Oct 24, 2018

How Tim Ray Went From Closing 78 Units to Over 450 per Year in Just Two Years

Growth is what all agents and team leaders dream about, but how can we make the progression easier? In what circumstances are partnerships desirable? How many times should we contact a lead? And why shouldn’t we aim to be a jack-of-all-trades? In this episode, Tim Ray shares his journey from closing 78 units per year to over 450 in only a short time.


Stop thinking about doing the work, and do the work. -Tim Ray



- 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

  1. How to make partnerships work

Partnerships can become tricky if only one person carries the heavy load when the split is even. To make partnerships work, we have to either alter the split or recognize that the bulk of the work should be shared between partners.


  1. How many times we should contact a lead

With prospecting, we shouldn’t stop until we’re told by someone that we shouldn’t contact them again or that they’re ready to buy or sell.


  1. What to do with repetitive, time consuming-tasks

If we have to follow through with the exact same action twice, there’s a high chance that the task can be automated or at least done in a time-saving manner. When we have the right systems in place, the time spent on busy work is diminished.


As business owners, we may feel pressured to wear many hats, especially in the beginning when we can’t afford to outsource. As our business grows, it’s important to recognize what we’re good at and spend our time on activities that make use of our talents. There’s always something new to learn, especially since technology is changing at a rapid pace. However, we don’t have to learn everything, so it's wise to hire other people who can specialize in other roles.

Guest Bio

Tim Ray is the CEO of Home Smart Legacy and the team leader at Tim Ray Real Estate Team. Tim has over 20 years of experience in the real estate industry and is a tier 2 coach at Club Wealth. You can find out more about him here.

Oct 18, 2018

How to Increase Your Conversion Rates with Internet Leads w/David Tal

Internet leads can be difficult to follow-up with and convert. Most of them never pick up the phone, and those who do aren’t interested in buying right away. How can we increase our chances of getting our phone calls answered? What’s the incubation period for internet leads, and how can we gain trust in the meantime? What can encourage sellers and buyers to let their guard down? In this episode, David Tal talks about lead follow-up and how we can build trust with internet leads using ISA’s.


People tend to lower their guard when they don’t speak to the agent immediately because there is a sense people have that they are going to be sold right away.
-David Tal



- 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

  • Don’t try to sell right away
    Most people have their guard up when they interact with agents because they expect to be sold to right away. With ISA’s, their guards are lower because they aren’t expecting the same. The ISA’s initiate the conversation, welcome leads, and give value instead of trying to go for the listing from the first conversation.

  • Internet leads are "potential leads"—not leads
    We can’t approach internet leads the same way we approach people who walk into our office, because internet leads aren’t as motivated to buy right now. As a result, we have to interact more with internet leads to close a sale. When scaling a business, we have to remember that unless we outsource some of our sales calls, we might end up working all the time— especially since most leads come in during the weekends.

  • Provide continuous value
    Agents need to provide value to potential clients in order to foster trust. Most people aren’t ready to buy right away, so instead of trying to convince them to buy now, give them a list of open houses they can look at on their own. This sort of value builds a connection that lasts longer.

Most people dislike receiving phone calls from numbers that they don’t recognize. To ensure our calls are picked up, we should initiate the conversation with our internet leads via text. This way, we let them know who we are and see whether they want to continue the conversation via text or phone call. If leads fail to respond, using the double dial method usually stirs their curiosity enough to make them pick up the phone.


Guest Bio

David Tal is the CEO and co-founder of Agentology.com where he helps agents and real estate teams put their lead generation on autopilot. His team of ISA’s follow up with real estate leads 24/7.

You can find out more about how Agentology works and what results you can expect here.

Oct 10, 2018

Chris Heller on Steps for Success and How He Built His Own Business from Scratch

Success is not about unique talent and luck, but about consistent hard work and planning. What’s the first step we should take towards focusing on higher-value activities? Why is emotional resilience so important in real estate? And what’s the one competitive edge we have over companies with large funds? In this episode, one of the most successful real estate executives, Chris Heller, shares his real estate journey and advice for aspiring agents.


The reasons people buy or sell homes are often grounded in emotions. -Chris Heller



- 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

  • Don’t be a jack-of-all-trades
    Negotiations, listing presentations, and even lead generation can be outsourced. We can’t wear all of the hats in our business without ending up exhausted. Plus, there may be others who are better than us at certain aspects of the business. Why not outsource the low-value tasks or tasks we don’t enjoy doing?

  • Learn how to deal with failure
    Emotional resilience is crucial in real estate. No matter what level we’re at or how skilled we are, there will always be days when we’ll encounter someone rude or discouraging. Because it’s a people-based business, dealing with an uncomfortable situation is a common occurrence. If we want to succeed and stay in the game, we have to learn to become emotionally resilient.

  • Our bank account is our financial compass
    Our biggest term of comparison should be where we used to be and where we are today. Our bank account shouldn’t be a way for us to measure our worth, but rather an indicator of where we are and how much we have to work to get where we want to be.

Our clients expect more from us today than they did two decades ago. Because of how technology has made everything faster and easier, the same experience is expected from real estate.This is the only competitive advantage we can work on when competing against companies who can afford to buy a listing when it doesn’t get sold. “Customer experience” is the card we should all play if we want to stay in business in this market. In any big transaction, having a human to talk to is more important than any other elements of a customer service experience.


Guest Bio

Chris Heller is a nationally-recognized real estate executive, boasting one of the most successful production track records spanning three decades. As the former CEO of Keller Williams Realty, Heller expanded the business into more than 20 international markets and helped build the world’s largest team of real estate agents.

As the chief executive officer of Mello Home, Heller leads the team tasked with creating smarter and simpler home buying, financing and improvement experiences for today’s increasingly tech-savvy customer.

Oct 3, 2018

How to Generate Referrals From Networking Events w/Aimee Freeman

Networking events are a great opportunity for us to learn from others and make connections, but they’re often perceived as a waste of time. How can we get the most out of a networking event without wasting our time with people who aren’t interested in what we offer? Why should we be careful with who we send referrals to? How can an introvert thrive at networking events? In this episode, Aimee Freeman talks about how she generated referrals by going to networking events.


Life begins at the end of your comfort zone. - Brian Curtis



- 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

  1. We need to surround ourselves with people we admire

If we want to grow, we need to surround ourselves with people who already achieved a high level of success. And most high-level players do go to networking events. If we’re too shy to introduce ourselves, asking a mutual acquaintance can help.


  1. Be aware of paid endorsements

Paid endorsements are very popular online. There are even groups where agents can find people willing to endorse in exchange for a small fee. Because of these practices, we have to pay even more attention to whom we send referrals, as well as their background in real estate.


  1. How to encourage others to recommend us

One of the best ways to ethically encourage others to tag you on social media is to use contests. Use a system that automatically puts each person who tags you into a drawing, and send them a message about it as well. This way, you get to show the people who tag you that you’re thankful for their help.


Even introverted agents can do well at networking events as long as they’re intentional with their interactions. We don’t need to have a specific personality type to strike a conversation with a stranger. Plus, stepping outside of our comfort zone helps our personal development. We must also keep in mind that everyone at networking events has roughly the same goals: to meet others and make connections.


Guest Bio

Aimee Freeman is a broker and owner of Aimee & Co., and she specializes in first time & luxury home buyers, relocation, investors, sellers, and marketing.

She has over 19 years of experience in real estate, but she doesn't shy away from using modern marketing strategies. Aimee completed several courses for Facebook, Pinterest, & LinkedIn and has experience promoting her listing in the digital environment.

You can find out more about Aimee here.