Club Wealth TV

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/.

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
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.
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.
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.

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

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 tacticsThere 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 marketingSuperb 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.

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 friendlyPeople 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 elseMany 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.

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.

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 coachingDuring 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 expectationsSellers 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/

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/

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.

Kidz in the Biz: Developing Tomorrow’s Leaders Today w/ Amber Santa Ana, Grace Ray, Austin Hellickson and Maddison Hellickson

 We often underestimate the impact our children can have on our business, or the long-term benefits of learning what hard work looks like from an early age. How can working with us impact our children? How will this affect their future careers? And why is it important for them to learn strong work ethic early on? In this episode, we will share 4 amazing stories of teens who work side by side with their parents to grow their family business.
 
Ultimately, we all have the same goal. We want to build our company and leave a legacy. -Amber Santa Ana
 
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 hours invested today will pay off tomorrow
Whether our children decide to continue working on our business or find a new path for themselves, the discipline and the work ethic learned now will help them in any career they pursue. While most young adults will still be struggling to adapt to their new reality after graduating from school, teens who worked early on will be a step ahead.
 
A small job doesn't always mean a small impact
Even if kids won’t do much in the beginning while they’re still learning the ropes, we should strive to motivate them to make the best out of their role. This involves encouraging them to be outspoken when they see something that needs to be improved.
 
Teens are often underestimated
We often underestimate the capability of our children. As a result, we risk losing the opportunity of including a generation in our business that has a firm grasp of what happens in the online environment. If we provide them with the right tools, they have the opportunity not only to follow our directions, but also come up with new suggestions based on their unique perspective.
 
The greatest gift we can give to our children is the opportunity to do something truly valuable with their time and prepare them for adulthood. Life after graduation can be a stressful change for many young adults. They suddenly have to deal with a new reality that they were previously sheltered from: responsibility, work, and bills. If we can prepare our children for what they’ll need later in life, we will put them one step ahead of the game. They’ll also have the valuable work experience that they can leverage into their next job or endeavor.
 
Guest Bio
Amber Santa Ana graduated high school early at 17 and contributes to her parent’s business, a property management company. Currently, she is looking to grow the business by attracting more talent via internships.

Grace Ray is 16 years old and has been part of the family business since she remembers.Today, she handles the systems behind the family business. She is focused on making small tweaks that have a significant impact on the time and money saved. She is also part of the Club Wealth Youth Squad.

Austin Hellickson is only 15 years old, and is the Relationship Manager interning at Club Wealth. Part of his job is to build a relationships with clients and teach them how Club Wealth can help them out.

Maddison Hellickson is a 17 year old student and marketing assistant for club Wealth. She loves learning about web development and marketing strategies, and part of her job is to implement everything she learns to grow her family business.