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.
- www.Torontoism.com
- @richardsilver
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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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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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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.
- @iamdavidosborn
- wealthcantwait.com
- davidosborn.com
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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.
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Seth serves the Baltimore and suburbs area, and in 2016, he and his team of 10 sold 140 units for $38 million. He's been in the business for 10 years, and today we're discussing conflict, and how to promote positive interactions in any circumstance.
In this episode, you'll learn..
- Ladder of influence
- Viewing all human communication
- Triangling
- Empowerment & recognition
Links and resources mentioned in this episode.
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Roberta is an established real estate and life coach, and is known as the 'six figure real estate coach'. Today we're discussing ease to profit ratio, which involves maximizing efficiency and also shifting perspective to achieving in a more meaningful way.
In this episode, you'll learn..
- Ease-to-profit ratio
- How we got there
- alignment
- Inspired actions vs motivated actions
- Implementation
Links and resources mentioned in this episode.
- www.sixfigurerealestatecoach.
com - "Double Your Best Clients" - two day intensive for a small group admin@
sixfigurerealestatecoach.com
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Sasha has been in the business for 9 years, & in 2016, she and her team of 5 sold $43 million in Charlottesville, Va. Today we're discussing how to collaborate with developers to generate new properties for sale.
In this episode, you'll learn..
- Finding unrepresented luxury builders
- How to interview them
- Getting to know you meeting
- Narrowing down your selection
- Analyzing for growth
- What value do you bring to the developer
- direct marketing to other agents
- market research & competition
- move-up buyer program
- social media and branding
- client care during building process
- past client marketing
Links and resources mentioned in this episode.
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Dawn is a Broker Associate serving the Silicon Valley and Santa Cruz County beach communities of California. She's been in the business since 2004, and in 2016, she & her team of 3 had a volume of $34 million. Today we're discussing Average sales prices, and how increasing yours will affect your business in numerous positive ways.
In this episode, you'll learn..
- Simple formula from Jay Abraham's "3 Ways to Grow Your Business"
- Identify & define who your client is
- Mindset (approach, attitude, skills, language, presentation) for going after higher price points
- Accreditation
- Referrals (making sure the referrals you take are matching with your goals)
Links and resources mentioned in this episode.
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In this episode, you'll learn..
- Leads are all around me
- Licensed to view houses
- Catch buyers and sellers when you can
- Count your leads and make your leads count
- Database is your databank
Links and resources mentioned in this episode.
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In this episode, you'll learn..
- How asking powerful questions change your life
- Curiosity vs Judgment
- Types of questions (pyramid)
- Examples
- Questions to spur business growth
- Relationship questions (beloved & team)
- Some of your favorite questions
Links and resources mentioned in this episode.
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In this episode, you'll learn..
- On being average
- Being mindful of your intentions
- Live with curiosity; be inspired
- Honor your Commitments
- Have Perspective
Links and resources mentioned in this episode.
- http://www.frontporchrealtygroup.com/
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In this episode, you'll learn..
- Why use a marketing plan
- What elements are in a good plan
- How to do it
- Successful plans from other agents
Links and resources mentioned in this episode.
- ColoradoMesaRealty.
com - SystemsKeepYouSane.com
- @ChandraHall
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In this episode, you'll learn..
- Retain clients from your social media platforms
- Incorporate free publicity into your marketing strategies
- Make use of free social media & PR tools together to gain massive exposure & success in your business
Links and resources mentioned in this episode.
-
@PRforAnyone
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In this episode, you'll learn...
- What is DISC?
- Why is it important?
- How can it be effective?
- Using DISC for communicating with clients, friends & family.
Links and resources mentioned in this episode.
- http://www.yosthomes.com/
- rjchristopher@kw.com
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In this episode, you'll learn...
- What is a Drone?
- Why use one?
- FAA Drone regulation changes in fall of 2016
- The specific FAA Drone rules/laws that apply to Realtors and how to take advantage of these new rule changes.
- Why Realtors may be in the best position in 2017 to take advantage of the new FAA rules to sell more listings, and sell them faster by using drone videos. (The role of video in marketing today and in the future)
- How and where to use a drone video to market a listing and rise above the competition (pun intended).
- How Realtors can create drone videos themselves (legally) and 5 great tips to help them succeed when doing this on their own.
- How to hire a professional drone pilot, what to expect and how choose the right pilot to work with.
- What to do with your drone videos - How to tap into Facebook’s hidden database of homebuyers to help you use your drone video to sell your listings faster.
Links and resources mentioned in this episode.
- www.TheLeadProfit.com
- www.SpringsDrone.com
- @ImTheLeadProfit
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If you would like to take our free 1 hour course on what every realtor needs to know about drones in 2017, here is a link to the replay: http://bit.ly/2mgEsiO
Drone Policy for Brokers http://bit.ly/2luPX8h Coupon Code for show listeners “PPGLILLY2017” gives you $30 Off
In this episode, you'll learn...
-
Why have rituals?
- Systematization & routine
-
Sunday night
-
Nightly
-
Mornings
-
Pre-leave
Links and resources mentioned in this episode.
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Darren is a member of the National Speaker Association and Global Speaker Federation. He has served as President of the REALTORS Association of South Central Wisconsin and was named "REALTOR of Distinction" in 2001. He was also named one of Madison's "40 under 40" by Dane County's In Business magazine. His experience is in real estate and sales with specialties in professional speaking, business coaching, and residential real estate business coaching/training. He is an expert on coaching, real estate, business, motivation, and peak performance.
In this episode, you'll learn...
- Ability to walk through days as if you're covered in teflon
- Focus and clarity to manifest what you want in life
- Multi tasking is a myth- from the #1 Thing- the average US worker looses 20% of their productivity each day switching between tasks. Therefore if you have a team of 5 people, you're paying 1 person to do nothing......
- How focus and your schedule work together...The lesson from Adam Hergenrother--possibly our first Billionaire real estate agent.
Links and resources mentioned in this episode.
- www.clue2coaching.com
- @coachkittleson
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Erica and her team of 7 serve the Schuylkill and Berks counties in Northeast Pennsylvania. She's been in the business for 10 years, and in 2016, did 175 sides. Today we're talking about focus, including how to keep on track with your daily goals, and reducing distractions in the workplace.
In this episode, you'll learn...
- Setting intentions
- Habits that support your intentions
- Time blocking
- Setting expectations with team and clients
- Making it known
- The fallacy of multi-tasking
- Big picture - focus is a manifestation of being present
Links and resources mentioned in this episode.
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Bob is based in the Louisville, Kentucky area, and has a team of 20. In 2016, they sold 404 units for $75 million. Today, we're talking about being aware of your personal health; having systems in place to support you, and maintain the function of your business, should you have to take time away from work.
In this episode, you'll learn...
-
Listen to your body
-
Have an emergency plan
-
Having the right team in place
-
Mistakes that I learned from
-
Having an appreciation for life
Links and resources mentioned in this episode.
- http://www.weselllouisville.com/
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Jennifer is based in the Boulder, Colorado area, & in 2016, her volume was $30 million. That's made even more impressive by the fact that she's the only agent on her team of 3.. Today, we're discussing how to create your perfect client. We cover screening potential clients, to ensure they're the right fit, and avoiding any issues later down the line.
In this episode, you'll learn...
- How to create your ideal client
- Systems
- When clients don't match/fit
Links and resources mentioned in this episode.
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Shaun Osher founded CORE in 2005. As CEO, and under his leadership, he has led CORE to become the number one boutique real estate marketing and sales company in New York. Widely regarded as one of the most innovative and creative minds in marketing, branding, and selling real estate, he has been responsible for more than 30 projects and 6 billion dollars in sales. Having started his career as one of NYC’s most successful and respected agents, he is known as a broker's broker, with a keen understanding of the market and acumen for sales and negotiation. A native of Johannesburg, South Africa, Shaun graduated from The New School and began his career in 1994.
In this episode, you'll learn...
- What are the core values of the owners and brokerage and how that could be a fit/miss
- When the highest split is not in your best interest
- How to investigate training & support
- Do they support teams?
- Speak with other agents at the firm and ask them both what they like and don't like
- Ask who you are interviewing with what type of agent do they think is a good fit with them
- Do you like how other agents at that company do business
Links and resources mentioned in this episode.
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Todd, Megan & Terry are with the F.C Tucker Company, and are based in the Greater Indianapolis area. In 2016 they & their team of 10 sold 160 units for $30 million. Today we're talking about how to get the maximum amount of enjoyment from your career in real estate, and how that appeals to prospective clients.
In this episode,you'll learn...
- Having fun with marketing
- Having fun with clients
- Having fun with our team
Links and resources mentioned in this episode.
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Aaron is a Realtor at Keller Williams Realty. He & his team of 3 are based in the Westchester County, NY area. Today we're talking about prospecting, including setting the right mindset, and the framework for calling and following up with clients.
In this episode,you'll learn...
- Mindset for prospecting
- What a perfect day looks like
- Basic outline of an expired call
- Approach to handling objections
Links and resources mentioned in this episode.
- http://westchestersells.com/
- facebook.com/groups/
gotobjections
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Dumont Financial is an independent financial services firm that believes that you have more to gain by preventing losses than by simply chasing a rate of return. This means that they look for the inefficiencies in both your strategies and your portfolios. Today we’re going to focus on one strategy, specifically an area where many people lose a lot of money because of their misunderstanding of how to use leverage to their advantage.
In this episode,you'll learn...
-
Why don’t more people buy a second home or invest in real estate?
-
How can you encourage your clients to purchase more real estate from you in the future?
-
Clients believe that paying cash is the best, safest, cheapest option. As a result, they tie up much of funds in the equity of their home which is then not available for a second home or investment property. Instead, recognize & address the three common misunderstandings of using leverage.
-
Three reasons people want to pay cash/not use leverage…
a. They don’t want to pay interest.
b. They don’t want to have a mortgage once they are retired.
c. They feel insecure if they have a mortgage.
-
Do these reasons make sense?
-
Safety = control = having access to your money whatever the circumstances
-
How to properly structure a side fund that gives you a predictable, competitive return, with liquidity features, contact a financial adviser
-
Helping your clients understand the benefits of leverage puts them in a better position for opportunities (spread) or emergencies (control of their equity), and makes money potentially more available for future real estate purchases
Links and resources mentioned in this episode.
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Brian Dumont is an Investment Advisor Representative, Cambridge Investment Research Advisors, Inc., a Registered Investment Advisor. Registered Representative, Securities offered through Cambridge Investment Research, Inc., a Broker/Dealer, Member FINRA/SIPC. Dumont Financial is independent of Cambridge.
Using leverage involves risk of loss, including the underlying asset. Clients and prospective clients should be prepared to bear investment loss. These are the opinions of Brian Dumont and not necessarily those of Cambridge, are for informational purposes only, and should not be construed or acted upon as individualized investment advice.