Sep 26, 2018

From Trading Time for Money, to Trading Ideas for Money w/James Shelby

 

Real estate agents are commonly taught to be “self-self-employed” which means they never become business owners. What are things we can do to transition from trading time for dollars to trading ideas for dollars? How should we approach prospecting? What does it take to get to 6-figures of net income? On this episode, we talk to James Shelby about leveraging, diversifying lead streams, and becoming a true business owner.

 

You need to find multiple streams of leads to bring in the business. -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

Expireds vs. circle prospecting

Circle prospecting calls are easier to make than expireds. An expired is not going to be as happy to talk to you because they are constantly getting calls. A person on a cold call will be more friendly and comfortable.

 

Prospecting all the time is not the path to long-term success

In order to make more money, our mindset shouldn’t be that we must prospect all the time. All that does is lead to burnout, and it won’t bring long-term happiness. If we want to build a business that has balance and a long-term chance of survival, we have to do more than just prospecting.

 

Diversified lead sources are the way to scalability

If we want to make a solid 6-figure net income in this business, we need to have about 10 solid lead sources. This is what it takes for us to go from self-self-employed to business owner, and to have more freedom.

 

We are either employees, self-employed individuals, business owners or investors. When we’re employees or self-employed, all we’re doing is trading time for dollars and there’s no leverage or scalability. On the other hand, if we’re business owners or investors, we can now trade ideas for dollars and achieve true freedom. What it takes for us to achieve this is diversifying our lead sources so that we don’t burn out on prospecting, and have a balanced business that can weather the shifts and changes of the industry.

 

Guest Bio

James Shelby is a real estate professional in Southern California. He is focused on making clients happy and keeping them as life long friends. He specializes in working with first time buyers, sellers, and investors. Go to http://www.shelbysold.com for more information or connect with James on LinkedIn https://www.linkedin.com/in/james-shelby-330ba493/.

Sep 19, 2018

How to Get On Track to 100+ Sales Per Month

All agents dream of scaling up their business, but what’s different about the mindset of someone who is already closing 100 deals per month? How can we break into new niches such as REO? What’s the best way to motivate our team? And how do we prevent our business from leaking money after a lead source disappears? In this episode, we talk about tips and tactics that will get you closer to your goal.

 

 

Sales is learning to communicate in a way that we can both win. -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

  1. How to get rid of our limiting beliefs

    If we want to prepare ourselves mentally for the kind of work that requires selling 100 homes per month, we need to study the people who already did it. We can’t learn by spending our time with people who don’t believe in success at this scale. Often, the people we have around us don’t believe in us when it comes to our goals for building a successful career. As a result, we need to distance ourselves from people who don’t have faith in us and surround ourselves with those who do.

  2. Networking is the best way to break into a new niche

    If we’re looking to break into a new niche, going to networking events is a must. However, we shouldn’t just flock to the people who are already surrounded by other beginners like us. Instead, we should find their names, contact info, and what they could use help with. When we introduce ourselves, we shouldn’t just ask for something from them—we need to deliver something of value as well. This way, we be taken seriously and get more chances to spend time with seniors in the niche we want to break into.

  3. We need to find people’s motivations

    Our motivations are more diverse than we think. A raise to our agents isn’t always a good motivator. If we want our team to perform well, we need to find out what each agent needs. Once we find what our people are looking for, it’s easier to leverage them.

 

When we aim for a higher income, we need to aim for at least 25 diverse lead sources. If we only rely on a few lead sources, we have no safety net. If one of the lead sources dries up, our business is lost. The same concept applies to having 5 buyer’s agents on our team. It’s a disaster waiting to happen. If one of those agents thinks about starting their own business, our income will dip drastically as well.

Sep 12, 2018

How Nick Waldner Went From 50 to 500 Transactions a Year in 5 years

Most teams don’t take the time to set up career paths for their agents, and this leaves them with very little value to offer. How can we develop a path that teaches agents the high value work they need to do, and give them space to grow as leaders too? When it comes to getting more results, why is leverage the answer? Why is specialization the only way to earn more, grow successful businesses and still have the ability to be devoted to our families? On this episode, Nick Waldner shares the lightbulb moments that helped him go from sales professional to business owner of a thriving team.

 

When you highly specialize, you make more money and you get time back in your life. - 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

The problem with “keeping it small and keeping it all”

When we’re given talent, it’s important that we help people reach their maximum potential. If we’re choosing to keep it “small and keep it all”, we’re not helping people live their best lives. If we miss that, we miss the whole point of business.

 

What happens when we don’t specialize

If we don’t specialize, we’ll end up having a full-time job doing the technician stuff, as well as a part-time job doing all the back-end work, and a part-time job bookkeeping. This is how we end working double, even triple time.

 

Our people must be more than cogs in our wheel

Many teams fail to give their employees a career path. That’s usually because the leaders are selfish and see their people as merely cogs in their wheel. If we give people the opportunity to grow, we make the business better and vastly improve our chances of keeping our good people.

 

If we’re not finding ways to leverage our businesses while adding people to grow, we’re just signing up to have a job for the rest of our lives. This doesn’t just cost us, it costs our families too. In order to 10X our businesses, we have to get off the hamster wheel and put systems in everything we do. We need to be helping people climb the ladder along with us. Being team leaders isn’t just a glamorous thing that gives us fame and clout— it’s a huge responsibility to serve both our clients and our agents.

 

Guest Bio

Nick Waldner runs The Waldner Winters Team, the #1 Team in his market. His team is included in Gary Keller’s Top 100 out of over 150,000 agents in Keller Williams. You will also see Nick on TV hosting the hit reality series “Waterfront Housing Hunting” on the A&E Station FYI. Learn more at www.waldnerwintersteam.com

Sep 5, 2018

Creative Ways to Market Yourself and Dominate a Small Market w/Brian and Cindi Richardson

 

Standing out in your market has a huge impact on your business, and being a trusted resource for others can help you do that. How can we be more useful and less salesy? How does providing an excellent customer experience result in recurring business? How can an assistant help us focus on high-value tasks? In this episode, Brian and Cindi Richardson share how they made it big in a small market.

 

 

You have to deliver excellent customer service—not just to clients, but also to the agents in your market. -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

  • Outsource time-consuming, low-value tasks
    Our lives would be less cluttered if we outsourced the time-consuming tasks that must be done but don’t bring much value. When we gain more hours in our business by eliminating the mundane work, we are free to focus on high-value activities. The best hires are those that complement our weaknesses and allow us to focus on what we’re good at.

     

  • Get creative with your marketing tactics
    There are certain marketing channels that are extremely cluttered, and fewer and fewer people find those effective. These include email campaigns and phone calls. We can’t stand out by doing what everyone else is doing. While the inbox gets more cluttered, the mailbox doesn’t. Flyers and magazines are offer great opportunities to get in touch with your database without ending up in the spam folder.

     

  • Excellent customer service is the strongest form of marketing
    Superb customer service is not only a must for clients, but also agents we collaborate with. We have to deliver excellent customer service to the agents in our market. They may decide to bring us referrals depending on the experience they have with us.

  

Guest Bio

Brian and Cindi Richardson dominate their local market in Cleveland, where they control around 10% of the market share. Cindi started her real estate journey in 1999 when she got her licence. Brian spent 20 years in the home improvement industry. In 2011, he joined his wife, and the Richardson Team was born. Cindi was named a top performing agent for four years in a row, and she was also named Cleveland’s “Best of the Best” in 2012, 2013, 2015, 2016, and 2017.

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