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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 Lucido — SC159: Bob Lucido. Representing Home Builders At Scale. Plus Creating A Resale Expansion Team That Sold 1,533 Homes. Oct 26, 2018
Show notes

Bob Lucido 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: 0:56

Website:

BobLucidoTeam.com/

Background:

Bob Lucido is with Keller Williams in Elliot City, Maryland. Last year he and his team closed 1,533 homes worth 619 million with a GCI of 14 million. His average sales price was 403 thousand of which 39% were buyers and 61% were sellers. He has a 186 member team: 100 core agents, 30 support staff, 50 expansion agents, and 6 expansion support staff.

Bob Lucido is the team leader of The Bob Lucido Team which was ranked the #1 team in the world for Keller Williams Realty in 2016. Bob has been an agent for 40 years. In his career he has sold over 31,000 homes.

In this call, Bob talks about:

Starting his career as a new homes sale representation

Selling his first home for $1 dollar down and earning a $100 commission

Spending most of his career working with small and mid-sized new home construction builders handling their inside sales and building a company that employed 300 people in 5 states and had $1 billion in annual revenue

Closing the doors to his business during the Great Recession

In 2008, he transitioned into selling resale homes

Bob is still in production listing and selling homes … he even does open houses

Last year, his “personal” team of Bob, his wife, and 3 assistants sold 265 homes work 135 million … while his full team sold 1,533 homes worth 619 million

Developing business in two locations: core and expansion

His core business is in Maryland with 100 agents and 30 support staff

Last year he started expansion offices and already has 50 expansion partners in 19 cities across the nation

Bob plans to expand into every state in the nation and multiple international cities

He thinks there will only be 5 “mega” expansion teams after the shake out

Bob believes that success comes from: thinking big, surrounding yourself with winners, and living a life of integrity and honesty

2016 Stats:

1533 closings

619 million sales volume

186 member team:

100 core agents

30 support staff

50 expansion agents

6 expansion support staff

Niche:

new construction home builders

repeat & referrals

past clients

sphere of influence

(originally published on 08/07/17)

Nina Lampley — SC158: Nina Lampley. Buyer Agent On Team Sells 102 Homes In One Year. Oct 24, 2018
Show notes

Nina Lampley 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: 1:10

Website:

NashvilleRoots.com

Background:

Nina Lampley is with Keller Williams in Nashville, Tennessee. Last year she closed 111 transactions with a total sales volume of 28 million. Her average sales price was 238 thousand of which 90% were buyers and 10% were sellers. She has a 3 member team: 1 buyer agent, 1 executive assistant, and 1 team leader.

Nina Lampley is the team leader of the Nashville Roots team. She has been an agent for 10 years. In her career she has sold 581 homes worth 91 million.

In this call, Nina talks about:

Starting as a new home construction representative in the middle of a recession

After 3 years, she joined a team as a buyer agent and sold 64 homes in 10 months

During her second year on the team she sold 98 homes as a buyer agent and sold 102 homes in her 3rd year

After working 70-80 hours per week, she left the team and started her own

Last year she sold 111 homes with a buyer agent and an executive assistant

90% of her business is buyer transactions

78% of her closings are coming from her past clients and sphere of influence

Nina describes her 33 Touch marketing program

One of her best referral sources is throwing her clients a House Warming Party and Nina will describe in detail how to do it

She also hosts quarterly client appreciation parties, semi-annual referral parties, and frequent happy hours

Find out why her clients love her closing gifts

Team dynamics, compensation, profit margins, and more

2016 Stats:

111 closings

28 million sales volume

3 member team:

1 buyer agent

1 executive assistant

1 team leader

Niche:

buyers

repeat & referrals

past clients

sphere of influence

(originally published on 07/21/17)

Alexander Chandler — SC157: Alexander Chandler. Representing New Construction Home Builders. Oct 22, 2018
Show notes

Alexander Chandler 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: 1:13

Website:

AlexanderChandler.com/

Background:

Alexander Chandler is with Alexander Chandler Realty in Fort Worth, Texas. Last year he closed 271 transactions with a total sales volume of 68 million. His average sales price was 253 thousand of which 10% were buyers and 90% were sellers. He has a 4 member team: 2 sales agents, 1 listing coordinator, and 1 listing agent / team leader.

Alexander is the team leader of Alexander Chandler Realty. He has been an agent for 20 years. In his best year (2015), he sold 511 homes worth 123 million and was ranked the #3 agent in America by the Wall Street Journal and Real Trends.

In this call, Alexander talks about:

Avoiding real estate sales when he started earning a living

What pulled him into real estate

Starting from zero in 3 different markets in 3 different cities

Lead generation he used to get a fast start in each new market

Developing a niche representing new home builders … listing and selling new construction homes has been 90% of his practice

Multiple ways agents can start a relationship with a new home builder

Using creative marketing to sell new construction homes

Basic concepts for setting your commission rate and fee structure when representing builders … and the difference between percentage and flat rate

New home builders know that 48% of all new homes are sold to buyers who are represented by an agent … so most plan to pay agents a co-op commission

5 common reasons new home developments fail … and simple solutions that you can use to become a hero to the builder

Why branding and perception are important to both builders and agents

Team dynamics, creative marketing, and more

2015 Stats:

511 closings

123 million sales volume

4 member team:

2 sales agents

1 listing coordinator

1 listing agent / team leader

Niche:

new construction home builders

repeat & referrals

past clients

sphere of influence

(originally published on 07/07/17)

Josh Barker — SC156: Josh Barker. Highly Leveraged Producer Team Model. Personally Listing And Selling 220 Homes In One Year. Oct 20, 2018
Show notes

Josh Barker 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: 1:10

Website:

ReddingHomes.com

Bonus:

To see an issue of Josh’s Monthly Market Report, click the link below:

Sample – Monthly Market Report

Background:

Josh Barker is with Re/Max in Redding, California. Last year he closed 453 transactions with a total sales volume of 132 million. His average sales price was 291 thousand of which 50% were buyers and 50% were sellers. He has a 15 member team: 7 buyer specialists, 1 assistant listing agent, 2 escrow coordinators, 2 listing coordinators, 1 personal assistant / inside sales agent, 1 marketing director, 1 director of operations, and 1 listing agent / team leader.

Josh Barker is the team leader of Josh Barker Real Estate Advisors. He has been an agent for 18 years. He sold over 2,500 homes in his career.

In this call, Josh talks about:

Selling 25 home his first year in real estate … and how he got a quick start

50% of his business is by repeat and referral from past clients and sphere of influence … and why it gets better every year

20% of his business is from Zillow … and what he is doing to make that happen

20% of his business is from sign calls … and script he uses during the call

How Josh personally listed and sold 220 homes last year … and why he stays in production and signs 80% of his listing appointments

Why excellent customer service leads to more referrals

His simple annual marketing plan for past clients and sphere of influence that results in 10% of his database buying or selling with him each year

Why he created a top 100 “Inner Circle” referral group, how he stays in front of them, and his script and approach to referrals

How he developed his “highly leveraged producers model” team concept that is a hybrid between team leader as the sole producer and team leader as the pure manager

Why prospecting is the major driver of his very profitable business

Team dynamics, compensation, profit margins, and more

2016 Stats:

453 closings

132 million sales volume

15 member team:

7 buyer specialists

1 assistant listing agent

2 escrow coordinators

2 listing coordinators

1 personal assistant / inside sales agent

1 marketing director

1 director of operations

1 listing agent / team leader

Niche:

sign calls

Zillow

repeat & referrals

past clients

sphere of influence

(originally published on 06/21/17)

Noah Ostroff — SC155: Noah Ostroff. Sold 50 Homes His 1st Year. Closed 586 Homes Last Year With An Expansion Team. Oct 18, 2018
Show notes

Noah Ostroff 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: 1:10

Website:

PhillyLiving.com/

Background:

Noah Ostroff is with Keller Williams in Philadelphia, Pennsylvania. Last year he closed 586 transactions with a total sales volume of 200 million. His average sales price was 341 thousand of which 53% were buyers and 47% were sellers. He has a 50 member team: 35 agents, 1 ISA, 1 director of sales, 2 listing coordinators, 1 marketing coordinator, 1 marketing manager, 4 transaction managers, 1 operations manager, 1 compliance manager, 1 controller, 1 CEO, and 1 founder.

Noah is the founder of the Global Living team including the Philly Living brand. He has been an agent for 9 years. He is headquartered in Philadelphia and has expansion offices in 5 locations.

In this call, Noah talks about:

Selling 50 homes his first year in the business … and how he did it

Why everyone you meet needs housing and is a potential client

Lessons he learned from rapid growth

Answering the age old question: should team leaders give leads to agents … or teach agents to lead generate?

How to change the culture of a team

Why he turned weekly sales meetings into weekly Massive Action Events

What happens during the events … and the early results

Why focusing on your past clients and sphere of influence is more valuable than chasing people you don’t know

Rapid growth through expansion offices … mistakes made and lessons learned

What to do if a new office is not working out

Why it’s better to go narrow-and-deep instead of broad-and-shallow

Team dynamics, compensation, and more

2016 Stats:

586 closings

200 million sales volume

50 member team:

35 agents

1 ISA (inside sales agent)

1 director of sales

2 listing coordinators

1 marketing coordinator

1 marketing manager

4 transaction managers

1 operations manager

1 compliance manager

1 controller

1 CEO

1 founder

Niche:

repeat & referrals

past clients

sphere of influence

(originally published on 06/07/17)

Nick Waldner — SC154: Nick Waldner. Building A Prospecting Based Marketing Enhanced Team Model. Creating A Career Path For Team Agents. Oct 16, 2018
Show notes

Nick Waldner 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: 1:15

Website:

WaldnerWintersTeam.com

Background:

Nick Waldner is with Keller Williams in Columbia, Maryland. Last year he closed 244 transactions with a total sales volume of 80 million. His average sales price was 329 thousand of which 64% were buyers and 36% were sellers. He has a 22 member team:
1 chief growth officer, 1 lead listing agent, 1 lead sales agent, 6 team sales agents, 4 inside sales agents, 1 listing manager, 1 listing assistant, 3 transaction coordinators, 1 operations manager, 1 runner, 1 virtual assistant, and 1 team leader.

Nick Waldner is the team leader of the Waldner Winters Team. He has been an agent for 15 years. He works the central Maryland market.

In this call, Nick talks about:

His entrepreneurial spirit shining through at age 7

Getting into real estate as an investor

Making 50% off lowball offers … and the results

How he built up to selling 65 homes per year as a solo agent

Plateauing at 15 million in sales volume for several years

Searching and finding better success systems and models

Doubling his annual production four years in a row and going from 16 million to an estimated 130 million this year

Earning 2.25 million in GCI last year

Describing the Agent Achievement Triangle and creating a career path for his team agents including: ISA, Showing Agent, Sales Agent, Lead Agent, and Expansion Partner

Why his team is prospecting based and marketing enhanced

Handing team agents a “company generated” client every time they close an “agent generated” client

His simple yet effective repeat and referral program that accounts for 2/3rds of his business

How his internet lead program achieved an 8-to-1 ROI

His team’s “Road To A Billion” plan

Team dynamics, compensation, profit margins and more

2016 Stats:

244 closings

80 million sales volume

22 member team:

6 buyer specialists

1 closing coordinator

1 listing manager

1 marketing/runner

1 operations manager

1 broker

1 listing agent/team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 05/21/17)

Bernie Gallerani — SC153: Bernie Gallerani. Personally listing and closing 101 sellers in one year. Listing Expireds. Plus Zillow vs AdWord leads. Oct 14, 2018
Show notes

Bernie Gallerani 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:

BernieGallerani.com

Background:

Bernie Gallerani is with Re/Max in Hendersonville, Tennessee. Last year he closed 297 transactions with a total sales volume of 73 million. His average sales price was 248 thousand of which 66% were buyers and 34% were sellers. He has a 12 member team: 6 buyer specialists, 1 closing coordinator, 1 listing manager, 1 marketing/runner, 1 operations manager, 1 broker, and 1 listing agent/team leader.

Bernie Gallerani is the team leader of the Bernie Gallerani Team. He has been an agent for 12 years. He works the metro Nashville market.

In this call, Bernie talks about:

Growing up with humble beginnings while living in assisted HUD housing yet always believing he was destined for a better life

Getting a quick start in real estate and selling 34 homes his first year by focusing on prospecting and lead generation

Building a team that sold 297 homes last year

Personal listing and closing 101 sellers while the team helped 196 buyers

Staying in personal production to maximize net profits

Finding out if his team is truly profitable by splitting all revenues and expenses between his personal production and his team’s production using the concept of strategic business units

Why he invested big in Zillow advertising after testing and tracking

Discussing Zillow reviews, promotions, conversion rates, and ROI

Discovering that Google Adwords leads are cheap, but harder to convert

What he does to list expireds and how he adapted his approach in a super strong seller’s market, including his script

How to rekindle past clients after years of ignoring them

What he did to received 1 closing per 16 people in his past client and sphere of influence database within the first year of contacting them including his annual marketing plan

Team dynamics, compensation, profit margins and more

2016 Stats:

297 closings

73 million sales volume

12 member team:

6 buyer specialists

1 closing coordinator

1 listing manager

1 marketing/runner

1 operations manager

1 broker

1 listing agent/team leader

Niche:

internet leads

expired listings

repeat & referrals

past clients

sphere of influence

(originally published on 05/07/17)

Brendon Payne — SC152: Brendon Payne. Listing 30 Homes In The First 5 Months Of His Career. Expired Listing Approach, Script, Roleplay, and Marketing. Oct 12, 2018
Show notes

Brendon Payne 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: 1:15

Website:

BrendonPayne.com

Background:

Brendon Payne is with Century 21 in Myrtle Beach, South Carolina. Last year he closed 163 transactions with a total sales volume of 24 million. His average sales price was 147 thousand of which 15% were buyers and 85% were sellers. He has a 6 member team: 1 buyer specialist, 2 listing specialists, 1 client care coordinator, 1 executive assistant, and 1 team leader.

Brendon Payne is the team leader of the Brendon Payne Team. He has been an agent for 10 years. He’s sold 1,029 homes in his career.

In this call, Brendon talks about:

Listing 30 homes his first 150 days in the business by implementing a proven system and describing his daily schedule during that time

How he got up to 100 closings in his 3rd year by focusing on listing sellers and referring out all buyers

Why seller still made up 85% of his business last year

Working a resort market and why he works with both full time residence and 2nd home clients

Why it’s important to learn the language of your market and master your scripts

Database marketing and residual revenue

Why he changed from Top Producer to InfusionSoft for his CRM

Making 50 contacts per day

Why expired listing account for 26% of his business

Describing his expired marketing method

Role playing his script for calling and setting an appointment with an expired listings

How he tracks down expired listing phone numbers

Team dynamics, compensation, profit margins and more

2016 Stats:

163 closings

24 million sales volume

6 member team:

1 buyer specialist

2 listing specialists

1 client care coordinator

1 executive assistant

1 team leader

Niche:

expired listings

database marketing

phone prospecting

repeat & referrals

past clients

sphere of influence

(originally published on 04/21/17)

Erin Krueger — SC151: Erin Krueger. How To Handle A Low Appraisal. Selling 70 Homes As A Solo Agent. Quadrupling Business In One Year. Oct 10, 2018
Show notes

Erin Krueger 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: 1:35

Website:

ErinKrueger.com

Background:

Erin Krueger is with Synergy Realty Network in Brentwood, Tennessee. Last year she closed 352 transactions with a total sales volume of 80 million. Her average sales price was 227 thousand of which 80% were buyers and 20% were sellers. She has a 7 member team: 2 buyer agents, 1 listing manager / buyer agent, 1 transaction manager, 1 operation & marketing manager, 1 closing coordinator, and 1 team leader.

Erin Krueger is the team leader of The Erin Krueger Team. She has been an agent for 10 years. She works the Nashville and Middle Tennessee market.

In this call, Erin talks about:

Moving to a new town where she did not know anyone and starting from scratch

Spending the first 7 years building up her solo agent practice to selling 70 homes in 1 year by herself

Quadrupling her production in one year from 70 closing to 298 closing by building a team

Focusing on high quality customer service to make raving fans

Creating an environment of open communication with clients that develops a deep level of trust and results in massive referrals

Making herself and her team available to answer any or all client questions

Putting your client in the driver’s seat and telling them “you can go as fast or as slow as you want”

Combining a systems & processes approach with a human hand-holding approach

Finding “off market” homes for your buyer clients before everyone else in a fast moving market using ninja tactics

Launching a listing into the market over the weekend and generate multiple offers

Handling low appraisals working with a buyer … or working with a seller

Structuring a vendor contract with a trial period for an easy exit

Team dynamics and more

2016 Stats:

352 closings

80 million sales volume

7 member team:

2 buyer agents

1 listing manager / buyer agent

1 transaction manager

1 operation & marketing manager

1 closing coordinator

1 team leader

Niche:

internet leads

repeat & referrals

past clients

sphere of influence

(originally published on 04/07/17)

Vicky Blair-Martin — SC150: Vicky Blair-Martin. Personally Listing 102 Homes In One Year In A Rural Market. Contents Of A Pre-Listing Package. Oct 08, 2018
Show notes

Vicky Blair-Martin 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: 1:29

Website:

cbELKO.com

Background:

Vicky Blair-Martin is with Coldwell Banker in Elko, Nevada. Last year she closed 140 transactions with a total sales volume of 33 million. Her average sales price was 241 thousand of which 30% were buyers and 70% were sellers. She has a 5 member team: 1 buyer agent, 1 transaction manager, 1 listing manager, 1 runner, and 1 team leader.

Vicky Blair-Martin is the team leader of the Blair-Martin Team. She has been an agent for 25 years. She works the Elko and Spring Creek markets.

In this call, Vicky talks about:

Starting part time in real estate and making more money than her prior full time job as a dental assistant

Working a small rural “gold mining” community that averages only 55 sales per month

How her production increased from 35 closing per year by herself to 140 closing with 1 buyer agent when she hired a coach at the Mike Ferry Organization

In her best year she personally closed 102 homes

Why she makes 40 calls per day for two and half hours each morning

Who she calls and what she says

How she gets 1 listing appointment from every 32 contacts

Role plays and scripts for: prospecting calls to your past clients and sphere of influence, voice mail messages, appointment setting, and seller qualification

The expectation that 10% of your past clients and sphere of influence will send you a transaction this year if you contact them by phone and mail 4 time per year

A description of the postcard she mails and why it works

Her huge 70% profit margin by running a prospecting based practice

What is in her pre-listing package

Role playing partners, mastermind calls, and the one minute listing presentation

Script for canceling a listing appointment for the seller with a competing agent

Where to hire people with the best work ethic for your team

How you can help home builders and end up listing their new construction projects

Team dynamics, profit margins and more

2016 Stats:

140 closings

33 million sales volume

5 member team:

1 buyer agent

1 transaction manager

1 listing manager

1 runner

1 team leader

Niche:

telephone prospecting

FSBO

builders

repeat & referrals

past clients

sphere of influence

(originally published on 03/21/17)

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