Aug 30, 2018

Breaking Into the Luxury Segment and Why Luxury Clients Aren’t So Different w/Josh Zollinger

Building a real estate business in the luxury market comes with its own unique challenges, but are clients from this segment really that different? How can we walk the extra mile for a luxury client without sacrificing our free time? Why are photographs important for both the advertising process and in convincing a seller to list with us? In this episode, Josh Zollinger talks about how he broke into the luxury market and shares what he’s learned since.

 

 

Whoever you are without money, you are just more of the same with money. It’s a multiplier. -Brian Curtis

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Be helpful, not just friendly
    People don’t meet with us because they need a friend, but because they want to buy a house. This is why so important to make the process professional, effective, and stress free for them. No matter how charismatic we are, if we don’t make their lives easier, they’ll look for another agent.

  • Photographs get clicks
    Photos are key to marketing a house. With low-quality photos, nobody is going to click on the ad, especially in the luxury market where everyone has high standards.

  • Focus on the things that matter and delegate everything else
    Many agents end up working up to 80-90 hours per week. While they do make good money, they can’t catch a breath. Selling and buying usually involves a lot of administrative work as well, and all of this can be outsourced to someone else.

 

Luxury clients tend to be savvier and have higher expectations. In the end, however, they’re just people who want the same thing as everyone else: a good customer experience. We need a marketing plan each time we give a listing presentation, and we must be able to prove that we have the expertise and the willingness to go the extra mile for them.

 

Guest Bio

Josh Zollinger has had a successful career in sales and is noted for his excellent negotiating skills and professionalism. His skill set includes construction, finance, accounting and mortgages. Go to http://www.zollingergroup.com/ for more information.

Aug 22, 2018

How Ken Pozek Grew His Business in a New Market with Agent-to-Agent Marketing

A lot of agents underestimate the value of building relationships with the agent community, and they miss out on great opportunities. How can we add value for our fellow agents? Why are relationships the lifeblood of our industry? How do we build relationships with people on the institutional side? On this episode, Ken Pozek shares how he grew his volume to $40 million in just two years in a new market, and why relationships were so instrumental in his success.

 

 

If we’re not building relationships with our clients and our other Realtors, our function becomes moot. -Brian Curtis

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Be intentional with your actions at events. Build relationships while you’re there.

    When we leave our business and family behind for days to go to an event, we can’t just go there to stay in our clique. We should have goals when we go to these events, and recognize that they are a powerful way to meet people and make valuable connections.

     

  • Become associated with your city

    When we’re networking or making appearances, our last name is moderately important. The order of importance is actually first name, city, and last name. If people associate us with our city, they think of us when they think of that city.

     

  • Be purposeful with long-term follow-up.

    Unless we’re planning to be out of business soon, we need to do long-term follow-up to set ourselves up for business and deals in the future. If we only take the low hanging fruit today, we’ll miss out on the good that can come later from effective lead nurturing and follow-up.

Everything in our business is a relationship, and the further we go on the line of this internet, the more we have to remember this. If we cease to be a relationship business, we cease to be important at all. If a computer can open the door, show the house and work on the contract, we’re no longer important, and there obsolete. That’s why relationships matter now more than ever. We never know how that relationship is going to pay dividends in the end, and the profitability we get from those relationships is through the roof and will always be far better than business we pay for.

 

Guest Bio

Ken is a real estate agent and team leader with a passion for helping organizations and individuals reach their goals. Owner of the Pozek Group Sales Organization with offices in Florida and Michigan, and 2012 Honoree for NAR's 30 under 30, Ken Pozek has over 600 homes sold in his career. A former flipper/investor and appraiser, Ken built a successful team in Michigan then moved to Orlando and maintains operations in both areas, focusing now on building a team in the Orlando market. Go to http://pozekgroup.com/ for more information.

Aug 15, 2018

Signs of a Shifting Market & How to Be Prepared w/Mike Bjorkman

When we’re doing a lot of deals and everything is running well in our business, it’s easy to miss the early tremors of a shifting market. What are the details we need to pay attention to in order to know that something is coming? Which market should we pay close attention to? How do we make sure our businesses are well-balanced? On this episode, Mike Bjorkman shares how he managed to thrive through two market shifts, and the early warning signs we should be paying attention to.

 

We want to make sure we’re positioned well for anything the market does. -Mike Bjorkman

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Even when things get tighter financially, never scale back on your coaching
    During a shift, a lot of teams leaders are going to freak out and start tightening up the purse strings. They usually start to cut back on coaching and lead generation, which are the two things they need most. Coaching is critical for making through a market shift and you should be scaling it up, not down.
  • Coach your sellers to adjust their expectations
    Sellers need to be coached through a market shift as much as our agents do. They have to learn what their results are indicating about the market and understand that agents are going to be comparing their house to better deals.
  • Maintain a balanced book of business
    We need to grow our institutional clients while simultaneously growing our residential and retail business. As we do both, they will feed off each other and our businesses will last a long time and get us through any shift.  

 

Most of us only look at the downside of a market shift or downturn, but this actually makes us miss out on the upside which is all the opportunity such an event creates in our industry. Shifts are where the real money is made. They are chaotic, but that actually creates opportunities and gives you a shot to take up more of the market share. In order to do this, our businesses have to be well-balanced and protected, and we do this now by bringing more value to our relationships, taking as many listings as we can, and investing in coaching.

 

Guest Bio

Mike is the Broker/Owner at Team Bjorkman Real Estate. He is also a real estate coach and podcaster. For more information, go to https://teambjorkman.com/

Aug 9, 2018

How Mike Bernier Closes 10% of His Realtor.com Leads

A lot of us are seeing low conversion rates because we lack tenacity on our leads.How can we empower ourselves with information about the buyer so we can better serve them? What should our attitude be toward incoming calls? What’s the most effective way to assign leads to agents on the team? On this episode, we talk with Mike Bernier about maximizing his realtor.com leads and converting them at a higher level.

 

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Assign leads to agents based on the right fit

    The ISA is part of the team, and he or she knows the agents well. When the ISA is on the phone with the lead, they’ll know which agent will work best with the person. You need a good fit for the lead so the buyer moves forward.

     

  • Use the conversation to learn about the other person

    It’s really important to ask good questions that lead people to reveal more about what they are looking for. It’s about not dominating a conversation, but about controlling the conversation by asking questions and listening. A good ratio to go by is to talk 30% of the time and listen 70%. This will show you where to steer the conversation.

     

  • Follow-up has to matter as much as speed to lead

    Agents give up too early, especially when there are a lot of leads on the table. Often, when you give agents too many leads, they don’t follow up as tenaciously as they should with the leads that they have.

     

 If you want to increase your conversion on a lead source like realtor.com, it’s critical to have a solid ISA in place. If you’re a solo agent, your ability to take the call when it comes in is important. When managing your agents, remember that there are no participation medals in this business. If you’re just going to give leads equally on your team, you’re going to make less money than you should. Lean on the ISA to assign leads to the right agent, and let the ISA use the calls to learn about the buyer. Don’t make the mistake of asking just one question and thinking it’s enough. Ask questions with the goal of knowing as much as you can about how the buyer thinks.

 

Guest Bio

Mike Bernier began his career in 1998 with the idea that he wanted to make a real difference. He quickly found a passion for Real Estate, the industry as a whole, and for helping people. Currently he is a managing broker and Co-owner of Realty Group Inc. He is also mentor and instructor/trainer. He helps Realtors of all experience levels develop their talents and focus their efforts. Get more info at https://mikebernier.realtygroupmn.com/

Aug 1, 2018

Recruiting New-to-the-Industry Agents and How to Excel with In-Office Listing Presentations w/ Kevin Yoder

Most team leaders would never entertain the idea of hiring agents who are new to the industry, but it is something we should all consider. What are the benefits of hiring “green” talent, and how do you interview to find the right fit? When it comes to listing presentations, how can you hold them in your office successfully? How do you make sure you go above and beyond your competition in these in-office presentations? On this episode, Kevin Yoder shares how he’s making two over-looked strategies work for his team.

 

 

When we invest the right amount of time and resources into the right thing, we get return on investment.
-
Michael Hellickson

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Show clients the value of coming to your office as early as possible

  • Great leaders aren’t afraid to train people to become better than themselves
  • New agents in the industry provide the best coaching opportunity for us 

 

If we want to win with in-office listings, the value we bring to the client has to be clear right from the start. If they see the value, they won’t object to doing things differently from other agents in the market. When it comes to hiring, most of us make the mistake of hiring for skills rather than talent. Experienced agents may have the skill, but talent is a different thing entirely. When you go out specifically looking for experienced agents, you’re hiring for skill and hoping they have talent. Try to look for the talent first, and invest in teaching the necessary skills.

 

Guest Bio

Kevin is the founder of Yoder Real Estate in Grand Rapids, Michigan. His team are now on track to do 250 homes sales in 2018, which is a 40% increase from the previous year. Kevin attributes this recent success to learning how to master recruiting and surrounding himself with great people.  Go to http://yoderrealestate.com/ for more information.

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