Real Estate Agent Success Calls

Hosted by Mike Cerrone - Real Estate Broker, Salesperson, Realtor, Coaching and Training Selling Skills

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Episodes

238

Latest episode

Feb 2024

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EN-US

About the show

Talk show with top real estate agents, brokers, and Realtors sharing success tips, ideas, and advice

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60 recent

February 16, 20221 hr 13 min

SC226: Jen Burns 2. Hire A System Before You Hire A Person Says Solo Agent Who Sold 106 Homes Last Year.

In this special “where are they now” call, Jen talks about: Selling 106 homes last year as a solo agent. Part 1: How she received one referral closing for every five people in her database. How to start a private Facebook group for your friends, family, and past clients. Script to invite your people and get them to join right now. Staying in front of your people with fun contests and giveaways. Low cost gift ideas that make a big impression. Part 2: How she systematized her business to handle up to 20 pending sales per month. Why you should hire a system before a person. The quick and easy way to set up systems for your practice. Why she never receives calls from her clients during a closing (hint: the system already proactively educated them about the next step). See inside her actual system and pending checklist. Sneak a peek inside MyWorkAlley.com. How her marketing strategy and system approach allowed her to close 106 homes as a solo agent … while still being able to attend her kids functions and take 4 week long vacations last year. Her advise to other aspiring solo agents and more. Jen Burns SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 73 minutes Background: Jen Burns is with Craft Realty in Baton Rouge, Louisiana. Last year, she closed 106 transactions with a total sales volume of 31 million and earned 765 thousand in GCI. Her average sales price was 292 thousand. Jen is a solo agent with 2 part time assistants: 1 administrative and 1 marketing. She has been an agent for 14 years. Website: JenBurns.Craft.Realty 2021 Stats: 106 closings 31 million sales volume solo agent with two part time assistants (Transaction Coordinator and Marketing Coordinator) Niche: systems repeat & referrals past clients sphere of influence

January 24, 20221 hr 4 min

SC225: Monica Angeles. Solo Agent Sold 162 Homes In One Year In A Small Rural Market. She Doubled Ended Half Her Transactions. 1 in 4.3 Past Clients Sent Her A Closed Referral.

In this call, Monica talks about: Life before real estate as a stay-at-home mom. Early years and her slow start. Why she almost quit and the decision she made that changed everything. How she sold 162 homes in one year as a solo agent with one part time assistant. The month that she had 38 pending closings. Definition of a system and why she believes you should “only have a problem once”. Structuring her calendar with single purpose tasks for each day of the week. Her 3 majors for each day. Why small community agents can post big numbers just like the big city agents. How she received 1 closing from every 4.3 people in her PCSOI database … a 23% Referral Productivity Percentage. Her Annual Marketing Plan to her past clients that resulted in 81 closings last year. Her easy going Tag On Referral Script you can add to the end of any conversation. Community Networking Referrals. Internet Leads and the two questions you want to ask when you first talk. Hot Buyer List Strategy and her follow up system that results in 25% of her qualified internet leads closing. How she Double Ended (worked with both buyer and seller on same closing) half of her transactions last year. Taking 4 vacations per year for 7 to 10 days each. Profit margins, advice, and more. Monica Angeles SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 65 minutes Background: Monica Angeles is with Jones Heritage Realtors in Pittsburg, Kansas. Last year, she closed 162 transactions with a total sales volume of 20 million and earned 614 thousand in GCI. Her average sales price was 126 thousand of which 42% were buyers and 58% were sellers. Monica is a solo agent with One part time assistant. She has been an agent for 14 years. Website: MonicAangeles.com 2021 Stats: 162 closings 20 million sales volume solo agent with one part time assistant (solo with a sidekick) Niche: internet leads community networking repeat & referrals past clients sphere of influence

November 6, 202159 min

SC224: Tim Reeder 2. How He Transitioning From Team Leader (18 Person) To A Brokerage Leader (280 Agents).

In this special “where are they now” call, Tim Reeder talks about: Transitioning from team leader (with 18 people) to brokerage leader (with 280 agents). Why he made the change … and how it happened. The personal growth and skill development necessary to switch from running a team to running a brokerage. Partnering to complement your strengths and weaknesses. Recruiting by invitation only. “If you focus on retention, the recruiting will take care of itself.” Training and mentoring agent career development. Advice to other team leaders thinking about starting a brokerage. Also, runs a team dedicated to selling old classic vintage homes … and Tim still sells 60 homes per year personally. Tim Reeder SUCCESS CALL (where are they now) … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: Tim Reeder is a brokerage leader with Better Homes and Gardens Real Estate – The Good Life Group in Omaha, Nebraska. His brokerage closed 3450 transactions with a total sales volume of 892 million and generated 24 million in GCI. Time has been and agent for 23 years. Website: OldOmaha.com 2020 Stats: 3450 closings (brokerage) 892 million sales volume 280 agents in 6 offices Niche: vintage homes repeat & referrals past clients sphere of influence

August 21, 20211 hr 3 min

SC223: Judy and Dave Smith. Agent Couple Sold 33 Properties In 6 Months In A Brand New Market Where They Did Not Know Anyone While Maintaining Old Practice 670 Miles Away.

In this call, Judy and Dave talk about: Dual Markets: running TWO practices in TWO different markets 670 miles apart as couple agents (with no assistants). How to run the OLD market practice remotely with no team or assistants. Starting in a brand NEW market where they did not know anyone and selling 33 properties in the first 6 months. Their blueprint for becoming the neighborhood expert and taking the dominant position fast. The launch plan they use to start a geographic farm. Strategies for learning the area fast and networking with the neighbors. How to list non-owner occupied properties. Why they prefer to work the luxury market. Their monthly market report that brings in 12 or more calls per mailing. Why the domain name of your website is so important. Profit margins, advice, and more. Judy and Dave Smith SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 63 minutes Background: Judy and Dave Smith are with Possum Kingdom Real Estate in Graford, Texas. In the last 12 months they closed 55 transactions with a total sales volume of 22 million. Their average sales price was 401 thousand of which 30% were buyers and 70% were sellers. Judy and Dave are a couple with no assistants and have been agents for 34 and 20 years respectively. Website: PossumKingdomTeam.com 2020 Stats: 55 closings 22 million sales volume agent couple without an assistant Niche: geographic farming repeat & referrals past clients sphere of influence

June 19, 202152 min

SC222: Phil Rotondo. How A Solo Agent Sold 409 Vacant Lots Last Year And The One Thing He Did To Bring In 85% Of His Clients

In this call, Phil talks about: His unique niche of selling only vacant lots. How he fell into this niche after failing miserably his first six months. Small commission and small time requirement per transaction. Armchair practice. He never has to leave his office for listing appointments, showings, negotiations, contracts, inspections, appraisals, or closings. How he gets 85% of his clients from a simple black and white postcard. Consistently generating 1.5 to 2 leads per 100 postcards mailed. The secret “trick” for getting 2 more calls per mailing. Why 70% of his leads list their property with him. How he can sell 34 homes per month by himself. Ranking #9 Individual Agent in the United States last year by Real Trends. The biggest mistake agents make when they list vacant lots. Profit margins, advice, and more. Phil Rotondo SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 53 minutes Background: Phil Rotondo is with Coldwell Banker in Melbourne, Florida. Last year, he closed 409 transactions with a total sales volume of 9 million. His average sales price was 22 thousand of which 30% were buyers and 70% were sellers. Phil is a solo agent with ZERO assistants. He has been an agent for 18 years. Website: NO WEBSITE 2020 Stats: 409 closings 9 million sales volume solo agent without an assistant (lone wolf) Niche: vacant lots repeat & referrals past clients sphere of influence

May 7, 202159 min

SC221: Al Abdallah. How A Solo Agent Sold 130 Homes In One Year Including How He Found And Listed 46 Expired Listings In A Super Hot Seller’s Market.

In this call, Al talks about: Working in a restaurant and being a professional drummer before entering real estate. Joining a team, becoming a buyer agent, and selling 50 homes his first year. The difficulty and challenge of leaving a successful team and venturing out on his own. The things he did to sell 65 home his first year as a solo agent. How he doubled his production and sold 130 homes his second year as a solo agent. His daily schedule and time blocking that leads to clients and closings. How he relisted 46 expired listings in a super hot seller’s market when expired listings are rare and competition is fierce. Expired listing role play of his initial call and appointment setting script. Two most common expired listings objections and how to handle each. How listing one difficult expired listing resulted in 21 referral closings. The 3 Option Close. FSBO role play of his initial conversation and appointment setting script. Why you always answer with a question. Al Abdallah SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 60 minutes Background: Al Abdallah is with eXp Realty in Dearborn, Michigan. Last year, he closed 130 transactions with a total sales volume of 25 million. His average sales price was 192 thousand of which 23% were buyers and 77% were sellers. Al is a solo agent with one part time assistant. He has been an agent for 25 years. Website: AlSellsIt.com 2020 Stats: 130 closings 25 million sales volume solo agent with one part time assistant Niche: expired listings for sale by owners repeat & referrals past clients sphere of influence

April 6, 20211 hr 12 min

SC220: Caleb Spears. How A 23 Year Old Agent TRIPLED His Production In 12 Months By Focusing On 1 Number.

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 … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 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

April 2, 202122 min

2021 Agent Success Summit Announcement – Free Ticket

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.

March 6, 20211 hr 1 min

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.

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 … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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: 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

February 7, 20212 hr 5 min

SC218: Vicki Westapher. Showing Agent Model of a Highly Leveraged Solo Agent. Proprietary Buyer Showing Strategy. Virtual Office Tools and Client Presentations.

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 … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . 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