Club Wealth TV

The Return of Club Wealth TV! We are so happy to be back and to be talking with some of the most successful agents in the nation. In this episode, Michael Hellickson talks to Lee garland and Nicole Gaudet.    Lee Garland- As the CEO and Owner of the Garland Group in Jackson, Mississippi Lee oversees day-to-day operations and development. He keeps up with industry standards by serving on various boards and committees for the Jackson and Mississippi Association of Realtors and stays on the cutting edge by attending important events such as the Mid-Year Legislative Conference for the National Association of Realtors.   Nicole Gaudet-   Is the team leader of one of the fastest-growing teams that services both the Baton Rouge and New Orleans markets. Is also a proud veteran of the United States Army. She was originally licensed in Texas in 2003 and mostly did Multi-Family then moved to Louisiana in 2015 and obtained her license in August of 2017. In 2018, Nicole's first full year as a licensed agent she won rookie of the year and was in the top 5% of my market center. She joined Club Wealth in Feb of 2019 and began to grow my team. Within 6 months they grew to a team of 12 agents and closed over 80 units! They are projected to close over 250 by the end of the year.   

The concept of reaching out to people hasn't changed over the decades but the way that you do it might be a little bit different. We went from using directories to leveraging technologies in order to engage our communities. If you want to be successful right now and don't have a lot of money for marketing or resources, pick up the phone. It's the easiest and cheapest way to do so!! Engage with your communities and think long term! Support locally, this can help you solidify your place within your community plus you support a greater cause. Building that relationship and knowing your audience allows you to speak directly to them. When you send emails, texts, these communities will be more likely to engage because they know your name. Network with you niche!! Three of the Many Things You'll Learn In This Episode A step by Step Guide to Dominating Your Community/Farms through strategic Outreach Efforts Micro-Marketing Suggestions To Acquire Your Dream Client Leveraging Basic Technology to Maximize Response Rates   Get the download here: www.clubwealth.com/cole --> Step-by-step instructions to upload lists to Facebook to create a custom audience. Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/ Join Club Wealth University:https://clubwealthu.com/

When you're looking to recruit, newer agents DON'T KNOW WHAT THEY DON'T KNOW. They will need training and that's okay, anyone can be trained for a position. Most excel with just a little training. The fast track program begins with orientation and plugging them into your system. Then mindset training- SWOT analysis, affirmations, journal, etc.- how do they want their business to look and what goals do they want to achieve. Identify the 4-6 things you have to do where at the end of the day you feel like you WON the day. What do you have to do to have that feeling every night? And so much more.... Help build confidence within newer real estate agents, instead of a 4/5 month training, Brian wants to teach you how to accelerate that process. He can't recall where an agent on his team hasn't been paid within the first 90 days with this program!! In this episode, we talk with Coach Brian Beatty about a successful fast track program for every real estate agent! Three of the Many Things You'll Learn In This Episode How I train Agents before they’re licensed What they can do to start to generate income opportunities before they’re licensed  Creating loyalty among your agents   Guest Bio Brian Beatty, President and Lead Agent of the Brian Beatty Team, became licensed in 2006 and has been ranked in the Top 1% of all Realtors in Charleston, SC since 2009. In 2011, Brian was the #1 Agent in the Southeastern US for # of transactions and sales volume. Now, Brian owns and operates one of the most successful real estate Teams in the Carolinas, hosts the #1 real estate radio show in the Carolinas, invests regularly in real estate (flips, rentals, private money loans) and is a real estate coach for Club Wealth.   Get the download here: https://clubwealth.com/agentfasttrack/ Check out Coach Brian: https://clubwealth.com/club-wealth-coaches/brian-beatty/ Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/ Club Wealth University: https://clubwealthu.com/

We try to overthink this Real Estate game and it's really all about some simple facts and if we follow these rules, get clear on the rules and good really with them it can make things easier everyday. Surround yourself by the best and most experienced, learn from those that are the most successful and are producing the most. Embrace fear, Real Estate is jumping into a huge world of the unknown. Set the habit of financial responsibility and continue to learn for your success. In this episode, we talk with Coach Karlyn Ellis about her priorities and the tactics she used when starting her business! Three of the Many Things You'll Learn In This Episode Being Proactive with Your Use of Time Instead of Reactive:Be the BOSS of your time. Just like your finances, tell each one of your minutes where to go. Be proactive, try a calendar, perfect daily schedule, reminders to tell you what to do with your time. Build those habits.   Conversations, Conversations, Conversations:You have to talk to EVERYONE and ANYONE who is willing to listen. Start talking to people at grocery stores, social media, through text, etc. If you think "I don't have enough Real Estate" it's because you're not having enough conversations.   Skillset: Need to Work on the Sales Skills:Be a sales STAR, you have to learn the scripts and overcome objectives. Be an expert in the area you're selling, know the basic contracts and what a listings agreement says. There's a lot of education involved but remember it's a balancing act.   Guest Bio Karlyn Ellis got out of full-time production in 2018 as a $20 million a year producer to dedicate her time to her new baby, Realty ONE Group Prosper. She owned an independent brokerage for 9 years prior, but in 2018 it was time to build and conquer.  Today she sits on the BOD for ABOR (Austin Board of Realtors) and her company has two locations with over 130 agents located in Central Texas.   Get the download here: www.clubwealth.com/mustdos Check out Coach Karlyn: www.clubwealth.com/club-wealth-coaches/karlyn-ellis/ Join our Facebook Group: https://www.facebook.com/groups/ClubWealth/

Do you want to steadily increase your income year after year?   Don’t miss CWTV as Coach Kellie Revoir discusses how she grew her business to a skyrocketing level in 4 years!!   Learn some of the best strategies on how to grow, not only yourself, but your brand!   Get ready with your questions as we discuss:  Building A Team  Creating The Right Culture  Focusing On Helping Your Team Produce Join us LIVE on Facebook at 8am PST every Tuesday for Club Wealth TV.

By now, we all know how important video is in getting our databases to know, like, and trust us. However, many of us are held back from getting started because we just don’t know what to say.    Getting over the fear of being on camera is one thing, but figuring out what to speak about in our videos is a challenge all on its own. Where do we even begin to look for topics sure to excite our audiences?    With so much video content online already, we also have to think about what will be most relevant to our databases. How can we be sure we’re sharing the content people want?   In this episode, co-founder and CEO of Vyral Marketing, Frank Klesitz shares how to find topics that attract bigger audiences and retain the viewership we already have.    "When it comes to video topics, Q&A is the way to go. " -Frank Klesitz   Three Things You’ll Learn In This Episode    Why asking questions is crucial for effective marketing:To get the most out of our marketing, we have to go beyond sharing content with our audiences and truly engage with them. Stimulate meaningful conversations by creating Q&A videos and using social media to ask our databases their thoughts.  How to make sure we’re creating the content people want:Picking a topic for our videos can be a daunting task, but we have all the answers in our emails. Look for recent questions received and turn the response into a video- there are bound to be others in our database with similar concerns.  The content that will elevate us to experts in the eyes of our audience:Everyone is interested to know how national stories will impact them personally, so take a look through recent real estate-related stories on Google News and put a local spin on them. That being said, it’s always wise to stick to the story itself and avoid getting into the political side of it.    Guest Bio   Frank Klesitz is the CEO and co-founder of Vyral Marketing, a done-for-you video marketing firm geared towards helping entrepreneurial professionals across industries retain existing clients and increase new client generation. Passionate about helping his clients achieve their full potential, today Frank oversees Vyral Marketing’s mission, vision, culture, and values.   To find out more, go to: http://clubwealth.com/vyral/  https://www.getvyral.com/  https://www.linkedin.com/in/fklesitz Other links mentioned in this episode: https://www.facebook.com/groups/clubwealth  http://clubwealth.com/bsm/    Books mentioned in this episode: The Millionaire Real Estate Agent by Gary Keller https://www.amazon.com/Millionaire-Real-Estate-Agent-About/dp/0071444041 

Property marketing significantly impacts the outcome of our transactions, but it’s still one of the least prioritized and polished areas of real estate.    It’s not enough to just post photos of a property, there is a critical list of features our listings need to have in order to stand out in the MLS and position us as professionals.   In this pandemic era, putting more effort into how we market our property makes us more relevant to the consumer. It’s guaranteed to make a noticeable impact on how people respond to our listings.    Which areas do we need to up our game in order to have better listings? What is the biggest property photography mistake agents make?   In this episode, I’m joined by speaker, property marketing expert, and strategic relationship manager at BoxBrownie.com, Peter Schravemade. He shares how we can make our listings stand out by making a few changes.  Good property marketing sells homes faster and for more money. The agents who have done well during this pandemic period are making it a priority. -Peter Schravemade   Things You’ll Learn In This Episode    The 5 things consumers are looking for in our listings are good imagery, copy with all essential details, a floor plan, 360 virtual tour, and good video footage. All our listings need to be consistent at every price point. When seller prospects see that consistency in our brands, they know the quality of marketing their own home will get if they hire us.   Our property marketing has to be dialed in before we even start generating leads and prospecting. Everything we put out into the market is part of an all-encompassing machine.    It’s easy to tell if a photograph is professionally taken or edited. If photos of an interior room have hazy and bright windows, it makes our photos look unprofessional.    Guest Bio:   Peter Schravemade is a trainer, speaker, and photography and property marketing expert. He is the strategic relationship manager at BoxBrownie.com. BoxBrownie.com is revolutionizing the way Realtors/ Agents/ Brokers approach their marketing.    To get credit towards your first BoxBrownie purchase, visit http://clubwealth.com/boxbrownie/. 

So much has happened in our world over the past year, but 2020 doesn’t have to stop us from being massively successful. Even in a bad market, we can still choose to reach our goals.Our inner game is vital when planning to take our business to the next level, but it can only take us so far. To see real-world results, we have to take action. The question is, which actions should we be taking?How can we use social media to generate, follow up with, and convert leads? How can we use different communication tools to make sure we’re staying in touch with our databases wherever they are?In this episode, top producing agent, social media strategist, and host of The Glam Life of Real Estate Podcast, Stephanie Lindamood and I discuss how to stay ahead of the curve in any market. You’re not going to manipulate someone into buying a house they don’t want, but you certainly have an impact on whether or not they decide to buy from you. -Michael Hellickson   Three Things You’ll Learn In This Episode    Why we should stick to ONE Facebook page:Many agents keep their personal and business pages separate, but that’s a bad move. Our clients are interested in more than our accolades. They want to know who we are, so we should be welcoming them into our real lives.  What we should be sharing on our social media platforms:Stop worrying about coming off as ‘braggy’, and start sharing every time a deal closes! People want to work with great real estate professionals, and the only way they’ll know how good we are is by telling them. How to spark human interest in our services using social mediaSocial media is a great way to bring attention to our services, but for the best results, we should be using it to talk about our clients. Use social media to share what transactions have meant to them to let people know we’re in the business of making dreams come true.   Guest Bio   Stephanie Lindamood is a Realtor and New Home Builder Specialist at The Home Selling Pro Team. She has over a decade of experience in the housing industry and has worked with hundreds of families and home builders in the Dallas/Fort-Worth Area over the past 10 years. Stephanie is also the host of The Glam Life of Real Estate Podcast, dedicated to helping agents find balance in their lives, brand themselves on social media, and much more.    To find out more, head to: https://theglamgirlboss.com/podcast/  https://theglamgirlboss.com  https://www.linkedin.com/in/sflindam https://www.instagram.com/msstephanielindamood/ https://www.youtube.com/c/StephanieLindamood    Other links mentioned in this episode:   https://zapier.com/  clubwealth.com/pds    World Class Buyer Agent by Michael Hellickson, Ron Anderson, Cheri Benjamin, Brain Curtis, and Jesse Zagorsksy  https://clubwealth.com/buyeragent/   The Richest Man in Babylon by George S. Clason  https://www.amazon.com/Richest-Man-Babylon-George-Clason/dp/1505339111   Rich Dad Poor Dad by Robert Kiyosaki https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194/ref=sr_1_1?dchild=1&keywords=rich+dad+poor+dad&qid=1601553961&s=books&sr=1-1    Cash Flow Quadrant by Robert Kiyosaki https://www.amazon.com/Cashflow-Quadrant-Robert-Kiyosaki-1999-08-02/dp/B01K16JROW/ref=sr_1_3?crid=4SM7WXA4F9ZA&dchild=1&keywords=cashflow+quadrant+robert+kiyosaki&qid=1601554021&s=books&sprefix=cash+flow+quadrant%2Cstripbooks-intl-ship%2C383&sr=1-3    Networking with Millionaires by Thomas J. Stanley https://www.amazon.com/Networking-Millionnaires-Thomas-Stanley-Ph-D/dp/0743507940    The 7 Habits of Highly Effective People by Stephen R. Covey https://www.amazon.com/Habits-Highly-Effective-People-Powerful/dp/1982137274/ref=sr_1_1?crid=2FA52PG2VPT6J&dchild=1&keywords=7+habits+of+highly+effective+people&qid=1601554198&s=books&sprefix=7+habits+of+%2Cstripbooks-intl-ship%2C380&sr=1-1    And to connect with Michael, head to https://www.facebook.com/michael.hellickson    For 17 of Club Wealth’s BEST lead sources, text ‘Club Wealth’ to 727 287 5993 

When times get tough, most people struggle to feel motivated, and real estate professionals are no exception. 2020 has brought its fair share of challenges and many of us have been left feeling less than inspired. How can we get back into the zone?    The truth is, no matter what’s going on in the world, there will always be an opportunity for us to see great results. Sometimes we just need someone else to help us see where those opportunities lie.    Coaching is undoubtedly the best way to build successful businesses in any market, but how can we be sure we’re working with the best coach for our own needs?    In this episode, host of the Keeping it Real podcast, D.J. Paris and I speak about the importance of coaching and what makes ClubWealth®️ unique.    If you want to climb to the top of the mountain, you need to go with someone who has done it before. -Michael Hellickson   Three Things You’ll Learn In This Episode    How to be sure we’re working with the right coach: When we decide to hire a coach, we have to find someone who has been where we want to be. Don’t expect to be guided by someone who hasn’t taken the path themselves. How to re-think accountability: Many of us feel uncomfortable admitting that we need help, but all of us need someone to guide us in the right direction. Most agents simply don’t have the motivation to follow through on goals on their own, and that’s okay! How ClubWealth®️ goes beyond holding clients accountable: While many coaching programs stop at accountability, ClubWealth®️ gives agents the tools to take action. Don’t settle for being told to follow through, ask for the roadmap.    Guest Bio   D.J. Paris is the President of Sales and Marketing at Kale Realty. He is passionate about helping agents learn more from top producers who may not have time to coach, but are happy to share their successes. D.J. started the Keeping it Real podcast as a way to connect agents with the best information available. D.J. is also the owner of DJP3, a digital consulting firm aimed at helping small businesses build their brands and generate leads with SEO, social media, new media, and email campaigns.    To find out more, head to: https://keepingitrealpod.com/ https://www.facebook.com/keepingitrealpod   And to find out more about ClubWealth®️, visit: https://clubwealth.com/  https://www.facebook.com/groups/clubwealth http://clubwealth.com/leads/

Technology and social norms have given us an opt-out of difficult conversations, and most agents jump at the chance to avoid uncomfortable topics. However, if we want to maximize our results, we have to be willing to dive into unsettling discussions.    As more people lean into text messages to convey tough realities, communicating in-person has become an art form. We have to master the art of talking about potential challenges with our clients, face to face.   Still, a lot of us simply lack confidence. How can we become more comfortable with having uncomfortable conversations? Does sharing hard truths with our clients make us more likely to fail or succeed?   In this crossover episode, Co-Hosts of the Real Estate Uncensored podcast, Matt Johnson and Greg McDaniel join me to discuss how to approach tough topics.  Three Things You’ll Learn In This Episode    How to make difficult conversations less awkward for everyone involved: Simply not making eye contact is a great way to ease the pressure of an uncomfortable situation. Create a matter-of-fact dialogue with minimal eye contact to avoid embarrassment all-round.    Why we need to stop fearing fallout from hard truths: Our clients are happiest when they get what they want, so don’t be afraid to tell them about anything standing in their way. It’s easier to engineer a solution when all the cards are on the table.   How honesty helps build trust from our earliest interactions: Cliche as it may sound, honesty is the best policy. Being upfront with our clients from day one shows them we have their best interests at heart. 

When covid first hit, there was massive panic and fear about what it meant for real estate. Ultimately, because real estate was deemed an essential, most agents were not affected. In fact, many agents actually saw success like never before.    The problem is, we’re not quite out of the woods yet. We’ve been lulled into a false sense of security. This is a temporary state, and many agents who have responded by relaxing are making a huge mistake.    What are some of the fatal errors people in our industries are making? What are the things we should be focusing on right now, and how will they pay off in a huge way in the near future?    In this episode, we’re joined by Real Estate Uncensored co-hosts, Greg McDaniel and Matt Johnson. We talk about the actions agents should be taking right now to have stability and growth when the market inevitably shifts.    The biggest threat to agents and brokers right now is complacency. -Michael Hellickson    Three Things You’ll Learn In This Episode    How financial stability makes us more innovative: Stockpiling cash isn’t just for us to deploy to grow our businesses. It also gives us the freedom, mental space, and stability to be creative and aggressively go after new opportunities. That level of creative thinking doesn’t take place when we’re worried about our next paycheck.    Why this is a great time to bring talent into our organizations: We have the opportunity to attract top talent now more than ever before because so many people lost their jobs. However, it’s impossible to take advantage of this newly emerged high-level workforce if we don’t have the cash or resources for it.    The biggest mistake agents make in a crisis: When cash becomes tight, many agents who are struggling will stop paying for lead sources and bail on their zip codes. The problem is, this will ultimately lead to the loss of our pipeline, the loss of future income, and the loss of real estate agents who expect us to provide leads.

Agents are notoriously bad at generating leads, but we’re even worse at following up with them. If we want to boost our chances of success, we have to change that.   We have to stop giving up so easily. A lead not answering our calls isn’t a sign they aren’t interested, it’s a sign we need to follow up tenaciously until we get a response!   How can we follow up when a lead doesn’t respond right away, and where can we contact them outside of the traditional phone call? How can we make sure we stay in front of our leads no matter what platform of communication they prefer?   In this episode, CEO of Sisu, Brian Charlesworth and I discuss how to improve our follow up game and how that will impact the business.      Want to make money? Learn how to generate leads and follow up at a high level. -Michael Hellickson   Three Things You’ll Learn In This Episode    How to expand our net of communicationStop relying on phone calls and emails alone to communicate with leads. Phone, email, text, video text, video email, and Facebook stalk them; we have to ensure we’re available on every platform they use.  How to use the Club Wealth Rule of 3Systematize follow ups for a better chance of success. Reach out to leads 3 times a day for the first 3 days, 3 times a week for the next 3 weeks, and 3 times a month for the next 3 months.  Why upping our follow up game is non-negotiableMany of us may think we have exclusive leads, but with consumers sharing their information on so many platforms, it’s simply not possible. If we want to beat our competitors, we have to be the first and only option our potential clients see. Guest Bio   Brian Charlesworth is the host of GRIT: The Real Estate Growth Mindset podcast. He is also the CEO of Sisu, the world’s first Growth Automation Software for the real estate industry.   To find out more about Brian and to listen to the podcast, head to: https://www.linkedin.com/in/briancharlesworth https://sisu.co https://podcast.sisu.co/   Books and offers mentioned in this episode:  The Richest Man in Babylon by George Clason https://www.amazon.com/Richest-Man-Babylon-George-Clason/dp/1505339111 Rich Dad Poor Dad by Robert Kiyosaki https://www.amazon.com/Rich-Dad-Poor-Teach-Middle/dp/1612680194 World Class Buyer Agent by Club Wealth https://www.amazon.com/World-Class-Buyer-Agent-Wealth-ebook/dp/B07KCR7BXF Text 727 287 5993 ‘Club Wealth’ for 17 best lead sources

A turbulent market brings forth opportunities for real estate agents who have the right systems set up in advance. The 2008 crash created the REO and short sale opportunity, and we’re anticipating the same trend with the coronavirus crash.    The people who will capture this opportunity are already focusing on the right activities. If we don’t have our businesses set up correctly, we’ll miss it.    At a time like this, agents who run teams are better suited to provide the kind of client service required. Running a team doesn’t have to mean a lot more work. In fact, it can make things run more smoothly and provide a better experience for clients.    Why are we better positioned to serve the client within a team structure? How do we find the opportunity in short sales?    In this episode, I’m speaking with the host of the Think Bigger Real Estate Show, Justin Stoddart. We discuss how to do high volume on a small team, segmented workflows, and what we can expect with short sales.      It doesn’t take a lot of time to lead your team, you just have to do it well during the time that you have. -Michael Hellickson    Three Things You’ll Learn In This Episode    How teams provide a better experience than a solo agent A solo agent can’t be in two places at once, and they can’t be available to fill all the roles required to deliver a solid customer experience. With a team, there’s systems and leverage so there’s never delay or drop in the quality and consistency of the communication.  How to step away from production and still generate leadsSo many agents are too anxious to get out of production, but the decision is usually driven by ego or the wrong idea of running the team. Once we get out of production, the work doesn’t stop. Our new lead generation becomes recruiting, and we need to approach it the same way we approach lead generation.   How to prepare for short sale opportunities There is an opportunity for short sales in this current market. There are people who recently bought their homes and haven’t built up enough equity yet. Short sale opportunities come to us the same way every other lead does, by generating leads, having conversations, and following up.    Guest Bio Justin is a Title and Escrow Industry Challenger at Old Republic and the host of the Think Bigger Real Estate Show. He is also the author of the upcoming book, The Upstream Model: The New Rules For Growing a Professional’s Business Margins and Identity. For more information, visit https://justinstoddart.com/ and follow on @justinstoddart. 

We’re in the midst of an economic shift, but that doesn’t necessarily spell disaster. If we can follow in the footsteps of top producers, we’ll see great results regardless of the state of the market.    Top agents understand that their habits during economic declines shouldn’t be too different from what they do in economic upswings. It all comes down to cultivating effective habits.   Which habits do we need to bring into our business routines, and how can we adapt them for maximum results?    In this episode I’m joining Jeff Pfitzer, General Manager at USA Mortgage and host of the Lab Coat Agents Podcast, to discuss the habits that keep top producers successful in any market.  Whether we’re successful or not all comes down to one thing, habits. -Michael Hellickson     Three Things You’ll Learn In This Episode    Why top producers don’t rely on one lead generation sourceOver the past few years, referrals have not been contributing as much towards the average agent’s business. This trend will only continue as we head into a down market. We have to adapt to the changes and diversify our lead flows.  How successful agents eliminate competition during follow-upStand out to consumers by being the first and only agent they speak to. Follow up with leads within 20 seconds and keep them on the line for at least 5 minutes. Once we’ve used that time to build rapport, most leads won’t contact other agents, and most agents won’t try follow up.  How being considerate helps us convertA lot of agents make the mistake of having buyers be pre-approved, because that makes our lives easier. Newsflash: We should be making their lives easier. Take clients on one appointment before asking for pre-approval or pre-qualification.   Guest Bio   Jeff Pfitzer is the General Manager at USA Mortgage over the areas of St Louis and other Midwest markets. Jeff is also the host of the Lab Coat Agents Podcast.    To find out more, head to: https://www.labcoatagents.com/speakers/jeff-pfitzer/ https://pfitzermortgageteam.com/loan-officers/jeff-pfitzer/   To get 17 of Club Wealth’s best lead sources, text ‘Club Wealth’ to 727 287 5993    And to join our Mastermind group, head to: https://www.facebook.com/groups/ClubWealth/

When we’re experiencing an interruption of our daily practices as we are right now, even the top producers can get challenged. What separates them from other agents is how they set up their businesses in advance so that the pandemic doesn’t stop their growth.     There are certain activities that are not only critical, but non-negotiable. These pillars of business will never change, even in a pandemic.    Instead of making major changes in response to this crisis, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.   What are the core pillars that will pandemic-proof our real estate businesses? How do we make sure our businesses deliver on emerging consumer demands?  What do we need to change in our business models?   In this episode, I’m joining Century21 The Harrelson Group’s Greg Harrelson and Brendon Payne to discuss how to respond to this market.      Keep doing all the activities you used to do, but do them differently. -Michael Hellickson     Three Things You’ll Learn In This Episode     The one activity that will always be necessary in our business  Lead generation is non-negotiable for business owners, no matter which industry they’re in. If we don’t generate new leads regularly, we’ll be out of business before we’ve even started. Generate leads every single day, and look into new lead sources every quarter.    Why we need to speed up our follow up  Following up with leads is a vital step, and we must increase our speed to leads. Get in contact with potential clients in 30 seconds or less. Anything longer is too long.    Why we need to put our clients first  Far too often as agents we speed through transactions, but we shouldn’t. Instead of rushing things for our own benefit, we have to keep the client in mind and take every part of the process one step at a time.    Guest Bio-  Greg is a coach and Owner of Century 21 The Harrelson Group and Brendon is an agent and Partner at Century 21 The Harrelson Group. Visit https://www.c21theharrelsongroup.com/ for more information.

With the right amount of people in our database, it’s possible to build a business operation that can take us from active income to passive income. That means no longer chasing commission checks and transactions, but actually building lasting wealth.  What’s the secret? It comes down to building relationships.  Instead of building a database to generate leads, we can build relationships that keep on generating actual business for years to come. That’s the path to becoming a passive-income earner in real estate.  How do we start cultivating database growth for the purpose of passive income? Why does recruiting become more important as we scale our database? In this episode, CEO and co-founder of YLOPO, Howard Tager discusses how our real estate businesses can become the ticket to true wealth.      The goal is building something that earns money beyond your own working hours. -Howard Tager     Three Things You’ll Learn In This Episode  Tech can help us capture interest and channel it into relationshipsWe have the tech and tools at our fingertips to know when people are thinking of buying or selling early in the process. Building systems to track and capture the interest signals is the first step to building a solid database of relationships.  As our database grows, our recruiting has to matchThe true growth bottleneck isn’t leads, it’s our team. As we grow our database and relationships, the challenge becomes recruiting the right talent fast enough and retaining them for long enough to grow a world class business.  Change our mindset and the expectations we set for our databaseDon’t think of a CRM as a database of leads, think of it as a database of relationships. The word “lead” dehumanizes people, and makes us only see them from the perspective of short-term, transactional appeal. A relationship is something you develop with the intention of long-term nurture.   Guest Bio Howard is the Co-founder and CEO of YLOPO. He is an entrepreneur, investor, and executive with a successful track record in real estate technology, digital marketing, and investment. Howard has started, grown, and successfully sold two companies (Ivy West and TigerLead) to large public companies. To hear Howard and other great real estate, tech and marketing leaders speak at YLOPO’s Marketing and Technology Summit, visit marketingandtechnologysummit.com. Learn more about YLOPO here. 

With so many agents using Facebook to build connections and find leads, the platform has become saturated. Now is the time to move to another, under-utilized space: Linkedin. Linkedin offers agents an opportunity to grow our professional networks and SOIs, but it also gives us the opportunity to find interested buyers and sellers.  How can we use Linkedin as real estate agents? What should we be including in our profiles to make sure we build great connections with the right people? In this episode, Coach Lindsay NcCorchuk and Casey O’Toole of My Linked Solution share how to get 50 leads in just 2 days, using Linkedin.     It’s not easy getting 2500 views on Facebook- but it is on Linkedin. -Michael Hellickson   Three Things You’ll Learn In This Episode  Linkedin is relatively under-utilized by businesses at the moment. Seize the opportunity and act now Write a great Linkedin bio and be sure to only share content relevant to real estate Don’t be afraid to include an existing SOI on Linkedin; make sure friends and family know our value propositions   Guest Bio Coach Lindsay NcCorchuk is a Tier 1 coach at Club Wealth. She is also the Owner and Team Lead at Lux Home Team in the Greater Seattle area. Lindsay has also always been an entrepreneur at heart, having owned an espresso stand at 18, and later managing a high end cosmetic dermatology office.   To find out more about Coach Lindsay, visit:https://clubwealth.com/club-wealth-coaches/lindsay-nccorchuk/ https://www.linkedin.com/in/lindsaynccorchuk   Casey O’Toole is a top-producing Real Estate Agent in Santa Barbara. He is also the developer of My Linked Solution, a highly effective lead generation platform.    To find out more about Casey, head to: www.theotoolegrouprealestate.com  clubwealth.com/linkedinprofits    Links mentioned on this episode: clubwealth.com/linkedinworkshop Marketingandtechnologysummit.com   And to find out more about the Linkedin Sales Navigator, visit: https://business.linkedin.com/sales-solutions/sales-navigator 

To run successful businesses, we have to automate, delegate and eliminate tasks that aren’t our best and highest use of our time. We shouldn’t be using our precious time to update listings on our social media, we need a system that does it for us. Does a system like this even exist? And if it does, is it available at a realistic price point? Listings to Leads offers arguably the best ROI on leads. It’s for this reason that the coaches at Club Wealth use and endorse it. The real question we should be asking is, why aren’t we all?  In this episode, Coach Angie Cody and CEO of Listings to Leads, Scott Pierce share how the upcoming Listings to Leads workshop can help agents get 100 leads in just 2 days - guaranteed!    Listings to Leads is the best technology out there- it’s arguably the best ROI on leads. -Michael Hellickson   Three Things You’ll Learn In This Episode  Set up a Listings to Leads profile and syndicate listings. This allows the system to auto post our listings to social media so we don’t have to! Record a video that outlines past transactions and how we overcame challenges with listings. This can be added to Listings to Leads and shared across all our social media platforms as marketing. Take advantage of the AI bots on Listings to Leads. The bots communicate with leads so we don’t have to, but we still have the option to enter the conversations ourselves at any time.   Guest Bio Angie Cody is a Tier 2 coach at Club Wealth. She is also the Team Lead/Owner of the Angie Cody Real Estate Team at Exp. Over the past year, Angie has done over 20 million dollars in transaction volume and closed over 100 transactions.    To find out more about Angie, visit:https://clubwealth.com/club-wealth-coaches/angie-cody/    Scott Pierce is the CEO of Listings to Leads. As a former technology industry insider, Scott has worked with Silicon Valley firms including Oracle, Intel, Apple Computer and Cisco Systems, among others. Scott has developed and successfully implemented the listings-to-Leads (L2L) strategies and tactics at leading real estate brokerages across the United States.   To find out more about Scott, visit: https://www.listingstoleads.com/about-us   Links mentioned on this episode: clubwealth.com/l2lworkshop www.clubwealth.com/l2l

The further up we go in the tiers of business, the more important the recruiting piece becomes. If we want to keep growing, recruiting has to be a priority. As we grow and scale, recruiting needs to become part of our lead generation system.  A successful recruiting system doesn’t happen overnight, it’s a process that we need to be consistent and focused on so we can weave it into every aspect of our business.  Why is recruiting a paramount skill we need to have over the next few years? What retention mistakes are we making and how can we solve them? In this episode, coaches and business owners Grant Wortman and Long Doan talk about recruiting and how to make it a priority in our businesses.  You have to be unbelievably crystal clear about what you have to offer, where you’re going and where an agent can fit in. -Grant Wortman  Three Things You’ll Learn In This Episode  The Power of a Unique Recruiting Proposition (URP)People need to be aware of where they fit into what we’re doing and what we’re building. If not, whatever offer we give them just won’t be compelling and attractive enough.  How to attract recruits through what matters to themWhen you provide enough value to your recruits, and care about helping them find their purpose and achieve their big why, details like splits and money become secondary.   Why we shouldn’t take people leaving our teams personally Don’t look for people to stay with your team forever, but also be open for them to leave and even come back. Expect a certain amount of attrition and turnover as a natural part of growing and scaling your business.   Guest Bio Long Doan is a real estate coach and broker/CEO of the Long Doan team at RG Realty Group. He has been in the real estate industry for 25 years. As the top 1% Agent in Minnesota and in the country, he has a proven track record. His company is one of the fastest growing real estate brokerages in Minnesota, providing a full-service real estate brokerage where they handle all types of real estate transactions, ranging from Traditional to Luxury, Short Sales to Bank Owned, Investments to Non-Performing Notes acquisition, Property Management to Rentals, and Commercial to Businesses.    Grant is the broker owner at Chamberlain Realty. Grant has been serving clients realty needs since 2008. He's been intimately involved in many facets of the real estate industry. As a former professional home inspector, property manager, amateur home flipper and media producer, he has the ability to see things others may not and market properties in unique and effective ways. Grant began selling homes in 2015 and quickly became among the top 10% of real estate agents across the nation based on gross annual sales. He opened Chamberlain Realty LLC in 2017 with a passion to provide the best listing services in the OKC Metro area. Sign up for a Long and Grant’s 2 Day Intensive Ridiculous Recruiting Workshop LIVE ONLINE on June 18th and 19th here.

To increase our chances of success, we need to get more listings. To do that, we have to ensure we show up to appointments prepared. We want to go in knowing what to say to clients, without running the risk of information fatigue. Setting up checklists which we regularly add relevant pointers to is a great place to begin, but that’s just the start.  How can we prepare efficiently and effectively for a listing appointment?  On this episode, Coach David Stites shares how to increase our success ratios by being more prepared for appointments.  Be prepared to feel confident from the first appointment. If you seem unsure, the client will question you every step of the way. -David Stites   Three Things You’ll Learn In This Episode    The importance of looking the partOne of the best ways to show potential clients we’re prepared for an appointment and take their time seriously is by looking the part. Dress professionally for every appointment.  How to ask the right questionsStop asking ‘yes or no’ questions: Formulate questions that ask if clients are ready to sell with us, without overtly asking for their business. One of the biggest things holding agents back from closing is their feelings of discomfort. Eliminate the awkwardness by asking questions that get us to an assumptive close. Why we need to keep a listing agreement on handWhile a lot of agents like to think electronic agreements are the way of the future, our safest bet is to keep a few physical copies of listing agreements with us, wherever we go. This gives us the chance to sign before leaving, and stops us from leaving anything to chance. 

To differentiate ourselves from every other agent in the market, we have to change up our marketing and stop relying on just one method of communication. If we want to make a big impact on our leads, we need to have a multi-channel marketing strategy. How can we approach calls in a way that sets ourselves apart from the competition?  One of the key things we have to remember before even dialing a lead’s number is preparation: we have to do our research before attempting a conversation. On this episode, Club Wealth Coaches Brian Curtis and Mark Benefiel, along with sales and marketing coach Isaiah Colton, share how to have more effective phone conversations.    You have to engage with your database through multiple platforms. -Isaiah Colton   Three Things You’ll Learn In This Episode  Do something different to get through the door. Instead of simply making calls, we need to contact our leads through multiple channels. Be strategic: we can’t just sit down and start calling our leads, we have to be prepared for them. Set aside time to prepare for calls. Make the calling list and do research the night before making calls. This saves a lot of time and ensures we go into conversations with more confidence.

There has never been a better time to use social media marketing than 2020, but we have to be sure we’re using social media to have genuine, one-on-one conversations with our audiences. Platforms like Facebook Messenger give us the opportunity to do just that.   How can we run ads in Facebook Messenger? Is there a way to create a lead funnel on the platform and what does that funnel look like?   To get the best results with our Facebook Messenger ads, we have to make sure we nurture our audiences through every step of the funnel.   On this episode, Coach Christy Lundy introduces us to Freddie Sahhar, a Realtor at Pinamonti Lundy Group at Windermere Homes & Estates. Freddie shares how to create a Facebook Messenger lead funnel.    Only run your Facebook Messenger ads when you feel you can respond to them- the worst thing you can do for your business is not respond to messages quickly enough. -Freddie Sahhar Three Things You’ll Learn In This Episode  The first stage of the Facebook Messenger lead funnel is awareness. This is where we target people who don’t know us yet, so instead of asking them personal information, we need to offer value, no strings attached. In the consideration stage, we target two custom audiences: both those who responded to our ads, and those who opened our ads without interacting with us. The conversion stage is where we get our audience to share their information and register on our websites. It’s also where we can start creating a lookalike audience.   Guest Bio Coach Christy Lundy is a Tier 2 Coach at Club Wealth. She has been a teacher and mentor in various capacities throughout her adult life, and loves any opportunity to help real estate professionals achieve the life of their dreams, while having fun. Christy is also a Realtor and Team Leader of the Pinamonti Lundy Group at Windermere Homes & Estates.    To find out more about Christy, head to: https://clubwealth.com/club-wealth-coaches/christy-lundy/  Facebook.com/PinamontiLundyGroup/    Freddie Sahhar is a Realtor at Pinamonti Lundy Group at Windermere Homes & Estates and the owner of Freddie Sahhar Consulting. As a consultant, Freddie specializes in tailoring sales, marketing, and database solutions for his partners.    To find out more about Freddie, head to:www.linkedin.com/freddie-sahhar-a11a97a9/ 

Agents need to learn how to generate sellers now, because in a couple years, the saying, ‘you have to list to last,’ won’t be a saying anymore - it’ll be a reality! How can we generate listings in a market with low inventory? Can we use technology to find motivated sellers and how much money should we be spending in the process? On this episode, President of Witly and Founder of Grant Wise Enterprises, Grant Wise, shares how to generate sellers in a low-inventory market.    Start learning to generate sellers now: In the future, being able to generate leads won’t just be a skillset- it’ll be a requirement. -Grant Wise Three Things We Learned From This Episode   Set up a ‘fish in a barrel’ campaignGet buyers to record a short, 60 second clip sharing their story - why they want to buy, where they’re hoping to buy and what they’re looking for, and post it on the internet. Reaching out to potential sellers is an age-old strategy that has brought agents results for decades:  the only difference is now we can use technology to do it. Use Facebook Ads to follow sellers all over the internetWhile boosting our videos can bring us marginal success, using Facebook Ads to target sellers can take our business to new heights. Use Facebook Ads to ensure we get in front of our target audience all over the internet by having a presence on every blog, game or article potential sellers use, we’ll be top of mind. Spend money to make moneyThe best way to inject rocketfuel into our businesses is by spending money on growth. We can follow our leads all over the internet by spending just $3 a day, so be sure to prioritize investing back into our businesses as much as our cash flow allows.   Guest Bio Grant Wise is the President of Witly, a Client Generation Software that helps Real Estate Professionals leverage modern training and technology to enhance their results. He is also the Founder of Grant Wise Enterprises and Modern Agent Mastery. Grant is passionate about helping agents get the best results by taking advantage of everything digital marketing and advertising have to offer.    To find out more about Grant, head to clubwealth.com/grantwisewitly.net   Brian Curtis is a Tier 4 coach at Club Wealth. After spending five years in the Air Force as a Nuclear Missile Officer, he became a licensed agent in 2001. In his time as a real estate professional, Brian has seen the ups and downs of the real estate market from multiple angles: from being a Broker/Owner to being a team leader.   To find out more about Brian, visit: https://clubwealth.com/club-wealth-coaches/brian-curtis/   

No matter how well we’re doing, there’s always room for improvement, so agents should constantly be looking for ways to better their businesses. Why do we need to change our approach to lead sources and how can we earn people’s trust during the nurturing process? Why is it so important to make the mental shift towards being the people we want to be before trying to achieve the goals we’ve set? On this episode, Club Wealth coaches Angie Cody and Jeff Moore share the top takeaways they got from Listing Agent Bootcamp.    Make sure you go as deep as you can with every lead source in your tunnel. -Michael Hellickson   Three Things We Learned From This Episode   Go deep, not wideSuccess doesn’t come from buying all the leads we can get our hands on: it comes from choosing a few, and sticking to them. Instead of spreading ourselves too thin, we should be going deep on a select portion of leads and nurturing them over the long-term.  Prioritize relatabilityA lot of agents shy away from creating video content because they’re afraid of not producing great quality, but we all need to stop trying to be perfect. Relatability is what helps us build trust and create connections: strive to be personable, not perfect. Act ‘as if’To achieve the goals we set for ourselves, we need to act as if we have already reached them. Look to people who have achieved our dreams and start practicing their own daily habits and routines. If we want to attain our goals, we have to make that mental shift.  Guest Bio Angie Cody is a Tier 2 coach at Club Wealth. She is also the Team Lead/Owner of The Angie Cody Real Estate Team at Exp Realty. After a robust career in marketing and sales, Angie got her real estate license in 2006 and hasn’t looked back since. Among her clients, Angie is known for her high-energy, easygoing personality and frank, yet relaxed, style of communication.   To find out more about Angie, head to: https://clubwealth.com/club-wealth-coaches/angie-cody/ http://angiecody.com/   Jeff Moore is a Tier 2 coach at Club Wealth, and the CEO, President and Master Listing Specialist at The Blue Sky Home Group. After studying communication and economics at the University of Colorado in Colorado Springs and being well on his way to becoming a professional soccer coach, Jeff possesses valuable skills related to team building and effective communication with clients.    To find out more about Jeff, head to: https://clubwealth.com/club-wealth-coaches/jeff-moore/ https://www.buysellhappy.com/team/jeff-moore-licensed-real-estate-agent

In order to create predictable business in the long-term, we need systems that keep us top-of-mind and help us attract business, while retargeting them online consistently. This is where the Witly client generation system comes in. What is the difference between a lead generation and client generation system? How can we leverage video content to start attracting more business instead of chasing it? What are parasocial relationships and why do we need to build them right now?  On this episode, real estate entrepreneur and president of Witly, Grant Wise, shares the client generation system they’ve developed. We’re also joined by Club Wealth coaching client, Cyrene Dellinger, who shares the results she got from this system.   You have to implement systems to generate leads, and implement systems to build relationships with your audience. You want your videos to do all the selling for you, and all you’ll have to do is show up and close. -Grant Wise    Three Things We Learned From This Episode Attract business and reduce the need for follow-up with retargetingWe want to attract people, not chase clients. We can do this by leveraging lead magnets that pull people in. We can supercharge this strategy by retargeting ads where our content follows the clients on the internet. This alleviates the need for follow-up and prevents leads from falling through the cracks.   Leverage the magic of video content Video allows us to go from chasing business, to attracting it. It gets us face-to-face with more people, and it can do the speaking and selling for us. When we put the right videos in front of the right people with the right frequency and the right platforms, they start to get to know us at a faster rate. Create videos that cement your authority In order to get someone to get to know, like and trust us through our videos, the types of content we make should be about why we got into this business, educational content,  testimonials and community-based content.   Guest Bio Grant is the president and co-founder of Witly, a Client Generation Software that helps Real Estate Professionals leverage modern training and technology to generate more clients in their business. For more information on Witly’s Client Generation Strategy visit, and to get a 2 week free trial, http://clubwealth.com/witly/.    Sign up for the 2-week trial to get the  $2000 Client Generation System training for free.  Start your Witly subscription and get the referral funnel training free. Cyrene is a Realtor, team leader, and Club Wealth member. She has worked with a large breadth of clientele, and understands the needs of seller’s, investors, and first-time home buyers alike. She listens to her clients’ needs and does whatever it takes to fill those needs. She has the tenacity and determination that it takes to negotiate difficult circumstances. Visit https://www.cyreneproperties.com/ for more information.

Building good relationships and getting leads through preferred lenders is one of the best ways to create more leverage and value in our businesses. How do we execute the right approach that doesn’t put lenders off? How do we make sure we’re building relationships legally? What questions do we need to ask in order to identify the right partners? On this episode, Jeff Pfitzer shares how we can get lenders to start participating in our lead acquisition with us.  Technology is going to impact real estate commissions and revenue, so creating other streams of revenue is going to be important going into the future. -Jeff Pfitzer     Three Things We Learned From This Episode Don’t make the ask too quicklyOne of the biggest mistakes agents make is that they ask for help with lead acquisition up front. This won’t work, and will more likely put them off. The approach we should always take is to give value first, then ask and then receive.   Make sure your network isn’t relying on just one lenderIf you’re doing at least 10 transactions a year, you need at least 2 lenders: a national one and a local one. As your business grows, use this formula to determine how many lenders you need - your tier minus 1.  Relationships and value comes firstIf we want lender partners to send us leads, we need to come from the angle of building relationships first. If we give value, build genuine relationships and camaraderie with the lender, it’s a lot easier for them to go for the ask.

In order to grow a solid and successful team in real estate, we need an effective recruiting strategy. Our guest today has developed such a good recruiting system that he brought in 100 agents in 2019. How do we develop a worthy value proposition that makes people actually want to work with us? What are the biggest mistakes people are making? How do we develop a repeatable and scalable recruiting system? On this episode, broker/owner Grant Wortman shares his winning recruitment formula.  The onboarding process is huge for bringing people in because if they don’t feel safe, and that the process of moving over is bumpy, it’s a waste of time. -Grant Wortman     Three Things We Learned From This Episode   Persistence isn’t an effective recruiting strategyIf we try to convince agents to join our teams by being persistent, we’ll just put them off. Instead, we need to listen, ask questions and ask about their goals and find a way to encourage them and add value.  Recruiting is no different to salesRecruiting is like any type of sales, rejection is just part of the deal. Be ready to hear a lot of ‘No’s’ from people, and for some people to need time to make their decision. If we build our recruiting strategy as a system, we will also get a lot of people saying yes.  Being a champion of your agents has a multi-tiered benefitPost on social media celebrating the wins of agents. It helps with retention because agents on our team will feel encouraged. It also helps with recruiting because people will want to work for a brokerage/team that will celebrate them.   Guest Bio   Grant is the broker owner at Chamberlain Realty https://chamberlainrealtyllc.com/

As business owners, tracking our money is one of the most critical exercises we need to do. Tracking finances with our bank accounts isn’t enough for us to get the information that helps us make better decisions, so we need a P&L. How does knowing and understanding our numbers increase our profitability? How do we use our P&L to profit expenses and to plan for things like taxes? On this episode, Coach Christy Horne shares the importance of keeping track of your profit and loss on a monthly basis.   A lot of us only look at our P&L when we’re giving it to the CPA to do our taxes, but we need to look at it daily, weekly, monthly so we can make business decisions with it. -Christy Horne    Three Things We Learned From This Episode Good P&L data comes from having the right categories When it comes to creating categories in our P&L, it’s important not to make them too broad. Instead of having generic buckets, have specific, granular categories showing every expense and every income type. Every item between $250 and up should be its own line item, so we can get a clear representation on how we’re spending our money. Run your real estate job like a businessThink of your business as a brick and mortar business. We need to operate it out of our business accounts. Have a checking, savings and credit account for business, and keep that on its own. Have a brick wall between business and personal finances.  Plan ahead for your spending When we take a closer look at our P&L, we’re able to actually forecast our spending. Think about your future expenses, events you’re going to attend, and subscriptions you’re going to pay so we can create a benchmark of profitability.   Guest Bio - Christy is a Tier 1 coach at Club Wealth. She received her Bachelor of Business Administration degree and Master’s in Professional Accounting from the University of Texas in Austin. She began her career as a CPA at Ernst & Young before transitioning into the Real Estate Industry in 2013. To access Coach Christy Horne’s resources, visit http://clubwealth.com/PNL/.

When it comes to lead generation, LinkedIn is an underestimated and overlooked platform. What makes LinkedIn a great lead generation tool? How do we develop a good value proposition that engages with people? How can a charitable component in our real estate businesses help us build relationships? On this episode, Club Wealth coach and agent, Lindsay NcCorchuk, shares how she’s made $70k in 6 months on LinkedIn alone. You will find out her SECRET SAUCE to gaining new clients using LinkedIn.   LinkedIn isn’t just a source of leads for buyers and sellers, it also helps you grow your network or SOI. -Lindsay NcCorchuk  Three Things We Learned From This Episode  Have the right value proposition Value proposition matters on LinkedIn. A free home warrantee or money back at closing won’t engage with people or make them want to connect. In Lindsay’s case, her value proposition is the charity component she has in her business, which many people on LinkedIn value. If we’re using a charity component, it’s important that it’s something we’re passionate about.  Lead with building relationships Don’t just think buyers and sellers for LinkedIn. We can also use it to connect with people, start conversations, build relationships and expand our spheres of influence. If we do this regularly, we’ll build a healthy database from that platform alone.  On LinkedIn there’s less speed-to-lead pressureSpeed to lead is important but not as critical as other platforms. We need to get back to people, but not in as little as 30 seconds like other lead generation tools. People aren’t expecting immediate responses, and also your value proposition takes away the need for urgent contact.  

Many people in business focus all their energy on financial success, and as a result, the other parts of their lives start to suffer. How do we make sure every aspect of our lives is dialed in? How can we work on improving the weaker areas, and how do we use our strong points to help others? On this new episode, Club Wealth’s Coach Ron Anderson explains the five stages we’ll experience while building a successful real estate empire, and how to determine where to focus your time, effort and energy. You’re going to be more efficient in all areas of your life if you’re balanced in family, business, finances, health and spirituality. -Ron Anderson     Three Things We Learned From This Episode Focus energy and effort on the weaker life areasWe need to measure where we are in all 5 stages. If we’re successful in all but one, our effort should go to the one area where we are the weakest and work on improving that. As we bring the weakest parts up, the other areas where we’re already strong will get even stronger.  Set goals and habits around the life areas you want to improveWe need to identify the areas in our life that we want to work on, and then set smart goals to accomplish them. The one strategy we must master is developing habits around each of the goals we’ve set to cause us to move from one stage to the next.  Don’t skip stagesThe 5 stages that show where we are in the different areas of our lives are struggle, survival, success, significance and legacy. Don’t try to jump from struggle to legacy; we have to work on getting to the next stage instead of trying to shoot up to the highest level.   Guest Bio Coach Ron is the Club Wealth Director of Coaching.

In a new year, it’s important for us to really examine the goals we set to make sure they are S.M.A.R.T. (Specific, Measurable, Attainable, Relevant and Time Frame). How do we set goals that are actually attainable instead of focusing on numbers that make us sound cool? How do we make sure the goals we set are in integrity for us? What resources can we use to set goals and achieve them? On this episode, the 100th episode of Club Wealth TV, coaches Misti Bruton, Leisel Taylor, and Donnie Morrow talk about lessons they’ve learned about setting goals.    Time is the biggest motivator in your business and your life. Without a deadline, you won’t have the willpower or sense of direction. -Leisel Taylor    Three Things We Learned From This Episode Look back to learn how to move aheadReflect backwards with honesty. Before setting goals for the year ahead, we first need to evaluate the results we got up to this point. We don’t do this negativity but for learning. This information helps us know where we’re starting from in setting goals going forward. Compete with your former self, not other peopleDon’t buy into the idea of competing with others, it’s a painful path that doesn’t lead to happiness. When we set goals, it’s important for us to remember that the only person we’re competing against is ourselves. We need to be better than we were before, and not other people. Artificial timelines drive willpowerWhen we set up open ended goals, we take away the tension that we need to drive forward. We need to create timelines, deadlines and schedules that get us to where we want to go, even if the deadlines are artificial and self-imposed.

When we go through a hard time in our lives and businesses, we can let those things define us, or we can choose to let them inspire us to improve. What does it take for us to keep going when it feels like the odds are against us? Why is giving such a powerful part of coming out of a bad place? How did an agent with a High S-C DISC profile build a highly successful team? On this episode, broker/owner Matt Hermes shares on why our DISC profile doesn’t define us, his inspiring perseverance, and how he came out of being $250k in debt, in a bad place mentally and in a bad economy.   Don’t do stuff that you hate because you will hate the business you’re in. -Matt Hermes    Three Things We Learned From This Episode Matt’s incredible story of survival, perseverance and change Matt has built himself up after going through a difficult time. Two of his kids faced health challenges during the market crash. He ended up deep in debt, battling alcoholism and on the verge of suicide. The loss of material things forced him to look inside himself and build himself back up the right way.  Introversion doesn’t have to hold us back in businessYou don’t have to be a complete extrovert to effectively interact with people. All we need to do is step outside of our shells for a short amount of time, and then step back in when we aren’t in networking or speaking mode.  Coaching is one of the best investments we can make in ourselvesIf we’re not getting desired results, we have to do something different. Coaching is a great place to start to change the results we’re getting. We’re limited in what we know, and we don’t know what we don’t know, so it’s better to invest in the knowledge of people who have been to where we are.   Guest Bio Matt is the founder and team leader of Atlanta Homes Guru. His team has been named one of the "Best Teams in America" by Real Trends, one of the Top 3 Realtors in Atlanta (NAMAR) from 2012 - 2016, and is in the top 1% of all Keller Williams Agents in the world. For more information, visit http://www.atlantahomesguru.com/.

Getting leads is more expensive than ever! However, there are still some fantastic and affordable lead sources in the market, such as Listings-to-Leads. How does this platform work, and how can it supply us with quality leads? Why is a pipeline of leads key to our success? On this episode, Listings-to-Leads founder, Scott Pierce, talks about how his platform works and the results agents are getting from it.  Super affordable leads are the best way to stock up our pipeline. -Michael Hellickson    Three Things We Learned From This Episode Quality beats quantity in good lead generationLead generation is not just about focusing on putting out Facebook ads and caring more about quantity over quality. That approach generates the lowest quality of leads; Listings-to-Leads is a tool that focuses on getting higher quality leads.  Lead-cash conversion is a metric we should track It’s important to consider the lead-cash conversion cycle when purchasing leads. Some lead sources take a lot of time between when we pay for the lead and when we make money. Building a pipeline is keyIf we want to grow our businesses, it’s impossible to do it without a consistent stream of leads. If we can invest money in something like Listings to Leads, we can affordably keep our businesses flush with potential clients.   Guest Bio Scott is the Founder & Chief Evangelist of Listings-to-Leads. Previously he was the Director of Online Marketing for 4 Sotheby's International Realty offices in Danville, Lafayette, Leimert and Montclair, CA with over 225 agents. For more information visit https://www.listingstoleads.com/

When it comes to CRMs, there are a lot of factors that go into deciding which one works for our businesses. Are there affordable options available that can provide us with the technology we need without breaking the bank? Do affordable options offer enough additional services to help us stand out in the industry? On this episode, CEO of Wise Agent, Brandon Wise, shares how to use this affordable CRM to our benefits.   If you want to be able to provide great technology for your brokerage agents at an affordable price and have it white labeled, Wise Agent is for you. -Michael Hellickson   Three Things We Learned From This Episode Affordable options existA CRM like Wise Agent is a great option for solo agents and new broker owners thanks to its affordability. The great thing is, despite the low price, Wise Agent offers great capabilities and functionality.  Stand out with White LabelingWise Agent offers its clients the ability to ‘White Label,’ the technology. This gives users an edge, as our brands look instantly sophisticated. Make use of the platforms’ personalizable landing pages to help boost our businesses’ profiles.  Take advantage of social media enhancementWise Agent offers users the opportunity to find ample information on new leads. By simply putting their email address on the landing page, the CRM can pull information on a leads’ profession and social media handles. Having this information gives us an opportunity to engage with leads more effectively than our competitors can.   Guest Bio Brandon Wise is the CEO of Wise Agent. After becoming disenchanted with the CRMs available to him as a Realtor, Brandon pitched his idea for a better option to his programmer best friend, Mike Becker, in 2002. Initially intended to help him with Mike’s own business, Brandon and Mike soon realized that the technology they were working on was what every agent was looking for. 15 years later, Wise Agent is now the most recommended CRM in the real estate industry.   To find out more, go to https://wiseagent.com/about-us.asp And for ClubWealth’s special offer, go to clubwealth.com/wiseagent

In today’s highly competitive real estate market, it’s so important for agents to stand out and bring something new to the table. With this in mind, having something unique to add to the listing presentation, like Home Partners of America, can be a gamechanger. How do we pitch this program to sellers, and how do we use it to help people get into the home of their dreams? In this episode, Club Wealth coach and agent, Neal Lawson shares on how to double-end deals with Home Partners of America and help our clients find a new path to homeownership.     Over 50% more people in a market who are looking for housing are looking for rentals. Home Partners of America allows sellers to double their odds of finding someone to purchase their property. -Neal Lawson     Three Things We Learned From This Episode Anything below $2,000 in rental would probably not make it into the Home Partners ProgramIf someone is willing to pay more than $2,000 a month in rent, they are more likely to qualify for the program.  Home Partners rentals would pay a little more What determines the amount of money we pay in rentals are details like list price, taxes, and the accessories of the home (ex: a finished basement, a pool, etc.). A person in the Home Partners program can expect to be paying about 10% more than you would if they bought the house outright.  Home Partners gives sellers an opportunity for both rental and For-Sale marketingWhen we market a program like Home Partners of America to FSBOs and expireds, the value that we are offering to them is the chance to market their homes to more people in the market. That visibility will increase their chances of finding a buyer.   Guest Bio Neal is a club wealth coach and associate broker with National Realty Guild’s DreamTeam, which is one of the leading real estate teams in the Twin Cities, with over 100 million in sales. Visit http://clubwealth.com/neallawson/ to access Neal’s free resources to help you pitch Home Partners of America. Find Neal on Facebook. Visit https://www.homepartners.com/ for more info on the program.

REO offers us amazing opportunities to boost our businesses. What are the benefits of getting involved in REO, and how can we market ourselves in the space? On this episode, experts in short sales and REO, Long Doan, Tim Ray, Jesse Zagorsky and Garrett Pancheri, share why REO is a great option for agents today.    REO gives us an opportunity to put more signs in the ground. The more signs in the ground, the more you’ll be able to scale your business and do it very profitably. -Michael Hellickson   Three Things We Learned From This Episode REO is making a comebackREO today is different from REO in 2008, but it’s still here and still a great place for us to make money. In fact, we’re more likely to get business with REO than with any other type of listing in real estate.  More signs in the ground mean more leads One of the massive benefits of REO is that it allows us to get more signs in the ground. REO is a lead magnet, and the more we can get our names out there on signs, the more business we’ll get.  Market REOs differentlyWhen it comes to REO, detail is everything. We need to go out of our way to market ourselves differently. We need to listen to what people in our markets are saying, and deliver a tailored solution to their problems. Connections are vital in REO, so be sure to connect with as many people as possible, and as deeply as possible.    REO saw a boom in 2008, and it’s unlikely that today’s market will be too similar to what we saw in the wake of the financial crisis. However, REO remains a great place for agents to make a profit, and even if the space is different in today’s market, the opportunities are still endless. REO allows us to get signs in the ground and make more profit than any other space in real estate, so it’s a great idea for agents to get involved. Build connections with other agents in the space, and think outside the box when it comes to marketing. REO offers so many benefits; we need to take advantage of them today.    Guest Bio Long Doan is the Founder of Realty Group, Inc. in Minnesota. With over 25 years of experience in the business, Long recently got involved in REO and in just 4 years, has done 1000 REOs. Long is an expert in real estate, and is a top 1% agent in both Minnesota and the country.   To find out more about Long, visit  https://www.linkedin.com/in/long-doan-broker-4baa3725 https://realtygroupmn.com/coon-rapids-team/long-doan-licensed-real-estate-agent   Tim Ray is the company owner at HomeSmart Legacy and the Tim Ray Real Estate Team in Kansas City. He is also a business coach at ClubWealth. With experience in the Kansas City market dating back to 1997, Tim is an expert in his field.   To find out more about Tim, visit https://www.facebook.com/timrayteam/ https://www.linkedin.com/in/tim-ray-7b9a4529 https://timrayteam.com/   Jesse Zagorsky is a Broker Associate at Live.Love San Diego Homes Brokered eXp. He has over 10 years of experience in the San Diego market, and is passionate about real estate. Jesse has a background in marketing, and strives to find creative solutions in every step of the business.   To find out more about Jesse, visit https://www.livelovesandiegohomes.com/team/jesse-zagorsky-licensed-real-estate-agent https://www.facebook.com/jesse.zagorsky https://www.linkedin.com/in/jesse-zagorsky-5b13967   Garrett Pancheri is the co-owner of Dustin Garrett and Associates at Team One Group Real Estate. He is also a Club Wealth Coach, and has a passion for the real estate industry, with a particular interest in short sales. Garrett is a skilled negotiator and loves taking every opportunity to learn more about industry trends.   To find out more about Garrett, visit https://www.myteamone.com/agents/30091-Garrett-Pancheri/ https://www.linkedin.com/in/garrett-pancheri https://www.facebook.com/GarrettPancheriRealtor/   Be sure to look out for updates on ClubWealth’s upcoming book on REO.

  For most people, self-actualization is something we only focus on when we have achieved security and our basic survival needs. But without self-development, it’s hard to achieve at a higher level. How does adjusting the way we invest our time propel us forward? Why is it more powerful to instill new habits in small steps rather than all at once? On this episode, real estate top producer, coach, and author of the 5 Minutes to Success books, Karen Briscoe, shares the power of dedicating ourselves to self-actualization. She also discusses how to create a thriving environment for our teams.    Energy is the fundamental currency of high performance. -Karen Briscoe Three Things We Learned From This Episode Even a small amount of self-actualization will have a noticeable effect When we work on our self-actualization, even a little bit at a time, a ripple effect occurs. The impact is felt by the people around us and they start to self-actualize too. It can also be a snowball effect, where momentum builds up to bigger achievements; or a domino effect where it starts to change different parts of our lives, and create bigger milestones of self-actualization.  Time isn’t the biggest determinant of self-actualizationActivity, not time, is what determines success. When we are considering doing something, it’s not really the time that holds us back from doing it. Whats hold us back is the energy we’re willing to spend and the impact that activity will have on us.  Self-actualization should be the first need we meetMost people spend a lot of time at the bottom of Maslow’s hierarchy of needs, trying to first get their physiological and safety needs met first before going towards self-actualization. What actually has the most impact is flipping the pyramid, and starting with self-actualization. It makes getting everything on the pyramid easier, and we speed up the process of becoming successful.    Self-actualization allows us to become better versions of ourselves, build habits of productivity, become more in tune with our identity, and do meaningful work. If we focus on these things first, and flip Maslow’s pyramid on its head, everything else will become easier because we’re happier, more fulfilled, and know what we want. That will naturally lead us to the safety, security and basic physiological needs so many of us crave. If we set self-actualization as our priority, we won’t struggle to take control of our actions; we will align with what produces the best results for us.  Guest Bio Karen Briscoe is the genius behind the 5 Minutes to Success books. With a successful background in real estate, Karen has crafted an approach to business that has won industry-wide acclaim. This approach is based on her own journey. Karen places emphasis on the importance of combining actions, visualization and subtle habit creation to achieve enduring success. Having generated $1.5 billion in real estate sales, her advice is not only helpful, but indeed vital to all those seeking to thrive. Visit https://www.5minutesuccess.com/ for more information. 

Most people in real estate make the mistake of thinking there’s a magic bullet to success in the business, but it’s actually pretty simple. What activities do we need to build into our businesses to earn more? How do we build solid relationships with our database? What is the best way to find new clients today? On this episode, Broker Associate and Co-Owner of The Dellatorè Group, and Bonita's Best Realtor 3 years in a row, Angela Lutzi shared how she went from balancing real estate and another career, to running a highly successful brokerage.   Real estate is not a sales job, it’s a relationship building job. -Angela Lutzi   Three Things We Learned From This Episode The formula to Angela’s successAngela’s success boils down to this acronym: PROZ. Postcards, Relationships/Referrals, Open Houses, and Zillow zip codes.  Put serving people first Real estate is all about building strong relationships with people, and we do that by caring about bringing value to people and thinking about what’s beneficial to them.  Be willing to put in the work in the long runPostcards pay off but you have to be willing to put the time and work in. The reason people don’t have success with postcards is that they don’t do it long enough.  There is no secret recipe to success in real estate. We have to be consistent, have a system in place, nurture relationships and prioritize follow up. We have to do consistent activities, be willing to do the work in the long run and double down on what’s working. The truth is, the most successful people are willing to do what other people aren’t.    Guest Bio Angela is the Broker Associate/Co-Owner at The Dellatorè Group. As a consistent performer in the Top 1% of all realtors in her market, she understands the art of negotiation and can represent you as a buyer’s or seller’s agent. She has been connected to the real estate industry throughout her life in multiple ways and brings that experience to buyers and sellers in Southwest Florida! As a real estate professional, you will find no one who is more concerned about the quality of the relationship between adviser and client. Angela has a great passion for building relationships. She genuinely cares about her clients and their experience while working with her; this is why the majority of her business comes directly from referrals of past clients, friends and acquaintances. Angela’s greatest strength lies in her ability to market and to sell luxury properties. She offers highly developed communication skills, individualized marketing plans, sophisticated negotiation skills, and an innate ability to form strong relationships. For more information, go to https://www.bonitaforsale.com/.  To get access to a free download, go to http://clubwealth.com/angelalutzi/.

  Success in sales leans heavily on our ability to understand people and how they tick. The Enneagream is a method we can use to resonate with people and speak their language. What is an Enneagram and how will it help us foster better relationships with our buyers and sellers? How do we tailor our presentations and pitches according to the personalities? How do we find what our client’s Enneagram number is and what drives them? On this episode, sales expert Matt Cavanaugh shares on how to use this personality assessment in order to get better at communicating in and out of our businesses.   The two principles that will work for anyone in sales are confidence and authenticity. -Matt Cavanaugh   Three Things We Learned From This Episode The 9 Enneagram Personalities  The Perfectionist The Helper  The Achiever The Emotional Creative The Investigator  The Fear-based Personality  The Enthusiast The Challenger The Peacemaker There is a way to quickly qualify someone’s personalityYou can quickly read what number someone is on the Enneagram, based on how they answer questions, and the kind of information they ask us for. If someone is detail-oriented they are a 1,5 or 6. If they are results-oriented, they are a 3,7 or 8. If they are more people-oriented, they are a 2,4 or 9. The Enneagram accounts for both our weaknesses and strengths The Enneagram accounts for how we grow as human beings. When we are healthy and at our best, we will take on the positive attributes of another number. When we’re stressed, we take on the negative aspects of another number. Whatever personality assessment we swear by, it all comes down to an overall awareness of people and how they tick. It’s about taking the time to understand someone instead of bulldozing over them to get our way. If we want to use the Enneagram, it’s important that we do it on ourselves first, then on our close friends and family members. Ultimately, this will be an effective tool to have in our pockets. It will deliver value for the rest of our careers, so we should take small steps towards learning and utilizing it. Guest Bio Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate, he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. After having great success in industrial sales, he began his journey in real estate.  To get access to Matt’s free download "The Power of Personality In Sales Landscape" go to http://clubwealth.com/mattcavanaugh/.   

The ISA model is gaining traction in our industry because it’s a powerful way to bring leverage onto our teams and improve our lead conversion/follow up. What are the benefits of bringing on more ISAs? How do we recruit, train and hold them accountable? If we’re transitioning to an ISA model, how do we get the agents on our team to buy into it? On this episode, team leader and CEO, Brendan Bartic shares on migrating to an ISA driven model and how that increased production by 100 transactions.   If we can master objections and be quick on how we respond to people, the quality of our conversations can continue to improve. - Brendan Bartic   Three Things We Learned From This Episode A strong sales system needs a strong servicing team supporting itIf we’re going out and generating leads from many sources,  we also need to have a dedicated department that’s reliable to effectively and quickly address the leads. It makes us more efficient and frees up agents to do what they are good at.  ISAs can be as strong a point of connection as agentsJust because the lead talks to the ISA first doesn’t mean they won’t be able to build a rapport. We’re not selling an individual agent, we are selling a system. With that system, everyone is trained at such a high level that it doesn’t matter who the lead talks to first; they’re going to get the same level of service regardless.  Hire the right people to overcome turnoverOne of the biggest concerns with ISAs is that the role has high turnover, and all the training will feel like a waste if the person leaves quickly. We can change this by finding people with big long-term goals in real estate - someone who sees the ISA role as a stepping stone to the next step.  ISAs allow us to run teams that are more efficient and capable of converting leads at a high level. Running the model successfully is about following a very specific system to make sure leads are taken care of and that agents have enough support so that those leads become appointments. ISAs give us immense value, leverage, and synergy in our businesses, and as in Brendan’s case, the benefit is reflected in more closed transactions.  Guest Bio Brendan is the CEO of The Bartic Group. He has been a leading top producer for over 18 years and his sales consistently rank is in the top 1% of all Keller Williams Teams Internationally.  To get access to Brendan’s free PDF "Lead Flow Chart" go to http://clubwealth.com/brendanbartic/. 

Onboarding is a hot topic and one many team leaders struggle with. However, the real issue is that we overcomplicate the process. What are some of the biggest onboarding mistakes we are making on our teams? How do we train for both sales and admin, and how can we make the transition into our teams as smooth as possible? What values and mindsets should we be instilling in the first few weeks? On this episode, Club Wealth Tier 3 coach and Tier 4 coaching client Donnie Morrow, shares how we can implement a world class onboarding process for our teams.  When it comes to onboarding, people get too wrapped up in the training aspect, but the biggest thing is implementation. Take action and you can fix some of the stuff along the way. -Donnie Morrow   Three Things We Learned From This Episode We can balance both new and seasoned agents in our team for the benefit of the businessWhen thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for experienced agents. There is a space for both in our businesses. With experienced agents, we’ll have to train out the bad habits and egos. With new agents, we have to train them in how to start making money.  Leverage your in-person trainingOur training doesn’t have to be one-on-one, it can be one-to-many. There’s a synergy that happens when we hire one-to-many that we don’t get one-to-one.   The onboarding process shouldn’t be a balance between fun and educationEven though onboarding is an important and critical process in our business, it should also be fun. We want our agents to feel excited about joining our team. We want to make them feel like rockstars! The entire onboarding process becomes much more engaging for our agents when they are enjoying themselves.   The goal with onboarding our agents is to bring them into our world. We should do this in a fun and simple way that makes them feel like a part of something great. We need to have a simple system in place that we can follow consistently every single time because ultimately, we want people to engage with the training. That’s what will give them success on our teams and in the industry.   Guest Bio Donnie is the team leader at the Morrow Group and a Club Wealth coach and client. To get Donnie’s training checklist, go to http://clubwealth.com/donniemorrow/. 

  The rise of iBuyers in the marketplace is alarming for a lot of agents, but their popularity doesn’t need to spell disaster. What is it about iBuyers that attracts clients, and is it possible for us to work in harmony with the new platforms? How can we stay afloat in the age of technology and internet-based competitors? On this episode, co-owner of Team Stites, David Stites, and CEO of My Rocket Listing, Nick Shivers, share how we can work alongside iBuyers, and even use them to our advantage.   Change is inevitable- accept that iBuyers are here to stay and start looking for the opportunities they present. -Nick Shivers   Three Things We Learned From This Episode Stop thinking it’s all about moneyA lot of agents assume our clients are focused on getting the most money possible. However, that’s not always the case. Other factors, like convenience, are huge factors that our clients take into account. Listen to clients and tailor deals to their needs.  Take advantage of iBuyersiBuyers offer convenience to their customers, but they also offer opportunities to their competitors. Take advantage of the information available on the platforms and educate yourself on what they offer. By knowing more about our competitors, were better able to show our clients why we’re the better option. Don’t fight changeWhile iBuyers are a scary concept, they’re definitely not the first threat to the real estate industry. To stay afloat in the market, we need to be open to adaptation and focus on what we do best. The changes in the industry are chaotic, but there will always be opportunities for us to thrive if we adapt along the way.    iBuyers definitely pose a threat to the real estate industry, but they also present us with opportunities. We need to use the information they share freely to educate ourselves on what they do, and begin strategizing how we can do better. Most importantly, remember that change is inevitable, and i-buyers need not be the enemy.    Guest Bio David Stites is the co-owner of Team Stites. As a third-generation Realtor, David has real estate in his blood- so it’s no surprise that today he’s a listing specialist. David is passionate about helping families sell their homes, and makes it his mission to get his clients the top dollar in exchange for their properties.  To find out more about David, visit https://www.teamstites.com/team/david-stites-licensed-real-estate-agent  Nick Shivers is the President and CEO of Nick Shivers Team, Host of the Shivers Report on iHeart Radio, Founder of Sell a Home Save a Child, and the CEO of My Rocket Listing. He is in the top 1% of Realtors nationwide, and is passionate about serving people and helping children through real estate.  To find out more about Nick, head to www.nickshivers.com For information on My Rocket Listing, head to www.myrocketlisting.com And to find out about Sell a Home Save a Child, visit https://www.sellahomesaveachild.com  To get tickets to our upcoming Business Mastermind Strategy, visit https://clubwealth.com/bsm/   

For many real estate agents, the idea of selling luxury homes is intimidating. What are the critical skills required to work in this niche? What’s the difference between staging and market preparation? How do we build up our reputation to attract more luxury clients? On this episode, real estate veteran, author and luxury expert, Jack Cotton shares how to find success in the highly sought-after luxury real estate niche.   We don’t show property. We demonstrate the property and immerse them in the lifestyle that comes with the property. -Jack Cotton   Three Things We Learned From This Episode Difference between market preparation and home stagingStagers usually don’t really think about what the buyer might want. Market preparation is setting up the home for the profile of the kind of buyer you want to attract. Very often, stagers try too hard and this can actually distract buyers or make them think something is off about the property.  How to leverage the “gatekeepers of luxury” to meet potential clientsThe way into the world of luxury buyers and sellers starts with the gatekeepers to those people. We can start by asking who the key service providers are to the wealthy in our market, from CPAs to attorneys. Build relationships with them so we can get an introduction to potential clients. How to be a master at negotiation Build standing and preeminence in your market because it gives you authority. Never assume, find out what buyers and sellers actually want. Detach from the outcome and be willing to walk away from the deal.  As real estate becomes more and more generic, and the tech world tries to creep into the industry, we have to position ourselves differently. In the high end market, being seen as generic as self-defeating. We must be seen as unique, different and constantly bringing value. We must build a reputation as a real estate advisor, not merely an agent. That means becoming an expert in markets and value, pricing, market preparation, marketing and negotiation.   Guest Bio Jack Cotton is a veteran Realtor, author and founder of Cotton Real Estate, now Sotheby’s International Realty.  Since 1974 and has overseen thousands of purchases and sales of Cape Cod properties. Jack’s mastery of Cape Cod Real Estate is clear, yet he never stops striving for new knowledge. In fact, he believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate Studies at Cape Cod Community College in 2006. Visit http://www.jackcotton.com/ for more information.  Get Jack’s latest book, Selling Luxury Homes here. 

The truth about business, and life in general is that tough times and failures are unavoidable, but at the same time, we can grow from them. What measures can we put in place to keep working hard when the going gets tough? How do we turn our failures into our greatest moments of growth? What are some of the challenges that come with running a real estate team, and how can we overcome them? On this episode, I talk to Manzon Team co-owner Anthony Manzon, and Brian Curtis and Misti Bruton about staying committed in business when things are not easy, and how failure helps us achieve success.   Every decision we make either takes us closer to our goals or further away from them. -Anthony Manzon   Three Things We Learned From This Episode How routines and rituals counter a lack of motivationWe’re going to encounter the urge to quit many times in our lives, but we have to build in the habits that keep us from throwing in the towel. If we put rituals and routines in place; whether it’s going to the gym, scheduling time for lead generation or appointments with clients, those rituals will help us overcome our drop in motivation.  The two things we should never give up on when things get hardWhen things get tough in business, the first things we usually quit are coaching and lead generation because they cost money, but during a hard time, those are the most important things. Without coaching, we become isolated and which wipes away all our motivation. If we stop lead generating, we stop attracting business and we’ll have to start dealing with the challenge of chasing it.  How to build a system with less failure pointsWhen we build a system, we also need to have accountability measures around it to make sure everyone is doing it the same way.  If there’s a deviation from the system, the process of building it would have been a waste of time.    Success is a math equation, and everyday we take action that either gets us closer to or takes us away from our goals. Even though failure is hard, it can actually propel us in the right direction if we apply the right mindset towards it. The formula for failing forward starts with us being willing to fail in the first place, and take our egos out of it. We need to be willing and able to take extreme ownership, so that we can drive ourselves towards the actions that will help us beat the slump. Ultimately, there’s no failure, there’s only learning and growing if you’re taking the right approach.   Guest BioAnthony is the co-founder of Team Manzon. Team Manzon was founded in 2013. By the end of their first year in business, they received The Rookie of the Year Award, were #1 in their Market Center and top 1% of their region. Since then, Team Manzon has now grown into a Group of Agents and has held #1 Team/Group in their Market Center for 2015, 2016, and 2017.   To download Anthony’s New agent questionnaire go to http://clubwealth.com/anthonymanzon/. 

Many real estate agents waste a lot of time and resources on prospects who are still too far away from actually starting the buying process. How can we tell the difference between the tire kickers, the pre-clients and the true clients? How do we make sure we get the true clients to commit to actually working with us? How do we create the abundance that allows us to let bad-fit clients go? On this episode, we’re joined by coach Aaron Drussel who shares the process he’s developed to make sure we know where potential clients are in the process, and how to work with the right people at the right time.   We treat clients who are still far upstream as now buyers too early in the process. -Aaron Drussel   Three Things We Learned From This Episode How the buying process has changed In today’s world of buyer and lead conversion, we’re catching people a lot earlier and further upstream in the process of buying. The problem is, many real estate agents are moving the relationship forward too fast, and trying to close instead of going according to where the person is in the process.  Why we shouldn’t be reluctant to ask for a commitment agreement with a clientThere’s a fear of missing out on a buyer even if they aren’t the right fit. We need to measure the opportunity cost of working with someone who isn’t fully committed vs. actually working with buyers who are committed.   How the fear of letting go is a sign of scarcityBeing afraid to let go of the wrong clients is only a problem when we don’t have enough of a pipeline on the front end. If we have an abundance of clients and leads, it’s easy to let a bad prospect go because you know there are many other options.   There’s a world of difference between a pre-client and a NOW client, and we should be treating them differently in terms of the resources we put towards them. We need to sit down with people for an initial meeting and ask the right questions. We need to be clear on whether they have a need that can be met by the market right now, if their financing is in place, if they have a timeline of 60 to 90 days, want to work with us exclusively and if they are tethered to us with a commitment. Our success in leading them through the process comes down to how relevant our service is to where they are.  Guest Bio Aaron Drussel is a real estate team leader and coach. For more information, call 801-234-0505 or email aaron@betterutahliving.com. 

We hear a lot about the greatness of running a real estate team, but it’s not always sunshine and rainbows. What are some of the challenges that come with running a team? How can we be good leaders in the face of adversity? How do we figure out what our roles on the team are? On this episode, agent and team leader Misti Bruton shares some of the challenges that come with the transition from solo agent to first-time team leader.     At each level of growth in leadership, there is a skill set that we have to learn. -Cherie Benjamin   Three Things We Learned From This Episode The real reason why running a team is challenging What makes a running a team difficult is that we have to learn a new skill set that’s very different from being a solo agent. We have to learn about leadership, leverage and actually owning and being accountable for a business, and that is a skill we have to develop.  The key skills we need to have as leadersLeading a team is all about people, and there are many things we have to be able to do. We have to be willing to grow, we have to be willing to listen to people, and be willing to protect the team over the individual. How to handle setbacks and adversityOne of the skill sets we need to master as leaders is our ability to bounce back from challenges and adversity. We can do this by feeding ourselves with positive content and material, or we can learn to reset when something goes wrong, or reframe the negatives into positives.  Running a team comes with great risk and responsibility, and with all the ups and downs it comes with, we have to be up to the task as leaders. Even if the required skills don’t come naturally to us, we need to work on getting coaching and developing them to the highest level. It’s not just about wanting a team because everyone in real estate has one, it’s about having a purpose and vision to build something and keep growing it.  Guest Bio Misty is a Realtor, broker and team leader at the AVO Realty Team. Go to https://www.greatertexashomes.com/ for more information. 

One of the major ways real estate teams have been able to make more money is by building relationships with industry-related businesses and institutions. How do we approach potential partners and make them want to work with us? What can we do to get the most value out of the relationship on both sides? On this episode, Club Wealth Tier 4 Member and Broker/Owner, Keith Myers shares on how his team has remained successful and profitable, doing $1.5 BILLION in volume, and bringing in an additional $1.5 MILLION in additional revenue from ancillary services and his real estate team!     It’s getting harder to make a profit selling real estate, so we’ve got to get more creative about how we do that. Relationships with ancillary service providers are one of the ways to do that. -Michael Hellickson   Three Things We Learned From This Episode Why success with ancillary services starts with our primary business The success of our primary business is what leads to the success of our ancillary services. So we need to drive traffic to our main business, because it makes everything else more profitable and valuable.    How to make ancillary service providers want to work with us  In order to partner up with ancillary services successfully, we have to give them value. We cannot expect them to want to do business with us, and help pay some of our costs if we don’t give something first.    The value of including ancillary partners in our daily business activities  It’s important that we get our ancillary partners involved in our business, because it strengthens our relationship with them. We also have to want them to win and succeed in every aspect of the business, and if we care about their success they’ll want to be a stronger part of our business.    With more disruption to our industry comes the shrinking of our profit margins, and in order to remain successful we have to come up with new strategies. Ancillary services are extremely effective in growing our profits and keeping our teams running at the highest level. In order to successfully implement a plan that includes these services, we have to give to get, create a symbiotic relationship, and make the partners feel like a key part of the team.   Guest BioKeith is the Broker/Owner at RE/MAX Olson Companies, and a Tier 4 Club Wealth Member. Connect with him on LinkedIn https://www.linkedin.com/in/keith-myers-68807b12/ or email Kmyers@olsonmax.com.  Sign Up for the Business Strategy Mastermind Conference here http://clubwealth.com/bsm/.

For real estate team leaders, juggling work-life balance can be a real challenge. How does schedule setting, waking up early, and hiring the right people give us more freedom in our business? How does leverage increase our production? How can we avoid burnout? On this episode, broker and owner of Healthy Realty, Mikki Ramey, shares insights and tips on how we can crush it at home and at work.     There’s a direct correlation between getting really specific with your schedule and increasing your production. -Mikki Ramey   Three Things We Learned From This Episode Hire for attitude, train for skillSometimes the best real estate talent comes from outside our industry. We need to pay attention to people in our sphere who are already good at what they do. They could possibly be good matches for real estate.  How to avoid overworking yourself As team leaders, we often have guilt when we spend any time our way from our business, but we can’t have a great family life if we’re answering every question. Our clients will be happy getting help and questions answered by other agents on the team.  If you want to leverage people you have to trust themDon’t micromanage people, empower them. Give them the room to learn and to fail in their role. We won’t allow them to grow, and we’ll never be able to find out their superpower. Trust is important in being able to gain more freedom.  No amount of success at work can make up for failure at home. When we don’t work to have work-life balance, our families and our own health suffer. Leverage is one way we can start getting back our freedom. The benefits of getting a team aren’t just for the team leader, they are for everyone on the team because it means no one will be spread too thin. The more deliberate and structured we are in what we’re doing, the more success you’ll have.   Guest Bio Mikki is the broker/owner of Healthy Realty. The Mikki Ramey team is in the top 1% for sales in Charleston (14 out of 4100 agents). Mikki has appeared on HGTV National Open House, and also has been featured in HGTV Magazine. She has been recognized by Charleston Moms as the “best real estate agent in Charleston” by Lowcountry Parent’s Magazine. In addition, Trulia picked her as one of the 1% of agents in the country with the 2014 Best of Trulia Top Agent Award.Mikki has been recognized for her excellence in real estate as an East Cooper Top Producer and a Realtor of Distinction. Mikki is also certified as a Short Sale and Foreclosure specialist. She is a licensed real estate broker in South Carolina and is a member of the National Association of Realtors. As a realtor, she gives real estate lectures to students, residents, dentists, and doctors at the Medical University of South Carolina. To get in touch email mikki@healthy-realty.com or mikramey@gmail.com.  To get access to our Perfect Daily Schedule go to http://clubwealth.com/pds/.

Online referral and lead sources are becoming a more common fixture of the real estate industry. How can we build long-term relationships through these platforms? Why is follow up such a key part of success with any long-term lead source? How can you get more online leads right now? On this episode, we talk to Club Wealth coach, Marine Yoo, who shares on how we can get more opportunities through online lead platforms.     Everything you do right will pay dividends, but don’t look for immediate gratification. -Marine Yoo   Three Things We Learned From This Episode How to maximize our online referral sources All lead sources that are paid a referral fee want to work with people giving them the highest ROI, ultimately they are also running a business.  You have to get dialed in on your follow up and conversion, and actually give good service.  The correct mindset to have about online referrals When it comes to dealing with online referral sources, change your mindset and think of them like institutional sellers such as banks. This allows you to take the emotion out of the equation and competition out of it and build a predictable and duplicatable system around it.  How to generate lifetime referrals from entry level buyersIn entry level price points, people aren’t treated with as much respect as million dollar customers are treated. If we treat entry level customers as well as we would high end ones, they become a raving lifetime fans that will refer us over and over again.    Online lead and referral sources are anything but free lead sources, we have to work hard. In order for us to make them lucrative and repeatable, it’s important for us to follow the best practices of running a business. Follow up and conversion are key to achieving this, because these lead platforms also want to maximize their ROI. It’s a mental game, and in order to play it well, we have to sharpen our swords, and focus on providing value and service at all times to all clients.  Guest Bio Marine is a former police officer, Realtor and Club Wealth coach. Go to https://www.teamyoo.com/ for more information.    To buy our book, World Class Buyer Agent go to www.clubwealthbook.com. 

After a transaction is complete, it’s often difficult to stay in touch with past clients. How can you keep fostering the relationships you’ve built? What platforms should you be using to make sure your referrals count? On this episode, US Veteran and Nashville’s most trusted Realtor, Josh Anderson shares his advice on staying in contact with your database.      Three Things We Learned From This Episode Host regular client events Once a transaction is complete, it can feel awkward for an agent to stay in contact with past clients, especially over the phone. The best way to stop this interaction from being uncomfortable, is by offering your database value. By contacting past clients to invite them to client appreciation events a few times throughout the year, you have something of value to offer.   Time block You can have the best database in the world, but if you’re not time blocking, you won’t be able to take advantage of it. Set up specific times to do each activity during the day. It doesn’t help to be out of the office with clients all morning if it means it will hinder your routine.   Ask for reviews A lot of referral sites require users to set up profiles to see client testimonials. This stops many prospective clients from seeing your reviews. Rather than relying on these sites, ask your database to leave you a Google review. Everyone has access to Google, and it’s an easy tool to use. Aim to get these reviews from around 60% of your interactions, and don’t be afraid to ask for them throughout the process.    Staying in contact with past clients is one of the best ways to build a strong database. Make sure that while you’re in contact with your database, you’re offering as much value as you can. Host client appreciation days and offer assistance when needed. Just remember to run your operations like a business, and be sure to set aside the time needed.    Guest Bio Originally from Nashville, Josh graduated from Louisiana State University in International Trade and Finance. Josh served 8 years in the U.S. Army, including a 10-month stint in Bagram, Afghanistan, during Operation Enduring Freedom. These experiences, coupled with the education he received from Louisiana State, have molded him into a focused, disciplined, and strong willed individual. Josh Anderson can best be described as a man of high energy with a passion for Nashville real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set him apart from the rest.   To find out more about Josh, head to: http://www.joshandersonrealestate.com/  And https://www.linkedin.com/in/nashvillesrealtor/

Team culture dictates your success, so it’s crucial to build a great environment where your team members feel supported. How can you foster a great company culture? What influences should you be aware of within your team? On this episode, Sandy Stites joins us to discuss building great culture in your business.     When we create great culture on our teams, the magic happens. -Michael Hellickson   Three Things We Learned From This Episode Have genuine interestIt’s vital that you take a genuine interest in the individuals on your team. Pay attention to what’s going on in your team members’ lives and let them know you care. It’s important to approach this seriously and from a place of authenticity. Encourage vulnerabilityThe great thing about family is that it allows you to be completely vulnerable. Aim to create a family environment on your team where vulnerability is the norm. This can be fostered through zoom calls that force everyone to be on camera. The important thing is to create an inclusive space that allows everyone to be comfortable. Cut out the cancerIf there are people on your team not contributing to a great company culture, remove them from the team. This is often difficult because that same individual may be the top producer on your team, but the reality is that negative influences have to be removed to create a positive environment. Never underestimate the power of positivity on your team. We’ve all heard the cliche that business and pleasure should be separate, but productivity relies heavily on happiness. Create a team culture where people are excited to come to work. Foster an environment that makes people happy. Team culture dictates your level of success   Guest Bio Sandy Stites is the marketing expert at Team Stites, a Realtor based in Southern California. In addition to her vast knowledge on advertising and social media marketing, Sandy has even developed an algorithm to link seller’s home features to target buyers. As a native Taiwanese and Chinese speaker, Sandy is capable of offering great help to buyers, sellers and investors in the international market. Sandy places a lot of emphasis on being ‘team mom’, and takes a genuine interest in the lives of everyone at Team Stites.   To find out more about Sandy, head to: https://www.teamstites.com/team/david-stites-licensed-real-estate-agent