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

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 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 or email

Sign Up for the Business Strategy Mastermind Conference here