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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:

Sally Forster Jones — SC179: Sally Forster Jones. Selling homes to the rich and famous including billionaires. Dec 05, 2018
Show notes

Sally Forster Jones 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: 47 minutes

Website:

SallyForsterJones.com

Background:

Sally Forster Jones is with Compass in Beverly Hills, California. Last year she closed 156 transactions with a total sales volume of 370 million. Her average sales price was 2.4 million of which 40% were buyers and 60% were sellers.

Sally has a 24 member team: 14 team agents, 1 showing assistant, 1 senior director of operations, 1 director of sales, 1 listing director, 1 director of marketing, 1 marketing coordinator, 1 design and sales associate, 1 listing coordinator, 1 transaction coordinator, and 1 team leader.

Sally is the team leader of the SFJ Group. She has been an agent for 40 years and has sold over 5 billion in her career.

In this call, Sally talks about:

Majoring in psychology and starting life as a kindergarten teacher
Building a nest egg by flipping houses

Getting a real estate license and selling average priced homes

How she transitioned her practice into selling luxury and super luxury homes

Working with billionaire clients

Listing, marketing, and selling a 85 million dollar super mansion

The differences and similarities between entry level and super luxury home buyers and sellers

The steps to take to transition into the luxury market

Why she always phone prospects for one hour every day

Team dynamics and more

2017 Stats:

156 closings

370 million sales volume

24 member team:

14 team agents

1 showing assistant

1 senior director of operations

1 director of sales

1 listing director

1 director of marketing

1 marketing coordinator

1 design and sales associate

1 listing coordinator

1 transaction coordinator

1 team leader

Niche:

luxury homes

repeat & referrals

past clients

sphere of influence

(originally published on 06/07/18)

Jay Acker — SC178: Jay Acker. Retooling your practice after dramatic market changes. Dec 03, 2018
Show notes

Jay Acker SUCCESS CALL …

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To listen on iTunes, click HERE.

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

Download FULL Running Time: 49 minutes

Website:

rebdgroup.com

Background:

Jay Acker is with Keller Williams Realty in Denton, Texas. Last year, he, his wife Carissa, and team closed 380 transactions with a total sales volume of 93 million and earned 2.5 million in GCI. His average sales price was 244 thousand of which 55% were buyers and 45% were sellers.

Jay has a 24 member team: 18 team agents, 1 transaction coordinator, 1 listing manager, 1 marketing manager, 1 runner, 1 COO, and 1 CEO.

Jay is the COO of the Real Estate By Design Group. He has been an agent for 12 years and works the metro Dallas Fort Worth market.

In this call, Jay talks about:

Working in property management and corporate relocation before join forces with his wife to start a real estate team

How to work successfully with your spouse by defining roles

Retooling the business during market fluctuations

3 major mistakes he made growing the business and the lessons he learned

How he gets 70% of his business by repeat & referrals from past clients and sphere of influence

Why he throws a mix of small and big client events

How one event resulted in 18 referrals and 11 closings

Running a staff lean team for efficiency and profit

Team dynamics, compensation, profit margins, and more

2017 Stats:

380 closings

93 million sales volume

24 member team:

18 team agents

1 transaction coordinator

1 listing manager

1 marketing manager

1 runner

1 COO

1 CEO

Niche:

repeat & referrals

past clients

sphere of influence

(originally published on 05/21/18)

Anne Daily — SC177: Anne Daily. Listing 3 expireds per month by position herself as a “turn around” agent. Dec 01, 2018
Show notes

Anne Daily 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: 55 minutes

Website:

AnneDaily.com

Background:

Anne Daily is with Re/Max in Fair Oaks, California. Last year, she and her husband Joe Herbert closed 61 transactions with a total sales volume of 18 million and 525 thousand in GCI. Her average sales price was 298 thousand of which 10% were buyers and 90% were sellers. In her best year, she sold 123 homes worth 20 million.

Anne has a 5 member team: 2 sales agents/team leaders, 1 office manager, 1 receptionist, and 1 runner.

Anne is the co-leader of The Anne Daily & Joe Herbert Team. She has been an agent for 29 years and works the metro Sacramento market.

In this call, Anne talks about:

Starting as an organizer and property manager for her family real estate investment business

Working with her spouse and adult children

Why both she and her husband are in production, how to make it work, and why both need their own independent coach

How the loss of family member affects a family team

How she generated 30% of her business from expired listings last year including her approach of being the “turn around” agent, how she contacts the seller, and the service she uses to research the owners name, address, and phone number

Even in a fast market, 10% of her business is from foreclosures and NODs (notices of default) and she describes a quick easy way to find contact info

How she gets 50% of her business from repeat and referrals from past clients and sphere of influence from a small database of 800 people including her simple annual marketing plan

The psychology of prospecting and how to embrace the opportunity

How she splits her time between sale production 3 days per week and being a coach for the Mike Ferry Organization 2 days per week

Team dynamics, profit margins, and more

2017 Stats:

61 closings

18 million sales volume

5 member team:

2 sales agents/team leaders

1 office manager

1 receptionist

1 runner

Niche:

expired listings

notice of default

repeat & referrals

past clients

sphere of influence

(originally published on 05/07/18)

Jeff Sibbach — SC176: Jeff Sibbach. Why dropping the price may be the wrong way to sell a stagnant home. Nov 29, 2018
Show notes

Jeff Sibbach 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: 48 minutes

Website:

Sibbach.com

Background:

Jeff Sibbach is with Realty One Group in Scottsdale, Arizona. Last year his team closed 387 transactions with a total sales volume of 175 million while Jeff was personally involved in 176 sales worth 106 million. His average sales price was 452 thousand of which 50% were buyers and 50% were sellers.

Jeff has a 68 member team: 25 admin staff, 43 agents, and 1 team leader.

Jeff is team leader of The Sibbach Team. He has been an agent for 16 years and works the Metro Phoenix market.

In this call, Jeff talks about:

How he niched into the “mid luxury” market where homes are twice the average price

Why he takes days, weeks, even months to properly prepare a home for sale

The biggest problems he encounters with bringing older homes into today’s style (you might be surprised)

His 57 item checklist for identifying functional obsolescence

Why dropping the price might be the wrong way to sell a home

How fix-up, repair, and updating the home are now marketing cost

Why he will invest his own money to fix up his client’s property

Selling the buyer on the home before the first showing

How he gets home photos to jump off the screen and get buyers lining up for his new listings

Why he hires a professional photographer

Hiring a professional stagger that he calls the “seller’s helper”

Taking before and after staging photos to promote on his website to get future clients

Get SEO leads by promoting neighborhoods over houses

Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers

Team dynamics, compensation, profit margins, and more

2017 Stats:

387 closings

175 million sales volume

68 member team:

25 admin staff

listing manager

listing assistant

2 transaction coordinators

listing and transaction coordinator

front desk/transaction coordinator

sales manager

marketing manager

administrative/marketing support

web design

2 home staging/designer

vacant home manager

accounting

operations manager/marketing

executive assistant for Jeff

human resources

non-team member/rental leads

runner/client concierge

4 client concierge

43 agents

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 04/21/18)

Chris Higgins — SC175: Chris Higgins. Taking 43 listings in his first 60 days by focusing on FSBOs and expireds. Nov 27, 2018
Show notes

Chris Higgins 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:

TheDream-Team.com

Background:

Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers.

Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife).

Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market.

In this call, Chris talks about:

Working as a branch manager for 10 years before going into sales

Joining his wife’s team with a single focus on getting listings

Taking 43 listings in his first 60 days by focusing on FSBOs and expireds

Why door knocking is the best way to list FSBOs and expireds

Selling 125 homes in his second year

The reason he never turns down a listing

Why he takes 12 month listings without easy exit options

How to get systematic price reductions including the language and approach

45% of his business was listing for sale by owners (86 listings last year)

FSBO scripts for initial contact, follow up, and setting appointments

What to say to FSBOs who tell you they are “listed” on Zillow

Why language and the words you use are the true tools of the master agent

The typical time FSBOs try on their own before they list (you’ll be surprised)

The commission option program you can use to get an appointment

How to hire an ISA or caller to set appointments for you

25% of his business was relisting expired homes (47 listings last year)

Script to use when agents are telling the seller to wait 45 days for MLS to reset

Team dynamics, compensation, profit margins, and more

2017 Stats:

191 closings

33 million sales volume

12 member team:

1 lead buyer agent

3 showing assistants

1 lead seller agent (Chris)

2 seller agents

1 transaction manager

1 director of media (sign runner / photography)

1 inside sales associate (unlicensed)

1 lead conversion manager

1 partner (wife)

Niche:

for sale by owners

expired listings

repeat & referrals

past clients

sphere of influence

(originally published on 04/07/18)

Todd Smith — SC174: Todd Smith. 12 closings per month by geographic farming. Nov 25, 2018
Show notes

Todd Smith 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: 1:01

Website:

AZPerformanceRealty.com

Background:

Todd Smith is with Keller Williams in Goodyear, Arizona. Last year he, his wife Shannon Cunningham, and team closed 216 transactions with a total sales volume of 50 million and earned 1.7 million in GCI. His average sales price was 235 thousand of which 48% were buyers and 52% were sellers. They also manage 160 rental units.

Todd has a 15 member team: 1 lead listing specialist, 1 listing partner, 4 buyer specialists, 2 showing assistants, 2 inside sales associates, 1 transaction manager, 1 marketing manager, 1 property manager, 1 field manager, and 1 team leader.

Todd is team leader of AZ Performance Realty. He has been an agent for 11 years and works the Metro Phoenix market.

In this call, Todd talks about:

Barely graduating from high school and working as a garbage man for 6 years

Joining a friend’s team and selling 5 homes his first week

How to leverage new construction when you are a resale agent

Why geographic farming accounts for 67% of his business … 144 closings

How they picked their first farm and what they did to expand it

Receiving a 22 to 1 ROI in the farm … for every 1 dollar invested 22 came back

Why they use an 8×8 program to start a new farm and get name recognition fast

What they mail into the farm and how often

How to enhance your farm results and reputation with open houses

Why the team was growing at 20% to 30% per year, then stalled, and how they are growing again

The maximum number of listings a single agent can list each month and service properly

Team dynamics, compensation, profit margins, and more

2016 Stats:

216 closings

50 million sales volume

15 member team:

1 lead listing specialist

1 listing partner

4 buyer specialists

2 showing assistants

2 inside sales associates

1 transaction manager

1 marketing manager

1 property manager

1 field manager

1 team leader

Niche:

geographic farming

repeat & referrals

past clients

sphere of influence

(originally published on 03/21/18)

Tim Houk — SC173: Tim Houk. A winning approach to listing FSBOs. Nov 23, 2018
Show notes

Tim Houk 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: 0:49

Website:

TimHouk.com

Background:

Tim Houk is with Keller Williams in Baton Rouge, Louisiana. Last year he closed 155 transactions with a total sales volume of 35 million and earned 875 thousand in GCI. His average sales price was 228 thousand of which 51% were buyers and 49% were sellers.

Tim has a 9 member team: 3 buyer agents, 2 listing agents, 1 transaction coordinator, 1 listing manager, 1 executive assistant, and 1 team leader.

Tim is team leader of The Houk Group. He has been an agent for 11 years.

In this call, Tim talks about:

Waiting tables at night so he could work real estate full time during the day for his first 6 months

Earning six figures his first full year in real estate

His rude awakening during the Great Recession and the realization that he needed better systems

Ramping up to 155 units last year, staying in production, and selling 60 homes personally

What to do when a natural disaster hits your community and destroys 100 thousand homes

How to list For Sale By Owners including approach, scripts, setting appointments, selective follow up, role play, time cycles, data resources, and success rates

How he gets 60% of his business by repeat & referrals from past clients and sphere of influence including his annual marketing plan

Why you should hold a Pie Day Giveaway event in March instead of November

His 50 Core Advocate Group and why you need one

Team dynamics, compensation, profit margins, and more

2016 Stats:

155 closings

35 million sales volume

9 member team:

3 buyer agents

2 listing agents

1 transaction coordinator

1 marketing manager

1 executive assistant

1 team leader

Niche:

for sale by owners

repeat & referrals

past clients

sphere of influence

(originally published on 03/07/18)

Anthony Graham — SC172: Anthony Graham. Why relevancy and call timing can triple your internet lead conversion. Nov 21, 2018
Show notes

Anthony Graham 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: 1:09

Website:

EliteHomeSellers.com

Background:

Anthony Graham is with Re/Max in Allen, Texas. Last year he closed 48 transactions with a total sales volume of 17 million. His average sales price was 367 thousand of which 64% were buyers and 36% were sellers.

Anthony has a 4 member team: 2 support agents, 1 transaction coordinator, and 1 team leader.

Anthony is the team leader of Elite Home Sellers. He has been an agent for 10 years and works the Metro Dallas market.

In this call, Anthony talks about:

His slow start in real estate earning $19,252 in GCI his first year

Jumping up to 36 closings his second year when he discovered internet leads

Why internet leads require both a lead source and a platform to cultivate the leads

The most consistent high quality lead source for agents and the average cost

The best lead platform that tracks prospects activity in online home searches

Why lead quality is more important than quantity

The difference between nurture leads and inquiry leads and which one you want

Why relevancy and call timing can triple your internet lead conversion

The power of the text message follow up

Scripts for calling your internet leads and the best reason to call

The true ROI for internet leads that might shock you

How he is getting 53% of his business by repeat and referrals from his past clients and sphere of influence including his annual marketing plan

His unique custom personalized CMA postcard and follow up script

Team dynamics, compensation, profit margins, and more

2017 Stats:

48 closings

17 million sales volume

4 member team:

2 supporting agents

1 transaction coordinator

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 02/21/18)

Sarah Layson — SC171: Sarah Layson. Managing a team remotely from 200 miles away. Nov 19, 2018
Show notes

Sarah Layson 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: 0:52

Website:

NashvilleHomeViewer.com

Background:

Sarah Layson is with Keller Williams in Memphis, Tennessee. Last year she closed 86 transactions with a total sales volume of 32 million and a GCI of 916 thousand. Her average sales price was 379 thousand of which 74% were buyers and 26% were sellers.

Sarah has a 7 member team: 4 buyer agents, 1 transaction coordinator, 1 marketing manager, and 1 team leader.

Sarah is the team leader of the Layson Group. She has been an agent for 4 years and works the Memphis and Nashville markets.

In this call, Sarah talks about:

Building sales skills and systems for the first 4 months … then selling 25 homes her first year by networking and working homegrown internet leads generated by her husband Scott the marketing manager

Expanding into a second market due to a family illness

Managing a team remotely from 200 miles away … the schedule and technology used to keep her team members accountable and on goal

How she is generated 38% of her business from homegrown internet leads with both free search engine optimization (SEO) and pay per click (PPC) ads

The relocation package offer that accounts for 50% of her internet leads

Which internet ads are providing the highest return and the average cost

How to get a prospect’s email address when you only have a cell number

What she is doing to generate 62% of her business by repeat and referrals from past clients and sphere of influence including her annual marketing plan

2 referral scripts you can use with your sphere of influence

Team dynamics, compensation, profit margins, and more

2017 Stats:

86 closings

32 million sales volume

7 member team:

4 buyer agents

1 transaction coordinator

1 marketing manager

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 02/07/18)

Nate Brill — SC170: Nate Brill. How to sell 2 homes per month hosting open houses. Nov 17, 2018
Show notes

Nate Brill 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: 2:17

Website:

BrillTeam.com

Background:

Nate Brill is with Realty One Group in Surprise, Arizona. Last year he closed 80 transactions with a total sales volume of 22 million. His average sales price was 272 thousand of which 50% were buyers and 50% were sellers.

Nate has a 6 member team: 1 buyer specialist, 1 team agent, 1 listing coordinator, 1 transaction manager, 1 marketing manager, and 1 team leader.

Nate is the team leader of the Brill Team. He has been an agent for 4 years. He works the Metro Phoenix market.

In this call, Nate talks about:

Having a fast start and selling 27 homes his first year

Ramping up to 73 homes his second year … and 80 homes his 3rd year when he closed 66 transaction personally

Why his production fell in half to 39 homes his 4th year

Why we learn more from our failures than our successes

Lessons learned in the down year … and how you can avoid it

The benefits of a lead generation schedule

How he sold 2 homes per month (24 per year) hosting open houses

Detailed open house statistics such as: best day to hold an open, average leads per open on different days of the week, number of leads needed to get to a closing, and days in market from first introduction to close

Description of his open house system

Why he does not add every visitor to his registration book and why relationship building it the key to open houses success

How 35% of his business is from repeat and referrals from past clients and sphere of influence … and why he never asks for referrals

Team dynamics, compensation, profit margins, and more

2016 Stats:

80 closings

22 million sales volume

6 member team:

1 buyer specialist

1 team agent

1 listing coordinator

1 transaction manager

1 marketing manager

1 team leader

Niche:

open houses

repeat & referrals

past clients

sphere of influence

(originally published on 01/21/18)

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