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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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Jun 30, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We have a good show today as we have my good friend Nate Martinez is from the Greater Phoenix Area who has been in the real estate business for over 28 years. In 2014 Nate Martinez sold 174 homes for over $35,000,000 in volume. In fact over the last 10 years he and his partner Frank Russo SOLD 31,412 homes just over $5 Billion dollars in real estate.

In this episode, you'll learn...

  • How Nate Martinez avoids conflict with agents since he is a competing broker
  • How Nate Martinez expanded into two new markets, including a luxury market
  • How to find and dominate the right market
  • The research Nate complies before he enters a new market
  • What to do when there is a dominant agent in your target market
  • What type of mailers Nate sends out and the frequency in which he mails them
  • What should agents do with mailers when they have zero listings

Links and resources mentioned in this episode.

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Jun 23, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals. Today's episode is not just for real estate agents. In fact it will help anyone in any industry and in your personal life too. Normally Patrick Lilly is the interviewer but today he's the interviewee in Roberta Ross's coaching series SixFigureRealEstateCoach.com. This is not our normal episode and is in fact a very introspective conversation which will require you to think and be in a quite place.

In this episode, you'll learn...

  • What being authentic without compromising success means to Patrick Lilly
  • What does authenticity mean and what place does it have in business
  • Why your set of ethics rules for your personal and business life should all be in sync
  • Patrick Lilly's thoughts on State of the Industry
  • Recommendations on how people can make shifts in their own lives
  • How Patrick Lilly incorporates authenticity in his hiring process

Links and resources mentioned in this episode.

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Jun 16, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ In this episode I speak with Shaun Osher who is a licensed Real Estate Broker for over 16 years and is the owner and CEO of a 120-person strong brokerage at CORE Real Estate.

In this episode, you'll learn...

  • Why Shaun decided to open his own real estate brokerage
  • What Shaun Osher's core values are
  • How these core values come across in the brokerage's branding
  • Why marketing and branding are one and the same
  • What Shaun Osher's ideas are behind marketing and how his ideas differentiate from the competitors
  • Why knowing who your target audience is important when marketing
  • The difference between luxury marketing and standard marketing

Links and resources mentioned in this episode.

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Jun 9, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We are really fortunate to have Darryl Baskin joining us today who is from Tulsa Oklahoma. He's been in the real estate business for 26 years and in 2014 has sold 42 units for a total volume of $7.5 Million.

In this episode, you'll learn...

  • Even by downsizing Darryl Baskin has been able to increase his personal sales
  • How Darryl helps his team grow individually
  • Darryl's obstacles he had to overcome at a young age
  • Why he decided to adopt children
  • How being truly authentic allows good opportunities to develop in your life
  • How Darryl Baskin uses his business to impact the community
  • What Darryl's Total Satisfaction Guarantee did for him and his business
  • Darryl shares what he knows now that he wished he learned at the start of his career

Links and resources mentioned in this episode.

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

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Jun 2, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We are really fortunate to have Bob Sokoler with us today. Bob serves the Louisville and Southern Indiana area and in 2014 sold 315 units for a total volume of $57,592,000.

In this episode, you'll learn...

  • How Bob Sokoler creates property videos for all this listings
  • Why he uses "selfie" videos in his real estate business
  • Why you should use videos to grow your real estate business
  • How video allows Bob to grow his business that no other format can
  • How to get started with videos while not spending too much money

Links and resources mentioned in this episode.

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

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May 26, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals. Today we are with my friend Bryan Bomba who is a great agent serving the Hinsdale Illinois area which is a western suburb of Chicago. In 2014 Bryan Bomba and his team of 6 (3 full time, 3 part time) sold 101 units for a total of $102 million.

In this episode, you'll learn...

  • How Bryan Bomba and his team is operate and how he manages each team members roles
  • Why daily priorities are a key factor in his success
  • How Bryan schedules his entire week with his team to be proactive and have time for the team to be reactive as well
  • What Bryan means by complete systematization

Links and resources mentioned in this episode.

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

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May 19, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We are really fortunate to have Rob Levy out of Portland Oregon today. Rob has been in the business for over 27 years and in 2014 his 4 person team closed 88 units with an average price of $555k (Double the area average). Rob has really developed his business from online leads.

In this episode, you'll learn...

  • How Roby Levy grew his business through online leads
  • What stealth sites are and how when properly used can generate great leads
  • The difference between pay per click and cost per impression
  • Why you should always test to see what works best in your market and your target audience
  • How he uses niche neighborhood websites to target local leads
  • Why video is important to keep top of mind and to help educate buyers and sellers
  • What RealPro is and how real agents use it
  • The role his ISA (Inside Sales Agent) plays in the team
  • Why are some agents successful at conversion and others not?
  • What Rob Levy recommends new agents do to grow their online leads

Links and resources mentioned in this episode.

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

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May 12, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ Today we have my friend Toril Schoepfer who lives about 30 miles south of Seattle in the Puget Sound area representing properties in King and Pierce Counties. Toril Schoepfer has been in the real estate business for 18 years and in 2014 her team of 10 completed a total volume of $32 Million selling 139 units.

In this episode, you'll learn...

  • How Toril Schoepfer created her vision around building a referral based business
  • What the benefits and drawbacks are to having this vision
  • How Toril implements her referral based business vision
  • How 87% of her business in 2014 was referral based
  • What Toril does to stay in touch with all her referrals
  • Why she uses virtual assistants to help increase and manage her business
  • Toril Schoepfer explain what roles a virtual assistant can take in your business
  • How she finds her virtual assistants

Questions to ask yourself.

  • Are you tracking the ROI on all your marketing ads?

Links and resources mentioned in this episode.

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

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May 5, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We are really fortunate to have with us today Pat Hiban. Pat is an extremely successful businessman, he was a real estate broker for over 28 years and currently owns 50% shares of the Pat Hiban Team in Columbia, Maryland. Pat's team of 19 sold over $55 Million in 2014.

In this episode, you'll learn...

  • What Pat Hiban's "why" was in his 20's & 30's and what his "why" is now
  • Lessons Pat Hiban learned throughout his life
  • How his failures helped shape his future
  • Why you should always have someone to hold you accountable for your goals

Links and resources mentioned in this episode.

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

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Apr 28, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ Today I'm with my friend Alexis Bolin who has been in the business for 37 years and works with ERA Legacy Realty in the Greater Pensacola area, which is a two county area in North West Florida. Alexis has a three person team, herself, one licensed assistant who is her daughter Lisa Mix and one non-licensed administrative assistant, Donna Wiggnis who has been with Alexis Bolin for 15 years. Alexis has closed over 100 units each year for the past 30 years.

In this episode, you'll learn...

  • How negotiations can be one of the most pivotal aspects in your business
  • Why becoming territorial during negotiations will deter your clients from reaching their goals
  • How changing the speed and pitch of your voice can always calm the other negotiator
  • That setting expectations for your sellers before negotiations helps close deals faster
  • How you are responsible for facilitating your clients goals
  • How do you determine what both sides want to make a negotiation successful
  • Why you should establish in the beginning how you will work with you client
  • Alexis Bolin explain how scripts and dialogues are effective during negotiations
  • Why silence is golden and why you should never ask a question you don't have an answer to

Links and resources mentioned in this episode.

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

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Apr 21, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ Today we have a great session with my friend Roberta Ross who is a terrific business coach, she's also an entrepreneur, real estate investor and a great public speaker.

In this episode, you'll learn...

  • How to be conscience of your fears
  • Three things every agent of every production level must do to take their business to the next level and raise the level of their business experience.
  • How to "drop the rock" (habits we've developed)
  • Why building relationship is key to a successful business and life
  • Why getting aligned with what you really want is important
  • How your mindset effects your results

Links and resources mentioned in this episode.

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

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Apr 14, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? I'm here with my friend Jeff Scisslow out of Greater Minneapolis-St.Paul, Minnesota. Jeff has been in the business for 29 years this summer (28 with same broker: RE/MAX Results). In 2014 Jeff sold 80 units for a volume of $17.5 million  and has a team of 4 including himself. Jeff is a really good business man and today we are going to talk about 10 ways to make your business more profitable.

In this episode, you'll learn...

The ten ways Jeff Scisslow increases his profitability:

  1. Increase the number of units sold.
  2. Increase average sales price.
  3. Increase commission rate.
  4. Decrease business expenses.
  5. Decrease income tax expenses.
  6. Maximize rate of return (return on investments).
  7. Price your listings to sell.
  8. Only work with serious buyers and sellers.
  9. Envision yourself as being very profitable.
  10. Create and follow a consistent investment plan.

Questions to ask yourself.

  • Are you tracking every single deal you do to see how a buyer/seller came to you? And how much money if any, did it cost to receive this buyer/seller?
  • If tracking is not one of your skills then hire someone who will do this for you.

Links and resources mentioned in this episode.

 

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

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Apr 7, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? And how can we help you achieve your goals? I'm really excited today as I'm joined by Art and Anna Kleimer who are two of the most heart-centered individuals that I've ever met in my life.

In this episode, you'll learn...

  • How Art and Anna Kleimer adapted when they lost seven figures and what they learned from the process.
  • Some of the beliefs Art and Anna Kleimer had during this time that helped them through this hard time.
  • Why life changing obstacles are actually key opportunities
  • What Art and Anna Kleimer's purpose in life is
  • Strategies to help you figure out what your core beliefs are

Links and resources mentioned in this episode.

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

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Mar 31, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? And how can we help you achieve your goals?. We've got a good session plan for you today as we're here with Toby Salgado who is a serial entrepreneur. From hi tech to low tech, Toby successfully launched and built four multi-million dollar companies in four different industries raising venture capital and raising a $12M fund.

In this episode, you'll learn...

  • How Toby Salgado built 7 different start-ups since 1998.
  • Traits top producing agents have.
  • Why a common trait within top real estate agents is they have a plan and are deliberate with the plan.
  • What qualities Venture Capitalists want to see in people.
  • Why everyone needs to find and understand their why and what Toby's why is.
  • That you should do what you do best then delegate the rest.
  • The abundance mind set versus scarcity mindset.
  • Toby's spin on how 9/11 and the bank crisis destroyed trust within Millennials.
  • Why you have to be okay with failing.
  • That step #1 to being a successful agent is to always build a database.
  • Why you must have at least 5 distinct channels of lead generation that don't overlap.

Questions to ask yourself.

  • How do you keep moving your "goal post" forward
  • What is your "Why"?

Links and resources mentioned in this episode.

Mar 24, 2015

Welcome to Real Estate Success Rocks Podcasts where we help you answer the question: What does success mean to you?

One of the popular sessions at our conferences is the quick-fire "What Works" presentations. Speakers have a quick 5 minutes to share their insights on a specific topic and we move on to the next....which is great for people like me who get bored easily. So I thought it would be fun to give you a taste today of What Works with five of my friends.

First up:

Sasha Farmer on Facebook Sneak Previews
Team of 4.5 out of Charlottesville, Virginia
$26M in 2014
8th year in business

Sandra Nickel on Hiring to Last
Montgomery, Alabama
34 years in business
Team of 5
Sold 125 sides in 2014

Mary Taylor on Luxury Open Houses
Southlake and Colleyville in the Dallas/Ft Worth market
Over 25 years in the business
Team of 5
Sold $25M in 2014

Raziel Ungar on Branding: Client Experience
Burlingame, California
Solo agent
Sold 35 properties for $47M in volume in 2014
Average sale price of $1,340,000
10 years in the business

Robyn Erlenbush on Relationship Selling
Bozeman, Montana
35 years in the business
Broker/Owner ERA Landmark of 72 agents

In this episode, you'll learn...

  • How Sasha Farmer uses Facebook to advertise her properties before the home comes on the market.
  • Sandra Nickel explains why you should hire other people who's value are congruent to yours.
  • How Mary Taylor created an amazing and creative luxury open house selling the property within X weeks.
  • What Raziel Ungar does to build his brand which directly affects clients experience.
  • Why Robyn Erlenbush believes in "relationship selling" and how she incorporates this into her real estate business.

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

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Mar 17, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you? Our aim is to provide content, clarity and inspiration to help you reach your goals.​ We are really fortunate to have Leigh Brown who is from Charlotte, North Carolina. In 2014 Leigh's team of 11 did over $68 million in volume and 276 sides. In addition to being a top producer and being one of the best speakers in the real estate industry, she's probably the most dedicated individual you'll ever meet. She's the first Vice President of CRS and will be the President in 2017, she's an Inman Contributor and on many NAR Committees.

In this episode, you'll learn...

  • Why she works so hard for CRS and NAR and the industry in general.
  • What drives Leigh Brown and what challenges in her life she enjoys.
  • Her opinion on current website aggregators i.e. (ZillowTruliaRealtor).
  • Leigh's opinion on the new appraisal rules and what you can do to adapt.
  • How real estate industry education has evolved.
  • If real estate designations are still relevant and what they mean to Leigh.
  • What Patrick Lilly and Leigh Brown use as their CRM.
  • What opportunities exist now that were not available in the past.
  • What upsets & excites Leigh the most in our real estate industry.

Questions to ask yourself.

  • What are your passions?
  • What gets you excited?
  • What helps you become greater than you currently are?

Links and resources mentioned in this episode.

Mar 5, 2015

Welcome to Real Estate Success Rocks Podcast where we help you answer the question:  What does success mean to you?  Our aim is to provide content, clarity and inspiration to help you reach your goals.​ Our first guest was Jean Shine who is a legend in our industry, so it makes sense that our second guest is a rising star. Ashton Gustafson hails from Wichita Falls, Texas and also sells in Waco. Ashton is one of the finest inspirational speakers in our industry.  His deep connection to his soul and his ability to communicate authentically results in amazing keynote speeches.  Go out of your way if you get a chance to hear him speak. He is amazing.

In this episode, you'll learn...

Ashton Gustafson explains how time management and lead generation are one and the same.

How his time management is focused on relationships and why that leads to future sales.

That selling a listing is only a byproduct of you having a relationships with someone looking to buy or sell.

How his business model turned into a business of attraction instead of a business that he's chasing.

His 60 Daily Points of Rhythm chart.

Why Ashton Gustafson prefers to be a friend over being a Realtor with his clients.

His opinion on asking for referrals and how he handles making the tough calls he doesn't want to make.

He admits that his inbox was ruining his productivity and how he overcame that issue.

How sending a simple note can go a long way.

 

Links and resources mentioned in this episode.

Best way to contact Ashton Gustafson? Visit AshtonGustafson.com

Ashton Gustafson's 60 Daily Points of Rhythm chart

Tiger Lead CRM

Slydial Voicemail App - iPhone or Android

Ashton Gustafson mentions the book A Million Miles in a Thousand Years: How I Learned to Live a Better Story by Donald Miller

 

Mar 5, 2015

In this episode we talk with a legend in the real estate industry, Jean Shine. Jean sells real estate with Coldwell Banker in Central Texas and in her 30+ year career she has helped over 8,000 families find a home. Jean explains how awesome her team is, the pros and cons of working with family in the business, how she stays inspired year in and year out and what success means to her.

In this episode, you'll learn...

What Jean's biggest passions are in life and how it relates to work.

How she gives back to her community and what she receives by giving.

How she got into the real estate business.

The biggest factors that helped grow her business.

What her weaknesses are and how she compensates for them.

How she uses the DISC Personality.

Jean explains how her Team operates and the keys to running a business.

The pros and cons of having family in her real estate business.

Jean describes tough times during her business and what she's learned from it.

After 30+ years in the business, how she stays inspired year in and year out.

What's got her excited about the current industry.

What she wants her legacy to be.

 

Questions to ask yourself.

What are your passions in life and what gets you going?

How can you incorporate that into your business life?

What are your weaknesses and how can you improve them?

 

Links and resources mentioned in this episode.

Best way to contact Jean [ShineTeam.com]

Contactually

DISC Personality Test - Based on the Platinum Rule

2015 Seattle Conference

Mar 5, 2015

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. We are launching the podcast with three episodes: first, an interview with a legend in our industry, Jean Shine. A second episode combining Lead Generation and Time Management with Ashton Gustafson and finally a segment we call: "What Works", which is a compilation of five hot topics from our 2014 conference. New episodes will post every Tuesday and run for approximately 35 minutes. Me, I've been selling residential real estate in Manhattan and Brooklyn for 31 years now and my team is consistently ranked in the top 250 teams in the nation by the Wall Street Journal. I am also a transformational life and business coach. One of the biggest lessons that I've learned in life is that: as I become a better human being, I also become a better real estate broker; and that holds true conversely: as I become a better agent, I also become a better person. If you find our podcasts interesting, you might want to attend our conference this September in Seattle, Washington. It is being hailed as one of the best conferences in our industry.  Go to www.RealEstateSuccess.rocks for more information. We would love your feedback, comments or questions.  You can contact us at team@realestatesuccess.rocks. You can also find us on Twitter and Facebook. Thank you for joining me on this journey towards personal and professional fulfillment.

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