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.
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.
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.
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)
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
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.
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.
- 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
- Referrals (making sure the referrals you take are matching with your goals)
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
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Why have rituals?
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.
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.
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.
Listen to your body
Have an emergency plan
Having the right team in place
Mistakes that I learned from
Having an appreciation for life
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.
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.
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.
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.
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.
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
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.