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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:

Mike Wall — SC119: Laurel Starks. Divorce Real Estate Expert. Get Listing Assignments From Attorneys and Judges. Earn 350 To 500 Per Hour Consulting And Testifying. How To Become A Divorce Home Expert. Aug 07, 2018
Show notes

Laurel Starks 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:

StarksRealEstate.com

Background:

Laurel Starks is with Keller Williams Realty in Rancho Cucamonga, California. Year to date, she’s sold 71 homes worth 30 million. Her average sales price was 428 thousand of which 30% were buyers and 70% were sellers. She has a 7 member team: 1 executive assistant/listing coordinator, 1 contracts coordinator, 1 general manager, 3 sales agents, and 1 team leader.

Laurel Starks is the team leader of the Starks Realty Group. She has been an agent for 10 years and specializes in divorce homes.

In this call, Laurel talks about:

Why she quit her job as an airline attendant to become a real estate agent

How she quick became an expert at the sales contract

Why she became a family law real estate expert and works with divorcing couples

Receiving listing assignments from attorneys and judges

How she became a court appointed expert

Earning $350 to $500 per hour consulting for attorneys and testifying in court

What you need to do to become a divorce home expert

How to develop relationships with attorneys and judges

Diversifying and building a traditional practice to expand her business

Team dynamics, compensation, profit margins and more

2015 YTD Stats:

71 closings

30 million sales volume

7 member team:

1 executive assistant/listing coordinator

1 contracts coordinator

1 general manager

3 sales agents

1 team leader

Niche:

divorce homes

repeat & referrals

past clients

sphere of influence

(originally published on 12/07/15)

Derek Gilbert — sc118: Derek Gilbert. Facebook Failure Ads That Keep You In Front Of Your SOI Cheaply. Multiple Offer Stragegies. Marketing Plan. Referral Script With Roleplay. Client Events. Geogrpahic Farming. Running A Team Remotely. Aug 05, 2018
Show notes

Derek Gilbert 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: 1:20

Website:

DenverDerek.com

Bonus:

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

Derek Gilbert – Invitation – Arcade Night

Derek Gilbert – Invitation – Dave And Busters

Derek Gilbert – Invitation – Pie Giveaway

Background:

Derek Gilbert is with Keller Williams Realty in Englewood, Colorado. Year to date, he’s sold 68 homes worth 21 million. His average sales price was 308 thousand of which 51% were buyers and 49% were sellers. He has a 4 member team: 1 executive assistant, 1 inside sales agent, 1 marketing partner, and 1 team leader.

Derek Gilbert is the team leader of The Gilbert Group. He has been an agent for 12 years. In his best year (2010) he sold 111 homes worth 21 million.

In this call, Derek talks about:

Moving to Colorado and running his Arizona real estate team remotely

Closing his remote office and starting from scratch in a new market where he did not know anyone

Generating excitement and multiple offers for sellers in a hot market

How to help buyers win in multiple offer situations even when they are not the highest price

Marketing plan for past clients

Referral scripts and role play to your sphere of influence

Putting on events for your past clients including his Fall Festival

Targeted “Facebook Failure” Ads that keep you in front of your past clients for pennies per day

His geographic farming program

The technology and software that makes his business work

Team dynamics, profit margins and more

2015 YTD Stats (1st 10 months):

68 closings

21 million sales volume

4 member team:

1 executive assistant

1 inside sales agent

1 marketing partner

1 team leader

Niche:

geographic farming

repeat & referrals

past clients

sphere of influence

(originally published on 11/21/15)

Carol Wolfe — SC117: Carol Wolfe. Negotiating A Higher Commission Than Your Competitors (And Bringing The Value To Back It Up). Simple Approach To Break Into The Luxury Market. Earning 7 Figures In GCI. Geographic Farming. Working With Your Daughter. Aug 03, 2018
Show notes

Carol Wolfe 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: 1:12

Website:

CarolWolfe.com

Bonus:

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

Carol Wolfe – Farming Postcard

Carol Wolfe – Magazine Ad

Background:

Carol Wolfe is with Rodeo Realty in Encino, California. Last year, she sold 30 homes worth 40 million. Her average sales price was 1.3 million of which 20% were buyers and 80% were sellers. Last year, she had a 2 member team: 1 administrative assistant and 1 team leader. This year she is mentoring 3 buyer agents. Carol has been an agent for 41 years.

In this call, Carol talks about:

How she negotiates a higher commission than her competition (commissions are negotiable, there are no standards, this is for educational purposes only)

Why she sells luxury homes and a simple approach for you to move into the luxury home market

Picking, expanding, and working her geographic farm

How she earned 1.2 million in GCI last year with a super high profit margin

Traveling twice per year around the world and how she keeps things on track back at the office

How she stays in front of her community with bus benches, sports banners, and movie theater trailers

Working with her daughter and teaching her the ropes

Team dynamics, profit margins and more

2014 Stats:

30 closings

40 million sales volume

2 member team:

1 administrative assistant

1 team leader

This year also mentoring 3 buyer agents

Niche:

luxury homes

geographic farming

repeat & referrals

past clients

sphere of influence

(originally published on 11/07/15)

Timothy Reeder — SC116: Timothy Reeder. Personally Closing 103 Referrals In One Year From A List of 300 People. Why Large Databases Are Distracting And Often Fail. Simple Referral Script That Gets Results. Fresh New Ideas When Calling Your People. Aug 01, 2018
Show notes

Timothy Reeder 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: 1:28

Website:

timothyreeder.npdodge.com

Background:

Timothy Reeder is with NP Dodge Real Estate in Omaha, Nebraska. In the first nine months of this year (2015), he has personally sold 115 homes worth 20 million, while his team has sold 340 homes worth 51 million. His average sales price was 176 thousand of which 25% were buyers and 75% were sellers. He has an 18 member team: 11 full time agents, 6 administrative staff, and 1 team leader.

Timothy Reeder is the team leader of The Good Life Group. He has been an agent for 17 years.

In this call, Timothy talks about:

How he personally sells over 100 homes per year by focusing on referrals

His simple, yet effective referral marketing plan

Why big databases are distracting, expensive, and often fail

How a small list of 300 people resulted in 103 referral closings in 1 year

The simple referral scripts that get results

What to say when you call your people … fresh new ideas

How to throw a huge client party … for free

An in-depth discussion of the 3 elements of a successful referral campaign: calls, notes, and pop-bys

How he reduced his database from 1,200 to 300 people overnight

Why he picked old and historic homes as his niche

Team dynamics, compensation, profit margins and more

2015 YTD Stats (1st 9 months):

340 closings

51 million sales volume

18 member team:

11 full time agents

6 administrative staff

1 team leader

Niche:

old and historic homes

repeat & referrals

past clients

sphere of influence

(originally published on 10/21/15)

Kristan Cole — SC115: Kristan Cole. Expansion Team Concept Expert. First Expanding Across City Lines. Then Across State Lines. Lessons Learned After Mentoring Over 600 Team Leaders On Expansion Teams. Jul 30, 2018
Show notes

***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: 1:37

Website:

KristanCole.com/

Bonus:

5 Video Series: Kristan Cole interviews Gary Keller about Expansion Teams:

The ‘What’ and ‘Why’ of Expansion

How Does Expansion Affect the Market Centers?

Win-Win Relationships in Expansion

Is it ‘Who’ or ‘Where’ First in Expansion

The Future of Expansion and Keller Williams

Background:

Kristan Cole is with Keller Williams Realty in Scottsdale, Arizona. Last year she closed 249 transactions with a total sales volume of 50 million and 1.7 million in GCI. Her average sales price was 201 thousand of which 41% were buyers and 59% were sellers. She has a 21 member team: 4 buyer agents, 1 listing partner, 1 lead administrator, 1 closing coordinator, 1 director of lead generation, 1 executive assistant, 1 runner, 1 bookkeeper, 4 virtual assistants, 5 expansion partners, and 1 team leader.

Kristan Cole is the team leader of the Kirstan Cole Real Estate Network. She has been an agent for 30 years. She is also the Vice President of Mega Agent Expansion for Keller Williams Realty.

In this call, Kristan talks about:

Starting in real estate right out of college

Being a solo agent for 15 years before starting a team

Working in a small rural market in Alaska

The Expansion Team concept

How she expanded into another city in Alaska … and then city in Arizona

Running a team of people in two different states and virtual assistants in another country … and the technology she uses to make it work

When expansion teams are a good idea … and when it’s not

Lessons she’s learn after mentoring over 600 agents on expansion teams

How she and her team are converting 7% of her internet leads into closings

The benefits of a 7th Level team

Team dynamics, profit margins and more

2014 Stats:

249 closings

50 million sales volume

21 member team:

4 buyer agents

1 listing partner

1 lead administrator

1 closing coordinator

1 director of lead generation

1 executive assistant

1 runner

1 bookkeeper

4 virtual assistants

5 expansion partners

1 team leader

Niche:

expansion teams

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 10/07/15)

Lisa Archer — SC114: Lisa Archer. How One Phone Call Tripled Her Business. Agent Referrals By Digital Door Knocking. Daily 5-5-5 Plan That Takes 30 Minutes Per Day And Results In 50 Closings Per Year. Jul 28, 2018
Show notes

Lisa Archer 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: 1:33

Website:

LiveLoveHomes.com/

Background:

Lisa Archer is with Keller Williams Realty in Charlotte, North Carolina. Last year she closed 163 transactions with a total sales volume of 41 million. Her average sales price was 256 thousand of which 51% were buyers and 49% were sellers.

She has an 8 member team in Charlotte: 2 listing agents, 2 buyer agents, 1 showing agent, 1 director of opportunity generation, 1 marketing coordinator, 1 head of administration, and 1 team leader. Plus she has a 4 member administrative team in Mississippi and 2 expansion agents in Birmingham and Chicago. (Production numbers are based on the Charlotte team only).

Lisa Archer is the team leader of the Live Love Homes team. She has been an agent for 10 years.

In this call, Lisa talks about:

How she started in real estate with her father

Why a phone call from a friend tripled her business the following year

How she developed the “Live Love” concept

Why she’s growing her business with expansion teams in two other states and why she believes she can grow to 100 expansion agents in 3 years

How she generates 35% of her business by referrals from other agents using Facebook and digital door knocking

Her daily prospecting 5-5-5 plan to her sphere of influence that generates 30% of her business … and only takes 30 minutes per day

Why relationship building is the key to her long term success

The core questions she asks when prospecting FSBOs and expired listings

Team dynamics, compensation, profit margins and more

2014 Stats:

163 closings

41 million sales volume

8 member team in Charlotte:

2 listing agents

2 buyer agents

1 showing agent

1 director of opportunity generation

1 marketing coordinator

1 head of administration

1 team leader

Plus 4 member administrative team in Mississippi

and 2 expansion agents in Birmingham and Chicago

Niche:

internet leads (Facebook)

FSBO

expired listings

repeat & referrals

past clients

sphere of influence

agent referrals

(originally published on 09/21/15)

Charles Pence — SC113: Charles Pence. How He Got Over The Fear Of Calling His Friends Family And Past Clients (Approach And Script). Key To Success Is Looking For Change In People’s Lives. Door Knocking Luxury Homes For 20 Years (Lessons Learned And Profits Made). Jul 26, 2018
Show notes

Charles Pence 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: 1:21

Website:

ThePartnersTrust.com/

Background:

Charles Pence is with Partners Trust in Santa Monica, California. Last year he closed 27 transactions with a total sales volume of 85 million and earned 1.35 million in GCI. His average sales price was 3.1 million of which 45% were buyers and 55% were sellers.

He has 1 personal assistant.

Charles Pence is a partner of the firm Pence, Hathorn, and Silver. He has been an agent for 37 years. He’s sold over 2,300 homes worth over 2 billion in his career.

In this call, Charles talks about:

How he became a luxury agent and how you can move into the luxury market

Why he can earn all the money he needs by having 15 to 20 conversations per day

How he got over the fear of calling his sphere of influence, what he talks about, his new approach, and the script he uses

How the key to success is looking for change in people lives

Door knocking in luxury neighborhoods every week for 20 years

Why he still holds 3 to 4 open houses per month and why he hires professional hostesses to gather contact information

Why low inventory is a myth and how to find all the listings you need

Team dynamics, profit margins and more

2014 Stats:

27 closings

85 million sales volume

2 member team:

1 personal assistant

1 team leader

Niche:

luxury homes

open houses

repeat & referrals

past clients

sphere of influence

(originally published on 09/07/15)

Lynda Anderson — SC112: Lynda Anderson. 168 Person Advocate Group That Sent Her 85 Closed Referrals Last Year (Find Out How). Working In A Small Rural Town Of 32,000 People. Birthday And Anniversary Videos. Mass Text Messages. Jul 24, 2018
Show notes

Lynda Anderson 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:

BoulderBayRealty.com/

Bonus:

To download the Excel Spreadsheet, right click and “save as” to your computer:

Lynda Anderson – Agent Weekly Tracking Sheet

Background:

Lynda Anderson is with Boulder Bay Realty Group in Valparaiso, Indiana. Last year she closed 165 transactions with a total sales volume of 27 million. Her average sales price was 168 thousand of which 42% were buyers and 58% were sellers.

She has an 8 member team: 3 buyer specialists, 1 listing specialist, 1 showing specialist, 1 closing manager, 1 marketing director, and 1 team leader.

Lynda Anderson is the team leader of The Lynda Anderson Team. She has been an agent for 25 years. She’s sold over 2,400 homes in her career.

In this call, Lynda talks about:

How she started in real estate to help her sister

Working a rural market in a small town of 32,000 people

Her small 168 person Advocate Group that sent her 85 closed referrals last year and resulted in 51% of her business

Her client appreciation events including a fireworks show and movie day

Creating Happy Birthday and Happy Home Anniversary videos

How she generates 74% of her business by repeat & referrals from her past clients & sphere of influence

How she sends mass texts messages and sly voice messages

What she’s doing to convert 2.5% of her internet leads into closings

The marketing method that has a 22-to-1 ROI, for every one dollar she invests, she gets 22 back

Team dynamics, compensation, profit margins and more

2014 Stats:

165 closings

27 million sales volume

8 member team:

3 buyer specialists

1 listing specialist

1 showing specialist

1 closing manager

1 marketing director

1 team leader

Niche:

internet leads

IVR system

repeat & referrals

past clients

sphere of influence

agent referrals

(originally published on 08/21/15)

Jeff Cohn — SC111: Jeff Cohn. Selling 56 Homes His First Year. Shadowing 30 Top Agents. 3 Primary Lead Buckets. Self Generated Internet Leads (PPC and SEO). Zero Based Advertising Cost. Expansion Team Lessons. Jul 22, 2018
Show notes

Jeff Cohn 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: 1:42

Website:

OmahasEliteRealEstateGroup.com/

Background:

Jeff Cohn is with Berkshire Hathaway HomeServices in Omaha, Nebraska. Last year he closed 420 transactions with a total sales volume of 72 million. His average sales price was 171 thousand of which 66% were buyers and 34% were sellers. He has a 37 member team: 25 full-time agents, 5 part-time agents, 2 showing assistants, 1 operations manager, 1 sales manager, 1 listing coordinator, 1 buyers coordinator, 1 client care specialist, 1 sign runner, 2 virtual assistants, and 1 CEO/team leader.

Jeff Cohn is the team leader of Omaha’s Elite Real Estate Group. He has been an agent for 9 years. He’s sold over 1,600 homes worth 288 million in his career.

In this call, Jeff talks about:

How he got a fast start, sold 56 homes, and earn 96 thousand his first year

Why he shadowed 30 top agents around the nation and what he learned

The 3 primary lead generation buckets every agent should focus on

How he zero-bases his advertising cost with market service agreements

Internet lead generation including both PPC and SEO strategies

Why 30 internet leads per month per agent is the perfect number

How to create a culture of accountability within your team

His experiment with expansion teams … what worked and what did not

How he generates 50% of his business by repeat & referrals from his past clients & sphere of influence

What is circle prospecting … and should you do it

The benefits of a call assistant

How to achieve the 7th Level … and what the 8th Level might look like

Team dynamics, compensation, profit margins and more

2014 Stats:

420 closings

75 million sales volume

37 member team:

25 full-time agents

5 part-time agents

2 showing assistants

1 operations manager

1 sales manager

1 listing coordinator

1 buyers coordinator

1 client care specialist

1 sign runner

2 virtual assistants

1 CEO/team leader

Niche:

internet leads

circle prospecting

repeat & referrals

past clients

sphere of influence

(originally published on 08/07/15)

Vija Williams — SC110: Vija Williams. Earning 200k In GCI Last Year By Playing On Facebook. Her Top 20 Referral Group. How She Moved Her Price Point Up Into The Entry Luxury Market. Jul 20, 2018
Show notes

Vija Williams 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: 1:30

Website:

VijaCentral.com

Background:

Vija Williams is with is with Keller Williams Realty in Kirkland, Washington. Last year she closed 60 transactions with a total sales volume of 37 million. Her average sales price was 627 thousand of which 36% were buyers and 64% were sellers. She has a 6 member team: 1 team manager, 1 transaction coordinator, 3 buyer agents, and 1 team leader.

Vija Williams is the team leader of The Vija Team. She has been an agent for 14 years and works the Metro-Seattle market.

In this call, Vija talks about:

When she almost lost her home 4 years ago when she was in foreclosure and 6 months behind on her house payments

How she quickly turned it around and sold 9 million in the next 12 months

What she’s been doing to double her production every 2 years

How she gets referrals from her friends, family, past clients, and other agents in her area and around the nation

Her Top 20 Group and why it accounts for a huge portion of her referrals

How she generated 200 thousand in GCI last year by “playing” on Facebook

What she did to move her price point up into the “entry” luxury market and her average listing price to 750 thousand

How she started her own radio show

Team dynamics, compensation, profit margins and more

2014 Stats:

60 closings

37 million sales volume

6 member team:

1 team manager

1 transaction coordinator

3 buyer agents

1 team leader

Niche:

“entry” luxury

internet leads

repeat & referrals

past clients

sphere of influence

agent referrals

(originally published on 07/21/15)

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