Club Wealth TV

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How to Kill It with New Construction Listings w/Kellie Revoir and Dawn Schultz

In most markets, people are looking to get the most listing inventory they can get, and new constructions present the perfect opportunity. How do you get your foot in the door with builders? What can you do to bring value to them? How do you leverage and manage them so that they create more opportunities? On this episode, new construction experts Kellie Revoir and Dawn Schultz share on why we should be paying attention to this niche of business right now, and give insights as to how they are doing it.

 

When you build relationships with builders, you’re not just there to stick a sign in the yard and bring the buyer. You’re there to help them grow their business. -Dawn Schultz  

Resources:

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

Why new constructions are such a great opportunity

With new construction listings, you don’t just get one check. You can get a lot of listings at a time. Working with builders is great because there’s no emotional attachment, and that makes things a lot easier.

 

How to build relationships with builders

Newer builders are very often on site, whether they are overseeing the build or working themselves. If you want to build a relationship with them, bring coffee and doughnuts to them every once in a while.

 

How to connect with people in the know about new developments

Attend planning and zoning meetings and city networking meetings. That’s where the people who know about new developments hang out.

 

New constructions in your local area are a niche you can dominate if you go into it with the right mindset. It’s not about you just getting the listing. It’s actually about building relationships with them, working with them, coaching them so that they can actually grow their businesses. If you position yourself as someone with valuable information, and someone they can work with; you won’t just get your foot in the door, you’ll become the person known for that.

How Jay Glazer Did $2.2 Million in GCI

With over 29,000 agents in New York City, it is probably one of the toughest markets to set yourself apart and get noticed. What is our guest doing to unlock the opportunities and build a name for himself? What is the advantage of working with buyers? How can you ask for referrals without being too salesy? On this episode, we are joined by one of NYC’s top agents, Jay Glazer who shares on investing in content development and the winning strategies he implements in his business.  

 

 

Instead of being door-openers and contract writers, the more value that we bring, the more likely we are to stick around. -Brian Curtis

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

 

Three Things We Learned From This Episode

 

The truth about building a brand

Most agents think that they can just build a brand and business will start coming to them, but that’s not true. In order for a brand to work for you, it has to go beyond your identity in the market. It’s about how you, your agents and your business appear to consumers. They must believe that you provide an unparalleled service.

 

How working with buyers can prime you for referrals

When you work with buyers, you spend a lot of time with them. By being face-to-face with them for hours on end and helping them through the biggest transaction of their lives, there’s a connection you build that you won’t get with a seller who you deal with intermittently.

How to survive the iBuyer wave

The only way we can outlast the iBuyers that are popping up in our industry is to create value. We can complain about how we’re being disrupted, but the only factor that will ensure our survival is working hard and thinking of how we can win in a changing market.

 

In our industry, there’s so much panic about what’s going to become of us with Zillow and all the iBuyer models sweeping the market. The problem with this way of thinking is it takes our eyes off the ball. People get too caught up and concerned about all the changes in the industry instead of focusing on how they can be better. You have to just accept the rules of the game and the changes, and just play. Think about what is the best and highest use of your skills in that new setting and go after that.  

Guest Bio

Jay is a Realtor at Corcoran Real Estate. He was ranked number 36 of brokers in NYC and a member of  the International Luxury Alliance Network. Jay specializes in representing buyers and sellers of condos and co-ops throughout Manhattan with a particular focus on Greenwich Village. Jay is fueled by his entrepreneurial nature and ability to seamlessly combine an organized, energetic, and ambitious work ethic with a creative Downtown background. His expertise in deal-making and out-of-the-box thinking ensures the best results for his clients. As a full-service real estate specialist, he understands the science behind the ever-shifting market, as well as the emotional aspect of buying and selling property. His clients include leaders in the technology and financial sectors, and some of the city’s most successful entrepreneurs.

 

Go to https://www.glazerteam.com/ for more information.

How to Use Video For Your Business w/Jeff Pfitzer

Video is widely understood to be the most popular and impactful content on the internet. How can we use the effectiveness of video to our advantage? Do we need to be creating videos related strictly to business? On this episode, we speak to Jeff Pfitzer of The Pfitzer Team at USA Mortgage. Jeff has become something of an internet sensation, and he’s here to tell us how you can become one, too!

 

 

Repurpose the content people are already putting out there; just put your own spin on it. -Jeff Pfitzer

 

Three Things We Learned From This Episode

  • Create content that interests people
    Pay attention to YouTube and social media trends. Leverage anything you have that aligns with those trends, and keep it interesting for your audience. There are tons of videos on the internet- make sure you’re delivering what the people want if you want to stay visible.

  • Look for the four “f’s”
    When you’re setting up a passion page on social media, you need to have it fit within the four major categories of content: fashion, food, fitness and family. This ‘passion’ page serves to boost your visibility. While it may not be related to your business, your followers will know who you are and when they need your services, you’ll be the first person they think of.

  • Stop worrying about everything (33:05- 34:11)
    The reason most people don’t get started on creating video content is that they’re self-conscious. Anxiety goes beyond what they look like on camera and extends to not knowing enough or being articulate. Stop worrying about all of that. If anything, authenticity is more appreciated by online audiences.

 

Social media has come to be associated with superficiality, with many internet stars striving for ‘likes’ at the expense of their authenticity. As a result, audiences have begun gravitating towards more genuine content. You don’t need expensive equipment to get started- all you need is you. The internet has given us all a powerful tool, so why not take advantage of it?

 

Guest Bio

Jeff Pfitzer is the regional manager for St Louis at USA Mortgage. After spending nearly 20 years in the mortgage industry, Jeff has built a team of more than 30 employees. He is also an avid runner, and uses social media to document him setting- and achieving- goals. Jeff is incredibly eager to share the power of social media in your business- he saw phenomenal results, and so can you. 

You can find Jeff on Facebook on his pages: https://www.facebook.com/jeff.pfitzer https://www.facebook.com/USAMortgagePfitzerRegion/ 

Or send him an email at: pfitzer@usa-mortgage.com

Top 5 Tax & Legal Strategies Every Real Estate Professional Needs to Know w/Mark Kohler

As real estate agents and business owners, we work hard for our money. If we’re not organized or smart about our taxes, we’ll miss out on a lot of what we’ve earned. How do we dial-in our taxes and legal entities so that we can take advantage of some tax strategies that will put more money in our pockets? How do we choose between an S Corp or an LLC, and what are the benefits? How can we save ourselves up to $9k on taxes?

On this episode, we are joined by expert tax-attorney, best-selling author, and national speaker, Mark Kohler, who shares on 199A Pass-thru Limitations, revocable family trusts, opportunity shifting and more!

 

 

The tax planning, asset protection, and estate planning all need to be coordinated. -Mark Kohler  

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

Why you need to be involved in your legal and tax planning process

Even if you think your accountant is doing a good job on your taxes, there are strategies they need to implement with you. There needs to be a conversation about certain things. Be involved enough to call the shots as the captain of the ship.

How to save on over $9k in taxes by making a simple switch

The reality is some people are netting $100k and paying up to $40k in tax. You can make a change that means you end up only paying $6k in tax. You can take an LLC and turn it into an S Corp, and then take a payroll of $40k and make the $60k a draw. You still made $100k but you changed the character of it. You’ll pay $6k in taxes but on the other 60% you avoid the entire 15% of taxes. The beauty of that switch is the more money you make, the more money you save.

The best way to pay family members

If you have kids under 18, you shouldn’t pay them directly out of the S-Corp. You can set up a family management sole proprietorship, and determine good pay levels for your kids helping in your business.

 

If we’re not intentional about how we’ve set up our business and legal entities, we could be losing up to 50% of our earnings to tax. The reason wealthy people have the money they have is that they take advantage of tax laws that benefit them, and with the new tax code, this is something business owners like us can do. By working with the right tax attorney, participating in the process, and coordinating our operations, holdings and family estate, you can save thousands of dollars. It’s about keeping the maximum amount of money that you can, and keeping the IRS informed to keep them happy.

Guest Bio

Mark J. Kohler, M.Pr.A., C.P.A., J.D., is a best-selling author, national speaker, radio show host, writer and video personality for Entrepreneur.com. He's a real estate investor, senior partner in the law firm, Kyler, Kohler, Ostermiller & Sorensen, and the accounting firm of Kohler & Eyre, CPAs. Mark is a personal and small business tax and legal expert, who helps clients build and protect wealth through wealth management strategies, and business and tax remedies often overlooked in this challenging, ever-changing economic climate. His seminars have helped tens of thousands of individuals and small business owners navigate the maze of legal, regulatory and financial laws to greater success and wealth. Go to https://markjkohler.com/ to get his books and listen to his podcast, Refresh Your Wealth. Sign up for his email list and get his book 10 Best Tax Saving Secrets.

To get a free copy another of Mark’s book “Top 10 Legal and Tax Mistakes Made by Entrepreneurs”, go to http://clubwealth.com/cpa/.

Watch Mark’s video “Does the SEP or 401k Strategy Make More Sense?”

How to Build a Successful Expansion Team w/Brandon Landro

The expansion model in real estate is one that many teams fail at, even when they are really strong in their original market. What are some of the reasons expansions don’t work out, and how can we prevent those issues? How do we choose the right area to expand in? How do we staff our expansion teams, especially when it comes to the leadership? On this episode, Brandon Landro shares how his team is crushing their expansion, and the pieces they’ve put in place to make it work.

 

 

It’s our job to build the systems to allow them to be successful. If you don’t have the resources or the time, you are not doing your part. -Brandon Landro

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

How to choose the right expansion market

If you’re looking to expand, consider a market you can drive to, not somewhere that requires a flight. You’ll understand how things work and can quickly get there in the event of a crisis. The branding can step in and answer every single question in a market that’s still local, whereas in a market that’s far away, you just won’t know the contractual information, and no amount of branding will be able to make up for that.

Why you need to expand from a position of strength

When you’re expanding into another market, remember to continue to do business in the market you’re in because that market is feeding the expansion one. You’re not going to make money in your new market immediately, so your original business has to be strong enough to support the expansion.

The wrong point to step out of production

Many people say they want to step out of production way too early, when their transactions are still the bulk of the team’s production. If you step out too early, we’ll end up weakening or even destroying the team.

 

Expansion isn’t something to do on a whim— certain conditions have to be present in order for it to succeed. There has to be an opportunity for it, and you have to have a running well-oiled machine running already. If you’re making mistakes in your current market, they will be carried over into the next one, and if you’re doing well that will carry over too. It’s a lot easier to build from a center of strength. The fruits of a good expansion is market dominance, and the perception that you’re everywhere which will attract both clients and agents to our teams.

How to Harness The Power of the Phone w/Albert Garibaldi

Too many agents wait for business to come to them instead of getting on the phone and chasing leads. What are some of the causes of phone paralysis and how can we overcome them? How do you live your life with passion by serving your clients?

In this explosive episode of Club Wealth TV, we propel you right into the New Year with Albert Garibaldi, top motivational speaker and author, who has had a brilliant real estate career with $1M in GCI. He shares on finding success on the phone, navigating rejection, and building confidence.

 

 

The first 10-15 second from the time they pick up the phone are the seconds you to connect with them. -Albert Garibaldi

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

  • How to fuel your goals
    Write down specific a “why” for what you want to do and that will give you the burning desire to get into action. You have to be really specific so that “why” helps you overcome any hesitation, procrastination or inaction.  

  • How to succeed with expired's
    Mirror their emotions whether they are mad or annoyed, get on their side, and then take them where you’re going. Start with mirroring and matching them so they feel understood.

  • The importance of tracking your goals
    In order to keep pushing yourself towards something, it’s important to make note of even small successes. The reason it often feels like we’re not getting anywhere is that we don’t look back at our goals so we can see the small wins.

 

The reason so many agents struggle to get any real results and never reach their full potential is the way they think about the phone. Whether you’re hesitant, scared of rejection, or just not committed to doing it consistently, this shows up in the prospecting results you get. The most powerful thing we can do is dedicate ourselves to the phone, stop telling ourselves negative stories, and keep track of our goals so we can actually see the small wins. This is how we can be unstoppable in 2019.

How to Bring in Over 400 People to Your Next Client Event w/Dan Baltzer

Client events are something we can leverage to help the community and build stronger relationships. How do you create a big enough draw to get hundreds of people to attend? How do you make sure every stakeholder of the event gets a good outcome? Why is the week after the event so critical? On this episode, Dan Baltzer shares how he gets over 850 people to his client events, and how he uses it to grow his business.

 

The thing you’re creating has to be a big enough hook to interrupt people’s daily planned schedule. -Dan Baltzer

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

 

Three Things We Learned From This Episode

Why you must know your stakeholders

When planning your event, you need to know who your stakeholders are. Those are the people you need to make happy. These stakeholders include the venue, vendor partners, and the attendees. Craft the event to make all these people happy. If we make agents our stakeholders, we’ll get them to buy into it.

 

How events impact your sphere of influence communication

Client events give us the opportunity to have multiple and frequent touch points. We can call them a few times to invite them, confirm their attendance, etc. This gives us a reason to call our sphere multiple times without ever asking for anything.

 

How to optimize the experience  

When planning an event, make sure to walk through the space to see how the people will move through it. Check for any choke points, or any point at which the foot traffic isn’t going towards all the vendors. Remember: controlling the path people take controls the whole experience.

 

Client events can be an opportunity to drive massive traffic which turns into opportunities for our agents. It’s all about thinking differently about events and paying attention to detail. We have to be clear on the experience we want everyone to have. Everyone there should feel loved and valued. We won’t get positive results unless we do this. If we do it well enough, our sphere of influence will grow, the community will look forward to our events, and vendors will endorse us.  

Providing Value to Agents & Stepping Out of Production at the Right Time w/ Sarah & Giovanni Santa Ana

Real estate offers a wide range of models, and each of them teaches us valuable lessons about what is possible. What is the unique model our guests use, and how do they make it valuable for agents? Why is being part of a team so much better than working as a solo agent? Why is it so important that team leaders provide value beyond leads? On this episode, husband and wife team leaders, Sarah and Giovanni Santa Ana, share how they run their team and brokerage at a high level.

 

There are specific ways to build a successful team, and you need support. -Sarah Santa Ana

 

Three Things We Learned From This Episode

 

How to provide real value to agents

The more we add to the value of what we provide to agents, the more they’ll want to stay with us. Providing leads alone simply isn’t good enough. We also need to provide coaching and help them remove the time-consuming things that take them away from doing business.

 

Working as a solo agent vs. joining a team

Many people think it’s easy to be solo and that joining a team wouldn’t be worthwhile. The truth is, it’s highly unlikely that someone leaves a team and increases their number of transactions per year. Teams make it easier to be successful.

 

When to consider getting out of production

Only consider getting out of production when you have a minimum of 15 really good producing agents on the team. Their production has to be enough to support you, your lifestyle, and everything else that needs to happen to fund the team. Only then you can think about getting out of production.  

 

For a real estate business to really provide value, grow consistently, and have the leader out of production, strong systems must be in place. That means having a value proposition that isn’t based on leads, recruiting really well, and having enough good people on the team to sustain the team leader if they go out of production. When building a team, even though your production numbers are going up, your net income in the first year of building goes down. That’s something you have to be anticipating. If you’re too anxious to get out of production, you’re more likely to miss these key details and end up struggling to keep things going.

 

How to Leverage & Benefit from the Rise of iBuyer Programs w/Long Doan

Anytime a new model disrupts the real estate industry, agents and business owners feel threatened. The latest model to do this is iBuyers. How does the model work, and how is it solving the pain points of home sellers? Are there any opportunities for real estate agents within this model? What is the long-term strategy of models like iBuyer? On this episode, we are joined by Long Doan to talk about why we shouldn’t feel threatened by the iBuyer business model.

 

 

You are the CEO of your own company, and there are only 3 activities you should be doing. Innovation, quantification and orchestration. -Long Doan

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

  • How the iBuyer model actually works
    The iBuyer concept has actually been around forever. It’s just real estate investors going in to offer cash to buy a home but using more technology to do it. An iBuyer is a real estate investor that uses a proprietary model to come up with a value so they can make a cash offer within minutes to buy the home and close quickly.

  • The pain points iBuyers are solving
    iBuyer programs are succeeding because they are solving the pain points of sellers. One of the biggest of these is that some real estate agents just aren’t good, and the iBuyers allow sellers to skip the process of working with an agent. The other pain points are the various hassles and stressors that sellers deal with during the transaction.

  • What business owners should be focusing on
    There are three things every business owner should be doing. Innovation is learning everything you need to know to grow your business and implementing it. Quantification is tracking and documenting everything. The third thing is orchestration, which is putting people, systems and processes in place to run our businesses well.  

 

As the market shifts and changes, we’re going to see a lot more iBuyer programs. As business leaders we can either feel threatened into inaction, or we can try to find the opportunities. The truth is, iBuyers still need to work with agents in many ways, and that means we can partner up with them to our benefit. If we’re really good at providing value, we’ll always come out on top.

 

Guest Bio

Long Doan is a real estate coach and broker/CEO of the Long Doan team at RG Realty Group.

He has been in the real estate industry for 25 years. As the top 1% Agent in Minnesota and in the country, he has a proven track record. His company is one of the fastest growing real estate brokerages in Minnesota, providing a full-service real estate brokerage where they handle all types of real estate transactions, ranging from Traditional to Luxury, Short Sales to Bank Owned, Investments to Non-Performing Notes acquisition, Property Management to Rentals, and Commercial to Businesses. Go to https://longdoan.realtygroupmn.com for more information.

How to Become a Master of Scripts & Dialogue w/Alexis Bolin

Many agents are terrified of fumbling over a script and ruining their interaction with a prospect. What is a key mindset shift we should have about scripts and how we use them? What are some of the things that go wrong with scripts, and how do we break tension and awkwardness? On this episode, we are joined by real estate legend and queen of scripts, negotiation and dialogue, Alexis Bolin, to talk about sharpening our communication skills.

 

Scripts and dialogue are nothing more than asking the right questions. -Alexis Bolin

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Why we should not try to be our agents’ friend
    When it comes to our teams and agents, we need to stop trying to be their friend. When we do that, we’re not doing them any favors because it leads them to shake off the responsibility they have for their own success. We give them the tools, support and systems and the rest is on them.

  • How to rethink scripts
    We call them scripts and dialogues, but they are nothing more than answering questions and providing information. If we learn to gather information properly by asking the questions, we can provide what the prospect is looking for..

  • How to have tough discussions with clients
    Not everything we’re going to say to our clients is going to be something they want to hear. Sometimes they’ll have to hear some hard truths. To do this without negatively impacting the relationship, ask for permission to deliver a message to prepare them for it.

Scripts are everywhere in our lives, whether it’s learning the alphabet, counting, or song lyrics. We shouldn’t look at scripts like as an impossible obstacle to overcome. It’s all about communicating, being empathetic, and being genuine. If we genuinely care, this will shine through every single word we say. Excelling at scripts comes down to knowing when to talk and when to listen.

 

Guest Bio

Originally from the Jersey shore, born in Long Branch, NJ, Alexis graduated Red Bank High School, and worked 18 years as a waitress. Fourteen of those years, were worked at the Officer’s Club at Fort Monmouth, NJ and another four years at Fort Gordon, GA prior to moving to the Gulf Breeze in the Pensacola area in November of 1977. During most of that time period Alexis was a single mother working three waitress jobs to support her children with no child support or alimony. Alexis obtained her Real Estate license in May 1978 and her Florida Broker’s license in 1980. She started as a new agent in 1978 and worked 39 years the same Real Estate Franchise prior to joining Keller Williams Realty Gulf Coast in July 2017.

Her accolades include, being Number 1 Agent Nationwide for ERA Real Estate 3 times, ranking among the Top of All Agents Nationwide, being one of 100 Most Influential Agents in Florida, one of the Most Awarded Agents in the Nation, International Real Estate Hall of Fame 2013 and Real Estate Experts Hall of Fame 2013. Go to http://www.alexissellshomes.com/default or https://www.linkedin.com/in/alexis-bolin-b1145310/ for more information.