How They Won: Secrets of Winning Real Estate Pros

I went a little outside of the box for this week’s interview. I have been hearing reports from the folks that I coach and other successful agents that they have been successful re-implementing telephone prospecting into their weekly routines. With the light at the end of the COVID-19 tunnel getting larger and larger, I thought that this best-practice would be good to share with all of you as soon as possible.As I was thinking about this, the perfect guest popped into my mind – Tyler Steenken with Cole Information. Tyler has been steeping himself in the discipline of telephone prospecting every single day for the past 15 years of his career, and he had a TON wisdom and best-practices to share during our conversation.

Today’s guest is the founding partner of Cain Watters and Associates. CWA was founded in 1984, with a primary focus of advising and supporting small business owners in the dental field. Over the last 36 years, Cain Watters and Associates has grown to become a large and diverse financial institution with 11 partners and more than 130 employees. You can learn more about CWA and access a TON of great resources pertaining to COVID-19 at cainwatters.com.This discussion is for informational purposes only. Please don’t take of this as legal, tax, investment, financial, or other advice. Also, nothing in this podcast constitutes a solicitation, recommendation, endorsement, or otherwise of any nature.Everything we discuss here is general in nature and does not address the circumstances of any particular individual. Please talk to your personal financial consultant for advice specific to your personal situation.

I’ve got another timely interview to help get through the COVID-19 crisis. This week, I interviewed Ted Jeschke with PenFed Credit Union.Ted is a 20+ year veteran of the mortgage industry, and I am so grateful that he was able to share his insight and experience with us. Ted and I discussed:A big picture view of the current state of the mortgage industry.Tips for real estate agents on interviewing the “right” lender for the current situationRON – remote online notarization and whether it is here to stayAnd several other timely and important topics relevant to doing business in the COVID-19 environmentYou can learn more about PenFed Credit Union at penfed.org.

I’m speaking with financial advisor and founder of Twin Cities Wealth Strategies, Dana Menard.Dana and I discussed financial strategies for independent contractors during the COVID-19 pandemic. I learned a lot and I hope you will too!Disclaimer:This discussion is for informational purposes only. Please don’t take of this as legal, tax, investment, financial, or other advice. Also, nothing in this podcast constitutes a solicitation, recommendation, endorsement, or otherwise of any nature.Everything we discuss here is general in nature and does not address the circumstances of any particular individual. Please talk to your personal financial consultant for advice specific to your personal situation.

This week, we’re doing something a little different. Last week, I was invited to appear on the Real Estate World podcast with Scot Pekarek. Scot is an old friend and we had a great conversation.If you want to learn more about Scot and listen to the Real Estate World podcast,  head over to RealEstateWorld.tv.

With the current COVID-19 Pandemic, I wanted to have a conversation about the baseline economic factors that are at play. I am lucky to have a friend who is both an economist and real estate professional, so I invited her on the show.Meghan O’Brien is a top-producing real estate salesperson with RE/Max Concepts in Des Moines, Iowa and Professor of Economics with Des Moines Area Community College.During our conversation, Meghan and I discussed:The underlying economic factors that drive real estate, no matter the marketGood sources of data to help you make your own decisions about COVID-19’s effect on your local real estate marketThe data points that are perhaps given too much weight in the overall economic conversationWhat Meghan is doing differently in her business during the pandemicAlong with several other timely and impactful thoughts for real estate professionalsRemember to take care of yourself so you can take care of others. Stay informed, not inflamed, and put the energy out into the world that you would like to receive back.

Today’s interview is a first for How They Won. I am interviewing a guest for a second time.In mid-February of 2020, I posted an interview with my friend Andrea Geller from Chicago. Andrea shared 20+ years of knowledge and insights aimed primarily at real estate industry veterans. It was a pretty wide-ranging conversation with lots of great take-aways.Shortly after that interview, Andrea made a big change in her business and ended up affiliating with a different brokerage. There’s not a lot of information and guidance out there on how to change brokerage companies (other than my interview with Brian Carothers from Pittsburgh. If you’re listening to this episode, you might want to go back and listen to that one too.)Anyhow, with such limited information out there, Andrea kind of had to blaze her own trail. I thought it would be valuable to talk about what that was like while that experience is still fresh in her mind.Andrea has been a VERY successful real estate agent for a very long time. Moving her business from one brokerage to another was a big deal for her and I am so grateful that she is willing to share what she learned during that process with everyone listening!I work really hard to keep episodes of How They Won timeless, rather than timely. Be that as it may, I thought it was important to touch on the current state of affairs in the world that we are all going through together – namely, the COVID-19 pandemic. During my conversation with Andrea, we touched on some of the things that she is doing to keep her real estate business moving forward at the moment the episode was recorded. As you can imagine, the situation and best practices are fluid and change not on a weekly, or daily basis, but hour by hour and minute by minute. From me to you, I wish you good health and all the best during this crisis. We’ll get through this like we always do – together. I’m going to leave my comments at that for now, but I have been and will continue to share more timely thoughts and ideas on social media if you care to follow along and join in the conversation.

My guest today is doing the same thing with the real estate business. He has found a way to combine the world of real estate investments and residential owner-occupied real estate into a new approach to the business that allows residential real estate agents to offer something new to their clients.I am proud to be working with this individual to help bring his idea to the broader real estate industry.Craig O’Rourke has been in the real estate business for 25 years. He has worked as a sales associate, investor, manager, and is the author of the book “Destination Perpetuity - The Real Estate Investor’s Road Map to Financial Freedom.”In his various roles, Craig has overseen in excess of $1 billion in transactions. His latest endeavor is a company called the Real Estate Success Series.Learn more at https://www.learnitlistitsellit.com/

I think you’re really going to enjoy this conversation! I am speaking with Heather and Steve Ostrom with Coldwell Banker Realty in Roseville and Rocklin, California.Heather and Steve run one of the most efficient and effective husband and wife teams I’ve come across in the real estate business. Each of them has a well-defined job that they do for the team and each of them are best-in-class at what they do.During our conversation, Heather and Steve discussed the evolution of their team, how they manage their systems and processes, their marketing and lead conversion strategy, and more.

This week, I had the opportunity to interview one of the best salespeople I know – Jeremy Bowers, CEO and Team Leader for Keller Williams Philly.Jeremy and I had a wide-ranging discussion about several important topics in the real estate business and frankly, business in general. We talked about influence and persuasion as both a talent and skill, his method of “working backwards” like a golfer to develop his skillset in business, how having the right intent for sales outcomes clarifies the reasons for developing your skillset, and a whole host of other really important keys to achieving your full potential as a real estate professional.I came away from this conversation totally pumped and ready to do whatever it takes to reach my goals, and I think you will too!

This week’s episode is FULL of really simple but super effective tips that will help you grow your business. An old friend, successful real estate agent, and national speaker, Sean Carpenter of Coldwell Banker in Columbus and Cincinnati, Ohio came on the show.   Sean and I talk about:His motto of “Building Relationships, Solving Problems, and Having Fun.”The power of consistency in the real estate businessA daily practice he calls, “The 4-H Club” that Sean uses to create a constant stream of opportunities in his businessesTips to maintain consistency in the day-to-day activities required to succeed in real estateA really smart branding strategy that helps tie Sean’s brand to other big brands.And the 3-C’s of Trust I know that you’re going to get a ton of great information listening to this conversation. Be sure to subscribe to How They Won in your favorite podcast program to catch all the great interviews we release every Monday.

On this week’s episode, I’m speaking with Andrea Geller, Broker Associate at Hot Property® The Chaz Walters Group and Coldwell Banker Residential Real Estate of Chicago.   Andrea is a friend and someone I always turn to for her thoughts on the real estate business and our industry. During our conversation, we discussed:Bruce Springsteen (Andrea is a HUGE Bruce fan!)Advice for veterans of our industry to remain relevant and flexible as the business changesHow to compete on YOUR OWN termsAndrea’s not-so-secret weapon that has given her an edge in her business throughout the yearsHow 1% different is 100% better in real estateSome simple suggestions that will make our industry betterEmerging trends that are already shaping the future of housingThe power of good questions to better serve your customersI hope you enjoy this conversation as much as I did!Remember – if you are finding value in How They Won, please subscribe, review, and share the podcast. I sincerely appreciate all that each of you does to spread the word about the show.

This week, I am speaking with Ahmed Helmi, VP and Division Manager for Johnston & Daniel, a Division of Royal LePage Real Estate in Toronto, Ontario. Ahmed has nearly done it all over his 17 years in the real estate business and has been successful at every turn.I really enjoyed talking to Ahmed about:How his Immigrant Experience contributed to his successWhat attracted Ahmed to the real estate businessHow anyone can work hard and succeed in real estate – you may need to “sleep faster” but you can do it.How the competitiveness in our business keeps us sharp.Finding and working a niche or specialization to capture more than your fair share of the market.How remaining true to your values adds to your competitive edge.Relationships and trust as the keys to long-term success.Avoiding the most common sources of conflict with other real estate professionals.How having the right systems can help ensure you always dot your “I’s” and cross your “T’s.”I think you’re going to find a TON of value in this conversation!

This week, I am speaking with Shelley Scotto, of Coldwell Banker on Long Island & Queens, New York.Shelley is an incredible real estate agent that has been successful in every type of market since 1988. We had a wide-ranging conversation about:Branding in a Competitive EnvironmentKeeping Your Integrity and ReputationMarketing and Customer ServiceThe Lost Art of NegotiationThe Cure for Fear in real estateAnd how Shelley would Improve the Real Estate Business if she could waive a magic wand.You know, I’m so grateful to know people like Shelley, because they have so much to teach us. I hope you enjoy this conversation with this incredible real estate professional!

In this week’s episode, I got to interview serial real estate entrepreneur, Rob Mehta. In addition to being affiliated with Coldwell Banker Realty in Minnesota and Wisconsin, Rob is also licensed with Coldwell Banker Residential Real Estate in Florida. As if that wasn’t enough, Rob is also the principal of Rob Mehta and Partners, a training and consulting firm.I spoke with Rob from his second home in Thailand about:Taking risksThe secret of success that all entrepreneurs shareAnd His unique REALTOR referral businessI think you’re going to learn a lot from our conversation, because I certainly did.

Roxanne Escobedo and Rudy Vincent of Coldwell Banker United in Austin, Texas discuss their weekly Facebook real estate talk show. Listen in and learn about R&R's brilliant content creation strategy that keeps them engaged with their audience.

On this week’s show, I’m speaking with Bob van Allen, President of Coldwell Banker Tomlinson in Washington State and Idaho.Bob is not your typical real estate professional. He’s got a very unique outlook and approach to succeeding in the business and I think you’ll appreciate what he has to share.During our conversation, Bob and I discussedCreating a repeatable plan for success in real estateHis experience with forming and growing a real estate teamHow Bob made the decision to transition into managementAnd Advice on finding your “why” and being your authentic self

I had the opportunity to interview a brilliant real estate professional from Southern California, Jorge DeLeon of Coldwell Banker Residential Brokerage.Jorge currently manages Coldwell Banker’s offices within the Ventura and Oxnard, California markets as well as serving as NRT’s Regional Diversity Chairman for Southern California and Arizona.I first met Jorge through our work together with the National Association of Hispanic Real Estate Professionals and I’ve come to really respect him as a real estate professional.During our conversation, Jorge and I discussed:How to best serve the Latinx communityThe importance of treating people as individualsLending Practices and dealing with Language BarriersThe National Association of Hispanic Real Estate ProfessionalsWhat It Takes to Make It in the Real Estate BusinessAnd a continuing demographic trend to keep your eye on in 2020Thanks for listening and before we get started, I’d like to ask you for a favor. If you like what we’re doing on How They Won, please take a moment to leave a review and share with your friends. I sincerely appreciate your support! Now, let’s get on with the show!

I had the pleasure and honor of sitting down with one of my oldest friends and colleagues in the business, Paul Springer with Coldwell Banker Burnet in Minneapolis, St. Paul, and Western Wisconsin. Paul and I talked about the role of technology in the real estate industry and the importance of staying focused on the relationships we have with our sphere of influence no matter what.

This week, I interviewed Lance Berwald, manager of the Berkshire Hathaway Home Services North Properties Office in Edina, Minnesota.Lance is a professional basketball player, turned Real Estate agent, turned manager.During our conversation, Lance and I discussed:The power of persistence in real estate sales and managementHow important it is to simply make contact with your databaseTransitioning from sales to managementRecruitingAnd a fun bonus story about Larry Bird from the Boston CelticsI thought this conversation was especially fun. If you enjoy it as much as I did, please take a moment to post a review and share. Thanks for listening and enjoy!

In this episode, I sat down with Dondi Fielder from Coldwell Banker Gosslee Real Estate in Shreveport, Louisiana.Dondi has been in the real estate business for just over two years. Her first year, her production was way above average, and in her second year, she more than doubled her production. Dondi is super relatable and I think her perspective on succeeding in real estate is very interesting.Dondi and I discussed her unique ability to make her clients feel like they are the center of the universe, a unique twist on building momentum in your real estate practice, how keeping a genuine service-first approach can lead to short and long term success, along with several other interesting topics.

Todd Urbanski is a successful real estate agent, director of agent development for his company, he's super involved with the board of Realtors and a former president of the board, a ski patroller, a firefighter...the list goes on and on.Todd and I discussed the importance of coaching in life and business, how and why to get more involved with your local board of REALTORS®, being part of the solution rather than part of the problem, how to "make it" in the real estate business, balancing multiple competing demands for your time, building a “boring” business – one that’s predictable and sustainable, understanding your "why", and some of the best advice for real estate professionals that I’ve ever heard.

In this episode, I interviewed Shannon Byerly with Coldwell Banker Residential Brokerage in Denver, Colorado.Shannon has been in the business for five years, but you would think it has been longer based on her sales production. She was rookie of the year her first year in the business and has been crushing it every year since.In our conversation, Shannon and I discussed:Growing your business from an already busy baseBreaking into the luxury marketCoping with personal tragedyCustomer ServiceThe advice that Shannon shares will absolutely have a positive impact on your business.

On this week’s show, I sat down with Martha Webb from Edina Realty in Minnesota.Martha is basically single-handedly responsible for introducing the real estate business to the concept of home staging through her course and book, Dress Your House for Success.After watching her course on VHS at the beginning of my career, it was such a thrill to get to speak with Martha in person. During our conversation, we of course discussed Dress Your House for Success, but we also talked about how to bring ideas to life, creating an effective real estate partnership, and Martha’s newest idea: Lifesizing.

Brian Carothers has been in the real estate business for almost 10 years. Before getting into real estate, Brian was a radio show host in several large markets around the US. Sometimes funny, sometime irreverent, but always doing something creative, Brian is a brilliant marketer, always finding ways to stand out from the crowd.Brian and I discussed his approach to winning on social media and the specific process that he follows, a few of his more creative marketing campaigns and the "re-launch” effect they have had on his business, and how he approached changing brokerage companies a few years ago. My favorite quote from the episode was, “Some of the best deals are the ones you don’t do.” Listen to the episode to find out what that means. Remember to check out HowTheyWon.com for detailed guest biographies, show notes, and discussion.Thanks for listening!

In this episode, we meet our host, Bob Burns. Bob shares his history and talks about the goals of the show. Continue the discussion with downloads, comments, and show notes at http://howtheywon.com/.

In this episode, we're speaking with Emily Hays from Coldwell Banker Gosslee in Shreveport, Louisiana. Emily shares key lessons aimed at newer real estate professionals, but her advice is just as useful to more experienced professionals too!Continue the discussion with downloads, comments, and show notes at http://howtheywon.com/.