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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:
    SC220: Caleb Spears. How A 23 Year Old Agent TRIPLED His Production In 12 Months By Focusing On 1 Number. Apr 06, 2021
    Show notes

    In this call, Caleb talks about:

    • Working at Chick-Fil-A before entering real estate.
    • Getting his real estate license at 18 years old.
    • Plateauing and getting stuck at the same production level for two years.
    • Finding a mentor who showed him how to look at the numbers and the scientific side of real estate sales and business planning.
    • By tracking ONE key number daily, he was able to TRIPLE his production in one year.
    • Going from 11 million to 34 million in sales and earning 925 thousand in GCI.
    • Showing and describing his Blueprint Tracker with all his numbers for planning and tracking.
    • His annual SOI marketing program that brought in 56% of his business.
    • The number one “old fashioned” marketing method that draws the most business.
    • Why he shifted from a transactional to a relational based business.
    • The importance of knowing your on market and stats.
    • Several book recommendations, and more.

    Caleb Spears SUCCESS CALL …

    

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    Download FULL Audio Running Time: 72 minutes

    Background:

    Caleb Spears is with Sotheby’s International Realty in Santa Rosa Beach, Florida. Last year, he closed 41 transactions with a total sales volume of 34 million. His average sales price was 843 thousand of which 54% were buyers and 46% were sellers.

    Caleb is a luxury agent and team member of the Spears Group. He has been an agent for 4.5 years.

    Website:

    ScenicSIR.com

    2020 Stats:

    • 41 closings
    • 34 million sales volume
    • member of a luxury team

    Niche:

    • luxury homes
    • repeat & referrals
    • past clients
    • sphere of influence
    2021 Agent Success Summit Announcement – Free Ticket Apr 02, 2021
    Show notes

    Get your FREE ticket today to the 2021 Agent Success Summit, the online virtual training event of the year. Learn how to get more leads, clients, and closings. Join thousands of real estate agents who want to learn from 21 of the best and brightest real estate coaches, trainers, authors, speakers, and thought leaders in our industry today. Click HERE to learn more and get your FREE ticket. See you at the summit.

    21 national trainers share how you can get more leads, more clients, and more closings in this free, 7-day, virtual online event.

    Get your FREE ticket today. Click HERE to learn more and get your FREE ticket. See you at the summit.

    SC219: Darren James. Sold 52 Homes In One Year Working Part Time. Hiring Team Agents Who Average 36 Closings Per Year. Social Media Content Calendar and Content Compounding. Mar 06, 2021
    Show notes

    In this call, Darren talks about:

    • Selling 52 homes in one year working part time by handing out 25 business cards every day.
    • Now, while running a team, he is personally selling 130 to 160 homes per year (find out how).
    • In addition, his 8 team agents are each averaging 36 closings per year per agent (3 per month).
    • Learn which two industries he like to recruit team agents.
    • How he reduced his team from 33 agents down to 8 … stayed at the same sales volume … and dramatically improved the number of sales per agent.
    • Last year he and the team sold 438 homes worth 78 million and earned 1.97 million in GCI.
    • Why you should set up a Content Calendar and the power of Content Compounding to leverage your social media reach.
    • Repurposing one video into multiple marketing pieces such as video post (YouTube, Facebook), podcast (iTunes, Stitcher), blog post (transcript on website), 15 second clips on InstaGram, and more.
    • How he built a list of probate and divorce attorneys and how he gets a meeting with 6 out of 10 to present his referral proposal.
    • His repeat and referral Raving Fan Club that results 80% of his closings including many of the inexpensive marketing ideas.
    • Basecamp software he uses to create transparency during the transaction that frees up hours of his team’s time not having to repeat answers to transaction status questions.
    • How to let go of people who are not working out on the team.
    • Team dynamics, compensation, profit margin, and more.

    Darren James SUCCESS CALL …

    

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    Listen on Google Podcast

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    To listen on Google Podcast, click HERE.

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

    Download FULL Audio Running Time: 62 minutes

    Background:

    Darren James is with eXp Realty in Baton Rouge, Louisiana. Last year, he closed 438 transactions with a total sales volume of 78 million. His average sales price was 180 thousand of which 75% were buyers and 25% were sellers.

    Darren leads a team with 11 members. He has been an agent for 19 years.

    Website:

    Agent225.com

    2019 Stats:

    • 438 closings
    • 78 million sales volume
    • 11 member group:
      • 8 team agents
      • 2 administrative staff
      • 1 team leader

    Niche:

    • probate and divorce attorneys
    • repeat & referrals
    • past clients
    • sphere of influence
    SC218: Vicki Westapher. Showing Agent Model of a Highly Leveraged Solo Agent. Proprietary Buyer Showing Strategy. Virtual Office Tools and Client Presentations. Feb 07, 2021
    Show notes

    In this call, Vicki talks about:

    • Closing 67 transactions worth 30 million and earning 867 thousand in GCI.
    • Operating as a highly leveraged solo agent with 3 administrative assistants.
    • Technology and tools to run a virtual office and make virtual client presentations.
    • Choosing the showing agent model instead of the more common buyer agent model … because it is 10 times less costly.
    • How the showing agent model works.
    • What tasks a showing agent does and does not do.
    • How to find, train, and pay a pool of part time showing agents.
    • Why other agents want to be a showing agent as a part time side gig.
    • Developing her proprietary showing strategy that results in faster buyer decisions, fewer houses shown, and happier clients.
    • Repeat and referral annual marketing plan that generates 74% of her business.
    • Video email PCSOI birthday greetings including her script requesting referrals.
    • The email “P.S.” that gives allows her to take evenings and Sundays off.
    • Taking 10 weeks of vacation per year.
    • Hiring assistants from an underutilized talent pool of stay-at-home-moms, offering flexibility, and getting long term loyalty.
    • Team dynamics, compensation, profit margin, and more.

    Vicki Westapher SUCCESS CALL …

    

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    Listen on Google Podcast

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    To listen on iTunes, click HERE.

    To listen on Google Podcast, click HERE.

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

    Download FULL Audio Running Time: 124 minutes

    Background:

    Vicki Westapher is with Re/Max in Colorado Springs, Colorado. Last year, she closed 67 transactions with a total sales volume of 30 million. Her average sales price was 454 thousand of which 45% were buyers and 55% were sellers.

    Vicki is a solo agent with 3 administrative assistants. She has been an agent for 22 years.

    Website:

    MakeYourBestMove.com

    2020 Stats:

    • 67 closings
    • 30 million sales volume
    • 4 member group:
      • 1 transaction coordinator
      • 1 marketing manager
      • 1 team manager
      • 1 team leader (solo agent)

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence
    SC217: Tina Caul. Relocated To A New Market And Sold 130 Homes In One Year As A Solo Agent … Then Sold 262 With A Team. Scripts And Stats For Zillow Leads. Single Most Important Metric To Agent Success. Jan 07, 2021
    Show notes

    In this call, Tina talks about:

    • Closing 130 transactions in a single year as a solo agent with two administrative assistants.
    • What she did to rebuild after her income fell 70% during the Great Recession.
    • Why you should focus on a single metric: contacts per day.
    • Dropping out of college to pursue a real estate career and earning 80k her first year.
    • FSBO Packet she delivered to list 2 out of 6 sellers.
    • Starting from scratch after relocating to a brand new market where she did not know anyone and failing until she got back to her roots and started prospecting.
    • Zillow leads are 48 percent of her business with a 10 percent conversion ratio and a 6-to-1 ROI plus her script for initial conversation.
    • Surrounding yourself with top agents to become a top agent.
    • Team dynamics, compensation, profit margin, and more.
    • UPDATE: In 2020, Tina and team sold 368 homes.

    Tina Caul SUCCESS CALL …

    

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    Listen on Google Podcast

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    To listen on iTunes, click HERE.

    To listen on Google Podcast, click HERE.

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

    Download FULL Audio Running Time: 59 minutes

    Background:

    Tina Caul is with eXp Realty in Cary, North Carolina. Last year, she closed 262 transactions with a total sales volume of 101 million. Her average sales price was 381 thousand of which 59% were buyers and 41% were sellers.

    Tina leads a team with 18 members. She has been an agent for 21 years.

    Website:

    CaulGroup.com

    2019 Stats:

    • 262 closings
    • 101 million sales volume
    • 18 member group:
      • 12 team agents
      • 5 administrative staff
      • 1 team leader

    Niche:

    • Zillow leads
    • repeat & referrals
    • past clients
    • sphere of influence
    SC216: Paula Burlison. Ex-Stand Up Comic Sold Zero Homes Her First Year, Then Mastered Prospecting, And Earned 525k In GCI. Dec 07, 2020
    Show notes

    In this call, Paula talks about:

    • Being a stand-up comic and paramedic before becoming a real estate agent.
    • Selling ZERO homes her first year.
    • How she conquered the fear of prospecting (call avoidance) and sold 10 homes her second year.
    • Earning 525k in GCI last year by calling 30 people every morning.
    • Why she remains a proud solo agent leveraging her personal production with administrative staff (hint: super high profit margin and take home pay).
    • 5 scripts and roleplays for expired listings, for sale by owners, and non-owner occupied properties.
    • Using your “Radio Voice” to diffuse a conversation and calm people down.
    • How to create a positive mindset by choosing to opt-out.
    • The difference between acknowledgement and acceptance.
    • Her simple plan that results in 10% of her sphere of influence (fan club) sending her a referral every year.
    • Prospecting schedule, lead conversion ratio, profit margin, and more.

    Paula Burlison SUCCESS CALL …

    

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

    Download FULL Audio Running Time: 90 minutes

    Website:

    LasVegasHomes.com/PaulaBurlison

    Background:

    Paula Burlison is with Coldwell Banker in Henderson, Nevada (Las Vegas). Last year, she closed 68 transactions with a total sales volume of 20 million. Her average sales price was 318 thousand of which 45% were buyers and 55% were sellers.

    Paula is a solo agent with 2 administrative assistants. She has been an agent for 19 years.

    2019 Stats:

    • 68 closings
    • 20 million sales volume
    • 3 member group:
      • 1 transaction manager
      • 1 listing manager
      • 1 solo agent

    Niche:

    • expired listings
    • for sale by owners
    • non-owner occupied
    • repeat & referrals
    • past clients
    • sphere of influence
    SC215: Scott Kato. Small 350 Person List Results In 60 Closings And 32 Million In Sales Plus How To Find A Cheap Virtual Assistant. Nov 07, 2020
    Show notes

    In this call, Scott talks about:

    • Managing music store inventory before getting into real estate.
    • Closing 14 homes his first year by hosting open houses 7 days per week.
    • The 62 Touch annual marketing plan to his small list of 350 past clients, friends, and family that resulted in 60 closings (that’s 1 in 6 people on the list resulted in a closing).
    • 4 past client appreciation party ideas including estimated costs.
    • How to find a cheap virtual assistant.
    • Starting a real estate investment company with his friend that grew into 8 million dollars in assets by purchasing foreclosures at the courthouse steps.
    • Transitioning his small team into a 7th level business that runs without him day to day.
    • Team dynamics, compensation, profit margin, and more.

    Scott Kato SUCCESS CALL …

    

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    Listen on Google Podcast

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    To listen on Google Podcast, click HERE.

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

    Download FULL Audio Running Time: 55 minutes

    Website:

    KatoGroup.com

    Background:

    Scott Kato is with Keller Williams Realty in Long Beach, California. Last year, he and his team (Kato Group) closed 75 transactions with a total sales volume of 40 million and 750 thousand in GCI. His average sales price was 533 thousand of which 65% were buyers and 35% were sellers. In his best year (2012), Scott sold 120 homes worth 50 million and earned 1.2 million in GCI. Scott owns a team with 7 members. He has been an agent for 17 years.

    2019 Stats:

    • 75 closings
    • 40 million sales volume
    • 7 member team:
      • 3 buyer agent partners
      • 1 transaction coordinator
      • 1 director of sales
      • 1 director of operations
      • 1 team owner

    Niche:

    • open houses
    • repeat & referrals
    • past clients
    • sphere of influence
    SC214: Kymber Lovett-Menkiti. From Social Worker to Agent to Team Leader to Partner of a 100 Million Dollar Real Estate Portfolio. Oct 07, 2020
    Show notes

    In this call, Kymber talks about:

    • Starting her career in social work and why she switched to real estate to make a bigger impact.
    • Focusing her prospecting on hyper local activities (geographic farming and sphere of influence).
    • Implementing her annual marketing plan including how to make your marketing relevant and anticipated.
    • Growing your team through mergers with other teams including structure, benefits, and cautions.
    • Living on a restricted income so she could save a bigger portion of her commissions to invest in real estate.
    • Investing in underserved communities for better cashflows, bigger profits, and revitialization of local neighborhoods.
    • Building an investment portfolio with over one million square feet of residential and commercial property worth over 100 million dollars.
    • LIFT agent program and how it helps new agents.
    • Team dynamics, compensation, profit margin, and more.

    Kymber Lovett-Menkiti SUCCESS CALL …

    

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

    Download FULL Audio Running Time: 55 minutes

    Website:

    MenkitiGroupHomes.com

    Background:

    Kymber Lovett-Menkiti is with Keller Williams Realty in Washington, D.C. Last year, she, her husband Bo, and team (MG Residential) closed 200 transactions with a total sales volume of 88 million and earned 2.3 million in GCI. Her average sales price was 440 thousand of which 40% were buyers and 60% were sellers. In her best year (2016), she sold 234 homes worth 112 million and earned 2.9 million in GCI.

    Kymber leads a team with 19 members. She has been an agent for 13 years.

    2019 Stats:

    • 200 closings
    • 88 million sales volume
    • 19 member group:
      • 5 full time realtors
      • 5 dual career realtors
      • 2 transaction managers
      • 2 operation coordinators
      • 1 design and marketing coordinator
      • 1 director of sales
      • 1 managing director
      • 1 director of coaching and business development
      • 1 president of sales

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence
    SC213: Chuck House. How To Sell 100 Homes Per Year With 3 People, Double Units In One Year, And 3 Ways To Raise Your Average Price. Sep 07, 2020
    Show notes

    In this call, Chuck talks about:

    • The ONE thing he did to double his production from 50 to 100 closings in one year with only 3 people.
    • Selling 100 units per year for the last 7 years in a row.
    • 3 ways he dramatically raised his average sales price and and his GCI to seven figures.
    • How an “old fashion snail mail” newsletter to 125 people set up his biggest gains.
    • Why he avoids shiny new lead generation trends (like buying internet leads) and instead focuses on high profit margin transactions.
    • The power of written goals.
    • Why he chose high profits over high volume.
    • His 36 touch marketing plan that is easy to implement, generates massive referrals, and resulted in a 28 to 1 ROI.
    • Team dynamics, compensation, profit margin, and more.

    Chuck House SUCCESS CALL …

    

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    Listen on Google Podcast

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

    Download FULL Audio Running Time: 68 minutes

    Website:

    ChuckHouse901.com

    Background:

    Chuck House is with Keller Williams Realty in Memphis, Tennessee. Last year, he and her team (The House Team) closed 109 transactions with a total sales volume of 39 million. His average sales price was 359 thousand of which 48% were buyers and 52% were sellers.

    Chuck leads a team with 8 members. He has been an agent for 20 years.

    2019 Stats:

    • 109 closings
    • 39 million sales volume
    • 8 member group:
      • 3 buyer agents
      • 1 listing agent
      • 1 transaction manager
      • 1 listing manager
      • 1 director of marketing
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence
    SC212: Brenda Wade. Virtual Online Listing Presentations. Relaunching Your Career After A Break. Working With Your Kids. Shadow Program For Listing Partners. Aug 07, 2020
    Show notes

    In this call, Brenda (and her son Austin) talk about:

    • Getting her license at 22 years old.
    • Working for 7 years in one state, taking 10 years off to raise kids, then starting again in another state.
    • Why she hired 3 administrative assistants before hiring her first buyer agent.
    • The power of training your listing partner through a shadow (intern) program.
    • Script for introducing your intern to sellers at a listing presentation.
    • Virtual online listing presentations that was required during the coronavirus lockdown including technology and success rate.
    • Working with your kids (son, daughter, son-in-law, daughter-in-law) and how to make it work with roles, expectations, and communication.
    • Sharing this interview with her son (and listing partner) Austin Wade.
    • Team dynamics, profit margins, and more.

    Brenda Wade SUCCESS CALL …

    

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    Download FULL Audio Running Time: 73 minutes

    Website:

    BrendaWade.com

    Background:

    Brenda Wade is with Signature Realty Associates in Valrico, Florida. Last year, she and her team (The Brenda Wade Team) closed 309 transactions with a total sales volume of 113 million. Her average sales price was 368 thousand of which 39% were buyers and 61% were sellers. In her best year, 2017, she sold 408 homes worth 143 million.

    Brenda leads a team with 16 members. She has been an agent for 25 years.

    2019 Stats:

    • 309 closings
    • 113 million sales volume
    • 25 member group:
      • 2 listing partners
      • 7 buyer specialists
      • 1 office manager
      • 1 listing manager
      • 1 closing manager
      • 1 negotiator
      • 1 director of 1st impressions / marketing coordinator
      • 1 runner
      • 1 team leader

    Niche:

    • repeat & referrals
    • past clients
    • sphere of influence
    Previous 1 2 3 4 24 Next

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