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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:

Shawn Cunningham — SC059: Shawn Cunningham, Creating An Investor-Based Business. Property Management Fee Structure, Software, True Expenses, Tenant Screening And Qualifying Process. Apr 09, 2018
Show notes

Shawn Cunningham SUCCESS CALL

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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: 1:45

Website:

CGroupVegas.com

Background:

Shawn Cunningham is with Re/Max in Henderson, Nevada. Last year he closed 64 transactions with a total sales volume of 10 million. His average sales price was 151 thousand of which 70% were buyers and 30% were sellers. Plus Shawn manages 260 rental properties generating 310 thousand per month in rents. He operates a team with 5 members: 1 property manager, 1 account manager, 1 part-time marketing assistant, 1 part-time virtual assistant, and 1 team leader.

Shawn Cunningham is the team leader of the Cunningham Group. He has been an agent for 13 years. Shawn works the Metro Las Vegas market. His niche is house investors.

In this call, Shawn talks about:

creating an investor-based business.

splitting his time between sales and property management.

entering real estate at 17 as an intern.

buying an existing team.

generating 88% of his business from repeat & referrals.

narrowing his database to his “winning team”.

17 people accounted for 60% of his business last year.

emailing his Investor Insiders List.

investment property selection and preparation.

property management fee structure, software, and true expenses.

tenant screening and qualifying process.

team dynamics, profit margins, and more.

2012 Stats:

64 closings

10 million sales volume

260 rentals under management with $310 thousand in monthly rents

5 member team:

1 property manager

1 account manager

1 part-time marketing assistant

1 part-time virtual assistant

1 team leader

Niche:

investors

repeat & referrals

sphere of influence

property management

(originally published on 06/07/13)

Patrick Lilly — SC058: Patrick Lilly. Using Your Mindset To “Control Your Reality”. Double-End 20% To 50% Of Your Transactions. Apr 07, 2018
Show notes

Patrick Lilly 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:

PatrickLilly.com

Background:

Patrick Lilly is with The Corcoran Group in New York, New York. Last year he closed 71 transactions with a total sales volume of 85 million. His average sales price was 1.2 million of which 39% were buyers and 61% were sellers. He operates a team with 9 members: 4 point people, 1 rental specialist, 1 part-time telemarketer, 1 lead coordinator, 1 group manager, and 1 team leader.

Patrick Lilly is the team leader of The Patrick Lilly Group. He has been an agent for 29 years. Patrick works Manhattan and Brooklyn. He has increased his business every year for the last 7 years…even through the Great Recession.

In this call, Patrick talks about:

Coming to terms with a career as a real estate agent

Using your mindset to “control your reality” and win when everyone else is losing

How to sell homes in a market with no MLS and no lockboxes

How he double-ends 20% to 50% of his transactions

Deliberately increasing your average sales price

His super successful expired listing program

A part-time telemarketer who brought in an additional $550 thousand in GCI

How to screen telemarketing applicants without talking to them

Effective telemarketer compensation

His follow up program for past clients and sphere of influence

Listing process and the power of positioning the property

Team dynamics, compensation, profit margins, and more

2012 Stats:

71 closings

85 million sales volume

9 member team:

4 point people

1 rental specialist

1 part-time telemarketer

1 lead coordinator

1 group manage

1 team leaders

Niche:

repeat & referrals

past clients

sphere of influence

expired listings

luxury homes

(originally published on 05/21/13)

Brad Korn — SC057: Brad Korn. Listing Pricing Strategy That Sets You Apart. Marketing Program To Sell A Home Faster Than Your Competition. Get Your Printing Costs Down. Apr 05, 2018
Show notes

Brad Korn 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: 2:12

Website:

bradkorn.com

Background:

Brad Korn is with Keller Williams Eastland Partners in Independence, Missouri. Last year he closed 101 transactions with a total sales volume of 10 million. His average sales price was 99 thousand of which 50% were buyers and 50% were sellers. He operates a team with 4 members: 1 buyer agent, 1 showing agent, 1 admin, and 1 team leader.

Brad Korn is the team leader of The Korn Team. He has been an agent for 22 years. Brad works the Metro Kansas City market. He has sold over 2,000 homes in his career.

In this call, Brad talks about:

His slow start in real estate…he only made $10k in his first 3 years…combined

Now he’s averaged 100 closings per year for the last 7 years

How he copies the best ideas from the top agents…and implements right away

Listing pricing strategy that sets him apart

Marketing program to sell a home faster than his competition

His appearance on HGTV’s My House is Worth What?

How he generates 60% of his business from repeat and referrals

Details about his database marketing plan that makes the phone ring

How he generates 30% of his business from geographic farming

Using templates to get your printing cost down

What he says on his mailing piece to get response

How he sold the same volume of homes after reducing his team from 8 to 3 members

The showing agent model of leverage

Team dynamics, compensation, profit margins, and more

2012 Stats:

101 closings

10 million sales volume

4 member team:

1 admin

1 buyer agent

1 showing agent

1 team leader

Niche:

repeat & referrals

past clients

sphere-of-influence

geographic farming

(originally published on 05/07/13)

Buckley Jolley — SC056: Buckley Jolley. How To Set Up And Maintain A Successful Real Estate Partnership. Finding The Right Team Members. Increasing Your Production. Apr 03, 2018
Show notes

Buckley Jolley 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:

BuckleyJolley.com

Background:

Todd Buckley and Karen Jolley are with The Buckley Jolley Real Estate Team in Brighton, Michigan. Last year they closed 194 transactions with a total sales volume of 40 million. Their average sales price was 208 thousand of which 44% were buyers and 56% were sellers. They operate a team with 10 members: 1 client service manager, 2 part-time client service administrators, 1 finance coordinator, 3 buyer specialists, 1 listing specialists, and 2 team leaders.

Todd Buckley and Karen Jolley are the team leaders of The Buckley Jolley Real Estate Team. Todd has been and agent for 16 years and Karen for 13 years. Together they have sold over 1,000 homes.

In this call, Todd and Karen talk about:

a real estate agent partnership that’s worked for 8 years

how to set up a partnership

who does what and who gets paid what

what to do when one partner is ready to retire

how to value a real estate practice (a real life case study)

how to pay the exiting partner over time

the golden key to partnership success, mutual respect

how to go from 25 to 40 million in one year

finding the right team members with a human resource consultant

team core values, daily team huddles, and 5 dial tracking

profit bonuses to team members

team dynamics and compensation

marketing to your past clients and sphere of influence, and more

2012 Stats:

194 closings

40 million sales volume

10 member team:

1 client service manager

2 part-time client service administrators

1 finance coordinator

3 buyer specialists

1 listing specialists

2 team leaders

Niche:

repeat & referrals

past clients

sphere of influence

geographic farming

1st time buyer

short sale

(originally published on 04/21/13)

Craig Hartranft — SC055: Craig Hartranft. Radio Advertising For Seller Leads. Give-A-Ways To Get In Front Of Your Past Clients. Apr 01, 2018
Show notes

Craig Hartranft 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: 1:16

Website:

LancasterHome.com

Background:

Craig Hartranft is with Prudential Home Sale Services Group in Lancaster, Pennsylvania. Last year he closed 264 transactions with a total sales volume of 54 million. His average sales price was 207 thousand of which 51% were buyers and 49% were sellers. He operates a team with 11 members: 1 contract manager/office manager, 1 listing manager, l lead coordinator/administrative assistant, 4 buyer specialists, 1 listing partner, 1 all-around agent, 1 part-time courier, and 1 team leader.

Craig Hartranft is the team leader of The Craig Hartranft Team. He has been an agent for 23 years.

In this call, Craig talks about:

Starting as a part time agent and selling 1 home in 6 months

How he sold 27 homes his first full year, 39 homes his second year, and 123 homes by his fifth year

Shadowing Allan Domb

Geographic farming for optimum success

Internet lead generation and follow-up

Radio advertising for seller leads

Repeat and referrals from past clients and sphere-of-influence

Give-a-ways to get in front of your past clients

Scripts for calling your past clients – even if it’s been a long time

His “B-List” for sellers

Pre-inspections and the dialog to make it work

Trial listings for sellers who are not ready for the MLS

Team structure, profitability, and more

2012 Stats:

264 closings

54 million sales volume

11 member team:

1 contract manager/office manager

1 listing manager

l lead coordinator/administrative assistant

4 buyer specialists

1 listing partner

1 all-around agent

1 part-time courier

1 team leader

Niche:

repeat & referrals

past clients

sphere-of-influence

geographic farming

internet leads

radio ads

(originally published on 04/07/13)

Patrick Tuttle — SC054: Patrick Tuttle. Do Business Without Making Any Prospecting Calls. The Ins And Outs Of Property Management. Mar 30, 2018
Show notes

Patrick Tuttle 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: 2:00

Website:

PatrickTuttle.com

Background:

Patrick Tuttle is with RE/MAX Real Estate Group in El Paso, Texas. Last year he closed 71 transactions with a total sales volume of 12 million. His average sales price was 169 thousand of which 41% were buyers and 59% were sellers. Plus Patrick manages 136 rental properties generating 184 thousand per month in rents. He operates a team with 8 members: 2 buyer specialists, 1 listing & sales manager, 1 rentals manager, 1 part-time marketing assistant, 1 part-time bookkeeper, and 1 team leader.

Patrick Tuttle is the team leader of the Patrick Tuttle Homeselling Team. He has been an agent for 11 years. Patrick runs a dual-operation splitting his time between sales and property management. Often one feeds the other creating synergy and profits.

In this call, Patrick talks about:

A real estate coach who told him to quit the business

How he modified his business model to focus on his strengths

Working in a market where 80% of the population is Hispanic and speaks Spanish as a 1st or 2nd language

Doing business with military personnel from an expanding Army base

Moving to a town where he only knew his wife and generating 85% of his business by repeat and referrals from his sphere-of-influence and past clients

How he does business without making any prospecting calls

Personally selling 66 homes while he manages 136 rental properties for others

How his property management business doubled last year by referrals after he structured it to be more landlord friendly

His step-by-step system for filling a vacant property

Tenant screening process without credit reports

Rental collection schedule and system with dates and actions

Automating electronic rent collection and landlord payments

Property management software to keep running smooth

How to avoid midnight calls for plumbing issues

Team structure, profitability, and more

2012 Stats:

71 closings

12 million sales volume

8 member team:

2 buyer specialists

1 listing & sales manager

1 rentals manager

1 part-time marketing assistant

1 part-time bookkeeper

1 team leader

Niche:

property management

repeat & referrals

past clients

sphere of influence

(originally published on 03/21/13)

Daniel Keltner — SC053: Daniel Keltner. Virtual Assistants (VAs) In Detail. Mar 28, 2018
Show notes

Daniel Keltner 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:

CrossRoadsREO.com

Background:

Daniel Keltner is with Re/Max Crossroads Properties in Strongsville, Ohio. Last year, he closed 298 transactions with a total sales volume of 22 million. His average sales price was 73 thousand of which 10% were buyers and 90% were sellers. He operates a team with 15 members: 2 asset managers, 1 contract closer, 1 contract negotiator, 1 accountant, 4 buyer agents, 2 field runners, 2 BPO/MMR virtual assistants, 1 call center virtual assistant, and 1 team leader.

Daniel Keltner is the team leader of the Crossroads REO Team. He has been an agent for 14 years. His works in two markets: Metro Cleveland and Metro Chicago.

In this call, Daniel talks about:

The WORST first year of real estate production ever recorded

Virtual assistants (VAs) in detail

How he went from breakeven to profitably by outsourcing to VAs

His entire process of finding, hiring, training, and utilizing VAs

Where do you find VAs

Which countries have the best labor pools

His experience with 3 major outsourcing companies and what to avoid

How to post jobs, screen applicants, and negotiate agreements

How much to pay…you’ll be surprised by the low cost

His quick and easy training system

The cheap internet tools to make it all work

Which tasks a VA can do well, and which ones they can’t

How his REO business works

The best approach to getting into the REO business

His team, his profitability, and more

2012 Stats:

298 closings

22 million sales volume

15 member team:

2 asset managers

1 contract closer

1 contract negotiator

1 accountant

4 buyer agents

2 field runners

2 BPO/MMR virtual assistants

1 call center virtual assistant

1 team leader

Niche:

virtual assistants

REO

short sales

(originally published on 03/07/13)

Toril Schoepfer — SC052: Toril Schoepfer. Clickable CraigsList Ads That Generate 400% More Leads. Property Flyers That Cause The Phone To Ring Like Crazy. Mar 26, 2018
Show notes

Toril Schoepfer 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: 1:41

Website:

TorilSellsHouses.com

Background:

Toril Schoepfer is with the Toril Sells Houses Team in Sumner, Washington. Last year, she closed 90 transactions with a total sales volume of 17 million. Her average sales price was 188 thousand of which 35% were buyers and 65% were sellers. She operates a team with 9 members: 4 buyer specialists, 1 offer/closing manager, 1 office/listing/property manager, 1 field manager, 1 virtual assistant, and 1 team leader.

Toril Schoepfer is the team leader of the Toril Sells Houses Team. She has been an agent for 17 years. She works the foot hills of Mt Rainier. In her best year (2006), Toril sold 140 homes worth $40 million. This year, she is ramping up fast. In the first 36 days of 2013, Toril’s already put 42 properties under contract worth $8 million.

In this call, Toril talks about:

Starting her career while in college

Rebuilding after the Great Recession

Restructuring, reorganizing, and settling over $2 million dollars in debt

Growing her brand “Toril Sells Houses”

Creating a “mothership” database system for all her leads

Past client and sphere of influence marketing plan

Client appreciation party including BBQ, custom t-shirts, and vendor participation

Top 20 “walking billboard” advocates and ambassadors

Clickable CraigsList ads that generate 400% more leads

Property flyers that cause the phone to ring like crazy

Using your child in your advertising and paying them for modeling

Team structure and daily huddles

Managing her team with daily accomplishment emails, and more

2012 Stats:

90 closings

22 million sales volume

9 member team:

4 buyer specialists

1 offer/closing manager

1 office/listing/property manager

1 field manager

1 virtual assistant

1 team leader

Niche:

referrals

past clients

sphere of influence

(originally published on 02/21/13)

Nancy Jenkins — SC051: Nancy Jenkins. 80% Of Business From Repeat And Referrals. A Marketing Plan Designed To Touch Her Sphere 15 Times Per Year. A Monthly Newsletter Which Appeals To The Four Personality Types. How To Give Back With College Scholarship Giveaways And Charity Work. Mar 24, 2018
Show notes

Nancy Jenkins 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:

NancyJenkins.com

Background:

Nancy Jenkins is with Nancy Jenkins Real Estate in South Burlington, Vermont.

Last year, she closed 182 transactions with a total sales volume of 58 million. Her average sales price was 321 thousand of which 44% were buyers and 56% were sellers. She operates a team with 13 members: 5 buyer specialists, 2 listing/selling partners, 1 business manager, 1 IT manager, 1 marketing coordinator, 1 client care coordinator, 1 courier, and 1 team leader.

Nancy Jenkins is the team leader of Nancy Jenkins Real Estate team. She has been an agent for 31 years. She works the Greater Burlington market. In her best year (2004), Nancy sold 279 homes worth $72 million. She’s sold approximately 5,000 homes in her career.

In this call, Nancy talks about:

Starting her career when mortgage interest rates were 18%

Reaching for the next level in order to fund a current need

Thinking in terms of units not volume

How she generates 80% of her business from repeat and referrals from past clients and sphere of influence

Her marketing plan designed to touch her sphere 15 times per year

Prospecting for business and how she asks for referrals

How her monthly newsletter appeals to the four personality types

Deciding to scale back her production to a manageable level

How to give back with college scholarship giveaways, Boys & Girls Club, United Way, and charity work

Adding her first assistant

What her team looks like today

Working with your spouse and children

How to be a laissez-faire manager, and more

2012 Stats:

182 closings

58 million sales volume

13 member team:

5 buyer specialists

2 listing/selling partners

1 business manager

1 IT manager

1 marketing coordinator

1 client care coordinator

1 courier

1 team leader

Niche:

referrals

past clients

sphere of influence

(originally published on 02/07/13)

Les Walden — SC050: Les Walden. Make Friends And Money At The Same Time. Super Profitable Business Model With A 72% Net Profit Margin. Mar 22, 2018
Show notes

Les Walden 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:

leswaldenrealestate.com

Background:

Les Walden is with Les Walden Real Estate in Seneca, South Carolina. Last year, he closed 141 transactions with a total sales volume of 22 million. His average sales price was 159 thousand of which 42% were buyers and 58% were sellers. He operates a team with 5 members: 2 buyer specialists, 1 listing coordinator, 1 closing coordinator, and 1 team leader.

Les Walden is the team leader of the Les Walden Real Estate Team. He has been an agent for 17 years. He works the upstate South Carolina market. In his best year (2006), Les sold 194 homes worth $30 million. He’s sold over 2,000 homes in his career.

In this call, Les talks about:

Relationship lead generation that creates 2/3rds of his business

How he makes friends and money at the same time

The revelation that made his business more successful and more enjoyable

His super profitable business model with a 72% net profit margin

Database segmentation into 3 groups: Target 25, Hit List, and Connectors

His marketing schedules for each database group

Scripts and dialogs for sphere of influence calls

Details about his two annual client appreciation events:

Floatapalooza

Santa Claus Party

Team structure and compensation including profit sharing

Transparency, open book management, and more.

2012 Stats:

141 closings

22 million sales volume

5 member team:

2 buyer specialists

1 listing coordinator

1 closing coordinator

1 team leader

Niche:

referrals

past clients

sphere of influence

(originally published on 01/21/13)

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