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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:

Joshua Smith — SC028: Joshua Smith. Closing 463 Transactions. What He Did When Foreclosures, REOs And Short-Sales Increased. How He Converts Expired Listings. How He’s Adjusting To The New Changes In The Market. Feb 06, 2018
Show notes

Joshua Smith SUCCESS CALL

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Download FULL Running Time: 1:45

Website:

www.soldbyjoshua.com/

Background:

Joshua Smith with RE/MAX Professionals in Surprise, Arizona. He works the Northwest Valley of Metro Phoenix. Last year, he closed 463 transactions with a total sales volume of 49 million. His average sales price was 106 thousand of which 13% were buyers and 87% were sellers. He operates a team with 14 members: 3 listing specialists, 4 buyer specialists, 5 administrative staff and 2 field techs.

Joshua Smith leads the Smith & Associates Real Estate Group with his father Randy. Joshua has been licensed for 6 years. This father & son team formed different than most. Joshua and Randy entered the business at the same time, as competitors. Each ran their own business for the first two years. When it was time to take on staff, they decided to combine forces and made a formal business arrangement.

Joshua started out as a traditional agent. He and Randy moved to Arizona six years ago and started from scratch. They each built successful businesses through open houses, expired listings, and other traditional methods. Then the market turned. Luckily, Joshua had already set the foundation for an REO and short-sale business. As the market declined, foreclosures, REOs and short-sales increased. The Smith Group’s business went up while most others went down.

Joshua will discuss how he broke into the REO business, how he’s developing the short-sale business by delivering 10,000 door hangers per month, how he converts expired listings, and how he’s adjusting to the new changes in the market.

2011 Stats:

463 closings

49 million sales volume

106 thousand average price

13% buyers and 87% sellers

14 member team:

3 listing specialists

traditional listing specialist

REO listings specialist

short-sale specialist

4 buyer specialists

5 administrative staff

transaction co-ordinator

REO co-ordinator

utility/repair bids/marketing co-ordinator

2 bookkeepers

2 field techs

Niche:

REO

Short-Sale

Expireds

(originally published on 02/21/12)

Doug & Kirsten Hill — SC027: Doug and Kirsten Hill. Running a family-owned business. Weathering Market Fluctuations. Repeat and Referral Business. Experimenting With The Showing Agent Concept. Feb 04, 2018
Show notes

Doug & Kirsten Hill SUCCESS CALL

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Download FULL Running Time: 1:52

Website:

www.thehillgroupaz.com/

Background:

Doug & Kirsten Hill are with Coldwell Banker Residential Brokerage in Mesa, Arizona. They work the east valley of Metro Phoenix. Last year they closed 138 transactions with a total sales volume of 23 million. Their average sales price was 165 thousand of which 49% were buyers and 51% were sellers. They operate a team with 6 members: 1 listing manager, 1 short sale manager, 1 transaction manager, 1 REO manager, 1 buyer agent, and 1 showing agent.

Doug & Kirsten Hill are the team leaders of The Hill Group. Doug has been an agent for 11 years and Kirsten for 19 years. This husband and wife team specializes in past client repeat and referral business which accounted for 50% of their production last year. They generated 25% of their business from REO/Foreclosure, 15% from online activities, and 10% from relocation work.

Doug & Kirsten will go into detail about how they develop, maintain, and expand their business with past clients including how they collect data, follow-up, and market with events like movie nights, BBQs, and exclusive dinners.

This is a family operation. Doug & Kirsten are joined by their two adult sons, Joshua and Andrew. The Hill Group has weathered the changing markets of the last few years by being flexible, forward looking, and open to change.

Doug & Kirsten are experimenting with the showing agent concept. This is a division of task traditionally handled by a buyer agent. Listen to how it is working out.

Kirsten has become an expert at processing and closing short-sales. Listen to how she gets her files accepted and approved.

Doug was featured on HGTV House Hunters. Doug takes you behind the scenes and describes what really happens to make one episode.

2011 Stats:

138 closings

23 million sales volume

165 thousand average price

49% buyers and 51% sellers

Sole – Practitioner

6 member team:

1 listing manager

1 short sale manager

1 transaction manager

1 REO manager

1 buyer agent

1 showing agent

Niche:

Past Client

Short Sale

REO

Internet

Relocation

(originally published on 02/07/12)

Mark Delgado — SC026: Mark Delgado. Specializing In REO Sales. Why He Believes In Being Full-Time, Hands-On, And Accountable. Conquering His Fear Of Cold Calling. Feb 02, 2018
Show notes

Mark Delgado

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Download FULL Running Time: 1:50

Website:

www.markdelgado.com/

Background:

Mark Delgado with Coldwell Banker Residential Brokerage in Sacramento, California. Last year, he closed 92 transactions with a total sales volume of 17 million. His average sales price was 184 thousand of which 10% were buyers and 90% were sellers. He operates as a sole-practitioner with no team members.

Mark has been an agent for 8 years. He specializes in REO sales. Working with only 1 bank and 3 asset managers, Mark was able to standardize his operation and close 92 transactions with no assistants. Mark proves that you can have a high volume operation without a huge team. He believes in being full time, hands on, and accountable.

Mark worked as an assistant manager at a grocery store. He wanted to invest in real estate and took a real estate licensing course to learn more. While in class, he heard about a non-paid summer internship that the local Realtor association was sponsoring. Mark took it. There he learned to be proactive. His mentor required him to make cold calls and set listing appointments. Mark conquered his fear of cold calling and was hooked.

Mark worked the first two years as a part time agent while he continued at the grocery store. Although he saw the potential in real estate, he had a hard time breaking with a consistent paycheck. Finally, he made the jump and the rest is history.

Mark believes his success stems from his “persistent drive fueled by paranoia.” Listen closely as he explains his thought process, his decision to work by himself, and his systems.

2010 Stats:

92 closings

17 million sales volume

184 thousand average price

10% buyers and 90% sellers

Sole – Practitioner

Niche:

REO – Real Estate Owned

(originally published on 01/21/12)

Pat Hiban — SC025: Pat Hiban. Being A Billion Dollar Agent. Selling Over 5,000 Homes In His Career. Selling Over 500 Homes A Year For Three Years In A Row. His Book Titled 6 Steps To 7 Figures. How He Has Adapted To The Changing Markets. Jan 31, 2018
Show notes

Pat Hiban

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Download FULL Running Time: 1:29

Website:

www.hibandigital.com/

Background:

Pat Hiban is with Keller Williams Realty in Columbia, Maryland. Last year, he closed 209 transactions With a total sales volume of 63 million. His average sales price was 303 thousand of which 24 % were buyers and 76% were sellers. He operates a team with 14 members: 3 SOI Agents, 3 Lead Call Agents, 6 Staff Members, and 2 Managers.

Pat Hiban is the team leader of The Pat Hiban Real Estate Group. He has been an agent for 24 years and works the central Maryland market between Baltimore and Washington D.C. Pat is a Billion Dollar Agent. He has sold over 5,000 homes worth over $1 billion in his career. In his best year (2005), Pat sold 508 homes worth $208 million, grossed $5.4 million in commissions, and managed 54 team members. This was no fluke. Pat sold over 500 homes a year for three years in a row.

This interview will focus on three major topics: Pat’s current production, Pat’s hyper volume years, and Pat’s new book titled 6 Steps to 7 Figures: A Real Estate Professional’s Guide to Building Wealth and Creating your Own Destiny.

Pat is a chameleon. Over the years, he has adapted to the changing markets. For most of his career, Pat has been a traditional agent. He mastered traditional marketing and team dynamics to build a hyper-active real estate practice. Then the recession hit and traditional methods stopped working. Pat had to choose between downsizing or financial ruin. Pat describes the gut-wrenching decision to let go of 22 of his team members in one year (5 in one day). During the darkest days, Pat saw opportunity in REO. He had the courage to stop doing everything that made him successful and switch to focusing solely on two things, REO and SOI. It paid off.

Listen closely as this industry icon lays out his success formula in 6 Steps to 7 Figures.

2010 Stats:

209 closings

63 million sales volume

303 thousand average price

24% buyers and 76% sellers

14 member team:

3 SOI agents

3 lead call agents

6 staff members

2 managers

Niche:

REO – Real Estate Owned

SOI – Sphere Of Influence

(originally published on 01/07/12)

Krista Mashore — SC024: Krista Mashore. Changing Careers From Being A Teacher To An Agent. Selling 69 Homes In The First Year. What To Do When The Market Shifts. Why Education, Systems And Certifications Are Important. Jan 29, 2018
Show notes

Krista Mashore

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Download FULL Running Time: 1:24

Website:

www.kristamashore.com/

Background:

Krista Mashore with Realty World Pigati and Russell Realtors in Brentwood, California. Last year she closed 107 transactions with a total sales volume of 22 million. Her average sales price was 210 thousand of which 10% were buyers and 90% were sellers. She operates a team with 8 members: 1 closing specialist, 1 marketing specialist, 1 evictions coordinator, 1 billing specialist, 1 field specialist, 2 buyer agents and 1 team leader.

Krista Mashore is the team leader of Team Krista. She has been an agent for 9 years. Krista’s business is split between traditional and REO sales. In the traditional market, she has become an expert in short-sales.

Krista had a fast start. After being a 3rd grade teacher for 6 years, she jumped into real estate full-time and sold 69 homes her first full year. She never looked back.

Initially she succeeded with traditional buyers and sellers. Then her market took a huge downward turn. Value are off by 65%. Today 95% of the homes sold in her area are short-sale and REO. Krista did not delay. She educated herself on the new market reality and went after short-sale and REO listings.

In this interview, Krista will share her lessons on both sides of the distressed market. First, she describes how to get short-sales approved including getting the banks to pay relocation assistance money to the seller. Second, she explains how she broke into the REO market through determination, education, and luck.

Krista is a strong believer in education, systems, and certifications. Listen closely as she describes how she used her credentials and designations to leverage herself into more business.

2010 Stats:

107 closings

22 million sales volume

210 thousand average price

10% buyers and 90% sellers

8 member team:

1 closing specialist

1 marketing specialist

1 evictions coordinator

1 billing specialist

1 field specialist

2 buyer agents

1 team leader

Niche:

Short-Sale

REO

(originally published on 12/21/11)

Jeremy Chubb — SC023: Jeremy Chubb. Starting Real Estate Right Out Of High School. Taking A Quantum Leap In Production Going From 19 Closings To 213 Closings. Focus, Determination, Partnership, Team building, And The Willingness To Work 80 Hours Per Week. REO’s. Networking With Other Agents To Expand His Knowledge Of The Industry. Jan 27, 2018
Show notes

Jeremy Chubb

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Download FULL Running Time: 0:52

Website:

www.jeremysellsmn.com/

Background:

Jeremy Chubb is with Weichert, Realtors – Premier in Andover, Minnesota. Last year he closed 19 transactions. This year he closed 213 transactions with a total sales volume of 19.3 million. His average sales price was 90 thousand of which 4% were buyers and 96% were sellers. He has a team with 8 members.

Jeremy Chubb has been an agent for 4 years. He is a partner of the Jeremy Chubb Team. He started real estate right out of high school. Jeremy took a quantum leap in production going from 19 closing last year to 213 closings this year. He accomplished this thorough focus, determination, partnership, team building, and the willingness to work 80 hours per week. It’s an impressive feat for a young man who just celebrated his 22nd birthday.

Jeremy decided he wanted to be a high producing REO agent. Veteran agents told him it was too late to get into the REO market. Luckily for Jeremy, he did not heed their advice. Instead, he went full force after his goal and never looked back.

Jeremy describes how he took on a partner with similar goals, prospected asset managers, and quickly built a team to help him service the business. He talks about how he changed the perception of his young age from a liability to an asset.

Jeremy flies all over the nation meeting bank representatives and asset managers at their location. He uses his youthful energy and perspective to quickly build relationships. Listen to how Jeremy networks with other REO agents through out his state and the nation to expand his knowledge of the industry.

2011 Stats (year-to-date):

213 closings

19.3 million sales volume

90 thousand average price

4% buyers and 96% sellers

8 member team:

1 Assistant

1 BPO Specialist

2 Field Reps / Property Inspectors

2 Buyer Agents

2 Team Partners

Niche:

REO

(originally published on 12/07/11)

Tom Rubens — SC022: Tom Rubens. How Having A Diverse Background Helps In Real Estate. Closing Over 300 Homes Per Year. REO’s. Discovering The Fastest Way To Increase His Client Base Is To Attend Industry Conferences. Jan 25, 2018
Show notes

Tom Rubens

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Download FULL Running Time: 1:31

Website:

www.treorealtors.com/

Background:

Tom Rubens with TREO Realtors in West Chester, Ohio. He works both the Cincinnati/Dayton, Ohio market and the Chicago, Illinois market. Last year he closed 317 transactions with a total sales volume of 21 million. His average sales price was 66 thousand of which 10% were buyers and 90% were sellers.

He operates a team with 14 members: 1 REO office manager, 1 offers coordinator, 1 transaction coordinator, 1 billing coordinator, 1 utility & data entry coordinator (virtual assistant), 1 property preservation coordinator, 2 property inspectors, 4 buyer agents, 1 team leader, and 1 principal.

Tom Rubens is the principal of Team TREO. He has been an agent for 6 years. Tom sells REO properties for Fannie Mae, Freddie Mac, several banks, and asset managers.

Tom is an entrepreneur. He has a colorful background including: options trader, minor league basketball team co-owner, minor league baseball teams co-owner, sports team broker, and real estate investor.

Tom fell into the REO business during his first month when he was introduced to a Fannie Mae asset manager. He was at the right place at the right time. Tom jumped at the chance to list Fannie Mae properties and never looked back.

For the first 6 months, Tom worked 60-80 hour weeks and earned a whooping $1,000. Luckily, Tom is a quick learner, business improved, and he started earning a lot more.

Tom discovered the fastest way to increase his client base is to attend industry conferences. While there, he networks with asset managers and other REO agents. The conferences are so productive that his goal is to attend 12 conferences per year.

Tom attributes a big part of his success to his team. After flying solo and learning all the REO tasks, he assembled a team of professionals to help him service the vast business his networking brings in.

2010 Stats:

317 closings

21 million sales volume

66 thousand average price

10% buyers and 90% sellers

14 member team:

1 REO office manager

1 offers coordinator

1 transaction coordinator

1 billing coordinator

1 utility & data entry coordinator (virtual assistant)

1 property preservation coordinator

2 property inspectors

4 buyer agents

1 team leader

1 principal

Niche:

REO

Fannie

Freddie

(originally published on 11/21/11)

Andy Mulholland — SC021: Andy Mulholland. His Quick Start In Real Estate. Turning The Tables So Clients Chase Him. His “Handy Andy Realtor” Business Model, How He Provides Helpful Tips, Advice, And Information To Prospects In Exchange For Their Contact Information And Permission To Provide More Help. Successful Use Of Video Including: How Tos, Top Picks, Market Updates, And Property Tours. Jan 23, 2018
Show notes

Andy Mulholland

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Download FULL Running Time: 2:00

Website:

www.handyandyrealtor.blogspot.com/

Background:

Andy Mulholland is with RE/MAX of Rochester in Rochester, Minnesota. Year-to-date he has already closed 44 transactions with a Total sales volume of 6.1 million. His average sales price was 136 thousand of which 68% were buyers and 32% were sellers. He operates as a sole-practitioner.

Andy Mulholland has been an agent for only 2 ½ years. But he’s had a quick start. In his first full year, he sold 28 homes. In his second full year, Andy’s already sold 44 homes and still has one month to go. He got a quick start by pursuing expired listings and for-sale-by-owners. However, Andy became frustrated with chasing after clients. He wanted to turn the tables and have clients chase after him.

Andy developed the “Handy Andy Realtor” business model. Andy provides helpful tips, advice, and information to prospects in exchange for their contact information and permission to provide more help. It’s working. Lead count is up, client satisfaction is up, and Andy is happier.

Andy describes how he is leveraging the internet to generate and incubate buyer and seller leads. His internet marketing includes: websites, blogs, search engine optimization (SEO), pay-per-click (PPC), Craigslist ads, Tiger Leads, Real Pro Systems, Hoot Suite, and more.

Andy describes how he’s using video including: how tos, top picks, market updates, and property tours. Listen carefully to the process he uses to create these popular videos and leverage them out to his audience.

2011 Stats (year-to-date):

44 closings

6.1 million sales volume

136 thousand average price

68% buyers and 32% sellers

sole-practitioner

Niche:

“Handy Andy” Model

Internet

(originally published on 11/07/11)

Rob Levy — SC020: Rob Levy. Specializing In Both Internet Lead Generation And Past Client Repeat/Referral Business. Learning How To Make Friends Fast And The Skills To Build Relationships With New, Current, And Past Clients. Amassing A Huge Email Database With Over 24,000 Email Addresses. Automated Follow-Up Systems. Jan 21, 2018
Show notes

Rob Levy

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Download FULL Running Time: 1:27

Website:

www.roblevy.com/

Background:

Rob Levy with Prudential Northwest Properties in Portland, Oregon. Last year, he closed 92 transactions with a total sales volume of 34 million. His average sales price was 369 thousand of which 50% were buyers and 50% were sellers. He operated a team with 5 members: 1 escrow coordinator, 2 buyer agents, 1 runner, and 1 team leader.

Rob Levy is the team leader of The Rob Levy Team. He has been an agent for 23 years. Rob works the metro Portland area and has been ranked the #1 Prudential agent in Portland for the last 5 years in a row. He specializes in both internet lead generation and past client repeat/referral business.

Rob grew-up going to 24 schools in 4 different counties. His parents traveled a lot. Rob learned how to make friends fast. He uses those skills today to build relationships with new, current, and past clients. Then he can easily ask for referrals and repeat business.

Rob is a self-proclaimed technology nerd. He was using email in the 80’s and was the 1st eCertified Prudential agent in the world. Rob gives lectures to real estate agent all over the nation on how to use of technology in their businesses.

Rob has amassed a huge email database with over 24,000 email addresses. It includes his past clients, sphere-of-influence, and out-of-area agents. He emails a monthly electronic newsletter to the entire list and specific emails to unique groups.

Rob generated a whopping 54% of his business from the internet last year. He used a combination of search engine optimization (SEO), pay-per-click (PPC) advertising, and networking to push leads to his personal website, his “stealth” websites, and his Facebook business page. Listen closely to how Rob automates his follow-up systems.

2010 Stats:

92 closings

34 million sales volume

369 thousand average price

50% buyers and 50% sellers

5 member team:

1 escrow coordinator

2 buyer agents

1 runner

1 team leader

Niche:

Internet Leads

Past Client Repeat & Referral Business

(originally published on 10/21/11)

Stephanie Gasparovic — SC019: Stephanie Gasparovic. New home construction. Generating New Home Buyer Leads With Billboards, Websites, Social Media, And Reputation, Balancing A Real Estate Career And Family Life. Jan 19, 2018
Show notes

Stephanie Gasparovic

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Download FULL Running Time: 1:21

Website:

www.stephaniegasparovic.com/

Background:

Stephanie Gasparovic with Coldwell Banker Sea Coast Realty in Hampstead, North Carolina. Last year, she closed 57 transactions with a total sales volume of 10 million. Her average sales price was 175 thousand 25% were buyers and 75% were sellers. She operates a team with 9 members: 1 business manager, 2 administrators, 3 buyer specialist, 2 onsite agents, and 1 team leader.

Stephanie Gasparovic is the team leader of Stephanie Gasparovic & Associates, Inc. She has been an agent for seven years. Stephanie specializes in selling new homes and lots for builders and developers.

Stephanie is a natural fit with new home construction. Her father was a builder. When she moved to a new market, she leveraged that experience into relationships with developers and builders. Stephanie knows what home builders want…sold homes.

Stephanie is a strong believer that “knowledge is power”. She quickly educated herself about the market players, condition, and statistics.

Stephanie generates new home buyer leads with billboards, websites, social media, and reputation. She tracks her buyer leads and realtor contacts in a 3,000 person database.

Stephanie developed a team to leverage her time and expertise. Her desire to spend time with her two-year-old daughter and child-on-the-way motivated her to hire and train staff to help with the work load. It’s working. Stephanie has been able to reduce her work week from 80 to 20 hours. Now she’s in the office Tuesdays and Thursdays and spends the other days of the week at home with her daughter.

2010 Stats:

57 closings

10 million sales volume

175 thousand average price

25% buyers and 75% sellers

9 member team

1 business manager

2 administrators

3 buyer specialist

2 onsite agents

1 team leader

Niche:

Builder / Developer

New Home Sales

(originally published on 10/07/11)

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