Oct 3, 2019

How to Go from Rookie to ROCKSTAR w/ Angela Lutzi

Most people in real estate make the mistake of thinking there’s a magic bullet to success in the business, but it’s actually pretty simple. What activities do we need to build into our businesses to earn more? How do we build solid relationships with our database? What is the best way to find new clients today? On this episode, Broker Associate and Co-Owner of The Dellatorè Group, and Bonita's Best Realtor 3 years in a row, Angela Lutzi shared how she went from balancing real estate and another career, to running a highly successful brokerage.

 

Real estate is not a sales job, it’s a relationship building job. -Angela Lutzi

 

Three Things We Learned From This Episode

  • The formula to Angela’s success
    Angela’s success boils down to this acronym: PROZ. Postcards, Relationships/Referrals, Open Houses, and Zillow zip codes. 

  • Put serving people first 
    Real estate is all about building strong relationships with people, and we do that by caring about bringing value to people and thinking about what’s beneficial to them. 

  • Be willing to put in the work in the long run
    Postcards pay off but you have to be willing to put the time and work in. The reason people don’t have success with postcards is that they don’t do it long enough. 


There is no secret recipe to success in real estate.
We have to be consistent, have a system in place, nurture relationships and prioritize follow up. We have to do consistent activities, be willing to do the work in the long run and double down on what’s working. The truth is, the most successful people are willing to do what other people aren’t. 

 

Guest Bio

Angela is the Broker Associate/Co-Owner at The Dellatorè Group. As a consistent performer in the Top 1% of all realtors in her market, she understands the art of negotiation and can represent you as a buyer’s or seller’s agent. She has been connected to the real estate industry throughout her life in multiple ways and brings that experience to buyers and sellers in Southwest Florida! As a real estate professional, you will find no one who is more concerned about the quality of the relationship between adviser and client. Angela has a great passion for building relationships. She genuinely cares about her clients and their experience while working with her; this is why the majority of her business comes directly from referrals of past clients, friends and acquaintances.


Angela’s greatest strength lies in her ability to market and to sell luxury properties. She offers highly developed communication skills, individualized marketing plans, sophisticated negotiation skills, and an innate ability to form strong relationships. For more information, go to
https://www.bonitaforsale.com/


To get access to a free download, go to http://clubwealth.com/angelalutzi/.

Sep 27, 2019

How to Use the Enneagram Assessment to Communicate & Sell More Effectively w/Matt Cavanaugh

 

Success in sales leans heavily on our ability to understand people and how they tick. The Enneagream is a method we can use to resonate with people and speak their language. What is an Enneagram and how will it help us foster better relationships with our buyers and sellers? How do we tailor our presentations and pitches according to the personalities? How do we find what our client’s Enneagram number is and what drives them? On this episode, sales expert Matt Cavanaugh shares on how to use this personality assessment in order to get better at communicating in and out of our businesses.

 

The two principles that will work for anyone in sales are confidence and authenticity. -Matt Cavanaugh

 


Three Things We Learned From This Episode

  • The 9 Enneagram Personalities 
  1. The Perfectionist
  2. The Helper 
  3. The Achiever
  4. The Emotional Creative
  5. The Investigator 
  6. The Fear-based Personality 
  7. The Enthusiast
  8. The Challenger
  9. The Peacemaker

  • There is a way to quickly qualify someone’s personality
    You can quickly read what number someone is on the Enneagram, based on how they answer questions, and the kind of information they ask us for. If someone is detail-oriented they are a 1,5 or 6. If they are results-oriented, they are a 3,7 or 8. If they are more people-oriented, they are a 2,4 or 9.

  • The Enneagram accounts for both our weaknesses and strengths
    The Enneagram accounts for how we grow as human beings. When we are healthy and at our best, we will take on the positive attributes of another number. When we’re stressed, we take on the negative aspects of another number.

Whatever personality assessment we swear by, it all comes down to an overall awareness of people and how they tick. It’s about taking the time to understand someone instead of bulldozing over them to get our way. If we want to use the Enneagram, it’s important that we do it on ourselves first, then on our close friends and family members. Ultimately, this will be an effective tool to have in our pockets. It will deliver value for the rest of our careers, so we should take small steps towards learning and utilizing it.


Guest Bio

Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate, he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. After having great success in industrial sales, he began his journey in real estate. 


To get access to Matt’s free download
"The Power of Personality In Sales Landscape" go to http://clubwealth.com/mattcavanaugh/

 

Sep 19, 2019

How to Build an Army of ISAs w/ Brendan Bartic

The ISA model is gaining traction in our industry because it’s a powerful way to bring leverage onto our teams and improve our lead conversion/follow up. What are the benefits of bringing on more ISAs? How do we recruit, train and hold them accountable? If we’re transitioning to an ISA model, how do we get the agents on our team to buy into it? On this episode, team leader and CEO, Brendan Bartic shares on migrating to an ISA driven model and how that increased production by 100 transactions.  

If we can master objections and be quick on how we respond to people, the quality of our conversations can continue to improve. - Brendan Bartic

 

Three Things We Learned From This Episode

  • A strong sales system needs a strong servicing team supporting it
    If we’re going out and generating leads from many sources,  we also need to have a dedicated department that’s reliable to effectively and quickly address the leads. It makes us more efficient and frees up agents to do what they are good at. 

  • ISAs can be as strong a point of connection as agents
    Just because the lead talks to the ISA first doesn’t mean they won’t be able to build a rapport. We’re not selling an individual agent, we are selling a system. With that system, everyone is trained at such a high level that it doesn’t matter who the lead talks to first; they’re going to get the same level of service regardless

  • Hire the right people to overcome turnover
    One of the biggest concerns with ISAs is that the role has high turnover, and all the training will feel like a waste if the person leaves quickly. We can change this by finding people with big long-term goals in real estate - someone who sees the ISA role as a stepping stone to the next step. 


ISAs allow us to run teams that are more efficient and capable of converting leads at a high level. Running the model successfully is about following a very specific system to make sure leads are taken care of and that agents have enough support so that those leads become appointments.
ISAs give us immense value, leverage, and synergy in our businesses, and as in Brendan’s case, the benefit is reflected in more closed transactions. 

Guest Bio

Brendan is the CEO of The Bartic Group. He has been a leading top producer for over 18 years and his sales consistently rank is in the top 1% of all Keller Williams Teams Internationally. 

To get access to Brendan’s free PDF "Lead Flow Chart" go to http://clubwealth.com/brendanbartic/

Sep 12, 2019

Ready, Set, Onboard!: How To Effectively Onboard Agents w/Donnie Morrow

Onboarding is a hot topic and one many team leaders struggle with. However, the real issue is that we overcomplicate the process. What are some of the biggest onboarding mistakes we are making on our teams? How do we train for both sales and admin, and how can we make the transition into our teams as smooth as possible? What values and mindsets should we be instilling in the first few weeks? On this episode, Club Wealth Tier 3 coach and Tier 4 coaching client Donnie Morrow, shares how we can implement a world class onboarding process for our teams. 

When it comes to onboarding, people get too wrapped up in the training aspect, but the biggest thing is implementation. Take action and you can fix some of the stuff along the way.
-Donnie Morrow

 

Three Things We Learned From This Episode

  • We can balance both new and seasoned agents in our team for the benefit of the business
    When thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for experienced agents. There is a space for both in our businesses. With experienced agents, we’ll have to train out the bad habits and egos. With new agents, we have to train them in how to start making money. 

  • Leverage your in-person training
    Our training doesn’t have to be one-on-one, it can be one-to-many. There’s a synergy that happens when we hire one-to-many that we don’t get one-to-one.  

  • The onboarding process shouldn’t be a balance between fun and education
    Even though onboarding is an important and critical process in our business, it should also be fun. We want our agents to feel excited about joining our team. We want to make them feel like rockstars! The entire onboarding process becomes much more engaging for our agents when they are enjoying themselves.

 

The goal with onboarding our agents is to bring them into our world. We should do this in a fun and simple way that makes them feel like a part of something great. We need to have a simple system in place that we can follow consistently every single time because ultimately, we want people to engage with the training. That’s what will give them success on our teams and in the industry.

 

Guest Bio

Donnie is the team leader at the Morrow Group and a Club Wealth coach and client. To get Donnie’s training checklist, go to http://clubwealth.com/donniemorrow/

Sep 5, 2019

How to Use iBuyers to Your Advantage w/Nick Shivers and David Stites

 

The rise of iBuyers in the marketplace is alarming for a lot of agents, but their popularity doesn’t need to spell disaster. What is it about iBuyers that attracts clients, and is it possible for us to work in harmony with the new platforms? How can we stay afloat in the age of technology and internet-based competitors? On this episode, co-owner of Team Stites, David Stites, and CEO of My Rocket Listing, Nick Shivers, share how we can work alongside iBuyers, and even use them to our advantage.

 

Change is inevitable- accept that iBuyers are here to stay and start looking for the opportunities they present. -Nick Shivers

 

Three Things We Learned From This Episode

  • Stop thinking it’s all about money
    A lot of agents assume our clients are focused on getting the most money possible. However, that’s not always the case. Other factors, like convenience, are huge factors that our clients take into account. Listen to clients and tailor deals to their needs. 
  • Take advantage of iBuyers
    iBuyers offer convenience to their customers, but they also offer opportunities to their competitors. Take advantage of the information available on the platforms and educate yourself on what they offer. By knowing more about our competitors, were better able to show our clients why we’re the better option.
  • Don’t fight change
    While iBuyers are a scary concept, they’re definitely not the first threat to the real estate industry. To stay afloat in the market, we need to be open to adaptation and focus on what we do best. The changes in the industry are chaotic, but there will always be opportunities for us to thrive if we adapt along the way. 

 

iBuyers definitely pose a threat to the real estate industry, but they also present us with opportunities. We need to use the information they share freely to educate ourselves on what they do, and begin strategizing how we can do better. Most importantly, remember that change is inevitable, and i-buyers need not be the enemy. 

 

Guest Bio

David Stites is the co-owner of Team Stites. As a third-generation Realtor, David has real estate in his blood- so it’s no surprise that today he’s a listing specialist. David is passionate about helping families sell their homes, and makes it his mission to get his clients the top dollar in exchange for their properties. 


To find out more about David, visit
https://www.teamstites.com/team/david-stites-licensed-real-estate-agent 


Nick Shivers is the President and CEO of Nick Shivers Team, Host of the Shivers Report on iHeart Radio, Founder of Sell a Home Save a Child, and the CEO of My Rocket Listing. He is in the top 1% of Realtors nationwide, and is passionate about serving people and helping children through real estate. 


To find out more about Nick, head to
www.nickshivers.com

For information on My Rocket Listing, head to www.myrocketlisting.com

And to find out about Sell a Home Save a Child, visit https://www.sellahomesaveachild.com 


To get tickets to our upcoming Business Mastermind Strategy, visit
https://clubwealth.com/bsm/ 

 

Aug 28, 2019

How to Break Into the Luxury Real Estate Market w/Jack Cotton

For many real estate agents, the idea of selling luxury homes is intimidating. What are the critical skills required to work in this niche? What’s the difference between staging and market preparation? How do we build up our reputation to attract more luxury clients? On this episode, real estate veteran, author and luxury expert, Jack Cotton shares how to find success in the highly sought-after luxury real estate niche.

 

We don’t show property. We demonstrate the property and immerse them in the lifestyle that comes with the property. -Jack Cotton

 

Three Things We Learned From This Episode

  • Difference between market preparation and home staging
    Stagers usually don’t really think about what the buyer might want. Market preparation is setting up the home for the profile of the kind of buyer you want to attract. Very often, stagers try too hard and this can actually distract buyers or make them think something is off about the property. 

  • How to leverage the “gatekeepers of luxury” to meet potential clients
    The way into the world of luxury buyers and sellers starts with the gatekeepers to those people. We can start by asking who the key service providers are to the wealthy in our market, from CPAs to attorneys. Build relationships with them so we can get an introduction to potential clients.
  • How to be a master at negotiation 
    Build standing and preeminence in your market because it gives you authority. Never assume, find out what buyers and sellers actually want. Detach from the outcome and be willing to walk away from the deal. 

As real estate becomes more and more generic, and the tech world tries to creep into the industry, we have to position ourselves differently. In the high end market, being seen as generic as self-defeating. We must be seen as unique, different and constantly bringing value. We must build a reputation as a real estate advisor, not merely an agent. That means becoming an expert in markets and value, pricing, market preparation, marketing and negotiation.

 

Guest Bio

Jack Cotton is a veteran Realtor, author and founder of Cotton Real Estate, now Sotheby’s International Realty.  Since 1974 and has overseen thousands of purchases and sales of Cape Cod properties. Jack’s mastery of Cape Cod Real Estate is clear, yet he never stops striving for new knowledge. In fact, he believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate Studies at Cape Cod Community College in 2006. Visit http://www.jackcotton.com/ for more information. 

Get Jack’s latest book, Selling Luxury Homes here. 

Aug 22, 2019

The Art of Failing Forward w/Anthony Manzon

The truth about business, and life in general is that tough times and failures are unavoidable, but at the same time, we can grow from them. What measures can we put in place to keep working hard when the going gets tough? How do we turn our failures into our greatest moments of growth? What are some of the challenges that come with running a real estate team, and how can we overcome them? On this episode, I talk to Manzon Team co-owner Anthony Manzon, and Brian Curtis and Misti Bruton about staying committed in business when things are not easy, and how failure helps us achieve success.

 

Every decision we make either takes us closer to our goals or further away from them. -Anthony Manzon

 

Three Things We Learned From This Episode

  • How routines and rituals counter a lack of motivation
    We’re going to encounter the urge to quit many times in our lives, but we have to build in the habits that keep us from throwing in the towel. If we put rituals and routines in place; whether it’s going to the gym, scheduling time for lead generation or appointments with clients, those rituals will help us overcome our drop in motivation. 

  • The two things we should never give up on when things get hard
    When things get tough in business, the first things we usually quit are coaching and lead generation because they cost money, but during a hard time, those are the most important things. Without coaching, we become isolated and which wipes away all our motivation. If we stop lead generating, we stop attracting business and we’ll have to start dealing with the challenge of chasing it. 

  • How to build a system with less failure points
    When we build a system, we also need to have accountability measures around it to make sure everyone is doing it the same way.  If there’s a deviation from the system, the process of building it would have been a waste of time. 

 

Success is a math equation, and everyday we take action that either gets us closer to or takes us away from our goals. Even though failure is hard, it can actually propel us in the right direction if we apply the right mindset towards it. The formula for failing forward starts with us being willing to fail in the first place, and take our egos out of it. We need to be willing and able to take extreme ownership, so that we can drive ourselves towards the actions that will help us beat the slump. Ultimately, there’s no failure, there’s only learning and growing if you’re taking the right approach.

 

Guest Bio

Anthony is the co-founder of Team Manzon. Team Manzon was founded in 2013. By the end of their first year in business, they received The Rookie of the Year Award, were #1 in their Market Center and top 1% of their region. Since then, Team Manzon has now grown into a Group of Agents and has held #1 Team/Group in their Market Center for 2015, 2016, and 2017.

 

To download Anthony’s New agent questionnaire go to http://clubwealth.com/anthonymanzon/

Aug 15, 2019

5 Signs You Should Leave a Buyer At the Altar w/Aaron Drussel

Many real estate agents waste a lot of time and resources on prospects who are still too far away from actually starting the buying process. How can we tell the difference between the tire kickers, the pre-clients and the true clients? How do we make sure we get the true clients to commit to actually working with us? How do we create the abundance that allows us to let bad-fit clients go? On this episode, we’re joined by coach Aaron Drussel who shares the process he’s developed to make sure we know where potential clients are in the process, and how to work with the right people at the right time.

 

We treat clients who are still far upstream as now buyers too early in the process. -Aaron Drussel

 

Three Things We Learned From This Episode

  • How the buying process has changed 
    In today’s world of buyer and lead conversion, we’re catching people a lot earlier and further upstream in the process of buying. The problem is, many real estate agents are moving the relationship forward too fast, and trying to close instead of going according to where the person is in the process. 

  • Why we shouldn’t be reluctant to ask for a commitment agreement with a client
    There’s a fear of missing out on a buyer even if they aren’t the right fit. We need to measure the opportunity cost of working with someone who isn’t fully committed vs. actually working with buyers who are committed.  

  • How the fear of letting go is a sign of scarcity
    Being afraid to let go of the wrong clients is only a problem when we don’t have enough of a pipeline on the front end. If we have an abundance of clients and leads, it’s easy to let a bad prospect go because you know there are many other options.

 

There’s a world of difference between a pre-client and a NOW client, and we should be treating them differently in terms of the resources we put towards them. We need to sit down with people for an initial meeting and ask the right questions. We need to be clear on whether they have a need that can be met by the market right now, if their financing is in place, if they have a timeline of 60 to 90 days, want to work with us exclusively and if they are tethered to us with a commitment. Our success in leading them through the process comes down to how relevant our service is to where they are. 

Guest Bio

Aaron Drussel is a real estate team leader and coach. For more information, call 801-234-0505 or email aaron@betterutahliving.com

Aug 8, 2019

Why Running a Real Estate Team Sucks! w/Misti Bruton

We hear a lot about the greatness of running a real estate team, but it’s not always sunshine and rainbows. What are some of the challenges that come with running a team? How can we be good leaders in the face of adversity? How do we figure out what our roles on the team are? On this episode, agent and team leader Misti Bruton shares some of the challenges that come with the transition from solo agent to first-time team leader.

 

 

At each level of growth in leadership, there is a skill set that we have to learn. -Cherie Benjamin

 

Three Things We Learned From This Episode

  • The real reason why running a team is challenging 
    What makes a running a team difficult is that we have to learn a new skill set that’s very different from being a solo agent. We have to learn about leadership, leverage and actually owning and being accountable for a business, and that is a skill we have to develop. 

  • The key skills we need to have as leaders
    Leading a team is all about people, and there are many things we have to be able to do. We have to be willing to grow, we have to be willing to listen to people, and be willing to protect the team over the individual.

  • How to handle setbacks and adversity
    One of the skill sets we need to master as leaders is our ability to bounce back from challenges and adversity. We can do this by feeding ourselves with positive content and material, or we can learn to reset when something goes wrong, or reframe the negatives into positives. 

Running a team comes with great risk and responsibility, and with all the ups and downs it comes with, we have to be up to the task as leaders. Even if the required skills don’t come naturally to us, we need to work on getting coaching and developing them to the highest level. It’s not just about wanting a team because everyone in real estate has one, it’s about having a purpose and vision to build something and keep growing it. 

Guest Bio

Misty is a Realtor, broker and team leader at the AVO Realty Team. Go to https://www.greatertexashomes.com/ for more information. 

Aug 1, 2019

BIG Profits in BIG Brokerage: Growing and Scaling Your Business with Ancillary Service Providers w/Keith Myers

One of the major ways real estate teams have been able to make more money is by building relationships with industry-related businesses and institutions. How do we approach potential partners and make them want to work with us? What can we do to get the most value out of the relationship on both sides? On this episode, Club Wealth Tier 4 Member and Broker/Owner, Keith Myers shares on how his team has remained successful and profitable, doing $1.5 BILLION in volume, and bringing in an additional $1.5 MILLION in additional revenue from ancillary services and his real estate team!

 

 

It’s getting harder to make a profit selling real estate, so we’ve got to get more creative about how we do that. Relationships with ancillary service providers are one of the ways to do that. -Michael Hellickson

 

Three Things We Learned From This Episode

Why success with ancillary services starts with our primary business

The success of our primary business is what leads to the success of our ancillary services. So we need to drive traffic to our main business, because it makes everything else more profitable and valuable. 

 

How to make ancillary service providers want to work with us 

In order to partner up with ancillary services successfully, we have to give them value. We cannot expect them to want to do business with us, and help pay some of our costs if we don’t give something first. 

 

The value of including ancillary partners in our daily business activities 

It’s important that we get our ancillary partners involved in our business, because it strengthens our relationship with them. We also have to want them to win and succeed in every aspect of the business, and if we care about their success they’ll want to be a stronger part of our business. 

 

With more disruption to our industry comes the shrinking of our profit margins, and in order to remain successful we have to come up with new strategies. Ancillary services are extremely effective in growing our profits and keeping our teams running at the highest level. In order to successfully implement a plan that includes these services, we have to give to get, create a symbiotic relationship, and make the partners feel like a key part of the team.

 

Guest Bio
Keith is the Broker/Owner at RE/MAX Olson Companies, and a Tier 4 Club Wealth Member. Connect with him on LinkedIn https://www.linkedin.com/in/keith-myers-68807b12/ or email Kmyers@olsonmax.com


Sign Up for the Business Strategy Mastermind Conference here http://clubwealth.com/bsm/.

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