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Real Estate Agent Success Calls — Business
Real Estate Agent Success Calls

Talk show with top real estate agents, brokers, and Realtors sharing success tips, ideas, and advice

Latest Episodes:

Matt Laricy — SC139: Matt Laricy. Getting 550 Online Reviews That Give Him Instant Credibility. Neighborhood Video Tours. Zillow Leads. Why Agents Following Up The Wrong Way. Sep 16, 2018
Show notes

Matt Laricy SUCCESS CALL

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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: 1:15

Website:

MattLaricyGroup.com

Bonus:

Matt Laricy Group – YouTube Channel

Background:

Matt Laricy is with Americorp Ltd in Chicago, Illinois. Last year he closed 260 transactions with a total sales volume of 104 million. His average sales price was 404 thousand of which 60% were buyers and 40% were sellers. He has a 6 member team: 3 sales agents, 1 administrative assistant, 1 marketing assistant, and 1 team leader.

Matt Laricy is the team leader of the Matt Laricy Group. He has been an agent for 10 years and works the downtown Chicago market.

In this call, Matt talks about:

Only selling 2 homes his first full year in real estate

Sleeping on his parents couch and begging his dad for gas money to get started

Why switching market focus open the doors to a whole new future

Building the foundation of success with passion, education, and determination

Predicting internet marketing trends and getting in early

Buying Zillow and Trulia zip codes in the early days

Answering buyer and seller questions online and receiving a stream of leads

How he got 550 agent reviews and recommendations on the internet that give him instant credibility

Using high quality photo and video marketing

Producing neighborhood tour videos to establish his expert status

Why most agents approach lead follow up the wrong way

Why he hates CRMs and sends personal emails instead

Team dynamics, profit margins and more

2016 Stats:

260 closings

104 million sales volume

6 member team:

3 sales agents

1 administrative assistant

1 marketing assistant

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 10/07/16)

Louise Juracek — SC138: Louise Juracek. How To Get The Top Agent In Your Office To Mentor You. Roleplaying Her Referral Script. How to Turn Lunch Into Referrals. Sep 14, 2018
Show notes

Louise Juracek SUCCESS CALL

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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: 1:30

Website:

LouiseJuracek.com

Background:

Louise Juracek is with Coldwell Banker in Bakersfield, California. Last year she closed 138 transactions with a total sales volume of 16 million. Her average sales price was 118 thousand of which 34% were buyers and 66% were sellers. Last year she had a 4 member team: 1 sales partner, 1 office manager, 1 assistant, and 1 team leader.

Louise Juracek is the team leader of The Louise Juracek Team. She has been an agent for 33 years. She works the Kern County market.

In this call, Louise talks about:

Selling 35 homes her first year while working part time at real estate

What she did to get the top agent in her office to mentor her

How she personally closes over 100 transactions per year

Starting every day by asking: “Where’s the deal coming from today?”

Setting the ambition goal to schedule 100 appointments in 4 months

Script for engaging your family, friends, and past clients in your goals

Why you should go Elephant Hunting one day per week

How to become the Multiple Listing Salesperson for a new home builder and list their excess inventory on the MLS

Why you should track unsold inventory

How to make lunch time pay off in referrals

Her minimum commission income goal per transaction

The script to capture the open house visitor’s attention within 10 seconds

Why she keeps her past client and sphere of influence list small

How she generates over 60% of her business by repeat and referral

Her referral script including a role play that results in 2 leads

How her “love of people” results in “clients for life”

Team dynamics, compensation, profit margins and more

2015 Stats:

138 closings

16 million sales volume

4 member team:

1 sales partner

1 office manager

1 assistant

1 team leader

Niche:

builder MLS

open houses

repeat & referrals

past clients

sphere of influence

(originally published on 09/21/16)

Colleen Lawler — SC137: Colleen Lawler. Modifying Her Approach To Avoid Cold Calls. Using Emotional Intelligence In Negotiation. The Golden Referral List We All Have. How To Get Expireds To Call You. Sep 12, 2018
Show notes

Colleen Lawler SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:31

Website:

TheIrvineTeam.com

Bonus:

To download PDF, right click and “save as” to your computer:

Colleen Lawler – Expired Letter 1

Colleen Lawler – Expired Letter 2

Background:

Colleen Lawler is with Coldwell Banker in Chesterfield, Missouri. Last year she closed 202 transactions with a total sales volume of 68 million. Her average sales price was 336 thousand of which 47% were buyers and 53% were sellers. She has a 7 member team: 2 buyer specialists, 1 marketing manager, 1 listing manager, 2 closing managers, and 1 team leader.

Colleen Lawler is the team leader of The Irvine Team. She has been an agent for 30 years and participated in over 1,260 real estate transactions worth over 416 million.

In this call, Colleen talks about:

Her slow start and sever call reluctance.

Gaining traction by hosting open houses and changing the power dynamic by ‘interviewing” and selecting visitors to be her clients

Succeeding in real estate sales as a highly analytical “C” on the DISC personality profile

How to use “emotional intelligence” in negotiations

Why 35% of her business is “two sided” move up and move down clients

Her Golden 200 List that sends the majority of her referrals

Why she gets 70% of her business from friends, family, and past clients

How she hosts and promotes 2 annual client parties (Shredding Event and Pie Giveaway) that result in immediate and future business

The fast and easy way to set up a drip email campaign your people will love

How she receives 20% of her business from expired listings … almost without trying

Simple way to get the email address for expired listings

How to get Zillow/Trulia online reviews and the power of the “one star” review

How you built a successful team structure with Post-It Notes

Why her team averages 28 closings per member and 67 closings per agent

Team dynamics, compensation, profit margins and more

2016 Stats:

202 closings

68 million sales volume

7 member team:

2 buyer specialists

1 marketing manager

1 listing manager

2 closing managers

1 team leader

Niche:

expireds

repeat & referrals

past clients

sphere of influence

(originally published on 09/07/16)

Lawrence Belland — SC136: Lawrence Belland. Staging A Listing Launch To Build Anticipation Before A Listing Hits The Market. His 10 Day Pre-Lauch Marketing Plan. How To Handle Seller Side Multiple Offers. Sep 10, 2018
Show notes

Lawrence Belland SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:28

Website:

BellandRealtyGroup.com

Background:

Lawrence Belland is with John L Scott Real Estate in Portland, Oregon. Last year he closed 81 transactions with a total sales volume of 28 million. His average sales price was 354 thousand of which 15% were buyers and 85% were sellers. He has a 10 member team: 1 buyer agent, 1 listing manager, 3 listing coordinators, 1 client care manager, 1 negotiator, 1 marketing manager, l transaction coordinator, and 1 team leader.

Lawrence Belland is the team leader of the Belland Realty Group. He has been an agent for 38 years and participated in over 6,000 real estate transactions worth over 750 million.

In this call, Lawrence talks about:

Starting his career creatively with “minor partitions” and helping sellers split vacant lots off oversized properties to create two pieces of real estate to sell

Putting his real estate sales career on hold while he pursued the mortgage business and investment transactions for 10 years

Jumping back into real estate sales by working short sales … in the early 1990’s

How he developed his concept of the “Listing Launch” where he builds up anticipation in the market with delayed showing dates and restricted offer dates (confirm practice rules with your MLS or state license authority)

His 10 day pre-launch marketing program that often results in dozens of showings and multiple offers the first day on the market … including the best day and time for the launch

Why he invests his own money to “fix up” his sellers’ properties for quicker sales and higher nets for the seller … and himself

His seller strategy for dealing with multiple offers

The annual marketing plan he uses with his past clients and sphere of influence to generate repeat and referrals that account for 40% of his business

Team dynamics, profit margins and more

2015 Stats:

81 closings

28 million sales volume

10 member team:

1 buyer agent

1 listing manager

3 listing coordinators

1 client care manager

1 negotiator

1 marketing manager

1 transaction coordinator

1 team leader

Niche:

short sale

repeat & referrals

past clients

sphere of influence

(originally published on 08/21/16)

Wes Madden — SC135: Wes Madden. Selling 75 Homes His First Full Year. Working A Military Base Market. Building An Army Of Referal Machines. Sep 08, 2018
Show notes

Wes Madden SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:44

Website:

WesMadden.com

Background:

Wes Madden with Madden Real Estate in Fairbanks, Alaska. Last year he closed 579 transactions with a total sales volume of 133 million and a GCI of 3.8 million. His average sales price was 230 thousand of which 42% were buyers and 58% were sellers. He has a 36 member team: 13 buyer specialists, 5 listing partners, 2 inside sales agents, 1 REO specialist, 4 escrow coordinators, 1 listing coordinator, 4 virtual assistants, 1 director of operations, 1 executive assistant, 2 directors of first impressions, 1 bookkeeper, 1 field coordinator, and 1 team leader.

Wes Madden is the team leader of the Madden Real Estate team. He has been an agent for 10 years and sold almost 4,000 homes worth 850 million in his career.

In this call, Wes talks about:

Selling 75 homes his first full year by being determined and disciplined

Handing out 500 business cards his first month

Piloting a Blackhawk helicopter for the Army before starting his real estate career

How he started by helping military personnel buy and sell homes … and how you can work with these folks if you live near a military base

Getting a coach his first 6 months in the business

Wanting to create a scalable, salable real estate business from the beginning

Developing a 25% market share

The simple marketing plan he uses to get 60% of his business by repeat and referral from past clients and sphere of influence … by creating an army of referral machines

The Buy It Local Coupon Program

How he ranks high in the search engines and gets free SEO traffic and leads

Which companies he uses for paid PPC internet lead generation including the conversion rates and the return on investment numbers

How he creates mass market awareness and direct sales with radio and TV ads … and the power of the celebrity endorsement

Why he surrounds himself with experts

Team dynamics, compensation, profit margins and more

2016 Stats:

579 closings

133 million sales volume

36 member team:

13 buyer specialists

5 listing partners

2 inside sales agents

1 REO specialist

4 escrow coordinators

1 listing coordinator

4 virtual assistants

1 director of operations

1 executive assistant

2 directors of first impressions

1 bookkeeper

1 field coordinator

1 team leader

Niche:

military

internet leads

radio ads

repeat & referrals

past clients

sphere of influence

(originally published on 08/07/16)

Casey Margenau — SC134: Casey Margenau. Storytelling Marketing. Luxury Homes Sales. Which Agents Can Break Into High End Homes Sales. Green And Red Cherry Marketing. Sep 06, 2018
Show notes

Casey Margenau SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:44

Website:

CaseyMargenau.com

Background:

Casey Margenau is with Casey Margenau Fine Homes in Vienna, Virginia. Last year he closed 69 transactions with a total sales volume of 74 million. His average sales price was 1.1 million of which 24% were buyers and 76% were sellers. He has an 8 member team: 3 sales agents, 1 closing coordinator, 1 sales coordinator, 1 marketing coordinator, 1 field coordinator, and 1 team leader.

Casey Margenau is the team leader of the Casey Margenau Fine Homes team. He has been an agent for 27 years and sold 2,830 homes worth 2.7 billion in his career … making Casey a multi-billion dollar agent. He was ranked the #1 agent worldwide for RE/MAX 5 years in a row.

In this call, Casey talks about:

Getting a quick start in real estate and becoming the #1 agent in his association by his second full year in the business

Why it’s helpful to have a sales background

Selling through storytelling

How he started selling luxury homes

Why he calls million dollar homes “forever homes”

Which agents can easily transition into the luxury market (you may be surprised)

How to market luxury homes and find a buyer

What he claims is the “single biggest thing I’ve done in my career that has had success”

The radical change he sees coming in the market in the next 5 years that will dramatically change the real estate landscape … and how you can survive and even thrive

His simple annual marketing plan to past clients and sphere of influence

How “green and red cherries” changed his approach to marketing

Why internet marketing dynamics and an exit plan led him to go independent

The 3 key administrative positions on his team

Team dynamics, compensation, profit margins and more

2015 Stats:

69 closings

74 million sales volume

8 member team:

3 sales agents

1 closing coordinator

1 sales coordinator

1 marketing coordinator

1 field coordinator

1 team leader

Niche:

luxury

repeat & referrals

past clients

sphere of influence

(originally published on 07/21/16)

Mike Wall — SC133: Justin Myer. Personally Selling 150 Homes In One Year. Why Facebook Ad Colors Matter. Working With Home Builders Because Of A Facebook Group He Started. Sep 04, 2018
Show notes

Justin Myer SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:39

Website:

LethridgeRealEstate.com

ForeclosedLethbridge.com/

Josh Schoenly’s ClientAlchemist.com

Bonus:

To hear the radio ad, click the arrow below.

Radio Ad 1 Download

[sc_embed_player fileurl=”https://s3.amazonaws.com/MMA-Success-Calls/Justin-Myer-Radio-Ad.mp3″]

Sample Property Video1 :

Sample Property Video 2:

Background:

Justin Myer is with LethbridgeRealEstate.com in Lethbridge Alberta Canada. Last year he closed 221 transactions with a total sales volume of 58 million. His average sales price was 262 thousand of which 53% were buyers and 47% were sellers. He has an 8 member team: 1 listing specialist, 3 buyer agents, 1 buyer manager, 1 office manager, 1 admin assistant, and 1 team leader.

Justin Myer is the team leader of the LethbridgeRealEstate.com team. He has been an agent for 6 years and sold 465 homes in his short career.

In this call, Justin talks about:

Selling 8 homes his first year

Personally selling 150 homes last year while his team sold the balance

How he generates hundreds of leads with inexpensive Facebook ads

Which ad colors and fonts have the highest results

Long versus short copy in ads

Attracting buyers with unique lists of homes

Starting a Facebook group that lead to working with 6 local home builders

Radio ads that are counter to his competition

His annual marketing plan for past clients

Team dynamics, compensation, profit margins and more

2016 Stats:

221 closings

58 million sales volume

8 member team:

1 listing specialist

3 buyer agents

1 buyer manager

1 office manager

1 admin assistant

1 team leader

Niche:

internet leads

radio ads

repeat & referrals

past clients

sphere of influence

(originally published on 07/07/16)

Brett Keppler — SC132: Brett Keppler. The Single Twist That Makes His Expired Listing Program Different And More Successful Than His Competitors. Personally Selling 150 Homes Last Year. Sep 02, 2018
Show notes

Brett Keppler SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:21

Website:

TreoRealtors.com

Background:

Brett Keppler is with TREO Realtors in Cincinnati, Ohio. Last year he closed 260 transactions with a total sales volume of 31 million and GCI of 745 thousand. His average sales price was 118 thousand of which 40% were buyers and 60% were sellers. He has a 13 member team: 5 buyer agents, 1 listing agent, 1 marketing manager, 1 office manager, 1 personal assistant, 1 REO manager, 2 REO support, and 1 team leader.

Brett Keppler is the team leader of Team TREO. He has been an agent for 10 years, sold 1,500 homes in his career, and works the Greater Cincinnati market.

In this call, Brett talks about:

Selling 12 homes his first year

Personally selling 96 homes last year while his team sold the balance

How he and his team transitioned from selling 494 homes in 2013 (mostly REO) to selling 260 homes in 2015 (mostly traditional sales)

The single twist that makes his expired listing program different and more successful than his competitors

Working with investors, what they want, and why they keep hiring him

How he gets 1/3rd of his business from past clients and sphere of influence including his annual marketing plan

Team dynamics, profit margins and more

2015 Stats:

260 closings

31 million sales volume

13 member team:

5 buyer agents

1 listing agent

1 marketing manager

1 office manager

1 personal assistant

1 REO manager

2 REO support

1 team leader

Niche:

investors

REO

repeat & referrals

past clients

sphere of influence

(originally published on 06/21/16)

Marti Hampton — SC131: Marti Hampton. From Poverty To Success. High Energy Selling. Coming Soon Listing Promotion And The Best Day To Release Your Listing To The Market. Handling Multiple Offers. Educational Video Marketing. Getting Online Reviews. Aug 31, 2018
Show notes

Marti Hampton SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:09

Website:

MartiHampton.com

ComingVerySoon.com

ComingSoonHomes.com

MartiHampton YouTube Channel

Bonus:

To hear the radio ads, click the download links below.

Radio Ad 1 Download

Radio Ad 2 Download

Radio Ad 3 Download

Background:

Marti Hampton is with RE/MAX in Raleigh, North Carolina. Last year she closed 425 transactions with a total sales volume of 115 million and GCI of 3.3 million. Her average sales price was 275 thousand of which 42% were buyers and 58% were sellers. She has a 16 member team: 7 buyer agents, 3 listing agents, 6 administrative support, and 1 team leader.

Marti Hampton is the team leader of The Marti Hampton Team. She has been an agent for 30 years, sold 10,000 homes in her career, and works the Research Triangle market.

In this call, Marti talks about:

Why growing up in poverty motivated her to be a success

Being a single parent with 3 small children when she started in real estate

Using high energy and enthusiasm to sell and win

Increasing her production from 44k to 300k in the first 5 years

Listing 42 homes in her best month

Her innovative “Coming Soon” listing onboarding process that front loads marketing, creates pent up buyer demand, market interest, multiple offers, quick sales, and high prices for her sellers

The best day to release a home on the market

How to handle multiple offers

Her marketing plan for past client and sphere of influence that generates repeats, referrals, and 50% of her closed business last year

Marketing with educational videos

Giving away event tickets

Special past client file with 250 people most likely to refer her business

Real estate update radio ads

Working with Boomtown

How to get online recommendations and reviews from happy past clients

Her favorite books

Team dynamics, compensation, profit margins and more

2016 Stats:

425 closings

115 million sales volume

16 member team:

7 buyer agents

3 listing agents

6 administrative support

1 team leader

Niche:

radio ads

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 06/07/16)

Kathy Schmidt — SC130: Kathy Schmidt. Staying Positive Through Transition And Change. Morning Power Ritual. SMART Goals Planning Process. Annual Referral Based Marketing Plan. Aug 29, 2018
Show notes

Kathy Schmidt SUCCESS CALL

***Note: If you can not see the audio player above, REFRESH your browser and try again.

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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: 1:26

Website:

WeSellEdmonton.com

Bonus:

To download PDF, right click and “save as” to your computer:

Kathy Schmidt – The Schmidt Report

Background:

Kathy Schmidt is with Schmidt Realty Group in Edmonton Alberta Canada. Last year she closed 162 transactions with a total sales volume of 68 million. Her average sales price was 424 thousand of which 51% were buyers and 49% were sellers. She has a 23 member team: 17 Realtors (11 are new interns), 1 general manager, 1 finance assistant, 1 marketing assistant, 1 office assistant, and 2 team owners.

Kathy Schmidt is the team leader of the Schmidt Realty Group. She has been an agent for 23 years.

In this call, Kathy talks about:

Selling 27 homes her first year

Staying positive through transition and change

Her morning ritual that starts her off on the right foot

Looking for 3 pieces of evidence that you are on the right track

Her planning process using SMART goals

How she generated 76% of her closings by repeat and referrals from past clients and sphere of influence

The newsletter she mails to her sphere

The electronic Schmidt Report she emails to her past clients

Her annual Pie Day event

Referral Rewards Program

Focused networking and why it works

New recruit 8-week boot camp

Team dynamics, compensation, profit margins and more

2015 Stats:

162 closings

68 million sales volume

23 member team:

17 Realtors (11 are new interns)

1 general manager

1 finance assistant

1 marketing assistant

1 office assistant

2 owners/team leaders

Niche:

repeat & referrals

past clients

sphere of influence

(originally published on 05/21/16)

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