Real Estate Agent Success Calls

Join us at the ALL NEW … Referral Agent Summit 2024 (click here to get your free ticket) 24 top referral agents share how they receive 1, 2, 3, 4, 5, and even 6 referral closings per month.  Each top real estate agent will talk about their: – #1 REFERRAL METHOD. Discover each top agents #1 best way to generate referrals from their friends, family, and past clients. – ANNUAL MARKETING PLAN. Learn all the things they do each year to “stay top of mind” so that their people call them FIRST when they are thinking about moving. – STATS. How many homes each top agent sold in one year and how many of those sales were from repeat and referral. NOTE: All 24 agents received over 50% of their business by referral. – LIST BUILDING. How they created their first Sphere of Influence list (including quick methods). How many people are on their list (less than you think). Why they add or remove names. What CRM they use. How they sort and grade their list to maximize referrals. – ONLINE REVIEWS. Find out how they get past clients to fill out five star online reviews. Get your FREE ticket to this online virtual event at: Referral Agent Summit 2024 See you at the summit! -Mike Cerrone Master Mind Agent LLC

Join us at the ALL NEW … Solo Agent Summit 2023 (click here to get your free ticket) 9 elite top solo agents share how they sell 2, 4, 6, 8, 13, and 27 homes per month … for a total of 29 to 323 homes per year.  Each top solo agent will talk about 3 main topics: 1. Time Management: priority focus while working and how to take evenings and weekends off. 2. Lead Generation: get your friends, family and past clients to repeat and refer more. Plus learn how to get new buyers and sellers into your world. 3. Leverage: using systems, technology, and tools to speed up your success. Bonus topic: 4. Market Shift Opportunities: positioning your practice in this new environment, talking to your clients, where the opportunities are and strategies to win. Get your FREE ticket to this online virtual event at: Solo Agent Summit 2023 See you at the summit! -Mike Cerrone Master Mind Agent LLC

Get your FREE ticket today to the 2022 Agent Success Summit, the online virtual training event of the year. Learn how to get more leads, clients, and closings. Join thousands of real estate agents who want to learn from 21 of the best and brightest real estate coaches, trainers, authors, speakers, and thought leaders in our industry today. Click HERE to learn more and get your FREE ticket. See you at the summit. 21 national trainers share how you can get more leads, more clients, and more closings in this free, 7-day, virtual online event. Get your FREE ticket today. Click HERE to learn more and get your FREE ticket. See you at the summit.

In this special “where are they now” call, Jen talks about: Selling 106 homes last year as a solo agent. Part 1: How she received one referral closing for every five people in her database. How to start a private Facebook group for your friends, family, and past clients. Script to invite your people and get them to join right now. Staying in front of your people with fun contests and giveaways. Low cost gift ideas that make a big impression. Part 2: How she systematized her business to handle up to 20 pending sales per month. Why you should hire a system before a person. The quick and easy way to set up systems for your practice. Why she never receives calls from her clients during a closing (hint: the system already proactively educated them about the next step). See inside her actual system and pending checklist. Sneak a peek inside MyWorkAlley.com. How her marketing strategy and system approach allowed her to close 106 homes as a solo agent … while still being able to attend her kids functions and take 4 week long vacations last year. Her advise to other aspiring solo agents and more. Jen Burns SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 73 minutes Background: Jen Burns is with Craft Realty in Baton Rouge, Louisiana. Last year, she closed 106 transactions with a total sales volume of 31 million and earned 765 thousand in GCI. Her average sales price was 292 thousand. Jen is a solo agent with 2 part time assistants: 1 administrative and 1 marketing. She has been an agent for 14 years. Website: JenBurns.Craft.Realty 2021 Stats: 106 closings 31 million sales volume solo agent with two part time assistants (Transaction Coordinator and Marketing Coordinator) Niche: systems repeat & referrals past clients sphere of influence

In this call, Monica talks about: Life before real estate as a stay-at-home mom. Early years and her slow start. Why she almost quit and the decision she made that changed everything. How she sold 162 homes in one year as a solo agent with one part time assistant. The month that she had 38 pending closings. Definition of a system and why she believes you should “only have a problem once”. Structuring her calendar with single purpose tasks for each day of the week. Her 3 majors for each day. Why small community agents can post big numbers just like the big city agents. How she received 1 closing from every 4.3 people in her PCSOI database … a 23% Referral Productivity Percentage. Her Annual Marketing Plan to her past clients that resulted in 81 closings last year. Her easy going Tag On Referral Script you can add to the end of any conversation. Community Networking Referrals. Internet Leads and the two questions you want to ask when you first talk. Hot Buyer List Strategy and her follow up system that results in 25% of her qualified internet leads closing. How she Double Ended (worked with both buyer and seller on same closing) half of her transactions last year. Taking 4 vacations per year for 7 to 10 days each. Profit margins, advice, and more. Monica Angeles SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 65 minutes Background: Monica Angeles is with Jones Heritage Realtors in Pittsburg, Kansas. Last year, she closed 162 transactions with a total sales volume of 20 million and earned 614 thousand in GCI. Her average sales price was 126 thousand of which 42% were buyers and 58% were sellers. Monica is a solo agent with One part time assistant. She has been an agent for 14 years. Website: MonicAangeles.com 2021 Stats: 162 closings 20 million sales volume solo agent with one part time assistant (solo with a sidekick) Niche: internet leads community networking repeat & referrals past clients sphere of influence

Join us at the ALL NEW … Solo Agent Summit 2022 (click here to get your free ticket) 10 elite top solo agents share how they sell 2, 4, 6, 8 homes per month … for a total of 22 to 106 homes per year.  . Each top solo agent will talk about 3 main topics: 1. Time Management: priority focus while working and how to take evenings and weekends off. 2. Lead Generation: get your friends, family and past clients to repeat and refer more. Plus learn how to get new buyers and sellers into your world. 3. Leverage: using systems, technology, and tools to speed up your success. Get your FREE ticket to this online virtual event at: Solo Agent Summit 2022 See you at the summit! -Mike Cerrone Master Mind Agent LLC

In this special “where are they now” call, Tim Reeder talks about: Transitioning from team leader (with 18 people) to brokerage leader (with 280 agents). Why he made the change … and how it happened. The personal growth and skill development necessary to switch from running a team to running a brokerage. Partnering to complement your strengths and weaknesses. Recruiting by invitation only. “If you focus on retention, the recruiting will take care of itself.” Training and mentoring agent career development. Advice to other team leaders thinking about starting a brokerage. Also, runs a team dedicated to selling old classic vintage homes … and Tim still sells 60 homes per year personally. Tim Reeder SUCCESS CALL (where are they now) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 59 minutes Background: Tim Reeder is a brokerage leader with Better Homes and Gardens Real Estate – The Good Life Group in Omaha, Nebraska. His brokerage closed 3450 transactions with a total sales volume of 892 million and generated 24 million in GCI. Time has been and agent for 23 years. Website: OldOmaha.com 2020 Stats: 3450 closings (brokerage) 892 million sales volume 280 agents in 6 offices Niche: vintage homes repeat & referrals past clients sphere of influence

In this call, Judy and Dave talk about: Dual Markets:  running TWO practices in TWO different markets 670 miles apart as couple agents (with no assistants). How to run the OLD market practice remotely with no team or assistants. Starting in a brand NEW market where they did not know anyone and selling 33 properties in the first 6 months. Their blueprint for becoming the neighborhood expert and taking the dominant position fast. The launch plan they use to start a geographic farm. Strategies for learning the area fast and networking with the neighbors. How to list non-owner occupied properties. Why they prefer to work the luxury market. Their monthly market report that brings in 12 or more calls per mailing. Why the domain name of your website is so important. Profit margins, advice, and more. Judy and Dave Smith SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 63 minutes Background: Judy and Dave Smith are with Possum Kingdom Real Estate in Graford, Texas. In the last 12 months they closed 55 transactions with a total sales volume of 22 million. Their average sales price was 401 thousand of which 30% were buyers and 70% were sellers. Judy and Dave are a couple with no assistants and have been agents for 34 and 20 years respectively. Website: PossumKingdomTeam.com 2020 Stats: 55 closings 22 million sales volume agent couple without an assistant Niche: geographic farming repeat & referrals past clients sphere of influence

In this call, Phil talks about: His unique niche of selling only vacant lots. How he fell into this niche after failing miserably his first six months. Small commission and small time requirement per transaction. Armchair practice. He never has to leave his office for listing appointments, showings, negotiations, contracts, inspections, appraisals, or closings. How he gets 85% of his clients from a simple black and white postcard. Consistently generating 1.5 to 2 leads per 100 postcards mailed. The secret “trick” for getting 2 more calls per mailing. Why 70% of his leads list their property with him. How he can sell 34 homes per month by himself. Ranking #9 Individual Agent in the United States last year by Real Trends. The biggest mistake agents make when they list vacant lots. Profit margins, advice, and more. Phil Rotondo SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 53 minutes Background: Phil Rotondo is with Coldwell Banker in Melbourne, Florida. Last year, he closed 409 transactions with a total sales volume of 9 million. His average sales price was 22 thousand of which 30% were buyers and 70% were sellers. Phil is a solo agent with ZERO assistants. He has been an agent for 18 years. Website: NO WEBSITE 2020 Stats: 409 closings 9 million sales volume solo agent without an assistant (lone wolf) Niche: vacant lots repeat & referrals past clients sphere of influence

In this call, Al talks about: Working in a restaurant and being a professional drummer before entering real estate. Joining a team, becoming a buyer agent, and selling 50 homes his first year. The difficulty and challenge of leaving a successful team and venturing out on his own. The things he did to sell 65 home his first year as a solo agent. How he doubled his production and sold 130 homes his second year as a solo agent. His daily schedule and time blocking that leads to clients and closings. How he relisted 46 expired listings in a super hot seller’s market when expired listings are rare and competition is fierce. Expired listing role play of his initial call and appointment setting script. Two most common expired listings objections and how to handle each. How listing one difficult expired listing resulted in 21 referral closings. The 3 Option Close. FSBO role play of his initial conversation and appointment setting script. Why you always answer with a question. Al Abdallah SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 60 minutes Background: Al Abdallah is with eXp Realty in Dearborn, Michigan. Last year, he closed 130 transactions with a total sales volume of 25 million. His average sales price was 192 thousand of which 23% were buyers and 77% were sellers. Al is a solo agent with one part time assistant. He has been an agent for 25 years. Website: AlSellsIt.com 2020 Stats: 130 closings 25 million sales volume solo agent with one part time assistant Niche: expired listings for sale by owners repeat & referrals past clients sphere of influence

In this call, Caleb talks about: Working at Chick-Fil-A before entering real estate. Getting his real estate license at 18 years old. Plateauing and getting stuck at the same production level for two years. Finding a mentor who showed him how to look at the numbers and the scientific side of real estate sales and business planning. By tracking ONE key number daily, he was able to TRIPLE his production in one year. Going from 11 million to 34 million in sales and earning 925 thousand in GCI. Showing and describing his Blueprint Tracker with all his numbers for planning and tracking. His annual SOI marketing program that brought in 56% of his business. The number one “old fashioned” marketing method that draws the most business. Why he shifted from a transactional to a relational based business. The importance of knowing your on market and stats. Several book recommendations, and more. Caleb Spears SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 72 minutes Background: Caleb Spears is with Sotheby’s International Realty in Santa Rosa Beach, Florida. Last year, he closed 41 transactions with a total sales volume of 34 million. His average sales price was 843 thousand of which 54% were buyers and 46% were sellers. Caleb is a luxury agent and team member of the Spears Group. He has been an agent for 4.5 years. Website: ScenicSIR.com 2020 Stats: 41 closings 34 million sales volume member of a luxury team Niche: luxury homes repeat & referrals past clients sphere of influence

Get your FREE ticket today to the 2021 Agent Success Summit, the online virtual training event of the year. Learn how to get more leads, clients, and closings. Join thousands of real estate agents who want to learn from 21 of the best and brightest real estate coaches, trainers, authors, speakers, and thought leaders in our industry today. Click HERE to learn more and get your FREE ticket. See you at the summit. 21 national trainers share how you can get more leads, more clients, and more closings in this free, 7-day, virtual online event. Get your FREE ticket today. Click HERE to learn more and get your FREE ticket. See you at the summit.

In this call, Darren talks about: Selling 52 homes in one year working part time by handing out 25 business cards every day. Now, while running a team, he is personally selling 130 to 160 homes per year (find out how). In addition, his 8 team agents are each averaging 36 closings per year per agent (3 per month). Learn which two industries he like to recruit team agents. How he reduced his team from 33 agents down to 8 … stayed at the same sales volume … and dramatically improved the number of sales per agent. Last year he and the team sold 438 homes worth 78 million and earned 1.97 million in GCI. Why you should set up a Content Calendar and the power of Content Compounding to leverage your social media reach. Repurposing one video into multiple marketing pieces such as video post (YouTube, Facebook), podcast (iTunes, Stitcher), blog post (transcript on website), 15 second clips on InstaGram, and more. How he built a list of probate and divorce attorneys and how he gets a meeting with 6 out of 10 to present his referral proposal. His repeat and referral Raving Fan Club that results 80% of his closings including many of the inexpensive marketing ideas. Basecamp software he uses to create transparency during the transaction that frees up hours of his team’s time not having to repeat answers to transaction status questions. How to let go of people who are not working out on the team. Team dynamics, compensation, profit margin, and more. Darren James SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 62 minutes Background: Darren James is with eXp Realty in Baton Rouge, Louisiana. Last year, he closed 438 transactions with a total sales volume of 78 million. His average sales price was 180 thousand of which 75% were buyers and 25% were sellers. Darren leads a team with 11 members. He has been an agent for 19 years. Website: Agent225.com 2019 Stats: 438 closings 78 million sales volume 11 member group: 8 team agents 2 administrative staff 1 team leader Niche: probate and divorce attorneys repeat & referrals past clients sphere of influence

In this call, Vicki talks about: Closing 67 transactions worth 30 million and earning 867 thousand in GCI. Operating as a highly leveraged solo agent with 3 administrative assistants. Technology and tools to run a virtual office and make virtual client presentations. Choosing the showing agent model instead of the more common buyer agent model … because it is 10 times less costly. How the showing agent model works. What tasks a showing agent does and does not do. How to find, train, and pay a pool of part time showing agents. Why other agents want to be a showing agent as a part time side gig. Developing her proprietary showing strategy that results in faster buyer decisions, fewer houses shown, and happier clients. Repeat and referral annual marketing plan that generates 74% of her business. Video email PCSOI birthday greetings including her script requesting referrals. The email “P.S.” that gives allows her to take evenings and Sundays off. Taking 10 weeks of vacation per year. Hiring assistants from an underutilized talent pool of stay-at-home-moms, offering flexibility, and getting long term loyalty. Team dynamics, compensation, profit margin, and more. Vicki Westapher SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 124 minutes Background: Vicki Westapher is with Re/Max in Colorado Springs, Colorado. Last year, she closed 67 transactions with a total sales volume of 30 million. Her average sales price was 454 thousand of which 45% were buyers and 55% were sellers. Vicki is a solo agent with 3 administrative assistants. She has been an agent for 22 years. Website: MakeYourBestMove.com 2020 Stats: 67 closings 30 million sales volume 4 member group: 1 transaction coordinator 1 marketing manager 1 team manager 1 team leader (solo agent) Niche: repeat & referrals past clients sphere of influence

In this call, Tina talks about: Closing 130 transactions in a single year as a solo agent with two administrative assistants. What she did to rebuild after her income fell 70% during the Great Recession. Why you should focus on a single metric: contacts per day. Dropping out of college to pursue a real estate career and earning 80k her first year. FSBO Packet she delivered to list 2 out of 6 sellers. Starting from scratch after relocating to a brand new market where she did not know anyone and failing until she got back to her roots and started prospecting. Zillow leads are 48 percent of her business with a 10 percent conversion ratio and a 6-to-1 ROI plus her script for initial conversation. Surrounding yourself with top agents to become a top agent. Team dynamics, compensation, profit margin, and more. UPDATE: In 2020, Tina and team sold 368 homes. Tina Caul SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 59 minutes Background: Tina Caul is with eXp Realty in Cary, North Carolina. Last year, she closed 262 transactions with a total sales volume of 101 million. Her average sales price was 381 thousand of which 59% were buyers and 41% were sellers. Tina leads a team with 18 members. She has been an agent for 21 years. Website: CaulGroup.com 2019 Stats: 262 closings 101 million sales volume 18 member group: 12 team agents 5 administrative staff 1 team leader Niche: Zillow leads repeat & referrals past clients sphere of influence

In this call, Paula talks about: Being a stand-up comic and paramedic before becoming a real estate agent. Selling ZERO homes her first year. How she conquered the fear of prospecting (call avoidance) and sold 10 homes her second year. Earning 525k in GCI last year by calling 30 people every morning. Why she remains a proud solo agent leveraging her personal production with administrative staff (hint: super high profit margin and take home pay). 5 scripts and roleplays for expired listings, for sale by owners, and non-owner occupied properties. Using your “Radio Voice” to diffuse a conversation and calm people down. How to create a positive mindset by choosing to opt-out. The difference between acknowledgement and acceptance. Her simple plan that results in 10% of her sphere of influence (fan club) sending her a referral every year. Prospecting schedule, lead conversion ratio, profit margin, and more. Paula Burlison SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 90 minutes Website: LasVegasHomes.com/PaulaBurlison Background: Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). Last year, she closed 68 transactions with a total sales volume of 20 million. Her average sales price was 318 thousand of which 45% were buyers and 55% were sellers. Paula is a solo agent with 2 administrative assistants. She has been an agent for 19 years. 2019 Stats: 68 closings 20 million sales volume 3 member group: 1 transaction manager 1 listing manager 1 solo agent Niche: expired listings for sale by owners non-owner occupied repeat & referrals past clients sphere of influence

In this call, Scott talks about: Managing music store inventory before getting into real estate. Closing 14 homes his first year by hosting open houses 7 days per week. The 62 Touch annual marketing plan to his small list of 350 past clients, friends, and family that resulted in 60 closings (that’s 1 in 6 people on the list resulted in a closing). 4 past client appreciation party ideas including estimated costs. How to find a cheap virtual assistant. Starting a real estate investment company with his friend that grew into 8 million dollars in assets by purchasing foreclosures at the courthouse steps. Transitioning his small team into a 7th level business that runs without him day to day. Team dynamics, compensation, profit margin, and more. Scott Kato SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: KatoGroup.com Background: Scott Kato is with Keller Williams Realty in Long Beach, California. Last year, he and his team (Kato Group) closed 75 transactions with a total sales volume of 40 million and 750 thousand in GCI. His average sales price was 533 thousand of which 65% were buyers and 35% were sellers. In his best year (2012), Scott sold 120 homes worth 50 million and earned 1.2 million in GCI. Scott owns a team with 7 members. He has been an agent for 17 years. 2019 Stats: 75 closings 40 million sales volume 7 member team: 3 buyer agent partners 1 transaction coordinator 1 director of sales 1 director of operations 1 team owner Niche: open houses repeat & referrals past clients sphere of influence

In this call, Kymber talks about: Starting her career in social work and why she switched to real estate to make a bigger impact. Focusing her prospecting on hyper local activities (geographic farming and sphere of influence). Implementing her annual marketing plan including how to make your marketing relevant and anticipated. Growing your team through mergers with other teams including structure, benefits, and cautions. Living on a restricted income so she could save a bigger portion of her commissions to invest in real estate. Investing in underserved communities for better cashflows, bigger profits, and revitialization of local neighborhoods. Building an investment portfolio with over one million square feet of residential and commercial property worth over 100 million dollars. LIFT agent program and how it helps new agents. Team dynamics, compensation, profit margin, and more. Kymber Lovett-Menkiti SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: MenkitiGroupHomes.com Background: Kymber Lovett-Menkiti is with Keller Williams Realty in Washington, D.C. Last year, she, her husband Bo, and team (MG Residential) closed 200 transactions with a total sales volume of 88 million and earned 2.3 million in GCI. Her average sales price was 440 thousand of which 40% were buyers and 60% were sellers. In her best year (2016), she sold 234 homes worth 112 million and earned 2.9 million in GCI. Kymber leads a team with 19 members. She has been an agent for 13 years. 2019 Stats: 200 closings 88 million sales volume 19 member group: 5 full time realtors 5 dual career realtors 2 transaction managers 2 operation coordinators 1 design and marketing coordinator 1 director of sales 1 managing director 1 director of coaching and business development 1 president of sales Niche: repeat & referrals past clients sphere of influence

In this call, Chuck talks about: The ONE thing he did to double his production from 50 to 100 closings in one year with only 3 people. Selling 100 units per year for the last 7 years in a row. 3 ways he dramatically raised his average sales price and and his GCI to seven figures. How an “old fashion snail mail” newsletter to 125 people set up his biggest gains. Why he avoids shiny new lead generation trends (like buying internet leads) and instead focuses on high profit margin transactions. The power of written goals. Why he chose high profits over high volume. His 36 touch marketing plan that is easy to implement, generates massive referrals, and resulted in a 28 to 1 ROI. Team dynamics, compensation, profit margin, and more. Chuck House SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 68 minutes Website: ChuckHouse901.com Background: Chuck House is with Keller Williams Realty in Memphis, Tennessee. Last year, he and her team (The House Team) closed 109 transactions with a total sales volume of 39 million. His average sales price was 359 thousand of which 48% were buyers and 52% were sellers. Chuck leads a team with 8 members. He has been an agent for 20 years. 2019 Stats: 109 closings 39 million sales volume 8 member group: 3 buyer agents 1 listing agent 1 transaction manager 1 listing manager 1 director of marketing 1 team leader Niche: repeat & referrals past clients sphere of influence

In this call, Brenda (and her son Austin) talk about: Getting her license at 22 years old. Working for 7 years in one state, taking 10 years off to raise kids, then starting again in another state. Why she hired 3 administrative assistants before hiring her first buyer agent. The power of training your listing partner through a shadow (intern) program. Script for introducing your intern to sellers at a listing presentation. Virtual online listing presentations that was required during the coronavirus lockdown including technology and success rate. Working with your kids (son, daughter, son-in-law, daughter-in-law) and how to make it work with roles, expectations, and communication. Sharing this interview with her son (and listing partner) Austin Wade. Team dynamics, profit margins, and more. Brenda Wade SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 73 minutes Website: BrendaWade.com Background: Brenda Wade is with Signature Realty Associates in Valrico, Florida. Last year, she and her team (The Brenda Wade Team) closed 309 transactions with a total sales volume of 113 million. Her average sales price was 368 thousand of which 39% were buyers and 61% were sellers. In her best year, 2017, she sold 408 homes worth 143 million. Brenda leads a team with 16 members. She has been an agent for 25 years. 2019 Stats: 309 closings 113 million sales volume 25 member group: 2 listing partners 7 buyer specialists 1 office manager 1 listing manager 1 closing manager 1 negotiator 1 director of 1st impressions / marketing coordinator 1 runner 1 team leader Niche: repeat & referrals past clients sphere of influence

In this call, Bob talks about: His first career as a TV news reporter and anchorman. His second career as a real estate agent and first year production disappointment. Adapting an internet lead strategy early that is still paying dividends. Script for initial call back to internet leads. Real internet conversion number. Joining, valuing, and buying an existing team including valuation approach and payout structure. Keys to working with your adult child in your real estate practice. Personally selling 110 homes last year. Dress code concepts. Value of outside counsel. Team dynamics, compensation, profit margins, and more. Bob Sokoler SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 64 minutes Website: WeSellLouisville.com Background: Bob Sokoler is with Re/Max in Louisville, Kentucky. Last year, he and his team (The Sokoler Team) closed 375 transactions with a total sales volume of 90 million. His average sales price was 240 thousand of which 70% were buyers and 30% were sellers. Bob leads a team with 25 members. He has been an agent for 16 years. 2019 Stats: 375 closings 90 million sales volume 25 member group: 20 agents 4 administrative 1 team leader Niche: internet leads repeat & referrals past clients sphere of influence

In this call, Michael talks about: Only selling 3 homes his first 12 months. Being an average agent selling 12 to 15 homes for several years. Discovering door knock prospecting and listing 42 expired homes in 5 months including his approach, script, and success ratios. Selling 183 homes in one year as a solo agent with one administrative assistant. Building a team based on the 4 pillars of lead generation. The 3 prong approach that doubled his production. Dominating his geographic farm that resulted in 120 closings last year including how to select a farm, what to mail, and why it works. Why he’s had 9 coaches in his career and believes the investment has returned his highest ROI. His realistic communication guarantee. Team dynamics, compensation, profit margins, and more. Michael Perna SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 67 minutes Website: ThePernaTeam.com Background: Michael (Mike) Perna is with Keller Williams in Novi, Michigan (Metro Detroit). Last year, he and his team (The Perna Team) closed 601 transactions with a total sales volume of 119 million. His average sales price was 198 thousand of which 45% were buyers and 55% were sellers. Michael leads a team with 46 members. He has been an agent for 19 years. 2019 Stats: 601 closings 119 million sales volume 48 member group: 21 agents 4 inside sales agents 3 closing coordinators 12 virtual assistants 4 photographers-runners 1 launch coach 1 director of sales 1 director of operations 1 team leader Niche: expired listings geographic farming repeat & referrals past clients sphere of influence

In this call, Ed talks about: Starting part time by working late evenings and early mornings (around his day job). Knocking doors and cold calling phones to sell 17 homes his first full year. Selling low priced homes in a market he was comfortable serving. Setting a goal to sell 50 homes in one year and achieving it. Working 12 hour days to out hustle his competition. How he intentionally moved up his average sales price. The mindset and confidence change he had to make to work with high priced. luxury home buyers and sellers. What he had to sacrifice to move into the luxury market. Selling 3 of the 4 most expensive homes in his market (12, 16,  and 17 million). Required knowledge agents need to work with wealthy clients. Why he participates in 3 weekly master mind groups. His perfect daily and weekly schedule. Team dynamics, profit margins, and more. Ed Kaminsky SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: ItzSold.com Background: Ed Kaminsky is with Strand Hill/Christie’s International Real Estate in Hermosa Beach, California. Last year, he and his team (Kaminsky Real Estate Group) closed 78 transactions with a total sales volume of 180 million. His average sales price was 2.1 million of which 40% were buyers and 60% were sellers. Ed leads a team with 12 members. He has been an agent for 32 years. 2018 Stats: 83 closings 180 million sales volume 12 member group: 2 closing managers (1 buyer and 1 seller) 1 marketing manager 1 social and tech officer 1 graphic design 1 chief operations officer (COO) 4 buyer agents 1 personal assistant 1 team leader Niche: luxury homes repeat & referrals past clients sphere of influence

In this call, Jessica talks about: Selling only two condos her first year. Building up to 44 closings as a solo agent by her 7th year as a solo agent. Growing 114% in one year by adding leverage and systems. Her script for listing properties remotely (in a different state), why she had to do it, and how easy it was. The power of timeblocking including her daily schedule and what she does each morning to guarantee her success. Her script that sets her time off schedule with clients upfront at the first meeting. How she approaches expired listings including her opening script. Why she practiced with five script partners everyday and took the KW – BOLD class 15 times to master her scripts. Annual marketing plan and how she gets 90% of her business from repeat and referrals from friends, family, and past clients. 3 unique client events that average 3 closed referrals each. See sample giveaways to her past clients and sphere of influence. Why she shrunk her team from 16 to 6 people and imcreased productivity. Team dynamics, profit margins, and more. Jessica Starr SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 65 minutes Website: StarrRealtyGroup.com Background: Jessica Starr is with Keller Williams in Simsbury, Connecticut. Last year, she and her team (Starr Realty Group) closed 176 transactions with a total sales volume of 38 million. Her average sales price was 216 thousand of which 55% were buyers and 45% were sellers. In her best year (2016), she sold 191 homes worth 45 million. Jessica leads a team with 6 members. She has been an agent for 15 years. 2018 Stats: 176 closings 38 million sales volume 6 member group: 3 buyer specialists 1 listing coordinator/business manager 1 transaction manager 1 team leader/rainmaker/CEO Niche: expired listings repeat & referrals past clients sphere of influence

In this call, Jeff talks about: Getting his license at 18 and selling homes right out of high school. How to overcome age objections from older homeowners when you are young. Selling 31 homes his first full year at age 19 and how he did it. Why he went into broker management for several years, what he learned, and the opportunities it created. Selling 102 homes in one year with the help of one telemarketer. Creating a new team culture based on high productivity high profit margin prospecting. Combining the philosophies of Floyd Wickman, Mike Ferry, and Gary Keller into a winning team. Script for convincing an expired listing to listen to your presentation and set an appointment. Best for-sale-by-owner approach if you want to get the listing. Personally selling 100 homes annually for the last 10 years. Detailed description of his compensation programs for his outside sales associates, inside sales associates, and showing agents. The 4x2x1x12 Formula and why it works to get referrals from your past clients and sphere of influence. Team dynamics, compensation, profit margins, and more. Jeff Glover SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: JeffGloverAssociates.com Background: Jeff Glover is with Keller Williams in Detroit, Michigan. Last year, he and his team (Jeff Glover and Associates) closed 1000 transactions with a total sales volume of 200 million. His average sales price was 200 thousand of which 40% were buyers and 60% were sellers. Jeff leads a team with 52 members. He has been an agent for 16 years. 2018 Stats: 1000 closings 200 million sales volume 52 member group: 34 outside sales associates 10 inside sales associates 7 operations staff 1 team leader Niche: expired listings FSBOs repeat & referrals past clients sphere of influence

In this call, Mark talks about: Waiting tables and bartending at night while he worked real estate during the day. Hosting 200 open houses his first year and his best open house strategy. Why he only worked with buyers his first 3 years in the business. How he found to courage to transition to working with sellers. The key to success with expired listings, his best tie-down question, and the 3 core objections you need to master. His best CTA for generating seller leads. Knowing when you want to be the first or the last agent on a listing appointment. How he created accountability for himself in the early days and his team agents now. Expanding his real estate practice into real estate investment, management, construction, and title. Team dynamics, compensation, profit margins, and more. Mark Zawaideh SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 64 minutes Website: MarkZProperties.com Background: Mark Zawaideh is with eXp Realty in Novi, Michigan. Last year, he and his team (Mark Z Real Estate Experts) closed 500 transactions with a total sales volume of 100 million and earned 2.8 million in GCI. His average sales price was 200 thousand of which 50% were buyers and 50% were sellers. Mark leads a team with 64 members. He has been an agent for 16 years. 2018 Stats: 500 closings 100 million sales volume 52 member group: 5 listing specialists 52 buyer specialists 1 listing manager 1 closing coordinator 1 admin manager 1 receptionist 1 chief technology officer 1 director of sales 1 team leader Niche: open houses expired listings radio, TV, billboard repeat & referrals past clients sphere of influence

In this call, Tammy talks about: Selling 45 homes her first year and being named Rookie of the Year. How she sold 85 homes her fourth year before agreeing to hire her first assistant. Why she believes the price of the home never matters. The need to keep rainy day money. Her biggest past client event including marketing and cost. Why she never asks for referrals. How to get radio ads for one dollar per 30 second spot. Her 24 page qualterly personal magazine that cost her zero. Why she runs a fleet of moving trucks and cars including insurance and acquisition costs. The benefit of offering company mobile phones to your agents. Team dynamics, compensation, profit margins, and more. Tammy Hines SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 61 minutes Website: TammyMitchellHines.com Background: Tammy Hines is with Tammy Mitchell Hines & Company in Columbia, Illinois. Last year, she closed 357 transactions with a total sales volume of 66 million and earned 1.4 million in GCI. Her average sales price was 186 thousand of which 45% were buyers and 55% were sellers. Tammy leads a team with 12 members. She has been an agent for 24 years. 2018 Stats: 357 closings 66 million sales volume 12 member group: 1 listing partner 6 buyer agents 1 photographer 1 marketing director 1 office manager 1 office admin 1 team leader Niche: radio ads personal magazine vehicle fleet repeat & referrals past clients sphere of influence

In this call, Hudson talks about: Not selling any homes his first 6 months. Lessons learned from his first mentor. Moving from California to Florida and restarting his career from zero. Building an Agent-To-Agent Referral business (50% of sales). Discovering your feeder markets (where clients are coming from). Prospecting for agent referrals in feeder markets including script. Connecting with active referral agents on social media including best approach. Meeting agents at conferences and trainings. Giveaways to your sphere of influence that result in referrals, updated contact info, and online reviews. Team dynamics, compensation, profit margins, and more. Hudson Warren SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 69 minutes Website: TheHudsonWarrentTeam.com Background: Hudson Warren is with Keller Williams in Bonita Springs, Florida. Last year, he closed 111 transactions with a total sales volume of 28 million. His average sales price was 256 thousand of which 40% were buyers and 60% were sellers. Hudson leads a team with 5 members. He has been an agent for 13 years. 2018 Stats: 111 closings 28 million sales volume 5 member group: 3 buyer agents 1 client success manager 1 team leader Niche: agent referrals repeat & referrals past clients sphere of influence

In this call, Joe talks about: Selling 35 homes his first year. Who you should hire first and why. The mindset shift needed to grow at 20-30% per year. Moving a team from producing leader centric to 7th level. Working with your spouse and staying in your lane. Zillow ROI falling from 12-to-1 to 2-to-1 and the move from flat monthly fee to closing referral fee. Annual marketing plan to get more referrals from your friends, family, and past clients. Team dynamics, compensation, profit margins, and more. Joe Bourland SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 62 minutes Website: JoeArizona.com Background: Joe Bourland is with Re/Max in Avondale, Arizona. Last year, he closed 112 transactions with a total sales volume of 26 million. His average sales price was 235 thousand of which 50% were buyers and 50% were sellers. Joe leads a team with 9 members. He has been an agent for 17 years. 2018 Stats: 112 closings 26 million sales volume 9 member group: 4 buyer agents 1 listing agent 1 listing manager 1 transaction coordinator (virtual assistant) 1 marketing coordinator 1 team leader Niche: Zillow repeat & referrals past clients sphere of influence

In this call, Desi talks about: Being a house cleaner before becoming an agent … and selling the same homes that she used to clean the toilets. Selling 72 homes last year as a solo agent with one part-time virtual assistant. Receiving 60 referral closings from her small list of 300 people … that is 1 in 5 (20%) closings from people on her list. Why she never asks for referrals, doesn’t call her past clients, and sends lots of handwritten cards instead. Her simple low-budget annual marketing plan. Why she loves to bake a cake and deliver it to her clients. Her $50,000 month. Why she never jumped on the “team train” and never will. The vitrual assistant company she contracts out part time, tasks given (you’ll be surprised by what she will NOT farm out), and how you might be able to hire them too. Her daily and weekly schedule (she rarely works weekends) and more. Desi Sowers SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 71 minutes Website: DesiSowers.com Background: Desi Sowers is with Re/Max in Blacksburg, Virginia. Last year she closed 72 transactions with a total sales volume of 17 million and earned 440 thousand in GCI. Her average sales price was 233 thousand of which 32% were buyers and 68% were sellers. Desi is a solo agent with 1 part time virtual assistants. She has been an agent for 14 years. 2018 Stats: 72 closings 17 million sales volume 2 member group: 1 part time vitrual assistant 1 solo agent Niche: repeat & referrals past clients sphere of influence

Agent Lead Talk (episode 8) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 11:55 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

Agent Lead Talk (episode 7) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 11:05 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

In this call, Phil talks about: Not selling any homes his first 5 months in real estate. The power of positioning yourself in the market. Building 15 teams during his 42 year career (big and small). Mentoring for 22 years with one of the worlds all time greatest agents, Bob Bohlen, and their weekly accountability calls. His 15 second elevator commercial (hear it all). Why he moved from a statement based to a question based listing presentation. Roleplaying his question based listing presentation. Why you should have your seller order a Pre-Appraisal at every listing appointment. What is takes to be successful with expired listings. High impact prospecting vs marketing and branding. How to get the right people on your team. Phil Herman SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 86 minutes Website: PhilHerman.com Background: Phil Herman is with Re/Max in Dayton, Ohio. He’s sold almost 8,000 homes worth nearly 1 billion. Niche: expired listings repeat & referrals past clients sphere of influence

Agent Lead Talk (episode 6) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 13:53 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

Agent Lead Talk (episode 5) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 11:11 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

In this call, Dan talks about: Selling 37 homes his first year worth 22 million. Building a large team with his wife. His top 3 buisness sources: repeat and referrals, internet leads, and open houses. Detailed description of his annual marketing plan to his past clients and sphere of influence that results in a 20 to 1 ROI including his referral script. How he closed nearly 100 transactions last year from Zillow leads with a 8 to 1 ROI. Google PPC ads that brought in 50k per month in GCI with a 5 to 1 ROI. How his team brought in 750k in GCI from open houses. The power of having a list of Off Market Listings. Complete team agent compensation plan including all the levels. Dan Lesniak SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: LiveTheOrangeLine.com Background: Dan Lesniak is with Optime Realty in Arlington, Virgina. Last year he (and his wife Keri Shull and team) closed 481 transactions with a total sales volume of 301 million and earned 7.8 million in GCI. His average sales price was 626 thousand of which 64% were buyers and 36% were sellers. Dan and Keri have a team with 68 members: 40 buyer agents, 1 buyer coordinator, 5 listing agents, 3 listing coordinators, 4 inside sales agents, 8 marketing staff, and 7 operations staff. He has been an agent for 8 years. 2018 Stats: 481 closings 301 million sales volume 68 member team: 40 buyer agents 1 buyer coordinator 5 listing agents 3 listing coordinators 4 inside sales agents 8 marketing staff 7 operations staff Niche: Zillow leads open house repeat & referrals past clients sphere of influence

Agent Lead Talk (episode 4) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 11:11 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

Agent Lead Talk (episode 3) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 8:37 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

In this call, Jen talks about: Why small is beautiful … you don’t need a big team to make big bucks. Moving to a new market and starting over. How to get 39 referral closings per year with a private Facebook group and 150 dollars per month. Why small budget contest and giveaways result in big referrals. How to host a small client event that results in referrals when you are a shy introvert. Why she built a team, dismantled it, and went back to solo agent. Her plan to get to 100 referral closings per year as a solo agent. Tools solo agents can use to stay organized and free up time for family. How to increase your average sales price, profit margins, and more. Jen Burns SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: BatonRougeHomeStore.com Background: Jen Burns is with eXp Realty in Baton Rouge, Louisiana. Last year she closed 78 transactions with a total sales volume of 19 million and earned 464 thousand in GCI. Her average sales price was 243 thousand of which 60% were buyers and 40% were sellers. Jen is a solo agent with 2 part time assistants: 1 administrative and 1 marketing. She has been an agent for 12 years. 2018 Stats: 78 closings 19 million sales volume 3 member team: 1 part time administrative assistant 1 part time marketing assistant 1 solo agent Niche: Zillow leads repeat & referrals past clients sphere of influence

Agent Lead Talk (episode 2) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 13:00 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

Agent Lead Talk (episode 1) …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 11:32 minutes Agent Lead Talk is a podcast investigating the lead generation strategies of the top real estate agents in the nation hosted by Mike Cerrone. It is broadcast as part of the Success Calls podcast on the Master Mind Agent Network. Enjoy!

In this call, Scott talks about: Teaching elementary school, high school, and being a baseball coach before real estate. Selling 47 homes his first year. Current struggles with the lastest changes Zillow has made with their leads (and what he is doing about it). Bouncing back after losing two veteran buyer agents in the same year. His annual marketing plan to generate repeate and referrals from past clients and his sphere of influence. Hosting a 800 person swimming pool party. Compensation, profit margins, and more. Scott Rodgers SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 48 minutes Website: RodgersRealEstateGroup.com Background: Scott Rodgers is with Re/Max in Peoria, Illinois. Last year he closed 162 transactions with a total sales volume of 26 million and earned 830 thousand in GCI. His average sales price was 161 thousand of which 60% were buyers and 40% were sellers. Scott is a team leader with 7 members. He has been an agent for 18 years. Scott has sold 2,600 homes and earned 10.7 million in GCI in his career. 2018 Stats: 162 closings 26 million sales volume 7 member team: 3 buyer agents 1 listing agent 1 listing coordinator 1 closing coordinator 1 part time courier / photographer Niche: Zillow leads repeat & referrals past clients sphere of influence

In this call, Gary talks about: Teaching middle school for 32 years. Entering real estate as a second career (and earning 10 times what he made as a teacher). Building his business based on repeat and referral (95% of his business). Generating 60 closings from a 350 person list … 1 in 6 people sent a closed referral or repeated. His low budget annual marketing plan. Why he never calls his people to beg for business. The 3 client appreciation events he hosts every year. Why he sends 2 direct mail pieces to millenials every month (and what he sends). The power of humor in marketing. How to celebrate your people (and thier kids) birthday with cards and a video birthday song. Simple models, profit margins, and more. Gary Raze SUCCESS CALL …  Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 54 minutes Website: ReMax.com/GaryRaze Background: Gary Raze is with Re/Max in Eugene, Oregon. Last year he closed 69 transactions with a total sales volume of 17 million and earned 510 thousand in GCI. His average sales price was 252 thousand of which 35% were buyers and 65% were sellers. Gary is a solo agent with one part-time administrative assistant. He has been an agent for 12 years. Gary has sold 573 homes and earned 3.3 million in GCI in his career. 2017 Stats: 69 closings 17 million sales volume 2 member team: 1 administrative assistant 1 solo agent Niche: repeat & referrals past clients sphere of influence

In this call, Lesley and David talk about: Selling 80 homes per year as a solo REO agent. Getting burned out and taking two years off. Jumping back into real estate as a traditional agent with zero base. How to use Facebook to build an instant sphere of influence. The simple way to project success and attract new leads when you have zero listings and no clients. How to generate leads and closings by posting in strange places on Facebook including what to post. Which homes to avoid posting unless you want difficult clients. The one idea that skyrocketed her lead generation on Facebook. Turning Zillow into your own lead generation machine. Successfully working with your spouse including roles and responsibilities. Why busy agents should hire a driver before a buyer agent. Staying small and profitable. Selling 80 homes per year as a traditional agent. Lesley Hodge Perreault SUCCESS CALL … ***Note: If you can not see the audio player above, REFRESH your browser and try again. To listen on iTunes, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 47 minutes Website: Lesley Hodge Perreault Website Background: Lesley Hodge Perreault is with eXp Realty in Wichita, Kansas.  Last year she closed 80 transactions with a total sales volume of 10 million.  Her average sales price was 133 thousand of which 64% were buyers and 36% were sellers. Lesley is a solo agent with 2 assistants:  1 driver and 1 part time admin. Lesley has been an agent for 15 years.  Her unlicensed husband David has been assisting for 2.5 years. 2017 Stats: 80 closings 10.6 million sales volume 3 member team: 1 agent 1 driver 1 part time admin Niche: Facebook Zillow Leads Repeat & Referral Past Cleints Sphere of Influence

In this call, Willie talks about: Starting real estate 120 thousand in debt. Building an insurance practice in lock step with his real estate practice. Selling 13 homes his first year from insurance client referrals. Quadrupling the second year to 50 closings when he hired a coach and learned direct response marketing. Reflecting after 20 years of team building on the most profitable stage of growth (you might be surprised). In depth look at agent compensation including how to pay a listing specialist. How to set listing appointments by adding the 5 powerful words: “… and what not to do”. New school method for converting a buyer lead into a client. Using targeted Facebook ads for just listed or just sold lead generation. Annual marketing plan to friends, family, and past clients that results repeat and referrals and 60% of his business including an old school method that still works wonders. How he is getting a 5% conversion rate on Zillow leads with the 3-4-12 follow up method. Profit margins, team dynamics, compensation, and more. Willie Miranda SUCCESS CALL … ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. Download FULL Running Time: 58 minutes Website: MirandaRealEstateGroup.com Background: Willie Miranda is with Miranda Real Estate Group in Clifton Park, New York. Last year he closed 809 transactions with a total sales volume of 169 million and a GCI of 4.4 million. His average sales price was 208 thousand of which 45% were buyers and 55% were sellers. Willie started as a solo agent, built a small team, then a large team, and now has grown into a hybrid team/broker model with 80 agents and 10 staff members. Willie is the team leader and has been an agent for 20 years. He works the Albany New York market and sold 1.5 billion in real estate during his career making Willie a Billion Dollar Agent. 2017 Stats: 809 closings 169 million sales volume 80 member team: 80 team agents 10 admin staff Niche: Zillow Leads Repeat & Referral Past Cleints Sphere of Influence

In this call, David talks about: Teaching 4th grade math before entering real estate. Flipping houses for his own account, then later on a bigger scale for a company. Entering sales and starting a practice separate from his wife. Successfully running two practices that combined sold 92 homes in one year. Relocating to a different state and starting fresh as a unified husband-wife team. Working with your spouse by defining roles and staying in your lane. Setting a big goal to multiply the business five-fold in two years. Accepting the role of CEO and setting the vision for the future. Structuring the team for fast growth and scale. Creating a career path for agent partners and being flexible to change. Team dynamics, profit margins, and more. David Zarghami SUCCESS CALL … ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 56 minutes Website: SearchSarasotaHomes Background: David Zarghami is with Keller Williams in Sarasota, Florida. Last year he, his wife Toni, and team closed 108 transactions with a total sales volume of 35 million (with 6 people). His average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), he sold 116 homes worth 40 million. David is ramping up for growth and now has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist/ director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer. David is the co-founder and CEO of the Zarghami Group. He has been an agent for 8 years and works the metro Sarasota market. 2017 Stats: 116 closings 35 million sales volume 19 member team: 6 buyer specialists 3 junior partners 1 listing specialist / director of sales 3 full time operations staff 2 virtual assistants 1 courier 1 sign guy 1 chief growth officer 1 chief executive officer Niche: Repeat & Referral Past Cleints Sphere of Influence

In this call, Jeff talks about: Being fired for being too good. His slow start in real estate. Gaining traction and building a huge team. Running a team as an independent brokerage. Expansion into multiple offices, mistakes made, and lessons learned. When entering a new market, which is better: prospecting or marketing. How many square feet are necessary for each person on your team. Permanent versus virtual office space. Why relationships trump process. Why he has 110 billboards, what is on them, and what works. When radio ads work, and when they don’t. The power of Google Reviews and Facebook Reviews and how to get them. Profit margins, team dynamics, compensation, and more. Jeff Cook SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 56 minutes Website: JeffCookRealEstate.com Background: Jeff Cook is with Jeff Cook Real Estate in Charleston, South Carolina. Last year he closed 1,065 transactions with a total sales volume of 254 million and a GCI of 8.3 million. His average sales price was 238 thousand of which 61% were buyers and 39% were sellers. Jeff has a massive 191 person team in 7 locations. There are 163 agents including: 7 general sales managers, 3 assistant managers, 2 listing managers, and 1 broker in charge. There are 28 staff members including: 5 department heads, 3 listing, 3 closers, 6 ISA, 8 marketing, 5 accounting, 1 ops manager, and 1 CEO. Jeff is the CEO and team leader of the Jeff Cook Real Estate team. He has been an agent for 15 years and works the Charleston, Greenville, and Columbia South Carolina markets. 2017 Stats: 1065 closings 254 million sales volume 191 member team: 163 agents including: 7 general sales managers 3 assistant managers 2 listing managers 1 broker in charge 28 staff members including: 5 department heads 3 listing 3 closers 6 ISA 8 marketing 5 accounting 1 ops manager 1 CEO/team leader Niche: Billboard Radio Google Reviews Facebook Reviews Repeat & Referral Past Cleints Sphere of Influence  

In this call, Ashton talks about: Selling zero home his first 6 months. Having a strategic epiphany and dramatically changing his approach. Then selling 55 homes his first full year. Burning out after personally selling over 100 homes as a solo agent without an assistant. Hiring a team to gain life balance. What he is doing to get 70-80% of his business by repeat and referral. The power of being a friend versus just being a real estate agent. His daily game of 60 Points of Rhythm for long term success. Giving people relevant, specific, and timely information. Personally selling over 75 homes last year. Why 80% of people can only remember one agent’s name. The power of a Top 100 list and who should be on it … and more. Ashton Gustafson SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 51 minutes Website: BishopRealtors.com Background: Ashton Gustafson is with Bishop Realtor Group in Wichita Falls, Texas. Last year he closed 320 transactions with a total sales volume of 60 million. His average sales price was 187 thousand of which 60% were buyers and 40% were sellers. Ashton has a 7 member team: 3 buyer agents, 2 admins, 1 executive office manager, and 1 team leader. He has been an agent for 12 years and works the Wichita Falls and Waco Texas markets. 2017 Stats: 320 closings 60 million sales volume 7 member team: 3 buyer agents 2 admin 1 executive office manager 1 team leader Niche: Repeat & Referral Past Cleints Sphere of Influence (originally published on 12/21/18)

Dean Selvey SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 57 minutes Website: ArizonaBuilderSales.com/ Background: Dean Selvey is with Re/Max in Scottsdale, Arizona. Last year he closed 220 transactions with a total sales volume of 60 million. His average sales price was 272 thousand of which 0% were buyers and 100% were sellers. Dean has a 16 member team: 10 site sales agents, 1 sales manager, 2 marketing people, 1 bookkeeper, 1 admin / compliance officer, and 1 team leader. Dean is the team leader of Arizona Builder Sales. He has been an agent for 37 years and works the Phoenix and Arizona markets. In his best year (2006), he sold 470 homes worth 120 million and has sold over 10,000 homes in his career. In this call, Dean talks about: His slow start and being an average agent for his first 5 years How his friend Russell Shaw opened his eyes to the Enemy Line concept to identify what was holding him back … with that simple understanding, he doubled his production the next year Why he focuses on net profit instead of units or volume How to become a Subject Master Expert Today 100% of his business is representing local and regional home builders and developers Instead of looking for one listing at a time, he looks for builders who can give him 100 listings over time His current pipeline has 1,700 homes that will enter the market … and he will be the listing agent How he got into new home sales, what his competitive advantage is, and why builders hire him His simple slogan, “You build, we’ll sell” The best ways to find new home buyers Team dynamics, compensation, profit margins, and more 2017 Stats: 220 closings 60 million sales volume 16 member team: 10 site sales agents 1 sales manager 2 marketing people 1 bookkeeper 1 admin / compliance officer 1 team leader Niche: new home construction builder site representation (originally published on 12/07/18)

Wendy Papasan SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Play, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 55 minutes Website: PapasanProperties.com Background: Wendy Papasan is with Keller Williams in Austin, Texas. Last year she closed 245 transactions with a total sales volume of 74 million. Her average sales price was 305 thousand of which 60% were buyers and 40% were sellers. Wendy has a 28 member team: 19 agents, 1 showing partner, 2 inside sales agents, 1 listing manager, 1 contract manager, 1 marketing director, 1 director of growth, 1 operations director, and 1 CEO/team leader. Wendy is the team leader of Papasan Property Group. She has been an agent for 9 years and works the Austin, Dallas, Houston, and St Lewis markets. In this call, Wendy talks about: Starting part time as a stay-at-home mom and selling 18 homes her first year Building a 6th Level business by supporting the growth of others Her “Big Why” and 6 core values that are the foundation of her team Why her job switched to lead generation of team talent Building a team around systems, administration, and support instead of centralized lead generation and distribution Why she expanded outside her local market, how she picked the locations, and mistakes made that created a stronger team Her tiny budget annual marketing plan for repeat and referrals from past client and sphere of influence that results in 56% of her business Why you should focus on building a moat around your database How she got 28% of her business last year by referrals from other agents Her NOT to do list Team dynamics, compensation, profit margins, and more 2017 Stats: 245 closings 74 million sales volume 28 member team: 19 agents 1 showing partner 2 inside sales agents 1 listing manager 1 contract manager 1 marketing director 1 director of growth 1 operations director 1 CEO/team leader Niche: agent referrals expansion teams repeat & referrals past clients sphere of influence (originally published on 11/21/18)