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    Business

    Real Estate Agent Success Calls

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

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    Latest Episodes:
    SC099: Stephanie Vitacco. Why Humor Is More Important Than Statistics. Power Of Monthly Mail To Your Sphere. How She Wins 83% Of Her Listing Appointments. Networking Groups. Jun 28, 2018
    Show notes

    Stephanie Vitacco SUCCESS CALL

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

    Listen on Google Play Music

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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: 1:05

    Website:

    StephanieVitacco.com

    Background:

    Stephanie Vitacco is with Keller Williams Realty in Encino, California. Last year she closed 179 transactions with a total sales volume of 100 million. Her average sales price was 558 thousand of which 25% were buyers and 75% were sellers. She has a 6 member team: 1 buyer agent, 1 lead administrator, 1 administrator, 1 listing coordinator, 1 transaction coordinator, and 1 team leader.

    Stephanie Vitacco is the team leader of the Stephanie Vitacco Team. She’s been an agent for 27 years. In her best year (2010) she closed 349 transactions worth 122 million.

    In this call, Stephanie talks about:

    • Her international modeling career before real estate
    • How she got a fast start by assuming she would close 3 to 4 homes per month, asking the top agents in her office what she should do every day, and then doing it
    • How she gets the majority of her business by repeat & referral from past clients & sphere of influence
    • The details of her direct mail piece she sends to her database every month
    • Why humor is more important that statistics
    • How she wins 83% of her listing appointments … even when most sellers are interviewing two to three agents
    • Why she has been successful in both rapidly rising and rapidly falling markets
    • Why she belongs to 4 networking groups
    • Team dynamics, profit margins and more

    2014 Stats:

    • 179 closings
    • 100 million sales volume
    • 6 member team:
      • 1 buyer agent
      • 1 lead administrator
      • 1 administrator
      • 1 listing coordinator
      • 1 transaction coordinator
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 02/07/15)

    SC098: Denny Grimes. Radical Pricing Philosophy That Maximizes The Sales Price Of Your Listings. Magic Birthday Card That Gets Referrals. Surviving Radical Market Shifts. Selling 70 Homes As A Solo Agent Before Building A Team. Jun 26, 2018
    Show notes

    Denny Grimes SUCCESS CALL

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

    Listen on Google Play Music

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    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: 1:38

    Website:

    swFloridaHomes.com

    Background:

    Denny Grimes is with Denny Grimes & Company in Ft Myer, Florida. Last year he closed 120 transactions with a total sales volume of 30 million. His average sales price was 245 thousand of which 50% were buyers and 50% were sellers. He has a 4 member team: 1 buyer agent, 1 listing agent, 1 client care manager, and 1 team leader.

    Denny Grimes is the team leader of Denny Grimes & Company. He’s been an agent for 32 years and sold over 500 million dollars worth of homes in his career.

    In this call, Denny talks about:

    • His roller-coaster ride career
    • Just missing the million dollar club his first year
    • Selling 70 homes per year by himself…before he hired his first buyer agent
    • Building a 26 member team that sold 450 homes worth 150 million and netted over 1 million in profit
    • Shrinking to 2 people after the median price fell 75% during the Great Recession
    • Rebuilding his new team and the lessons learned
    • Characteristics of ideal team members
    • How he generates 85% of his business by repeat & referral
    • His marketing plan for past clients & sphere of influence
    • The magic birthday card that gets referrals and updates your database
    • Script to ask for referrals
    • Branding yourself as the expert
    • The radical pricing philosophy that maximizes the sales price of your listings
    • Team dynamics, profit margins and more

    2014 Stats:

    • 120 closings
    • 30 million sales volume
    • 4 member team:
      • 1 buyer agent
      • 1 listing agent
      • 1 client care manager
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 01/21/15)

    SC097: Lars Hedenborg. Script For Turning Buyer Leads Into Appointments. How To Get Buyer Loyalty At First Meeting. Raving Fans Club And 60 Touch Marketing Program Responsible For 120 Closings Last Year. 4 Technologies To Systemitize Your Business. 5 Marketing Pillars. Jun 24, 2018
    Show notes

    Lars Hedenborg SUCCESS CALL

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

    Listen on Google Play Music

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    To download, right click the “Download” link below and “save as” to your computer.

    Download FULL Running Time: 1:39

    Website:

    ListWithLars.com

    Bonus Material:
    To download the following, click on the link and “save as” to your computer.

    Lars Hedenborg – Referral Card (PDF)

    Background:

    Lars Hedenborg is with RE/MAX in Charlotte, North Carolina. Last year he closed 312 transactions with a total sales volume of 72 million. His average sales price was 230 thousand of which 60% were buyers and 40% were sellers. He has a 15 member team: 5 buyer agents, 2 listing agents, 2 inside sales agents, 1 operations manager, 1 buyer client care coordinator, 1 listing client care coordinator, 1 executive services manager, 1 listing coordinator, and 1 team leader.

    Lars Hedenborg is the team leader of The Lars Group. He’s been an agent for 7 years and sold over 1,200 homes in his short career.

    In this call, Lars talks about:

    • His fast start in real estate by focusing on buyers
    • Script for turning buyer leads into appointments
    • Simple method for gaining buyer loyalty at the first meeting
    • How he built a 7-figure 7th level business that runs without his daily involvement
    • The 4 technologies he uses to systematize his business
    • The 5 marketing pillars that generate all his leads
    • His Raving Fans Club and 60 Touch Marketing Program responsible for 120 closings last year
    • How he multiplied his buyer calls from yard signs by 250%
    • Why his team agents average over 100k in take home pay while the team maintains a healthy profit margin
    • Team dynamics, compensation, profit margins and more

    2014 Stats:

    • 312 closings
    • 72 million sales volume
    • 15 member team:
      • 5 buyer agents
      • 2 listing agents
      • 2 inside sales agents
      • 1 operations manager
      • 1 buyer client care coordinator
      • 1 listing client care coordinator
      • 1 executive services manager
      • 1 listing coordinator
      • 1 team leader

    Niche:

    • internet leads
    • yard signs
    • expired listings
    • for sale by owners
    • geographic farming
    • radio/TV ads
    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 01/07/15)

    SC096: Jack Cotton. Selling Luxury Homes. What Wealthy Sellers Want In An Agent. How You Can Transition To Luxury. Jun 22, 2018
    Show notes

    Jack Cotton SUCCESS CALL

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

    Listen on Google Play Music

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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: 1:46

    Website:

    JackCotton.com

    Background:

    Jack Cotton is with Sotheby’s International Realty in Osterville, Massachusetts. Last year he closed 80 transactions with a total sales volume of 63 million. His average sales price was 797 thousand of which 10% were buyers and 90% were sellers. He has a 3 member team: 1 agent associate, 1 administrative associate, and 1 team leader.

    Jack Cotton has been an agent for 40 years, is an author of several luxury real estate books, and works the Cape Cod market. Jack was also listed in the Top 250 Salespeople in the nation by the Wall Street Journal and Real Trends.

    In this call, Jack talks about:

    • Starting his real estate company in his college dorm room
    • Locating his first office in the back room of a plumbing supply warehouse
    • Not selling a single home for the first 14 months
    • How he gained respect and expertise by writing valuation reports
    • The way he fell into luxury real estate and ended up selling multi-million dollar homes
    • The definition of a “maverick” and why you need one to break into any market
    • The number one thing luxury home clients want from you
    • How you can break into luxury home sales
    • Why he uses a 2 ½ step listing presentation
    • How showmanship sets you apart from your competition
    • Team dynamics, profit margins and more

    2013 Stats:

    • 80 closings
    • 63 million sales volume
    • 3 member team:
      • 1 agent associate
      • 1 administrative associate
      • 1 team leader

    Niche:

    • luxury homes
    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 12/21/14)

    SC095: Rick Edler. How To Increase Your Average Sales Price And Commission. Jun 20, 2018
    Show notes

    Rick Edler SUCCESS CALL

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

    Listen on Google Play Music

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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: 1:24

    Website:

    EdlerGroup.com

    Background:

    Rick Edler is with Vista Sotheby’s International Realty in Rolling Hills Estates, California. Year-to-date, he’s closed 49 transactions with a total sales volume of 76 million. His average sales price was 1.55 million of which 38% were buyers and 62% were sellers. He works on a team with 5 members: 3 partner agents, 1 licensed agent, and 1office manager/transaction coordinator.

    Rick Edler is a partner on the Edler DeRanzis Team. He’s been an agent for 23 years and works the South Bay Los Angeles market. In his best year, he and his team sold 96 homes worth 82 million.

    In this call, Rick talks about:

    • Joining the business his mother Kitty started
    • Working in a million dollar luxury market on the coast of California
    • Selling a 12 million dollar luxury home, wearing high-end suits in the heat, and driving his clients around in his Tesla S-Model
    • Why your appearance matters
    • The steps to increasing your average sales price
    • How to change your mind set and feel comfortable working with wealthy clients
    • Growing a team and his Jerry McGuire moment
    • Shrinking a team right before the Great Recession
    • Rebuilding a team focused on personal production
    • The power of goal setting and the easy way to review daily
    • Why you should focus on increasing your average commission dollars
    • Team dynamics, compensation, profit margins and more

    2014 Stats (YTD):

    • 49 closings
    • 76 million sales volume
    • 5 member team:
      • 3 partner agents
      • 1 licensed agent
      • 1 office manager/transaction coordinator

    Niche:

    • luxury homes
    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 12/07/14)

    SC094: Liz Egner. Former Elementary School Teacher Gets 90% Of Her Business From Repeat And Referrals. Jun 18, 2018
    Show notes

    Liz Egner SUCCESS CALL

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

    Listen on Google Play Music

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    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: 1:24

    Website:

    EgnerGroup.com

    Background:

    Liz Egner is with RE/MAX in Wyomissing, Pennsylvania. Last year she closed 147 transactions with a total sales volume of 25 million. Her average sales price was 174 thousand of which 49% were buyers and 51% were sellers. She operates a team with 6 members: 2 listing and selling partners, 1 buyer specialist, 1 client care manager, 1 closing coordinator, and 1 team leader.

    Liz Egner is the team leader of The Liz Egner Group. She’s been an agent for 25 years and works the Berks County market.

    In this call, Liz talks about:

    • Being an elementary school teacher before jumping into real estate.
    • The year she maxed out selling 95 homes with two administrative assistants and the decision to add agent partners to the team to gain more time.
    • How she gets 90% of her business by repeat & referrals from her past clients & sphere of influence.
    • Why she reduced the size of her past client database.
    • Detailed descriptions of her 4 past client party events per year.
    • Why she rotates the location, time, and focus of each event.
    • The high value of past client visits.
    • Why she created her own private networking leads group and the rewards.
    • Team dynamics, compensation, profit margins and more

    2013 Stats:

    • 147 closings
    • 25 million sales volume
    • 6 member team:
      • 2 listing and selling partners
      • 1 buyer specialist
      • 1 client care manager
      • 1 closing coordinator
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 11/21/14)

    SC093: Sam Ferreri. Direct Mail Geographic Farm Brings In 60% Of His Business And The Criteria He Uses To Determine If A Neighborhood Is Farm Worthy. Jun 16, 2018
    Show notes

    Sam Ferreri SUCCESS CALL

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

    Listen on Google Play Music

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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: 1:34

    Website:

    TheSamTeam.com

    Background:

    Sam Ferreri is with RE/MAX in Houston, Texas. Last year he closed 286 transactions with a total sales volume of 29 million. His average sales price was 102 thousand of which 19% were buyers and 81% were sellers. He operates a team with 10 members: 3 buyer agents, 2 listing agents, 2 transaction coordinators, 1 photographer, 1 videographer, and 1 team leader.

    Sam Ferreri is the team leader of The Sam Team. He’s been an agent for 39 years. In his best year, Sam sold 221 homes worth 40 million. In his career, Sam has sold over 8,500 homes.

    In this call, Sam talks about:

    • Getting his license at 17 years old, while he was a junior in high school, and selling 3 homes his first month.
    • His direct mail geographic farm that brings in 60% of his business.
    • The old fashion “ugly” postcard that is out-pulling all the new glossy postcards
    • The criteria he uses to determine if a neighborhood is farm worthy
    • How he keeps in touch with his past client database and gets 30% of his business by repeat and referral
    • Why he uses 5 different databases to track his leads and deliver his messages
    • The secret to his success and longevity
    • Team dynamics, compensation, profit margins and more

    2013 Stats:

    • 286 closings
    • 29 million sales volume
    • 10 member team:
      • 3 buyer agents
      • 2 listing agents
      • 2 transaction coordinators,
      • 1 photographer
      • 1 videographer
      • 1 team leader

    Niche:

    • geographic farming
    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 11/07/14)

    SC092: Mike Parker. How To Get Back Up After Getting Knocked Down As Well As The Simple Daily Habit That Will Result In 48 Closings Per Year Jun 14, 2018
    Show notes

    Mike Parker SUCCESS CALL

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

    Listen on Google Play Music

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    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:

    MikeParker.com

    Background:

    Mike Parker is with HUFF Realty in Florence, Kentucky. Last year he closed 97 transactions with a total sales volume of 14 million. His average sales price was 142 thousand of which 56% were buyers and 44% were sellers. He operates a team with 9 members: 5 team agents, 1 operations manager, 1 virtual assistant, 1 courier, and 1 team leader.

    Mike Parker is the team leader of the Mike Parker Team. He’s been an agent for 28 years. In his best year, Mike and his team sold 181 homes. In his career, Mike sold over 2,300 homes by himself and over 3,000 homes with his team.

    In this call, Mike talks about:

    • Why getting burned in an electrical explosion and sitting in a burn unit for 57 days…was the best thing that ever happened to him
    • How he generates over 75% of his business by repeat and referrals from his past clients and sphere of influence
    • Why he uses the term “team agent” instead of “buyer agent”
    • How to get back up after getting knocked down
    • How to recover from a painful divorce
    • How to stay proactive and beat depression
    • A simple way to track trends in the general economy that may affect your local real estate market
    • A simple daily habit that will result in 48 closings per year
    • His 25th annual Santa Claus Event that results in a 10-to-1 ROI
    • Team dynamics, compensation, profit margins and more

    2013 Stats:

    • 97 closings
    • 14 million sales volume
    • 9 member team:
      • 5 team agents
      • 1 operations manager
      • 1 virtual assistant
      • 1 courier
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 10/21/14)

    SC091: Christy Crouch. How To Build Your Business On A Shoestring Budget As Well As How To Maintain A 70% Net Profit Margin. Jun 12, 2018
    Show notes

    Christy Crouch SUCCESS CALL

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

    Listen on Google Play Music

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    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: 1:25

    Website:

    TheCrouchTeam.com

    Background:

    Christy Crouch is with RE/MAX in Roanoke, Virginia. Last year she closed 101 transactions with a total sales volume of 14 million. Her average sales price was 142 thousand of which 38% were buyers and 62% were sellers. She operates a team with 3 members: 1 listing manager, 1 operations manager, and 1 team leader.

    Christy Crouch is the team leader of The Crouch Team. She’s been an agent for 23 years.

    In this call, Christy talks about:

    • Starting as a receptionist in a real estate office
    • Shadowing two top agents as their operations manager
    • Starting her own team when she moved to a new city
    • Building her business on a shoestring budget by prospecting 3 to 5 hours per day
    • How she gets 50% of her business from expired listings and 20% of her business from for sale by owners
    • Her exact approach to expired listings and FSBOs including: scripts, dialogs, objection handling, role playing, and her full marketing plan
    • How she is able to maintain a 70% net profit margin
    • Her manual file tracking system
    • Team dynamics, profit margins, and more

    2013 Stats:

    • 101 closings
    • 14 million sales volume
    • 3 member team:
      • 1 listing manager
      • 1 operations manager
      • 1 team leader

    Niche:

    • expired listings
    • for sale by owners (FSBO)

    (originally published on 10/07/14)

    SC090: Chris Suarez. How To Start Over In A New Market After Relocating Plus Perfecting Details For Open House Success. Jun 10, 2018
    Show notes

    Chris Suarez SUCCESS CALL

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

    Listen on Google Play Music

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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: 1:58

    Website:

    pdxPropertyGroup.com

    Background:

    Chris Suarez is with Keller Williams Realty in Portland, Oregon. Last year he closed 220 transactions with a total sales volume of 73 million. His average sales price was 331 thousand of which 45% were buyers and 55% were sellers. He operates a team with 11 members: 2 division leaders, 2 buyer agents, 2 showing assistants, 1 listing agent, 2 transaction coordinators, 1 listing manager, and 1 team leader.

    Chris Suarez is the team leader of PDX Property Group. He’s been an agent for 11 years.

    In this call, Chris talks about:

    • Starting over in 3 different markets after 3 relocations
    • Getting a fast start doing daily open houses
    • The nitty-gritty details for open house success
    • Developing multiple $20 million niches within your practice
    • Opening a shopping mall kiosk that brought in $13 million in sales its 1st full year
    • Using the principles of the MREA book to model and duplicate success
    • Ramping up in a new market and going from zero to $1.8 million in GCI and $1 million in net profit…in only 4 ½ years
    • Running his team with two co-dependent divisions
    • Why each buyer agent has their own showing assistant…and how it’s working
    • Team dynamics, compensation, profit margins, and more

    2013 Stats:

    • 220 closings
    • 73 million sales volume
    • 11 member team:
      • 2 division leaders
      • 2 buyer agents
      • 2 showing assistants
      • 1 listing agent
      • 2 transaction coordinators
      • 1 listing manager
      • 1 team leader

    Niche:

    • open houses
    • mall kiosk
    • repeat & referrals
    • past clients
    • sphere of influence

    (originally published on 09/21/14)

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