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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:

Bob Bohlen — SC079: Bob Bohlen. Focusing On Multi Transactional Sellers. 4 Minute Listing Presentation. May 19, 2018
Show notes

Bob Bohlen SUCCESS CALL

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Download FULL Running Time: 1:33

Website:

Lillian Montalto Signature Properties at AndoverHomes.com

Background:

Bob Bohlen is with Lillian Montalto Signature Properties in Andover, Massachusetts. He is possibly the most productive real estate agent of all time. Last year. Bob sold 12 commercial properties with a total sales volume of 151 million. During his 25 year career, Bob sold 10,372 residential and commercial properties worth over 4 billion.

Bob retired into real estate at age 50 after a long successful career of running and operating multiple agricultural and manufacturing companies in the Midwest. Retirement lasted…two weeks…and his amazing real estate career began. Bob quickly became the #1 agent worldwide for Prudential Real Estate and held that title for 11 years in a row beginning in 1991.

In this call, Bob talks about:

Selling hundreds of properties his first full year in real estate and earning 642 thousand in commissions while working only 6 to 8 hours per week…by being an exclusive listing agent

Why you should be a listing agent and let everyone else work for you

Selling 1,100 properties in a single year

Focusing on multi-transactional sellers

Why residential agents should learn to value and sell commercial properties

In depth discussion of commercial real estate including:

Where to learn the commercial side

Tools commercial agents use

The language and terms you need to know

How commercial agents are paid and how big the checks can be (like the $1.5 million commission Bob earned on one transaction)

Where to find commercial buyers and seller

How to market and sell commercial properties

How Bob built his real estate portfolio to include 2,000 apartment units and 13 million square feet of commercial property

Bob’s tele-prospecting system…he still makes 75 to 80 calls per day

Bob’s scripts for calling expired listings and for sale by owners

Bob’s 4 minute listing presentation

Plus discussions about Clarity, Code-To-Text, Window View, shadow and coaching programs, Vulcan7, Tiger Leads, hard work ethic, and more

2013 Stats:

12 closings (commercial)

151 million sales volume (commercial)

1 member team

Niche:

commercial & residential

repeat & referrals

past clients

sphere of influence

tele-prospecting

expired listings

FSBO

(originally published on 04/07/14)

Jennifer King — SC078: Jennifer King. Inexpensive Client Events. Using Social Media To Contact Your S.O.I. Picking The Right Virtual Assistant. May 17, 2018
Show notes

Jennifer King 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: 1:24

Website:

TheJenniferKingTeam.com

Background:

Jennifer King is with RE/MAX in Wyomissing, Pennsylvania. Last year she closed 100 transactions with a total sales volume of 19 million. Her average sales price was 191 thousand of which 43% were buyers and 57% were sellers. Last year, she had a 5 team member and Jennifer closed 78 homes by herself. This year she plans to sell 200 homes, is expanding, and operates a team with 9 members: 2 sales partners, 3 buyer agents, 3 administrative virtual assistants (listing coordinator, transaction coordinator, and web development), and 1 team leader.

Jennifer King is the team leader of The Jennifer King Team. She has been an agent for 14 years.

In this call, Jennifer talks about:

Her slow start in real estate and how an investment in coaching turned it around

How she gets 84% of her business from her small database of 248 past clients and sphere of influence resulting in 1 closing per every 3 people in her database

Her database marketing plan

Detailed discussion of her inexpensive mini-golf and ice cream event

How she publicly acknowledges referrals…creating even more referrals

Her annual celebration breakfast for last year’s past clients

How she achieves a super high 71% net profit margin

What she is doing to get referrals from out-of-area agents

How she uses social media to contact her sphere of influence

List of free technology tools she uses to keep it all on track

Virtual assistants – how she finds, hires, trains, and manages them

Plus team dynamics, compensation, profit margins, and more

2013 Stats:

100 closings

19 million sales volume

9 member team:

2 sales partners

3 buyer agents

3 administrative virtual assistants (listing coordinator, transaction coordinator, and web development)

1 team leader

Niche:

repeat & referrals

past clients

sphere of influence

virtual assistants

(originally published on 03/21/14)

Jeff Scislow — SC077: Jeff Scislow. Rebounding From Illness. Strategy For Turning 1 Transaction Into 3 Commission Checks. Doubling Your Average Sales Price. May 15, 2018
Show notes

Jeff Scislow 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: 1:43

Website:

SouthMetroHouses.com

Background:

Jeff Scislow is with RE/MAX Results in Apple Valley, Minnesota. Last year he closed 80 transactions with a total sales volume of 16 million. His average sales price was 203 thousand of which 50% were buyers and 50% were sellers. He operates a team with 5 members: 1 listing/buyer specialist, 1 transaction coordinator, 1 part-time marketing assistant, 1 part-time database administrator, and 1 team leader.

Jeff Scislow is the team leader of The Scislow Group. He has been an agent for 27 years. Jeff sold 283 homes worth 63 million in his best year (2006) and sold 2,900 homes in his career.

In this call, Jeff talks about:

How he sold 58 homes in his first year including his zero-cost plan and simple yet powerful script

Jeff’s miraculous recovery from an incurable disease…the doctors told him, “Go home, stay away from your kids, don’t kiss your wife, get rid of your pets, and don’t go out in public”

Restructuring and rebuilding his business after his brush with death

How he plans to double his average sales price this year

His plan for representing builders and his USP prospecting script

How he generates 50% of his business from past clients and sphere of influence including his marketing plan

A discussion of his Top 100 List including who goes on it and what they receive

How he is renewing and detoxing his neglected past client database

His strategy for turning 1 transaction into 3 commission checks

Plus team dynamics, profit margins, and more

2013 Stats:

80 closings

16 million sales volume

5 member team:

1 listing/buyer specialist

1 transaction coordinator

1 part-time marketing assistant

1 part-time database administrator

1 team leader

Niche:

repeat & referrals

past clients

sphere of influence

geographic farming

new home builders

creative finance

(originally published on 03/07/14)

Drew Johnson — SC076: Drew Johnson. A Model That Works In Up Or Down Markets. Delegation Strategies. May 13, 2018
Show notes

Drew Johnson 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:

SearchWestVirginia.com

Background:

Drew Johnson is with Touchstone Realty in Martinsburg, West Virginia. Last year he closed 349 transactions with a total sales volume of 34 million. His average sales price was 98 thousand of which 20% were buyers and 80% were sellers. He works with 1 personal assistant and has been an agent for 10 years.

In this call, Drew talks about:

How a visit to the county courthouse was the seed of his success

His courthouse investor program that results in 120-130 closings per year

Why his model works in up and down markets

How he expanded into multiple real estate related businesses through partnerships including brokerage, property management, and construction

Building slowly but surely by focusing on production not commission

His belief that there’s no such thing as a real estate emergency

His time management principle of why do something today when you can get someone else to do it tomorrow

What happens in his typical day

Plus delegation strategies, profit margins, and more

2012 Stats:

349 closings

34 million sales volume

1 member team:

1 personal assistant

1 team leader

Niche:

Investors

Sphere of influence

REO

Geographic farming

(originally published on 02/21/14)

Bob McTague — SC075: Bob McTague. Free Niche Blogging To Bring In Seller Leads. 300% R.O.I. On Internet Lead Investments. A Solution To The Buyer Agent Accountability Challenge. May 11, 2018
Show notes

Bob McTague 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: 1:45

Website:

CNYagent.com

Background:

Bob McTague is with Coldwell Banker in Fayetteville, New York. Last year he closed 124 transactions with a total sales volume of 18 million. His average sales price was 145 thousand of which 60% were buyers and 40% were sellers. He operates a team with 6 members: 2 general agents, 1 buyer agent, 1 marketing manager, 1 marketing assistant, and 1 team leader.

Bob McTague is the team leader of the CNY Agent Team. He has been an agent for 6 years. Bob sold over 620 homes in his career.

In this call, Bob talks about:

How he generates 400 to 600 leads per month from his internet PPC campaigns

Free niche blogging that brings in 2-3 seller appointment per month

His FSBO program that resulted in 22 closings last year

9 major 3rd party internet lead providers and their follow-up systems

What he does to get a 300% ROI on his internet lead investments

Description of his low-key lead conversion system including scripts

A solution to the buyer agent accountability challenge

How he shrunk his team and increase overall productivity

Plus team dynamics, compensation, profit margins, and more

2013 Stats:

124 closings

18 million sales volume

6 member team:

2 general agents

1 buyer agent

1 marketing manager

1 marketing assistant

1 team leader

Niche:

internet leads

FSBO

repeat & referrals

past clients

sphere of influence

(originally published on 02/07/14)

Martin Bouma — SC074: Martin Bouma. Completely Turn Your Business Around In 120 Days. Geographic Farming For High-End Listings. Keeping Your Staff Motivated And Accountable. May 09, 2018
Show notes

Martin Bouma 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: 1:22

Website:

Bouma.com

Background:

Martin Bouma is with Keller Williams Realty in Ann Arbor, Michigan. Last year he closed 218 transactions with a total sales volume of 67 million. His average sales price was 309 thousand of which 46% were buyers and 54% were sellers.

He operates a team with 11 members: 2 buyer agents, 1 showing specialist, 1 listing specialist, 1 lead coordinator, 1 closing manager, 1 listing manager, 1 part-time marketing manager, 1 part-time courier, 1 receptionist, and 1 team leader.

Martin Bouma is the team leader of The Bouma Group. He has been an agent for 28 years. Martin sold over 3,000 homes in his career.

In this call, Martin talks about:

How he fell into real estate by accident

After his first year, his broker told him he did not have what it takes to succeed

How he went from failure to producer in 120 days and the woman that helped him

What he does to generate 68% of his business by repeat and referrals from his past clients and sphere of influence including his marketing plan

How he dominates his neighborhood filled with million dollar houses

Spoiling his raving fans with a Top 150 VIP Program

Geographic farming for high-end listings including what to send and how often

Hiring a COO to run his day-to-day operations

Lead coordinator who calls all the internet leads and sets appointments

How to keep your staff motivated and accountable

Plus team dynamics, compensation, profit margins, and more

2013 Stats:

218 closings

67 million sales volume

11 member team:

2 buyer agents

1 showing specialist

1 listing specialist

1 lead coordinator

1 closing manager

1 listing manager

1 part-time marketing manager

1 part-time courier

1 receptionist

1 team leader

Niche:

geographic farming

internet leads (SEO)

repeat & referrals

past clients

sphere of influence

(originally published on 01/21/14)

Paul Wheeler — SC073: Paul Wheeler. Work Only Monday Through Friday 9 A.M. To 3 P.M. And Take 6-8 Weeks Off Per Year. Guaranteed Sale Program Specifics. May 07, 2018
Show notes

Paul Wheeler 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: 1:31

Website:

AccentRealtors.com

Background:

Paul Wheeler is with Accent Realtors in Tulsa, Oklahoma. Last year he closed 248 transactions with a total sales volume of 35 million. His average sales price was 144 thousand of which 47% were buyers and 53% were sellers. Plus Paul manages 283 rental properties generating 228 thousand dollars per month in rents. He operates a team with 18 members: 6 buyer specialists, 2 listing specialists, 1 lead coordinator, 1 listing manager, 1 listing manager assistant, 1 contracts manager, 1 contracts manger assistant, 1 director of first impressions, 1 property manager, 1 maintenance manager, 1 move-in specialist, and 1 team leader.

Paul Wheeler is the team leader of the Paul Wheeler Team. He has been an agent for 21 years. He sold over 2,000 homes in his career.

In this call, Paul talks about:

Knowing he wanted to be self-employed at age 11

Buying his first rental property while attending college

Selling 32 homes his first year in the business and not being satisfied

How he only works Monday thru Friday 9 am to 3 pm, takes 6 to 8 weeks of vacation per year, and reads 2 to 4 books per week

Why he puts his kids in his marketing and how it helped him improve his brand

Exactly how his guaranteed sale program works

His TV, billboard, and internet lead programs including costs, pointers, and ROI

How he gets 55% of his business by repeat and referrals from his past clients and sphere of influence

His property management division structure, staff, and revenues

Benefits of hiring 2 listing specialists who focus all their time and effort on taking listings, including the conversion numbers you can expect

Building a retirement through real estate investment holding companies

Paul’s plan to give 100% of his profits away to charity

Plus team dynamics, compensation, profit margins, and more

2013 Stats:

248 closings

35 million sales volume

18 member team:

6 buyer specialists

2 listing specialists

1 lead coordinator

1 listing manager

1 listing manager assistant

1 contracts manager

1 contracts manger assistant

1 director of first impressions

1 property manager

1 maintenance manager

1 move-in specialist

1 team leader

Niche:

TV ads

billboard

internet leads

repeat & referrals

past clients

sphere of influence

property management

(originally published on 01/07/14)

Kendra Cooke — SC072: Kendra Cooke. Working As A Listing Agent With New Home Builders. Multi-Transactional Referral Partners. May 05, 2018
Show notes

Kendra Cooke 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: 1:47

Website:

CookeRealtyPartners.com

Background:

Kendra Cooke is with Bob Parks Realty in Brentwood, Tennessee. Last year she closed 124 transactions with a total sales volume of 19 million. Her average sales price was 186 thousand of which 23% were buyers and 77% were sellers. She operates a team with 10 members: 3 buyer agents, 1 director of operations / transaction coordinator, 1 listing coordinator, 1 part-time business development coordinator, 1 part-time field runner, 1 part-time REO coordinator, 1 part-time marketing project manager, and 1 team leader.

Kendra Cooke is the team leader of Cooke Realty Partners. She has been an agent for 16 years. She sold 1,584 homes in her career.

In this call, Kendra talks about:

Starting as a part-time receptionist in a real estate office while attending college

Learning real estate working the administrative/operations side of a brokerage for 10 years before getting her license

How she sold 24 homes her first year while pushing her new born in a stroller

Why she works as a listing agent with 4 new home builders

How she became the exclusive listing agent in her area for one of the biggest builders in the nation

Why building personal relationships is the key to her success

How she built her own networking group with multi-transactional referral partners that resulted in 31 closings last year

Her exact marketing plan for past clients and sphere of influence that generates 60% to 80% of her business each year

Plus team dynamics, compensation, profit margins, and more

2012 Stats:

124 closings

19 million sales volume

10 member team:

3 buyer agents

1 director of operations / transaction coordinator

1 listing coordinator

1 part-time business development coordinator

1 part-time field runner

1 part-time REO coordinator

1 part-time marketing project manager

1 team leaders

Niche:

new home builders

networking

repeat & referrals

past clients

sphere of influence

(originally published on 12/21/13)

Josh Anderson — SC071: Josh Anderson. A Radio Ad That Brings Listings And Earns A 300% R.O.I. A Compensation Structure For The Team. May 03, 2018
Show notes

Josh Anderson 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: 1:44

Website:

JoshAndersonRealEstate.com

Background:

Josh Anderson is with Keller Williams Realty in Nashville, Tennessee. Last year he closed 190 transactions with a total sales volume of 45 million. His average sales price was 236 thousand of which 55% were buyers and 45% were sellers. He operates a team with 10 members: 1 lead buyer agent, 2 showing specialists, 1 lead coordinator/inside sales agent, 1 transaction coordinator, 1 listing coordinator, 1 marketing manager, 1 virtual assistant, 1 intern, and 1 team leader.

Josh Anderson is the team leader of The Anderson Group. He has been an agent for 7 years.

In this call, Josh talks about:

The structure of his buyer department that closed 100 homes last year

Leads Coordinator (ISA) who sets 15-20 in-office buyer appointments per month

Lead Buyer Agent who signs up buyers and manages the buyer team

Showing Specialist that shows homes to 85-90 buyers per year

Why their buyers find the right home after seeing only 5 to 10 properties

Compensation structure for the buyer department

How Josh sold 25 homes his first year by using gorilla marketing

Why he is revamping his huge database of leads and contacts

Past client and sphere of influence program that results in repeat and referrals

How he sold 24 homes last year by referrals from out of area agents

The radio ads that bring him listings and earns 300% ROI

Plus team dynamics, compensation, profit margins, and more

2012 Stats:

190 closings

45 million sales volume

10 member team:

1 lead buyer agent

2 showing specialists

1 lead coordinator/inside sales agent

1 transaction coordinator

1 listing coordinator

1 marketing manager

1 virtual assistant

1 intern

1 team leader

Niche:

repeat & referrals

past clients

sphere of influence

radio ads

agent referrals

(originally published on 12/07/13)

Amanda Howard — SC070: Amanda Howard. Non-Salesy Scripts That Build Positive Relationships. How To Retain The Best People Year After Year. Maximizing Free SEO To Pull Traffic To A Website. May 01, 2018
Show notes

Amanda Howard 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: 1:48

Website:

AmandaHoward.com

Background:

Amanda Howard is with Amanda Howard Real Estate in Huntsville, Alabama. Last year she closed 304 transactions with a total sales volume of 59 million. Her average sales price was 194 thousand of which 67% were buyers and 33% were sellers. Plus Amanda manages 150 rental properties generating 112 thousand per month in rents. She operates a team with 30 members: 10 buyer agents, 4 listing partners, 3 new construction agents, 3 inside sales agents, 2 listing coordinators, 2 closing coordinators, 3 property managers, 1 executive assistant, and 2 team leaders.

Amanda Howard is the team leader of Amanda Howard Real Estate. She has been an agent for 9 years. Amanda sold over 1,500 homes in her career.

In this call, Amanda talks about:

Selling 43 homes her first year with 2 small children in tow

Starting in a new market where she did not know anyone

Building a team so she can take 10 vacations per year.

Drawing 950 new leads into her database each month

Generating 43% of her business from her websites with no PPC

Maximizing free SEO to pull traffic to her websites

Her non-salesy follow up scripts that build positive relationships

The expired listing campaign that accounted for 9% of her sales

TV and radio ads that bring in 25% of her business

Customer care reps (inside sales agents) that nurture and convert over-flow leads

Starting a property management department to incubate future listings

Her buyer agent who will earn 160 thousand dollars this year

How she retains her best people year after year

Plus team dynamics, compensation, profit margins, and more

2012 Stats:

304 closings

59 million sales volume

30 member team:

10 buyer agents

4 listing partners

3 new construction agents

3 inside sales agents

2 listing coordinators

2 closing coordinators

3 property managers

1 executive assistant

2 team leaders

Niche:

internet leads

expired listings

TV & radio ads

repeat & referrals

past clients

sphere of influence

(originally published on 11/21/13)

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