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Real Estate Success Rocks | Top Producing Agents Who Value Excellence, Personal & Professional Growth

I'm Patrick Lilly, the founder of Real Estate Success Rocks, an organization devoted towards assisting you in fulfilling your dreams in business and in life. We've partnered with REV, a select group of top producing agents, to bring you the best content in our industry specifying what works in today's market place and what does not, how you can grow your business on your terms, and be inspired to do more with your life. So what does success mean to you? And how do you create a meaningful life and business? For some it may be becoming the #1 agent in your market, for others it might be spending less time at work without comprising service or profit, or possibly it involves your personal or professional legacy. Through our podcasts we will explore relevant topics that inform, clarify and inspire while providing concrete tools and actions to achieve your unique goals. Our aim is to align your personal and professional lives to be in harmony, promoting true success and ultimately, true happiness.
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Nov 21, 2017

McKee Wallwork + Company is a marketing consultancy that helps stalled, stuck, and stale brands through tough transitions. With 20 years of proprietary research, three published books, and hundreds of case studies, MW+C helps business leaders navigate the internal dynamics that undermine external strategy. MW+C most recently celebrated a trifecta of awards from Advertising Age, including national Campaign of the Year, regional Agency of the Year, and Best Places to Work.

Steve McKee, is the author of When Growth Stalls and Power Branding. He has instructed over 10 workshops for Quantum Digital and led the most recent groundbreaking research for Leading Real Estate. He was a popular Businessweek.com columnist for more than a decade and currently writes a column for SmartBrief on Leadership. He has been published or quoted in The New York Times, USA Today, Forbes.com, and Investor's Business Daily, among others, and he has appeared on CNBC, ESPN2, CNNfn, Bloomberg television and radio, and network TV affiliates across America.

In this episode, you'll learn..

  • The latest science shows that consumer decision-making—even at a gut level—makes more sense than we realize
  • People don't always know why they do what they do. That doesn't make them irrational. 
  • Win the heart and the mind will follow
  • The purchase process itself can change the purchase process. 
  • The marketplace is neither a courtroom nor a crapshoot. It's more like a carnival, through which people are as likely to find their way by the sights, sounds, and smells they encounter, as they are by a map. 

Links and resources mentioned in this episode.

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Nov 14, 2017

McKee Wallwork + Company is a marketing consultancy that helps stalled, stuck, and stale brands through tough transitions. With 20 years of proprietary research, three published books, and hundreds of case studies, MW+C helps business leaders navigate the internal dynamics that undermine external strategy. MW+C most recently celebrated a trifecta of awards from Advertising Age, including national Campaign of the Year, regional Agency of the Year, and Best Places to Work.

Steve McKee, is the author of When Growth Stalls and Power Branding. He has instructed over 10 workshops for Quantum Digital and led the most recent groundbreaking research for Leading Real Estate. He was a popular Businessweek.com columnist for more than a decade and currently writes a column for SmartBrief on Leadership. He has been published or quoted in The New York Times, USA Today, Forbes.com, and Investor's Business Daily, among others, and he has appeared on CNBC, ESPN2, CNNfn, Bloomberg television and radio, and network TV affiliates across America.

In this episode, you'll learn..

  • It is not just business, it is personal
  • 7 characteristics that correlate with stalled growth
  • External vs. internal
  • Internal dynamics
  • Start with "I"
  • O-E-O-E-O chain
  • What needs to be done to return to the growth curve

Links and resources mentioned in this episode.

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Nov 7, 2017

Taylor has been in the business for 4 years, and serves the Bellevue & Seattle WA area. She works with her parents, Joseph & Rani Brazen, and in 2017 they made sales of $47 million. Today we're talking about the 30 day review, including keeping updated on the clients and the progress of managing their property. 

In this episode, you'll learn..

  • What to do if your listing doesn't sell in the first 30 days on market
  • create systems and checklists
  • set expectations upfront in listing presentation
  • calendar invites with reminders
  • marketing review
  • market review
  • Suggest Price Reduction

Links and resources mentioned in this episode.

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Oct 31, 2017

As Founder and CEO of Mattson Enterprise, Inc. Glenn oversees an elite team of practice development consultants who provide solutions to agency leaders and salespeople facing the challenges of achieving extraordinary success in highly competitive and overcrowded markets. Glenn is is an extremely sought after keynote speaker, a gifted and respected platform trainer, coach, advisor and author. Today we're talking about how to find great people to work in your business. We'll cover some innovative interview techniques to identify the best talent, and how to put yourself in the strongest hiring position. 

In this episode, you'll learn..

  • Common Interview Mistakes
  • Interview Skills
  • What to Look For
  • Onboarding

Links and resources mentioned in this episode.

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Oct 24, 2017

Sasha serves the Charlottesville, VA area. In 2016, she and her team of 5 sold 110 units for $32 million. Today we're going over some new tips and strategies to implement in the coming year. 

In this episode, you'll learn..

  • Next level testimonials
  • Focusing on your business sphere
  • Fishing for listings
  • Seller profile form
  • Smart listings
  • Facebook sneak previews

Links and resources mentioned in this episode.

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Oct 17, 2017

Christy serves the Pearland/Houston TX area, and in 2016, she and her team of 18 sold 325 units for $81 million. Today we're talking about some key methods and characteristics that will help you succeed in real estate, and business in general. 

In this episode, you'll learn..

  • Culture & Core Values
  • Business Plan
  • Organized Systems
  • Hiring the Right Talent & Selling the Team Concept
  • Accountability & Time Management
  • Strong Marketing Strategies

Links and resources mentioned in this episode.

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Oct 10, 2017

Joe has been in the business for 22 years, and serves the whole of middle Tennessee (Nashville, Franklin, Murfreesboro). He has a team of 13, and in 2016, they sold 247 units, for a value of $51.5 million. Today we're talking about fear, and how it can prevent us from thriving and progressing in our careers. We'll discuss the types of fear, how it works, and strategies to overcome it.  

In this episode, you'll learn..

  • Good Fear vs. Bad Fear
  • Where Bad Fear Comes From
  • Six Strategies for Overcoming Fear 
  1. Reframing (Understanding Fear vs. Danger) - See Attached Fear vs Danger Doc.
  2. Strength in Numbers (Do it together)
  3. Find a Mentor (Someone who conquered the fear and lived to tell about it)
  4. Develop a Powerful WHY (The prize is bigger than the fear)
  5. Lower Your Expectations (You won't be perfect the first time you try something new)
  6. Do it Scared (Tim Ferris - "Fear Setting")
  • Building Your Fear Attacking Muscles
  • The Hamilton Anxiety Scale

Links and resources mentioned in this episode.

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Oct 3, 2017

Leigh has been in the business for 17 years, and in 2016, she and her team of 10 sold 256 sides, with a combined value of $64,000,000. Today we're talking about giving back to the community, including how it can be personally rewarding, as well as benefit your business through networking. 

In this episode, you'll learn..

  • How to give back
  • Integrating yourself
  • The personal and business advantages 

Links and resources mentioned in this episode.

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Sep 26, 2017

Ashton Gustafson is a highly sought after public speaker, nationally recognized Realtor, artist, musician, poet, amateur cosmologist, and currently in pursuit of more things to become. In 2010, Realtor Magazine named Ashton one of the top 30 Realtors in the United States under the age of 30. He has keynoted from Los Angeles , CA to Burlington, VT in the United States as well as internationally in Canada and Spain.

He writes about the art of living, finding beauty in the hidden places, and making music with your life, relationships, and business. His podcast, Let the Music Play, serves as a platform for thought leaders and visionaries from across the country to share their wisdom and insights on making the world a better place.

In addition to his writing and speaking, Ashton is currently a partner at Bishop Realtor Group, Meadowlake Management, and Muse Capital in Wichita Falls, TX as well as A.G. Real Estate & Associates in Waco, TX.

In this episode, you'll learn..

  • Being in the moment
  • Shift your perspective
  • Approaching clients creatively
  • No regrets
  • Keeping an open mind

Links and resources mentioned in this episode.

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Sep 19, 2017

Cleve serves the Metro Atlanta, GA area, and has been in the business for 15 years. In 2016, he and his team of 13 sold 200 units for a total of $60 million. Today we're talking multiple offers, and some key guidelines to succeeding in multiple offer situations. 

In this episode, you'll learn..

  • Who else can a client blame?

  • Provide the Roadmap in advance

  • Know the type of market you’re in – and educate your client

  • Provide buyer clients with tips for winning in multiple offer situation – in advance of getting into multiple offer

  • Remember the 9 C’s to be successful in multiple offer situations

  • Confidence – give the seller a sense of confidence in your client’s offer

  • Communication – Communicate, communicate, communicate with the listing agent

  • Convenience – make things convenient for the seller

  • Comps – understand value in the area because list price and value aren’t the same

  • Clean – keep the offer squeaky clean

  • Cherish – make sure the seller knows your clients “love” the home.

  • Connect – Look for points of agreement

  • Champion – You’re the only one who can help your clients win the home they desire

  • Cap – Use an escalation clause if appropriate

Links and resources mentioned in this episode.

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Sep 12, 2017

Real Estate Broker, Life Coach, Speaker, and World Traveler...

Patrick Lilly has been a successful residential real estate broker in Manhattan and Brooklyn for the past 30 years. Having sold over a billion dollars of real estate and more than 1,000 homes, Patrick's team is consistently ranked as one of the Wall Street Journal's top 250 teams in the nation.

He is the Founder of Real Estate Vision, an educational and networking group of top producing agents across North America, as well as Real Estate Success Rocks, an organization that hosts real estate conferences and a weekly podcast. Patrick is also a frequent speaker at conferences and seminars throughout the world.

In 2007, Patrick earned his life coaching credentials.  He conducts seminars throughout the world on discovering one's essence and purpose in life.

Additionally, Patrick divides his time between a New York City apartment, a little stone cottage upstate, and pursuing his greatest passion in life of traveling throughout the world.  

Education

  • Academy for Coach Training - Certified Professional Coach (2007)
  • New York University: MBA - Marketing & International Business (1983)
  • Missouri State University: BS - Psychology & Mathematics (1978)

Honors

  • Keller Williams’ Pinnacle Award
  • Wall Street Journal Top 250
  • Inman 101 Most Influential
  • Featured in "The Billion Dollar Agent" by Steven Kantor
  • Star Power Star

In this episode, you'll learn..

  • The nature of our business
  • Mindset
  • Curiosity
  • Creativity
  • Difficult conversations

Links and resources mentioned in this episode.

  • www.PatrickLilly.com

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Sep 5, 2017

Real Estate Broker, Life Coach, Speaker, and World Traveler...

Patrick Lilly has been a successful residential real estate broker in Manhattan and Brooklyn for the past 30 years. Having sold over a billion dollars of real estate and more than 1,000 homes, Patrick's team is consistently ranked as one of the Wall Street Journal's top 250 teams in the nation.

He is the Founder of Real Estate Vision, an educational and networking group of top producing agents across North America, as well as Real Estate Success Rocks, an organization that hosts real estate conferences and a weekly podcast. Patrick is also a frequent speaker at conferences and seminars throughout the world.

In 2007, Patrick earned his life coaching credentials.  He conducts seminars throughout the world on discovering one's essence and purpose in life.

Additionally, Patrick divides his time between a New York City apartment, a little stone cottage upstate, and pursuing his greatest passion in life of traveling throughout the world.  

Education

  • Academy for Coach Training - Certified Professional Coach (2007)
  • New York University: MBA - Marketing & International Business (1983)
  • Missouri State University: BS - Psychology & Mathematics (1978)

Honors

  • Keller Williams’ Pinnacle Award
  • Wall Street Journal Top 250
  • Inman 101 Most Influential
  • Featured in "The Billion Dollar Agent" by Steven Kantor
  • Star Power Star

In this episode, you'll learn..

  • Wow prospective clients
  • Preparation
  • Pre-list packages
  • Branding
  • Getting in the right frame of mind
  • Asking powerful questions
  • Managing expectations
  • Pricing
  • Following up

Links and resources mentioned in this episode.

  • www.PatrickLilly.com

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Aug 29, 2017

Seth Worby is backed with a decade of experience in the SEM and SEO fields, Seth founded Champ Internet Solutions in March 2009. A pioneering SEO strategist and web marketer, Seth’s breadth of technological and business knowledge helps drive results in terms of SEO, e-commerce, marketing and integrated solutions for Champ’s clients. Seth cares about delivering results and knows how to forge strong relationships that yield significant achievements.

Prior to founding Champ, Seth worked at Verndale, one of Boston’s largest privately owned web development firms, where he started their search engine marketing department and played a key senior strategist role. Seth also worked at Catalyst Online, a WPP & GroupM company and one of the nation’s premier SEO agencies as a Project Manager and SEO Specialist. At Catalyst, Seth managed and strategized SEO efforts for industry leaders Pfizer, Procter & Gamble, A&E TV (including biography.com and history.com) and Novartis. Before joining Catalyst, Seth worked for Shark Communications, a leading interactive marketing and advertising agency in Vermont as an SEM Analyst and Webmaster for large banks and small to mid-sized businesses.

Seth earned a Bachelor of Science in Business Administration with a focus in E-Business Management from Champlain College, which was the inspiration for the company’s name, Champ. When he’s not at the office, Seth can be found in Vermont or the Rocky Mountains snowboarding during the winter, at Gillette Stadium on a brisk fall Sunday or at Fenway cheering on the Red Sox.

In this episode, you'll learn..

  • What is SEO and how does it impact a realtor/agencies online ranking?

  • Why it's important for agents/agencies to carve out a geographic niche online? How does this affect their SEO?

  • Why should realtors incorporate local key words into their web copy/content? How does this affect their ranking?

  • What are long tail key words and how should agents/agencies use them in their web copy?

  • Should agents use links to improve their online ranking? What kinds of links could they include on their site? 

  • How does creating content affect an agent's ranking? What kind of content do you recommend agents/agencies create? 

  • How important are customer reviews?

Links and resources mentioned in this episode.

  • http://www.champinternet.com

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Aug 22, 2017

Jack has been in the business for 10 years, and serves the Greater Philadelphia region. In 2016, he and his team of 3 sold 41 units for $12 million. Today we're discussing a different approach to lead generation, and how you can make it an enjoyable and rewarding part of your everyday life. 

In this episode, you'll learn..

  • Lead Generation for Life
  • Jack's 'One Thing'
  • Every Interaction is Lead Generation
  • No dividing line between business and personal
  • Business Owner Masterminds

Links and resources mentioned in this episode.

  • wherephillymoves.com

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Aug 15, 2017

James has a BS in Marketing/Management and a MA in International Care and Community Development. He is the Chairman Elect of Family Lines, an organization that reaches families from all walks of life by recognizing the value of an involved, engaged, loving father.

He and his wife, Maurita are members of the Medical Teams International Puget Sound Leadership Council, a global health organization that empowers communities to live full and healthy lives. James is also a Guest Lecturer at Northwest University College of Social and Behavioral Sciences speaking on Leadership and entrepreneurialism from a global context. 

As an accomplished Resucceed Coach, James works with successful already achieved individuals seeking the fullness that a life with success can offer. Today we're discussing the importance of fulfilment in ones life, and how we can forget the things that are really important. 

In this episode, you'll learn..

  • Why did you throw away our to-do list?
  • How do you know you need to resucceed?
  • Why are high achievers so unhappy?
  • Science of sleep
  • Why it is important to ask great questions
  • How to transform your yearly business plan
  • Telling others what you want (and knowing it)

Links and resources mentioned in this episode.

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Aug 8, 2017

Sean Horrigan is the principal of PR Guy, a Boston based consultancy that helps small to mid-size businesses grow and flourish through powerful PR and strategic social media campaigns. Today we're talking about doing your own PR, and the value of connecting with journalists for maximum exposure.

In this episode, you'll learn..

  • How to create a customized media list 

  • Start with 15-20 bloggers, journalists

  • Follow them on social, read their posts/columns

  • Create a relationship

  • Become a resource

  • Why press releases no longer work?

  • What is a pitch and how to craft your pitch to the press?

  • Editorial Calendars: How agents can use editorial calendars to generate press

  • What is an editorial calendar?

  • Where to find editorial calendars?

  • Photos are important!

  • Does your property have a story/history?

  • What makes it unique? 

Links and resources mentioned in this episode.

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Aug 1, 2017

Chris Drayer is CoFounder of Revaluate, the data company that leverages predictive analytics to determine who’s most likely to move. Revaluate has been recognized by Stephan Swanepoel as a 2017 Top 20 Trendsetter and is a 2017 Inman Innovator award finalist.

Chris has been in Real Estate Tech since the dawn of Twitter. Previously, Chris launched RealSatisfied in the US and helped grow FloorPlanOnline’s Virtual Tour business. Today we're talking about predictive analytics, and how it can identify potential clients early, based on living or career changes and situations. 

In this episode, you'll learn..

  • What are predictive analytics
  • Why they are important to your business
  • Components - life event triggers
  • Sources for triggers
  • Sphere vs. online leads
  • Costs

Links and resources mentioned in this episode.

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Jul 25, 2017

Roger Hall is a business psychologist. He has been doing executive coaching and leadership development with business leaders throughout North America since 1998. Today we're talking about how to understand and react to clients' behaviour appropriately, to break through confrontation and fear for a positive outcome. 

In this episode, you'll learn..

  • Part Realtor, part psychologist
  • 5 Negative Emotions
  • Default Emotions
  • Honey Talk
  • Worry - A specific type of fear
  • Flooding in men
  • Four Horsemen of the Apocolypse

Links and resources mentioned in this episode.

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Jul 18, 2017

Roger Hall is a business psychologist. He has been doing executive coaching and leadership development with business leaders throughout North America since 1998. Today we're discussing information overload, and how our modern environment can lead to mental burnout.  

In this episode, you'll learn..

  • Daily Decisional Load
  • The Lie of Multitasking
  • Technology delivers information faster than we can consume it
  • Ever Increasing Sense of Urgency
  • Because we can, we think we should
  • Too many choices — leads to decision paralysis
  • Solutions:  
  • Use Less Information
  • Schedule Time Away from Information
  • Sift and Trash
  • Set Limits
  • Respond on your own time
  • Use technologies that work for you

Links and resources mentioned in this episode.

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Jul 11, 2017

Jere has been in the business 14 years, currently operating in Brookhaven and Buckhead of Atlanta, GA. In 2016 she was named as one of the top 3 agents company wide for Atlanta Fine Homes, Sotheby's international realty, selling 30 units for $25 million. She has been consistently in the top 5 company wide over the years, and has only just formed a team as of 2017. Today we're discussing delivering value, and how it's important to give a little before getting something in return. 

In this episode, you'll learn..

  • What does it mean to 'Deliver Value'
  • Deliver first, then ask for business
  • How to do so through phone, mailings, emails & social media

Links and resources mentioned in this episode.

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Jul 4, 2017

Richard has been in the business for 37 years, & in 2016, he and his team of 7 sold 95 sides with a GCI of over $2 million. One of his specialties is working with foreign buyers, who make up about 30% of his business. Today we'll be talking with him about locating international clients, and the various differences that apply when working together. 

In this episode, you'll learn..

  • Why work with international buyers
  • What's different
  • What do you need to know
  • How do you get into the marker
  • Cultural differences

Links and resources mentioned in this episode.

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Jun 27, 2017

Wendy is Co-Owner of Papasan Properties, operating in the Austin area. In 2016, she and her team of 13 sold 192 properties. Today we're discussing hiring assistants, how they can benefit you and the best way to approach the hiring process.  

In this episode, you'll learn..

  • getting in business with great people
  • who should be your first hire
  • how do you go about that
  • slow to hire/quick to fire

Links and resources mentioned in this episode.

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Jun 20, 2017

James serves the DC, Metro area, and in 2016, he and his team of 13 sold 147 units for $76 million. Today we're talking about lead conversion, and going through some highly effective techniques to take your clients to a successful closing. 

In this episode, you'll learn..

11 Ultimate Conversion Techniques:


1. GIVE them what they want (Price, etc- give them more)
2. FAST, FAST, FAST (Lauren)
3. Multi-media approach (Call, Email, Video Text, Video Email)
4. CTA
5. Price Bracket Email (PBE)
6. Know your Numbers
7. Get them IN the Office
8. Set an Appointment
9. Consumer Benefit instead of Sale Driven
10. Create a Niche

11. Utilize your own RE Terminology

Links and resources mentioned in this episode.

  • nellisgroup.com

 

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Jun 13, 2017

DAVID OSBORN was raised in Europe, educated in Great Britain, and completed his studies in 1990 at the University of Texas at Austin majoring in Economics. David’s real estate career took off shortly after he opened his first Keller Williams brokerage in the mid-1990s. He is presently the principal owner in the 10th largest real estate company in the US with over 4,500 agents responsible for more than 25,000 transaction sides and exceeding $9 billion in sales in 2016. David has been voted for three consecutive years in the top 100 most influential people in Real Estate according to the Swanepoel Power 200. He is an operating principal and/or investor in five Keller Williams Regions and nine Market Centers.

In addition to owning regions and brokerages, David is the principal of a private equity group that has bought and sold approximately 1,000 homes. He owns more than 1,500 apartment units, office, retail, and industrial buildings. His group has bought and sold tens of millions in notes and distressed assets, improved the quality of the assets, sold them for profit, or retained them for cash flow. He is a primary investor or operator of more than 35 profitable real estate–related businesses, a Managing Partner of Align Capital and currently does, or has done, business in more than 40 states and Canada.

Firmly rooted to the principle of knowledge-sharing and giving back, he is a founder and operating partner of GoBundance, an accountability-based group of hard-charging, generous entrepreneurs living exceptional lives. Further, David sits on the board of the One Life Fully Lived non-profit, Habitat for Humanity Austin and is a member of YPO/WPO Austin, TIGER 21, and contributes to various causes—from fighting cancer to building clean-water wells through charity:water to helping lift women and children out of poverty in Ethiopia through A Glimmer of Hope to making sure little humans get more than a little care at Dell Children’s Hospital. David is the proud father of two beloved daughters and one amazing son and is married to the wonderful and talented Traci Osborn.

In this episode, you'll learn..

  • Goal Setting
  • Building Wealth, 
  • Setting a vision for your life

Links and resources mentioned in this episode.

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Jun 6, 2017

 

Larry is an expert in finding people, and acquiring their personal information. Today we'll discuss how this has huge benefits with generating new property sales. 

In this episode, you'll learn..

  • Ladder of influence
  • Viewing all human communication
  • Triangling
  • Empowerment & recognition

Links and resources mentioned in this episode.

To subscribe and rate & review visit one of the platforms below:

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Follow Real Estate Success Rocks on:

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