikebernier.realtygroupmn.com/

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Most team leaders would never entertain the idea of hiring agents who are new to the industry, but it is something we should all consider. What are the benefits of hiring “green” talent, and how do you interview to find the right fit? When it comes to listing presentations, how can you hold them in your office successfully? How do you make sure you go above and beyond your competition in these in-office presentations? On this episode, Kevin Yoder shares how he’s making two over-looked strategies work for his team.

When we invest the right amount of time and resources into the right thing, we get return on investment. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Show clients the value of coming to your office as early as possible
Great leaders aren’t afraid to train people to become better than themselves
New agents in the industry provide the best coaching opportunity for us

If we want to win with in-office listings, the value we bring to the client has to be clear right from the start. If they see the value, they won’t object to doing things differently from other agents in the market. When it comes to hiring, most of us make the mistake of hiring for skills rather than talent. Experienced agents may have the skill, but talent is a different thing entirely. When you go out specifically looking for experienced agents, you’re hiring for skill and hoping they have talent. Try to look for the talent first, and invest in teaching the necessary skills.

Guest Bio

Kevin is the founder of Yoder Real Estate in Grand Rapids, Michigan. His team are now on track to do 250 homes sales in 2018, which is a 40% increase from the previous year. Kevin attributes this recent success to learning how to master recruiting and surrounding himself with great people. Go to http://yoderrealestate.com/ for more information.

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We often underestimate the impact our children can have on our business, or the long-term benefits of learning what hard work looks like from an early age. How can working with us impact our children? How will this affect their future careers? And why is it important for them to learn strong work ethic early on? In this episode, we will share 4 amazing stories of teens who work side by side with their parents to grow their family business.

Ultimately, we all have the same goal. We want to build our company and leave a legacy. -Amber Santa Ana

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

The hours invested today will pay off tomorrow

Whether our children decide to continue working on our business or find a new path for themselves, the discipline and the work ethic learned now will help them in any career they pursue. While most young adults will still be struggling to adapt to their new reality after graduating from school, teens who worked early on will be a step ahead.

A small job doesn't always mean a small impact

Even if kids won’t do much in the beginning while they’re still learning the ropes, we should strive to motivate them to make the best out of their role. This involves encouraging them to be outspoken when they see something that needs to be improved.

Teens are often underestimated

We often underestimate the capability of our children. As a result, we risk losing the opportunity of including a generation in our business that has a firm grasp of what happens in the online environment. If we provide them with the right tools, they have the opportunity not only to follow our directions, but also come up with new suggestions based on their unique perspective.

The greatest gift we can give to our children is the opportunity to do something truly valuable with their time and prepare them for adulthood. Life after graduation can be a stressful change for many young adults. They suddenly have to deal with a new reality that they were previously sheltered from: responsibility, work, and bills. If we can prepare our children for what they’ll need later in life, we will put them one step ahead of the game. They’ll also have the valuable work experience that they can leverage into their next job or endeavor.

Guest Bio

Amber Santa Ana graduated high school early at 17 and contributes to her parent’s business, a property management company. Currently, she is looking to grow the business by attracting more talent via internships.
Grace Ray is 16 years old and has been part of the family business since she remembers.Today, she handles the systems behind the family business. She is focused on making small tweaks that have a significant impact on the time and money saved. She is also part of the Club Wealth Youth Squad.
Austin Hellickson is only 15 years old, and is the Relationship Manager interning at Club Wealth. Part of his job is to build a relationships with clients and teach them how Club Wealth can help them out.
Maddison Hellickson is a 17 year old student and marketing assistant for club Wealth. She loves learning about web development and marketing strategies, and part of her job is to implement everything she learns to grow her family business.

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A lot of us easily forget the value that comes with going the extra mile with our listings. How does committing to adding more value actually give our clients more returns? Where are we missing the mark and could be doing better? How can we create scarcity around even the most common properties? On this episode, Todd Tramonte joins us to share the 7-step action plan that allows his team to not only increase their commission but help clients earn more.

It’s not about what we do or the cost of the things we spend money on-- it’s the return to the client. -Todd Tramonte

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Don’t fear pre-inspection. Turn it into a marketing lever

A lot of people are afraid of pre-inspections because they think there’s a liability issue with disclosure. Actually, a pre-inspection solves a lot of potential problems and puts us in the driver seat for our clients, allowing us to control the delivery of information and eliminate the negatives during the positioning phase. * There are 3 marketing strategies every real estate agents should employ

There are three different way we can market a property, and most agents only scratch the service of one. Preemptive (hyping it up before it goes on market), broad-based (marketing to everyone), and piling on niches.

How to create a market of one

A lot of people think scarcity is dictated by the market, but we can actually drive scarcity up and down. We can do this by creating points of scarcity about the property we’re trying to market. Ask yourself what makes this property unique and what people can’t get anywhere else.

The seven steps to fetching higher commissions are pre-inspection, professional staging, professional photography, marketing, creating scarcity, driving urgency and negotiation. As we put these pieces together, we form a complete marketing strategy that will exceed our clients’ goals. Our goal when speaking to a potential client is not to rationalize the value of these things based on the cost. It’s about the impact and the value they receive and the return that comes from them.

Guest Bio

Todd Tramonte is well known as an innovator and leader in the areas of real estate marketing and sales. His passion for education and commitment to excellence are trademarks of his leadership of both his company and his clients. Todd is the host of Texas Real Estate w/ Todd Tramonte and is a frequent guest on industry podcasts and educational events for Realtors and Brokers around the world. Todd is also an energetic and entertaining speaker on the topics of real estate, small business development, and his Christian faith. Go to https://www.dallashomerealty.com/ for more information.

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A lot of us aren’t hungry enough for our goals and it shows in our results. How can we overcome this so we can start winning? Why are relationships so important? What does it take for us to stop making excuses and step into our purpose? On this episode, we discuss some of the key learnings and insights from our Listing Agent Bootcamp.

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Excellent client service is always rewarded

Don’t rest on having a big database. It doesn’t mean you don’t have to put in effort. Great customer service during the transaction is a given. What makes the difference is how we take care of our clients after the transaction. That level of customer service is what gets us the referrals. * Think financial freedom, not debt freedom

The goal should be to achieve to be financially free, not to be debt free. When you say the latter, you tend to focus on the debt part. Be careful what you put in your mind everyday, and focus on things that are big and expansive. * Relationships are key

Our main goal at our events is to help people build relationships. So think about the three people you met at the event that you have to follow up with. Who are the people you should go deeper with on a relationship and what value can you bring to them? Don’t think about what they can bring to you-- think about what you can do. Eventually they will give value to you, but you have to give first.

There’s a big difference between “wanting something” and wanting something enough to overcome all excuses and limitations that hold you back. Even small tweaks in the right direction can help take your business to the next level. Ultimately, you have to be willing to learn and educate yourself so you can be free and win at this game called business.

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One of the biggest misunderstandings in real estate is what a team leader actually does. It’s not about sitting back and collecting a paycheck. What is the truth about what it takes to succeed? How do we know if the time is right to grow a team? How do we learn to push things forward in our team? On this episode, we talk to Michael Baird who shares on transitioning from solo agent to team leader.

You want to be the one to call them when they’re ready. You’ll never know when they’re ready, so you gotta keep calling. -Michael Baird

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Success has a lot to do with repetition

A large part of success is doing what you’re good at over and over again. It’s all about getting into the habit of doing what you have to do, even when it gets tedious. * Team leaders have to bring value to the table

When you’re a team leader, you aren’t just going to sit back while the money rolls in. You have to constantly add value to the people you lead. That means as a leader, you have to constantly be improving and growing yourself so you can be of use. * You have to seek your clients, not wait for them to seek you

The idea of a brand new lead is quite silly. People buying houses don’t just suddenly call an agent. They go through the process of checking the MLS, and you’re going to get the listing by seeking them in the process, not waiting for them to seek you. Just because a lead is higher up in the funnel that doesn’t make them a bad lead. It just means they’re not a “tomorrow” lead.

Being successful can be exciting, but getting there rarely ever is. To succeed you have to be willing and able to repeatedly do the tasks that are necessary. Don’t be afraid of the grind, and be willing to eat the frog. You have to do those things you don’t really want to do until you can afford to pay someone else to do it for you.

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The idea of an objection can be intimidating to a lot of real estate agents, but it doesn’t have to be. What are ways we can resolve concerns, and actually turn them into opportunities to provide value? How can we tell the difference between an objection and a simple question? How can we reframe an objection? On this episode, Jesse Zagorsky shares how to handle objections like a pro.

If there’s an awkward pause in the conversation after you’ve handled the objection it’s probably because you should be closing. -Jesse Zagorsky

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Know the difference between an objection and a question

There’s a huge difference between an objection and a question, and we have to know this. Sometimes a question comes up at the right time, and the person has every right to ask. All we need to do is answer the question and keep it moving. * You can ignore an objection without being rude

One of the most effective objection handling tactics is to ignore the objection. You can acknowledge it but you don’t have to address it in the moment, and you don’t have to be rude about it. Most people are less committed to their objections than we are to pushing it back to later on. * Don’t miss the opportunity to close

The last step of objection handling is one so many of us miss-- and it’s closing. We’re not going to get the business until we actually come out and ask for it. Instead of standing in the awkward silence after handling an objection, close the deal.

There are 6 steps to handling an objection like a pro. You have ignore, reframe, isolate, cushion, handle and finally close and ask for the business. You have to have the tenacity to ask for what you’re worth because that’s what actually determines your value to your present and future clients.

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Technology and other disruptions are affecting the amount of referral business we’re getting these days. As leaders, how can we adapt to this going forward? What does it take to still be top of mind? On this episode, Brandon Nelson shares how his team has prioritized speed to response, and how they continue to foster referral business in today’s changing real estate landscape.

We’re striving to be in front of the people who are most likely to send us business. -Brandon Nelson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Referral business is shrinking for agents

5 years ago, 61% of the average agent’s business came from repeat and referral business and sphere of influence clients. That number has dropped to below 44% and a lot of that has to do with more consumers. 98% of all buyers start their search online, and 72% of those people work with the first agent their encounter. That’s having a huge impact on repeat and referral business.

Leverage Hollywood marketing

For your client and sphere events, piggyback on Hollywood’s marketing machine by doing blockbuster nights. Movies are announced almost a year in advance so you know what’s going to be coming out and you can use this to build anticipation in your market.

5 minutes early is on time. On-time is late.

Speed to response should start from the very first contact. Even if you don’t have an answer for them right away, just let them know you got their message. If you leave a lead hanging, you’re basically giving it over to another agent.

With so many agents flocking to the internet for leads, any hesitation or procrastination in contact is going to cost us dearly. Speed to lead isn’t good enough anymore-- it’s all about speed to response. Ultimately, it’s all about being the person they most recently spoke to on a meaningful level, and being the one keeping them informed so that they feel confident you know what you’re doing.

Guest Bio Brandon has followed a path to a dream career as a Realtor. For 8 years he learned carpentry then became a builder of custom homes. Following that, he was a licensed home inspector in Whatcom County for 3 years and over 700 inspections. Without realizing it throughout that time, he’d "reverse engineered" the perfect experience base to become a Realtor. Today, Brandon owns a thriving, independent real estate firm with over $70 million in sales in the past 24 months, and over 180 five-star reviews from our clients.

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As a rockstar, you have to wear many hats to make it work. How is a team leader different from being a solo agent? What are the advantages of having a team? Why do so many agents lose the listing? In this episode, Ken Crotts shares how he went from being a solo agent to leading a team that closes an average of 4 listing per week, and how he has created more time for himself and his family.

I quickly found out that being a team leader is very different from being a good agent. -Ken Crotts

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Make sure you provide enough information about how you can help Usually, when sellers aren’t decided on who to work with, they simply haven’t received enough information about us and what we can do for them. When they bring out the objection of seeing other agents as well, ask them what else you could do for them to convince them to list with you.
The team leader is the emotional support of the team As a team leader, you have to be positive when you are receiving calls from agents who don’t how to get deals. You have to be able to speak with your agents every day about their problems and encourage them.
A team has more resources than a solo agent Many solo agents try to convince sellers that if they work with them, everything will be handled personally-- but this isn’t an advantage. Within a team, there are several people who have different specialities, and with that comes more time and resources to find buyers and sell the home faster.

The best way to get the listing is to give our clients a risk-free option, making for an easy "yes". For example, we could put in place a contract that gives the seller 24 hours to change their mind, in case they will speak with other agents. In the meantime, we will promise them that we will already get started on finding buyers for their home. This will make the seller less likely to break the contract and work with someone else instead.

Guest Bio

Ken Crotts has over 20 years of experience in real estate and over 2000 transactions under his belt. In the present he is the team leader of Ken Crotts & Company, where he averages 4 listings per week. You can find out more about Ken at https://kencrotts.johnlscott.com/about-me

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When it comes to building an audience online, video is a powerful tool. It encompasses all of the other content types in one place and stimulates both the auditory and visual senses. How can video can help us sell more real estate? What makes some videos get so many views while others are ignored? What type of video creation should we focus on? In this episode, the founder of the #1 team in San Diego, Kyle Whissel, shares how he uses video content to build trust and get referrals.

When I do an open house now, people come in and we instantly have a rapport because they’ve seen my show. -Kyle Whissel

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

What differentiates good videos from bad ones

All viral videos have one thing in common: the content is high quality and on the right platform. Boring videos get no engagement, and good videos on dead platforms get no views. Also, if we want to build a following, we need to be consistent as well. The composition or the quality of the camera comes last. These days, iPhones can do the job without you having to invest in expensive equipment.

Don’t try to be someone else on video

We might think we aren’t charismatic or entertaining enough, but in the end there is always an audience for our content, and it consists of people like us. We might not be goofy on camera, but there are plenty of people who would find goofiness annoying. Plus, when we meet the people in real life, they will figure out if we are different from the one they saw on camera. Why would we want to surround yourself with clients who wouldn’t like the real us? The truth is, we don’t have to.

Create content that leads to referrals

Focus on the community first. Build relationships with local business owners and create content that benefits them. For example, we can shoot a video about the best places for a romantic dinner in town. The restaurants featured in the video will receive free exposure, but we can build relationships with people who have the financial power to make real estate investments or refer us to people who need an agent. By doing things for others and expecting nothing in return, we tap into the law of reciprocity.

The best part of video content is that you can multiply yourself. Your message reaches several people at once, and with time we build trust and rapport with people we’ve never even met. And when they do meet us in real life, we’ve already attracted the people who admire our work and trust our expertise. As a result, we no longer have to work so hard to make our leads trust us.

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Many agents never get more deals because they aren’t having more conversations and engaging with people. How might we be getting in the way of our own earnings? What are some of the best free lead sources we can use? What is the fastest way to get “now” business from a free lead source? On this episode, we talk to Garrett Pancheri and Dustin Cagle about how they have found success with leads without spending money.

When you get comfortable talking to people, you’ll sell houses and get repeat business and referrals. -Garrett Pancheri

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Use Facebook to connect with people

If you had a conversation and it ended well, it’s easy to go on Facebook and send them a friend request because you're fresh in their mind. These people will start seeing all you’re doing. This will expand your audience and give you exposure to more potential clients.

Make yourself and your brand more public

Get creative about getting your name out there. We can even wear t-shirts that say “I sell real estate” or something else that shows what we do. Stop being a “secret” agent, stop wearing other people’s brands, and start showing your own.

Follow up is critical

The key to success is following up with people over and over. You have to become part of the community, and become familiar to people.

You can’t just sit around and wait for business to happen. You have to actually go out and take action to make business happen. There are so many low-cost and no-cost tools at your disposal. If you started doing something to engage with people, you will see results. Treat Facebook like another CRM, and it will yield results for you.

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Building a team takes more than just solid real estate experience. What IS the pattern for success? Why do some teams with great agents end up failing? What role does team culture play? In this episode, Brandon Landro shares his experience on how to build a real estate business that passes the test of time.

Culture matters. If they don’t fit with the group, it doesn’t work. You’ll find that you’re “forcing it” all the time. -Brandon Landro

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Don’t be in the middle

If we want to build a team, we need to make sure we understand the numbers involved. Don’t stop at a medium-sized team because you will have high expenses, yet not enough people to help you cover them. A small team has the advantage of fewer expenses, and a big team has the advantage of making more sales. At the end of the day, we will have to pick one of these two models.

Don’t go to networking events just to make connections

We can’t grow without investing in our education, yet many agents end up going to events only to socialize. If we are going to take time away from our family and business, we need to be sure to write notes and leave the event with some takeaways.

How to find buyer agents that stay on your team

Don’t chase agents from other agencies. Put an ad up, and if they aren’t interested in what you offer during the interview phase, they might not be a good fit for your culture anyway.

Another key aspect of keeping low turnover rates and a motivated team is to reward them when they deserve it. Set a target for the whole team and, if they reach it, give them a vacation. Hold weekly meetings, training courses, lunches, or anything else needed to help team members get to know each other and integrate the newest agents into our company’s culture.

Guest Bio

Brandon Landro is a real estate broker and the founder of Landro Fox Cities Realty in 2006. With his wife, he also started a real estate team, The Jennifer Landro Real Estate Team, and his goal for 2018 is 500 sales. If you want to find out more about Brandon, you can contact him by email at brandon@landrorealty.com. He is also a real estate coach who works with top agents looking to grow their business to a whole new level.

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Getting the right people on your team is hard, and keeping them is even harder. Retaining team members for as long as 20 years is nearly unheard of, yet our guest has done just that. What are keys to hiring well, keeping people on your team for a long time, and creating a family feel? How does a dynamic of responsibility and humility impact culture from the top down? On this episode, we talk to Heidi Hines about creating a culture of people who want to win, who love their team, and want to stay.

Make sure people feel good. You want people to want to come to work. -Heidi Hines

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Try to maintain good relationships with all agents. We never know where our next great recruit will come from.

RecruIting people on the other side of the transaction is a great idea. When we work with someone on a transaction, we get a feel for what it would be like to work with them. You get to see how they handle themselves under pressure, and that’s important.

Culture is key to a successful and happy team.

A good real estate agent who doesn’t fit into your culture is a bad hire. The right person is good, and they also fit into the culture. If you can get that right, you’ll find that people will stay longer and love working with you.

Be humble & take responsibility.

The single most important word in creating the culture that is going to see you through the tough times is “humility”. As a leader, remember this isn’t all about you. There is a group of people working together for a common goal. When something goes wrong, it’s ultimately your responsibility. The key is taking ownership, but not letting it drag you down.

People don’t stay on our teams because of the money or the leads. They stay because of our culture. Culture is the sum of all the people on our team, and you have to be really careful about who those people and personalities are. The goal is to get the team to the level of being a family. Foster an environment of humility, teamwork, positive conflict, and value. If we want to create a life worth living, we have to co-create it with other people. Don’t focus on the result of selling houses. Focus on having a great culture of great people who serve our clients. If we do that, the rest takes care of itself.

Guest Bio

Heidi is a full service Realtor and has been a top producing team leader in and around Charlotte, NC, for over a decade. Heidi is a dynamic marketer that gets quick and profitable results for her sellers, as well as aggressively working for each buyer to help them find their next dream house. Heidi and her team, TeamHeidi, are continually recognized through local and national awards.

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People fail in real estate because they don’t put the effort towards prospecting and lead generation. How do you create an environment where people are excited to come in and put in the work? How do you create a career trajectory that will actually lead to success? How do you set better standards? On this episode, we talk to authors of the book, The Million Dollar Real Estate Team, Chris Watters and Bradley Pounds about the lessons they learned in building their mega-team.

It is your job as a team leader to build a high energy environment where people want to be in the office calling and prospecting. -Chris Watters

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Recruiting first

If you want to build a mega-team that’s going to do big production, you need a full-time recruiter especially when you’re in that beginning stage of building up. Once you switch from agent to team leader, you’re in the recruiting business and you’ll spend a long time doing that.

Build an effective career trajectory

Build a graduating ladder for your agents so that they know that they have earn the leads that have the highest conversion rates. If agents don’t learn this, they’ll never appreciate the work it takes to prospect.

“Appointments set” should be the first thing you measure

It’s so easy to get focused on deals closed but what you should be measuring first is appointments set because that drives everything else. That will also tell you if they are putting forth the activities and applying effort needed to succeed.

When you’re trying to build your mega-team, it’s so easy to put recruiting on the back burner, but it should be a focus if you really want to get the results you want. Finding the “who” is the most important ingredient to your success so you have to have a good system for it. Remember, what you are looking for are individuals who are highly coachable, and if you have a natural tendency to hold onto recruits for too long that’s something you should work on. You have to set objective standards because they are a good predictor of how someone will perform over time. Proactive lead generation comes down to having the right people in place, and the right environment to get people into prospecting.

Guest Bio

Chris is the founder of Watters International. In 2016, his team successfully closed over $100+ Million in sales and helped hundreds of families in the purchase or sale of a home. In 2015, Chris began opening branches across Texas and partnering with other successful agents and team leaders, assisting them in duplicating their success. To find out more about Chris and his team, visit http://www.christopherwatters.com or find out more about his book on getting started on building a team at wirbook.com.

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Today, buyers have agents coming at them from many directions. Until we have a buyer agency agreement with that person, we don’t have that client. How can we get creative about getting in front of more buyers, while positioning ourselves as the experts? How can we leverage our expertise with banks and lenders? On this episode, Rachel Kennedy talks about how she has gone from one-to-one to one-to-many with Home Buyer Seminars.

When you have the inventory, the buyer leads are free and they are a heck of a lot better than any buyer lead you’re going to buy, get off of Facebook, PPC or anything else. -Michael Hellickson

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Positioning ourselves as experts sets us apart

A one-on-one, face-to-face appointment is good but you won’t be positioned as the expert. In a seminar, you get to sit with a person for 3 hours, you’re teaching them, and you’re the expert so you don’t have competition.

Retarget your seminar attendees

When we have people who attend our buyer’s seminars, we should retarget them so we can keep engaging with them. We have to make sure we retarget them on more relevant content and not sales stuff.

People want what they can’t have, and we can leverage that

With so many agents trying to get a buyer, we have to offer something different that will make them want to sign and stay with us. A VIP buyer’s program is a great way to do this, and it’s an easy thing to add to prospecting scripts. When they say “I’m already working with an agent”, say “So they must have a really great VIP buyer’s program...”

When we put the work into home buyer seminars, VIP buyer’s programs, and investing in the marketing, all we’re doing is setting ourselves further apart as experts in our markets. When we get a group of people in one room and show off our expertise, we get to hit many targets at once. We are going to have higher quality leads of people who have already been primed for what we do, and we can also easily become an expert in the eyes of lenders and the banks. This eliminates any competition, removes doubt for the buyer, and allows us to incubate our own future clients.

Guest Bio

Rachel Kennedy is the principal and founding broker of The Kennedy Home Group in Denver, Colorado. For more information or to contact Rachel's team, visit https://www.seedenvercohomesnow.com/team/

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Few agents use buyer’s intake to bond with their potential buyers, even though it’s the perfect opportunity to find out more about motivations and needs. The market has changed tremendously in the past years. How do we stand out as an agent when our buyers can find homes by themselves online? What should our end goals be for buyer consultations? How do we build trust? In this episode, Jesse Zagorsky shares how he uses buyer intake forms to bond with new buyer clients.

People lose sight over their emotional reasons for buying once they get into the logic down the road. You gotta bring them back to emotion. -Jesse Zagorsky

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

How many things can you do differently from most agents?

We must have an unique sales proposition in place. People no longer need us to see listings because they can go online and see homes by themselves. Be creative while explaining what we can do beyond that. Consider giving them a giftcard, or put an unexpected clause in the buyer’s form that involves a free bbq meal after they buy the house.

Every buyer form has two goals

When using a buyer form, our most important goals are to understand what they want and convince them that we can help them get the home of their dreams. During the consultation, 70% of the time we should be listening and taking notes on what is important to them. Bring that information later to show them that we actually care about their needs.

Allow them to cancel at any time

You build trust when you let them know they can get out at any time and they have no obligations towards you in case you do a bad job. This demonstrates how sure we are of our skills and confident that the whole process will go well.

In the past, real estate agents had all the leverage. We had access to the lists of homes on the market. Today, anyone can find what’s listed in a few clicks. Our unique proposition can no longer be that we find a house, simply because our potential buyers can do this by themselves. We have to bring other benefits to the table to persuade them to work with us.

Guest Bio

Jesse Zagorsky is the owner of Live. Love. San Diego homes and a Realtor with over 10 years of experience. He is a system lover and a master when it comes to buyer intake presentations. Jesse has sold over 500 homes so far in one of the most competitive markets in the country. Visit http://livelovesdhomes.com/ for more information.

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We all know that building relationships and going that extra mile is what makes us memorable, both with clients and with our teams. How can we go about building strong relationships with our team members? How do we humanize our interactions with buyers and show emotion via text messages? How can we leverage relationships in the digital world? In this episode, Linda and Kellie Revoir share how they leveraged relationships to grow their business.

People look at houses online long before they step foot into the house. -Kellie Revoir

Resources:

Join the Club Wealth Real Estate Agent Mastermind Facebook Group
Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

Three Things We Learned From This Episode

Daily meetings keeps the team glued together

Agents don’t come to a team because of the culture, but they stay and leave because of it. Daily meetings keep the team motivated and accountable. You get to talk with each agent about what they are doing and how it’s working for them. This will open the opportunity not only to coach them but also find out more about who they are as people and build a relationship with them.

Social media is the new word of mouth

Most houses are seen online and your social media profile is the place where prospects get to know you better by scrolling through your posts. Your social media presence is a representation of you, so make sure you have professional photos and content that will make you look professional and trustworthy.

Humanize your text messages

Text messages are the most effective way of reaching out to potential buyers. The problem is that they lack emotion. But when you add a video of yourself to your text message, it’s easier to reach out to buyers and get more responses. People like when they are given a little bit more attention and when they know they are speaking with a real person, not with an automated message.

Video messages convert more. Not only do they have an open rate of 95%, but when you make it interesting and unexpected, you also appear more friendly and likable. However, the mistake many agents make is to try to convince someone over text to sign papers before seeing the house. Let your buyers see the house first and don’t push the sale. You can’t convince someone who is likely to make the biggest purchase of their life to work with you after you’ve sent them a few messages.

Guest Bio

Linda Revoir is a tier 1 coach at Wealth Club with over 12 years of experience in the real estate industry. She made the jump to building a business in 2006, a decision that completely changed her life. A few years later she was awarded a number of prizes, including: #1 Top Producer (2016), Bronze Award (2008-2016), Silver Award (2012-2016), and Quality Service Certified GOLD. Today, she is one of the most respected realtors in Springfield and surrounding areas.

Kellie Revoir teamed up with her mother Linda Revoir and continued the family tradition in real estate. She is a tier 2 coach at Wealth Club and she works with her mom in the Springfield area, where she is in charge of the recruitment process at the Revoir team.

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There are so many forces competing for the real estate agent’s commission, and the challenge is how to stay ahead. Why is your database the key to hedging yourself against the competition? How can we use technology to our advantage and develop a relationship with our sphere of influence? What metric has the highest probability to bring you real business? On this episode, Vyral Marketing co-founder and CEO, Frank Klesitz gives insights on outpacing the competition by building a database and attracting business instead of chasing it.

A database is a list of people you know-- but with technology, it’s a list of people who know you. -Frank Klesitz

Three Things We Learned From This Episode

As you level up, you need to have a communication strategy that is scalable

As you transition from chasing to attracting business, you have to make sure you’re using your time wisely. As you start moving from tier 1 in real estate (0-25 transactions) into tier 2 or higher, you’re not going to have much time for things like pop-bys. That’s why you need a strategy that allows you to communicate from one-to-one to one-to-many.

Minutes consumed = a higher chance for closings and commissions

If there was a key performance indicator or a certain metric that actually leads to people calling you, hiring you and giving you referrals, it’s not clicks, likes, open rates or views. The number 1 most important metric is minutes consumed and how long someone spends with you online.

Your content needs to educate and connect

You want to create content that educates people about real estate and connects the community. Help people make smart real estate decisions. You have to start thinking of yourself at a higher level as the journalist of the community.

A person who works on building a database over time is going to outpace a person chasing shiny objects because they don’t get distracted. If you want to beat out your competition in the long-term, the answer is a relationship with a list of homeowners that know you, like you and trust you. This is a relationship you can manufacture through content online. When you start publishing content, you can build an audience of a lot of people who know who you are, and maximize on the amount of time they spend with you online. This is what leads to a higher level of success in your business. If you want your business to stand the test of time and hedge yourself against the competitive pressures of being in real estate, a database is what’s going to do it.

Guest Bio Frank Klesitz is an entrepreneur and CEO of Vyral marketing who isn’t afraid to admit he learned “the hard way.” After years of struggle and marketing experiments he finally learned what it takes to build a successful service company. You can find out more about how he uses video marketing to help businesses grow at http://www.getvyral.com/

Club Wealth TV: Recent Episodes

Michael Hellickson - Real Estate Coach & Consultant, Former #1 Real Estate Agent Nationwide