Real Estate Agent Success Calls

Join us at the ALL NEW … Referral Agent Summit 2024 (click here to get your free ticket) 24 top referral agents share how they receive 1, 2, 3, 4, 5, and even 6 referral closings per month. Each top real estate agent will talk about their: – #1 REFERRAL METHOD. Discover each top agents #1 best way to generate referrals from their friends, family, and past clients. – ANNUAL MARKETING PLAN. Learn all the things they do each year to “stay top of mind” so that their people call them FIRST when they are thinking about moving. – STATS. How many homes each top agent sold in one year and how many of those sales were from repeat and referral. NOTE: All 24 agents received over 50% of their business by referral. – LIST BUILDING. How they created their first Sphere of Influence list (including quick methods). How many people are on their list (less than you think). Why they add or remove names. What CRM they use. How they sort and grade their list to maximize referrals. – ONLINE REVIEWS. Find out how they get past clients to fill out five star online reviews. Get your FREE ticket to this online virtual event at: Referral Agent Summit 2024 See you at the summit! -Mike Cerrone Master Mind Agent LLC

Get your FREE ticket today to the 2022 Agent Success Summit, the online virtual training event of the year. Learn how to get more leads, clients, and closings. Join thousands of real estate agents who want to learn from 21 of the best and brightest real estate coaches, trainers, authors, speakers, and thought leaders in our industry today. Click HERE to learn more and get your FREE ticket. See you at the summit. 21 national trainers share how you can get more leads, more clients, and more closings in this free, 7-day, virtual online event. Get your FREE ticket today. Click HERE to learn more and get your FREE ticket. See you at the summit.

In this call, Monica talks about: Life before real estate as a stay-at-home mom. Early years and her slow start. Why she almost quit and the decision she made that changed everything. How she sold 162 homes in one year as a solo agent with one part time assistant. The month that she had 38 pending closings. Definition of a system and why she believes you should “only have a problem once”. Structuring her calendar with single purpose tasks for each day of the week. Her 3 majors for each day. Why small community agents can post big numbers just like the big city agents. How she received 1 closing from every 4.3 people in her PCSOI database … a 23% Referral Productivity Percentage. Her Annual Marketing Plan to her past clients that resulted in 81 closings last year. Her easy going Tag On Referral Script you can add to the end of any conversation. Community Networking Referrals. Internet Leads and the two questions you want to ask when you first talk. Hot Buyer List Strategy and her follow up system that results in 25% of her qualified internet leads closing. How she Double Ended (worked with both buyer and seller on same closing) half of her transactions last year. Taking 4 vacations per year for 7 to 10 days each. Profit margins, advice, and more. Monica Angeles SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 65 minutes Background: Monica Angeles is with Jones Heritage Realtors in Pittsburg, Kansas. Last year, she closed 162 transactions with a total sales volume of 20 million and earned 614 thousand in GCI. Her average sales price was 126 thousand of which 42% were buyers and 58% were sellers. Monica is a solo agent with One part time assistant. She has been an agent for 14 years. Website: MonicAangeles.com 2021 Stats: 162 closings 20 million sales volume solo agent with one part time assistant (solo with a sidekick) Niche: internet leads community networking repeat & referrals past clients sphere of influence

In this special “where are they now” call, Tim Reeder talks about: Transitioning from team leader (with 18 people) to brokerage leader (with 280 agents). Why he made the change … and how it happened. The personal growth and skill development necessary to switch from running a team to running a brokerage. Partnering to complement your strengths and weaknesses. Recruiting by invitation only. “If you focus on retention, the recruiting will take care of itself.” Training and mentoring agent career development. Advice to other team leaders thinking about starting a brokerage. Also, runs a team dedicated to selling old classic vintage homes … and Tim still sells 60 homes per year personally. Tim Reeder SUCCESS CALL (where are they now) … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 59 minutes Background: Tim Reeder is a brokerage leader with Better Homes and Gardens Real Estate – The Good Life Group in Omaha, Nebraska. His brokerage closed 3450 transactions with a total sales volume of 892 million and generated 24 million in GCI. Time has been and agent for 23 years. Website: OldOmaha.com 2020 Stats: 3450 closings (brokerage) 892 million sales volume 280 agents in 6 offices Niche: vintage homes repeat & referrals past clients sphere of influence

In this call, Phil talks about: His unique niche of selling only vacant lots. How he fell into this niche after failing miserably his first six months. Small commission and small time requirement per transaction. Armchair practice. He never has to leave his office for listing appointments, showings, negotiations, contracts, inspections, appraisals, or closings. How he gets 85% of his clients from a simple black and white postcard. Consistently generating 1.5 to 2 leads per 100 postcards mailed. The secret “trick” for getting 2 more calls per mailing. Why 70% of his leads list their property with him. How he can sell 34 homes per month by himself. Ranking #9 Individual Agent in the United States last year by Real Trends. The biggest mistake agents make when they list vacant lots. Profit margins, advice, and more. Phil Rotondo SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 53 minutes Background: Phil Rotondo is with Coldwell Banker in Melbourne, Florida. Last year, he closed 409 transactions with a total sales volume of 9 million. His average sales price was 22 thousand of which 30% were buyers and 70% were sellers. Phil is a solo agent with ZERO assistants. He has been an agent for 18 years. Website: NO WEBSITE 2020 Stats: 409 closings 9 million sales volume solo agent without an assistant (lone wolf) Niche: vacant lots repeat & referrals past clients sphere of influence

In this call, Caleb talks about: Working at Chick-Fil-A before entering real estate. Getting his real estate license at 18 years old. Plateauing and getting stuck at the same production level for two years. Finding a mentor who showed him how to look at the numbers and the scientific side of real estate sales and business planning. By tracking ONE key number daily, he was able to TRIPLE his production in one year. Going from 11 million to 34 million in sales and earning 925 thousand in GCI. Showing and describing his Blueprint Tracker with all his numbers for planning and tracking. His annual SOI marketing program that brought in 56% of his business. The number one “old fashioned” marketing method that draws the most business. Why he shifted from a transactional to a relational based business. The importance of knowing your on market and stats. Several book recommendations, and more. Caleb Spears SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 72 minutes Background: Caleb Spears is with Sotheby’s International Realty in Santa Rosa Beach, Florida. Last year, he closed 41 transactions with a total sales volume of 34 million. His average sales price was 843 thousand of which 54% were buyers and 46% were sellers. Caleb is a luxury agent and team member of the Spears Group. He has been an agent for 4.5 years. Website: ScenicSIR.com 2020 Stats: 41 closings 34 million sales volume member of a luxury team Niche: luxury homes repeat & referrals past clients sphere of influence

In this call, Darren talks about: Selling 52 homes in one year working part time by handing out 25 business cards every day. Now, while running a team, he is personally selling 130 to 160 homes per year (find out how). In addition, his 8 team agents are each averaging 36 closings per year per agent (3 per month). Learn which two industries he like to recruit team agents. How he reduced his team from 33 agents down to 8 … stayed at the same sales volume … and dramatically improved the number of sales per agent. Last year he and the team sold 438 homes worth 78 million and earned 1.97 million in GCI. Why you should set up a Content Calendar and the power of Content Compounding to leverage your social media reach. Repurposing one video into multiple marketing pieces such as video post (YouTube, Facebook), podcast (iTunes, Stitcher), blog post (transcript on website), 15 second clips on InstaGram, and more. How he built a list of probate and divorce attorneys and how he gets a meeting with 6 out of 10 to present his referral proposal. His repeat and referral Raving Fan Club that results 80% of his closings including many of the inexpensive marketing ideas. Basecamp software he uses to create transparency during the transaction that frees up hours of his team’s time not having to repeat answers to transaction status questions. How to let go of people who are not working out on the team. Team dynamics, compensation, profit margin, and more. Darren James SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 62 minutes Background: Darren James is with eXp Realty in Baton Rouge, Louisiana. Last year, he closed 438 transactions with a total sales volume of 78 million. His average sales price was 180 thousand of which 75% were buyers and 25% were sellers. Darren leads a team with 11 members. He has been an agent for 19 years. Website: Agent225.com 2019 Stats: 438 closings 78 million sales volume 11 member group: 8 team agents 2 administrative staff 1 team leader Niche: probate and divorce attorneys repeat & referrals past clients sphere of influence

In this call, Tina talks about: Closing 130 transactions in a single year as a solo agent with two administrative assistants. What she did to rebuild after her income fell 70% during the Great Recession. Why you should focus on a single metric: contacts per day. Dropping out of college to pursue a real estate career and earning 80k her first year. FSBO Packet she delivered to list 2 out of 6 sellers. Starting from scratch after relocating to a brand new market where she did not know anyone and failing until she got back to her roots and started prospecting. Zillow leads are 48 percent of her business with a 10 percent conversion ratio and a 6-to-1 ROI plus her script for initial conversation. Surrounding yourself with top agents to become a top agent. Team dynamics, compensation, profit margin, and more. UPDATE: In 2020, Tina and team sold 368 homes. Tina Caul SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 59 minutes Background: Tina Caul is with eXp Realty in Cary, North Carolina. Last year, she closed 262 transactions with a total sales volume of 101 million. Her average sales price was 381 thousand of which 59% were buyers and 41% were sellers. Tina leads a team with 18 members. She has been an agent for 21 years. Website: CaulGroup.com 2019 Stats: 262 closings 101 million sales volume 18 member group: 12 team agents 5 administrative staff 1 team leader Niche: Zillow leads repeat & referrals past clients sphere of influence

In this call, Scott talks about: Managing music store inventory before getting into real estate. Closing 14 homes his first year by hosting open houses 7 days per week. The 62 Touch annual marketing plan to his small list of 350 past clients, friends, and family that resulted in 60 closings (that’s 1 in 6 people on the list resulted in a closing). 4 past client appreciation party ideas including estimated costs. How to find a cheap virtual assistant. Starting a real estate investment company with his friend that grew into 8 million dollars in assets by purchasing foreclosures at the courthouse steps. Transitioning his small team into a 7th level business that runs without him day to day. Team dynamics, compensation, profit margin, and more. Scott Kato SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: KatoGroup.com Background: Scott Kato is with Keller Williams Realty in Long Beach, California. Last year, he and his team (Kato Group) closed 75 transactions with a total sales volume of 40 million and 750 thousand in GCI. His average sales price was 533 thousand of which 65% were buyers and 35% were sellers. In his best year (2012), Scott sold 120 homes worth 50 million and earned 1.2 million in GCI. Scott owns a team with 7 members. He has been an agent for 17 years. 2019 Stats: 75 closings 40 million sales volume 7 member team: 3 buyer agent partners 1 transaction coordinator 1 director of sales 1 director of operations 1 team owner Niche: open houses repeat & referrals past clients sphere of influence

In this call, Chuck talks about: The ONE thing he did to double his production from 50 to 100 closings in one year with only 3 people. Selling 100 units per year for the last 7 years in a row. 3 ways he dramatically raised his average sales price and and his GCI to seven figures. How an “old fashion snail mail” newsletter to 125 people set up his biggest gains. Why he avoids shiny new lead generation trends (like buying internet leads) and instead focuses on high profit margin transactions. The power of written goals. Why he chose high profits over high volume. His 36 touch marketing plan that is easy to implement, generates massive referrals, and resulted in a 28 to 1 ROI. Team dynamics, compensation, profit margin, and more. Chuck House SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 68 minutes Website: ChuckHouse901.com Background: Chuck House is with Keller Williams Realty in Memphis, Tennessee. Last year, he and her team (The House Team) closed 109 transactions with a total sales volume of 39 million. His average sales price was 359 thousand of which 48% were buyers and 52% were sellers. Chuck leads a team with 8 members. He has been an agent for 20 years. 2019 Stats: 109 closings 39 million sales volume 8 member group: 3 buyer agents 1 listing agent 1 transaction manager 1 listing manager 1 director of marketing 1 team leader Niche: repeat & referrals past clients sphere of influence

In this call, Bob talks about: His first career as a TV news reporter and anchorman. His second career as a real estate agent and first year production disappointment. Adapting an internet lead strategy early that is still paying dividends. Script for initial call back to internet leads. Real internet conversion number. Joining, valuing, and buying an existing team including valuation approach and payout structure. Keys to working with your adult child in your real estate practice. Personally selling 110 homes last year. Dress code concepts. Value of outside counsel. Team dynamics, compensation, profit margins, and more. Bob Sokoler SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 64 minutes Website: WeSellLouisville.com Background: Bob Sokoler is with Re/Max in Louisville, Kentucky. Last year, he and his team (The Sokoler Team) closed 375 transactions with a total sales volume of 90 million. His average sales price was 240 thousand of which 70% were buyers and 30% were sellers. Bob leads a team with 25 members. He has been an agent for 16 years. 2019 Stats: 375 closings 90 million sales volume 25 member group: 20 agents 4 administrative 1 team leader Niche: internet leads repeat & referrals past clients sphere of influence

In this call, Ed talks about: Starting part time by working late evenings and early mornings (around his day job). Knocking doors and cold calling phones to sell 17 homes his first full year. Selling low priced homes in a market he was comfortable serving. Setting a goal to sell 50 homes in one year and achieving it. Working 12 hour days to out hustle his competition. How he intentionally moved up his average sales price. The mindset and confidence change he had to make to work with high priced. luxury home buyers and sellers. What he had to sacrifice to move into the luxury market. Selling 3 of the 4 most expensive homes in his market (12, 16, and 17 million). Required knowledge agents need to work with wealthy clients. Why he participates in 3 weekly master mind groups. His perfect daily and weekly schedule. Team dynamics, profit margins, and more. Ed Kaminsky SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: ItzSold.com Background: Ed Kaminsky is with Strand Hill/Christie’s International Real Estate in Hermosa Beach, California. Last year, he and his team (Kaminsky Real Estate Group) closed 78 transactions with a total sales volume of 180 million. His average sales price was 2.1 million of which 40% were buyers and 60% were sellers. Ed leads a team with 12 members. He has been an agent for 32 years. 2018 Stats: 83 closings 180 million sales volume 12 member group: 2 closing managers (1 buyer and 1 seller) 1 marketing manager 1 social and tech officer 1 graphic design 1 chief operations officer (COO) 4 buyer agents 1 personal assistant 1 team leader Niche: luxury homes repeat & referrals past clients sphere of influence

In this call, Jeff talks about: Getting his license at 18 and selling homes right out of high school. How to overcome age objections from older homeowners when you are young. Selling 31 homes his first full year at age 19 and how he did it. Why he went into broker management for several years, what he learned, and the opportunities it created. Selling 102 homes in one year with the help of one telemarketer. Creating a new team culture based on high productivity high profit margin prospecting. Combining the philosophies of Floyd Wickman, Mike Ferry, and Gary Keller into a winning team. Script for convincing an expired listing to listen to your presentation and set an appointment. Best for-sale-by-owner approach if you want to get the listing. Personally selling 100 homes annually for the last 10 years. Detailed description of his compensation programs for his outside sales associates, inside sales associates, and showing agents. The 4x2x1x12 Formula and why it works to get referrals from your past clients and sphere of influence. Team dynamics, compensation, profit margins, and more. Jeff Glover SUCCESS CALL … Watch video above or listen to audio below: ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To listen on Google Podcast, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Audio Running Time: 55 minutes Website: JeffGloverAssociates.com Background: Jeff Glover is with Keller Williams in Detroit, Michigan. Last year, he and his team (Jeff Glover and Associates) closed 1000 transactions with a total sales volume of 200 million. His average sales price was 200 thousand of which 40% were buyers and 60% were sellers. Jeff leads a team with 52 members. He has been an agent for 16 years. 2018 Stats: 1000 closings 200 million sales volume 52 member group: 34 outside sales associates 10 inside sales associates 7 operations staff 1 team leader Niche: expired listings FSBOs repeat & referrals past clients sphere of influence