Club Wealth TV
Club Wealth TV
Episodes
Thursday Mar 05, 2020
How to Get More Out Of Your Lender Partnerships w/Jeff Pfitzer
Thursday Mar 05, 2020
Thursday Mar 05, 2020
Building good relationships and getting leads through preferred lenders is one of the best ways to create more leverage and value in our businesses. How do we execute the right approach that doesn’t put lenders off? How do we make sure we’re building relationships legally? What questions do we need to ask in order to identify the right partners? On this episode, Jeff Pfitzer shares how we can get lenders to start participating in our lead acquisition with us.
Technology is going to impact real estate commissions and revenue, so creating other streams of revenue is going to be important going into the future. -Jeff Pfitzer
Three Things We Learned From This Episode
Don’t make the ask too quicklyOne of the biggest mistakes agents make is that they ask for help with lead acquisition up front. This won’t work, and will more likely put them off. The approach we should always take is to give value first, then ask and then receive.
Make sure your network isn’t relying on just one lenderIf you’re doing at least 10 transactions a year, you need at least 2 lenders: a national one and a local one. As your business grows, use this formula to determine how many lenders you need - your tier minus 1.
Relationships and value comes firstIf we want lender partners to send us leads, we need to come from the angle of building relationships first. If we give value, build genuine relationships and camaraderie with the lender, it’s a lot easier for them to go for the ask.
Friday Feb 28, 2020
How to Recruit 100 Agents in A Year w/Grant Wortman
Friday Feb 28, 2020
Friday Feb 28, 2020
In order to grow a solid and successful team in real estate, we need an effective recruiting strategy. Our guest today has developed such a good recruiting system that he brought in 100 agents in 2019. How do we develop a worthy value proposition that makes people actually want to work with us? What are the biggest mistakes people are making? How do we develop a repeatable and scalable recruiting system? On this episode, broker/owner Grant Wortman shares his winning recruitment formula.
The onboarding process is huge for bringing people in because if they don’t feel safe, and that the process of moving over is bumpy, it’s a waste of time. -Grant Wortman
Three Things We Learned From This Episode
Persistence isn’t an effective recruiting strategyIf we try to convince agents to join our teams by being persistent, we’ll just put them off. Instead, we need to listen, ask questions and ask about their goals and find a way to encourage them and add value.
Recruiting is no different to salesRecruiting is like any type of sales, rejection is just part of the deal. Be ready to hear a lot of ‘No’s’ from people, and for some people to need time to make their decision. If we build our recruiting strategy as a system, we will also get a lot of people saying yes.
Being a champion of your agents has a multi-tiered benefitPost on social media celebrating the wins of agents. It helps with retention because agents on our team will feel encouraged. It also helps with recruiting because people will want to work for a brokerage/team that will celebrate them.
Guest Bio
Grant is the broker owner at Chamberlain Realty https://chamberlainrealtyllc.com/
Thursday Feb 20, 2020
Thursday Feb 20, 2020
As business owners, tracking our money is one of the most critical exercises we need to do. Tracking finances with our bank accounts isn’t enough for us to get the information that helps us make better decisions, so we need a P&L. How does knowing and understanding our numbers increase our profitability? How do we use our P&L to profit expenses and to plan for things like taxes? On this episode, Coach Christy Horne shares the importance of keeping track of your profit and loss on a monthly basis.
A lot of us only look at our P&L when we’re giving it to the CPA to do our taxes, but we need to look at it daily, weekly, monthly so we can make business decisions with it. -Christy Horne
Three Things We Learned From This Episode
Good P&L data comes from having the right categories When it comes to creating categories in our P&L, it’s important not to make them too broad. Instead of having generic buckets, have specific, granular categories showing every expense and every income type. Every item between $250 and up should be its own line item, so we can get a clear representation on how we’re spending our money.
Run your real estate job like a businessThink of your business as a brick and mortar business. We need to operate it out of our business accounts. Have a checking, savings and credit account for business, and keep that on its own. Have a brick wall between business and personal finances.
Plan ahead for your spending When we take a closer look at our P&L, we’re able to actually forecast our spending. Think about your future expenses, events you’re going to attend, and subscriptions you’re going to pay so we can create a benchmark of profitability.
Guest Bio -
Christy is a Tier 1 coach at Club Wealth. She received her Bachelor of Business Administration degree and Master’s in Professional Accounting from the University of Texas in Austin. She began her career as a CPA at Ernst & Young before transitioning into the Real Estate Industry in 2013. To access Coach Christy Horne’s resources, visit http://clubwealth.com/PNL/.
Monday Feb 17, 2020
LinkedIn Leads and Leverage w/Lindsay NcCorchuk
Monday Feb 17, 2020
Monday Feb 17, 2020
When it comes to lead generation, LinkedIn is an underestimated and overlooked platform. What makes LinkedIn a great lead generation tool? How do we develop a good value proposition that engages with people? How can a charitable component in our real estate businesses help us build relationships? On this episode, Club Wealth coach and agent, Lindsay NcCorchuk, shares how she’s made $70k in 6 months on LinkedIn alone. You will find out her SECRET SAUCE to gaining new clients using LinkedIn.
LinkedIn isn’t just a source of leads for buyers and sellers, it also helps you grow your network or SOI. -Lindsay NcCorchuk
Three Things We Learned From This Episode
Have the right value proposition Value proposition matters on LinkedIn. A free home warrantee or money back at closing won’t engage with people or make them want to connect. In Lindsay’s case, her value proposition is the charity component she has in her business, which many people on LinkedIn value. If we’re using a charity component, it’s important that it’s something we’re passionate about.
Lead with building relationships Don’t just think buyers and sellers for LinkedIn. We can also use it to connect with people, start conversations, build relationships and expand our spheres of influence. If we do this regularly, we’ll build a healthy database from that platform alone.
On LinkedIn there’s less speed-to-lead pressureSpeed to lead is important but not as critical as other platforms. We need to get back to people, but not in as little as 30 seconds like other lead generation tools. People aren’t expecting immediate responses, and also your value proposition takes away the need for urgent contact.
Thursday Jan 30, 2020
Thursday Jan 30, 2020
Many people in business focus all their energy on financial success, and as a result, the other parts of their lives start to suffer. How do we make sure every aspect of our lives is dialed in? How can we work on improving the weaker areas, and how do we use our strong points to help others? On this new episode, Club Wealth’s Coach Ron Anderson explains the five stages we’ll experience while building a successful real estate empire, and how to determine where to focus your time, effort and energy.
You’re going to be more efficient in all areas of your life if you’re balanced in family, business, finances, health and spirituality. -Ron Anderson
Three Things We Learned From This Episode
Focus energy and effort on the weaker life areasWe need to measure where we are in all 5 stages. If we’re successful in all but one, our effort should go to the one area where we are the weakest and work on improving that. As we bring the weakest parts up, the other areas where we’re already strong will get even stronger.
Set goals and habits around the life areas you want to improveWe need to identify the areas in our life that we want to work on, and then set smart goals to accomplish them. The one strategy we must master is developing habits around each of the goals we’ve set to cause us to move from one stage to the next.
Don’t skip stagesThe 5 stages that show where we are in the different areas of our lives are struggle, survival, success, significance and legacy. Don’t try to jump from struggle to legacy; we have to work on getting to the next stage instead of trying to shoot up to the highest level.
Guest Bio
Coach Ron is the Club Wealth Director of Coaching.
Thursday Jan 23, 2020
START YOUR YEAR RIGHT S.M.A.R.T. Goals EVERY Real Estate Agent Must Set
Thursday Jan 23, 2020
Thursday Jan 23, 2020
In a new year, it’s important for us to really examine the goals we set to make sure they are S.M.A.R.T. (Specific, Measurable, Attainable, Relevant and Time Frame). How do we set goals that are actually attainable instead of focusing on numbers that make us sound cool? How do we make sure the goals we set are in integrity for us? What resources can we use to set goals and achieve them? On this episode, the 100th episode of Club Wealth TV, coaches Misti Bruton, Leisel Taylor, and Donnie Morrow talk about lessons they’ve learned about setting goals.
Time is the biggest motivator in your business and your life. Without a deadline, you won’t have the willpower or sense of direction. -Leisel Taylor
Three Things We Learned From This Episode
Look back to learn how to move aheadReflect backwards with honesty. Before setting goals for the year ahead, we first need to evaluate the results we got up to this point. We don’t do this negativity but for learning. This information helps us know where we’re starting from in setting goals going forward.
Compete with your former self, not other peopleDon’t buy into the idea of competing with others, it’s a painful path that doesn’t lead to happiness. When we set goals, it’s important for us to remember that the only person we’re competing against is ourselves. We need to be better than we were before, and not other people.
Artificial timelines drive willpowerWhen we set up open ended goals, we take away the tension that we need to drive forward. We need to create timelines, deadlines and schedules that get us to where we want to go, even if the deadlines are artificial and self-imposed.
Thursday Jan 16, 2020
Thursday Jan 16, 2020
When we go through a hard time in our lives and businesses, we can let those things define us, or we can choose to let them inspire us to improve. What does it take for us to keep going when it feels like the odds are against us? Why is giving such a powerful part of coming out of a bad place? How did an agent with a High S-C DISC profile build a highly successful team? On this episode, broker/owner Matt Hermes shares on why our DISC profile doesn’t define us, his inspiring perseverance, and how he came out of being $250k in debt, in a bad place mentally and in a bad economy.
Don’t do stuff that you hate because you will hate the business you’re in. -Matt Hermes
Three Things We Learned From This Episode
Matt’s incredible story of survival, perseverance and change Matt has built himself up after going through a difficult time. Two of his kids faced health challenges during the market crash. He ended up deep in debt, battling alcoholism and on the verge of suicide. The loss of material things forced him to look inside himself and build himself back up the right way.
Introversion doesn’t have to hold us back in businessYou don’t have to be a complete extrovert to effectively interact with people. All we need to do is step outside of our shells for a short amount of time, and then step back in when we aren’t in networking or speaking mode.
Coaching is one of the best investments we can make in ourselvesIf we’re not getting desired results, we have to do something different. Coaching is a great place to start to change the results we’re getting. We’re limited in what we know, and we don’t know what we don’t know, so it’s better to invest in the knowledge of people who have been to where we are.
Guest Bio
Matt is the founder and team leader of Atlanta Homes Guru. His team has been named one of the "Best Teams in America" by Real Trends, one of the Top 3 Realtors in Atlanta (NAMAR) from 2012 - 2016, and is in the top 1% of all Keller Williams Agents in the world. For more information, visit http://www.atlantahomesguru.com/.
Wednesday Nov 27, 2019
Wednesday Nov 27, 2019
Getting leads is more expensive than ever! However, there are still some fantastic and affordable lead sources in the market, such as Listings-to-Leads. How does this platform work, and how can it supply us with quality leads? Why is a pipeline of leads key to our success? On this episode, Listings-to-Leads founder, Scott Pierce, talks about how his platform works and the results agents are getting from it.
Super affordable leads are the best way to stock up our pipeline. -Michael Hellickson
Three Things We Learned From This Episode
Quality beats quantity in good lead generationLead generation is not just about focusing on putting out Facebook ads and caring more about quantity over quality. That approach generates the lowest quality of leads; Listings-to-Leads is a tool that focuses on getting higher quality leads.
Lead-cash conversion is a metric we should track It’s important to consider the lead-cash conversion cycle when purchasing leads. Some lead sources take a lot of time between when we pay for the lead and when we make money.
Building a pipeline is keyIf we want to grow our businesses, it’s impossible to do it without a consistent stream of leads. If we can invest money in something like Listings to Leads, we can affordably keep our businesses flush with potential clients.
Guest Bio
Scott is the Founder & Chief Evangelist of Listings-to-Leads. Previously he was the Director of Online Marketing for 4 Sotheby's International Realty offices in Danville, Lafayette, Leimert and Montclair, CA with over 225 agents. For more information visit https://www.listingstoleads.com/
Thursday Nov 21, 2019
White Label CRM for Brokers, Teams and Agents! w/Brandon Wise
Thursday Nov 21, 2019
Thursday Nov 21, 2019
When it comes to CRMs, there are a lot of factors that go into deciding which one works for our businesses. Are there affordable options available that can provide us with the technology we need without breaking the bank? Do affordable options offer enough additional services to help us stand out in the industry? On this episode, CEO of Wise Agent, Brandon Wise, shares how to use this affordable CRM to our benefits.
If you want to be able to provide great technology for your brokerage agents at an affordable price and have it white labeled, Wise Agent is for you. -Michael Hellickson
Three Things We Learned From This Episode
Affordable options existA CRM like Wise Agent is a great option for solo agents and new broker owners thanks to its affordability. The great thing is, despite the low price, Wise Agent offers great capabilities and functionality.
Stand out with White LabelingWise Agent offers its clients the ability to ‘White Label,’ the technology. This gives users an edge, as our brands look instantly sophisticated. Make use of the platforms’ personalizable landing pages to help boost our businesses’ profiles.
Take advantage of social media enhancementWise Agent offers users the opportunity to find ample information on new leads. By simply putting their email address on the landing page, the CRM can pull information on a leads’ profession and social media handles. Having this information gives us an opportunity to engage with leads more effectively than our competitors can.
Guest Bio
Brandon Wise is the CEO of Wise Agent. After becoming disenchanted with the CRMs available to him as a Realtor, Brandon pitched his idea for a better option to his programmer best friend, Mike Becker, in 2002. Initially intended to help him with Mike’s own business, Brandon and Mike soon realized that the technology they were working on was what every agent was looking for. 15 years later, Wise Agent is now the most recommended CRM in the real estate industry.
To find out more, go to https://wiseagent.com/about-us.asp
And for ClubWealth’s special offer, go to clubwealth.com/wiseagent
Thursday Nov 14, 2019
How to Double Your Money With Home Partners of America w/Neal Lawson
Thursday Nov 14, 2019
Thursday Nov 14, 2019
In today’s highly competitive real estate market, it’s so important for agents to stand out and bring something new to the table. With this in mind, having something unique to add to the listing presentation, like Home Partners of America, can be a gamechanger. How do we pitch this program to sellers, and how do we use it to help people get into the home of their dreams? In this episode, Club Wealth coach and agent, Neal Lawson shares on how to double-end deals with Home Partners of America and help our clients find a new path to homeownership.
Over 50% more people in a market who are looking for housing are looking for rentals. Home Partners of America allows sellers to double their odds of finding someone to purchase their property. -Neal Lawson
Three Things We Learned From This Episode
Anything below $2,000 in rental would probably not make it into the Home Partners ProgramIf someone is willing to pay more than $2,000 a month in rent, they are more likely to qualify for the program.
Home Partners rentals would pay a little more What determines the amount of money we pay in rentals are details like list price, taxes, and the accessories of the home (ex: a finished basement, a pool, etc.). A person in the Home Partners program can expect to be paying about 10% more than you would if they bought the house outright.
Home Partners gives sellers an opportunity for both rental and For-Sale marketingWhen we market a program like Home Partners of America to FSBOs and expireds, the value that we are offering to them is the chance to market their homes to more people in the market. That visibility will increase their chances of finding a buyer.
Guest Bio
Neal is a club wealth coach and associate broker with National Realty Guild’s DreamTeam, which is one of the leading real estate teams in the Twin Cities, with over 100 million in sales. Visit http://clubwealth.com/neallawson/ to access Neal’s free resources to help you pitch Home Partners of America. Find Neal on Facebook.
Visit https://www.homepartners.com/ for more info on the program.