Club Wealth TV

7 Steps to Higher Commissions w/Todd Tramonte

A lot of us easily forget the value that comes with going the extra mile with our listings. How does committing to adding more value actually give our clients more returns? Where are we missing the mark and could be doing better? How can we create scarcity around even the most common properties? On this episode, Todd Tramonte joins us to share the 7-step action plan that allows his team to not only increase their commission but help clients earn more.
 
It’s not about what we do or the cost of the things we spend money on-- it’s the return to the client. -Todd Tramonte
 
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

Don’t fear pre-inspection. Turn it into a marketing lever
A lot of people are afraid of pre-inspections because they think there’s a liability issue with disclosure. Actually, a pre-inspection solves a lot of potential problems and puts us in the driver seat for our clients, allowing us to control the delivery of information and eliminate the negatives during the positioning phase.
 

There are 3 marketing strategies every real estate agents should employ
There are three different way we can market a property, and most agents only scratch the service of one. Preemptive (hyping it up before it goes on market),  broad-based (marketing to everyone), and piling on niches.
  


How to create a market of one
A lot of people think scarcity is dictated by the market, but we can actually drive scarcity up and down. We can do this by creating points of scarcity about the property we’re trying to market. Ask yourself what makes this property unique and what people can’t get anywhere else.

 
The seven steps to fetching higher commissions are pre-inspection, professional staging, professional photography, marketing, creating scarcity, driving urgency and negotiation. As we put these pieces together, we form a complete marketing strategy that will exceed our clients’ goals. Our goal when speaking to a potential client is not to rationalize the value of these things based on the cost. It’s about the impact and the value they receive and the return that comes from them.
 
Guest Bio
Todd Tramonte is well known as an innovator and leader in the areas of real estate marketing and sales. His passion for education and commitment to excellence are trademarks of his leadership of both his company and his clients. Todd is the host of Texas Real Estate w/ Todd Tramonte and is a frequent guest on industry podcasts and educational events for Realtors and Brokers around the world. Todd is also an energetic and entertaining speaker on the topics of real estate, small business development, and his Christian faith. Go to https://www.dallashomerealty.com/ for more information.

Insights From Listing Agent Bootcamp 2018

A lot of us aren’t hungry enough for our goals and it shows in our results. How can we overcome this so we can start winning? Why are relationships so important? What does it take for us to stop making excuses and step into our purpose? On this episode, we discuss some of the key learnings and insights from our Listing Agent Bootcamp.
 
 
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

Excellent client service is always rewarded
Don’t rest on having a big database. It doesn’t mean you don’t have to put in effort. Great customer service during the transaction is a given. What makes the difference is how we take care of our clients after the transaction. That level of customer service is what gets us the referrals.
 

Think financial freedom, not debt freedom
The goal should be to achieve to be financially free, not to be debt free. When you say the latter, you tend to focus on the debt part. Be careful what you put in your mind everyday, and focus on things that are big and expansive.
 

Relationships are key
Our main goal at our events is to help people build relationships. So think about the three people you met at the event that you have to follow up with. Who are the people you should go deeper with on a relationship and what value can you bring to them? Don’t think about what they can bring to you-- think about what you can do. Eventually they will give value to you, but you have to give first.

 
There’s a big difference between “wanting something” and wanting something enough to overcome all excuses and limitations that hold you back. Even small tweaks in the right direction can help take your business to the next level. Ultimately, you have to be willing to learn and educate yourself so you can be free and win at this game called business.

The Power of Humble Implementation & Doing the Tasks that Lead to Success w/Michael Baird

One of the biggest misunderstandings in real estate is what a team leader actually does. It’s not about sitting back and collecting a paycheck. What is the truth about what it takes to succeed? How do we know if the time is right to grow a team? How do we learn to push things forward in our team? On this episode, we talk to Michael Baird who shares on transitioning from solo agent to team leader.  
You want to be the one to call them when they’re ready. You’ll never know when they’re ready, so you gotta keep calling. -Michael Baird
 
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

Success has a lot to do with repetition
A large part of success is doing what you’re good at over and over again. It’s all about getting into the habit of doing what you have to do, even when it gets tedious.
 

Team leaders have to bring value to the table
When you’re a team leader, you aren’t just going to sit back while the money rolls in. You have to constantly add value to the people you lead. That means as a leader, you have to constantly be improving and growing yourself so you can be of use.
 

You have to seek your clients, not wait for them to seek you
The idea of a brand new lead is quite silly. People buying houses don’t just suddenly call an agent. They go through the process of checking the MLS, and you’re going to get the listing by seeking them in the process, not waiting for them to seek you. Just because a lead is higher up in the funnel that doesn’t make them a bad lead. It just means they’re not a “tomorrow” lead.

 
Being successful can be exciting, but getting there rarely ever is. To succeed you have to be willing and able to repeatedly do the tasks that are necessary. Don’t be afraid of the grind, and be willing to eat the frog. You have to do those things you don’t really want to do until you can afford to pay someone else to do it for you.

6 Ways to Effectively Handle Objections w/Jess Zagorsky

The idea of an objection can be intimidating to a lot of real estate agents, but it doesn’t have to be. What are ways we can resolve concerns, and actually turn them into opportunities to provide value? How can we tell the difference between an objection and a simple question? How can we reframe an objection? On this episode, Jesse Zagorsky shares how to handle objections like a pro.
If there’s an awkward pause in the conversation after you’ve handled the objection it’s probably because you should be closing. -Jesse Zagorsky
 
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

Know the difference between an objection and a question
There’s a huge difference between an objection and a question, and we have to know this. Sometimes a question comes up at the right time, and the person has every right to ask. All we need to do is answer the question and keep it moving.
 

You can ignore an objection without being rude
One of the most effective objection handling tactics is to ignore the objection. You can acknowledge it but you don’t have to address it in the moment, and you don’t have to be rude about it. Most people are less committed to their objections than we are to pushing it back to later on.
 

Don’t miss the opportunity to close
The last step of objection handling is one so many of us miss-- and it’s closing. We’re not going to get the business until we actually come out and ask for it. Instead of standing in the awkward silence after handling an objection, close the deal.
 
There are 6 steps to handling an objection like a pro. You have ignore, reframe, isolate, cushion, handle and finally close and ask for the business. You have to have the tenacity to ask for what you’re worth because that’s what actually determines your value to your present and future clients.

Speed to Response: How to Optimize Your Communication & Client Appreciation to Protect Your Referral Business w/Brandon Nelson

Technology and other disruptions are affecting the amount of referral business we’re getting these days. As leaders, how can we adapt to this going forward? What does it take to still be top of mind? On this episode, Brandon Nelson shares how his team has prioritized speed to response, and how they continue to foster referral business in today’s changing real estate landscape.
 
We’re striving to be in front of the people who are most likely to send us business. -Brandon Nelson
 
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

Referral business is shrinking for agents
5 years ago, 61% of the average agent’s business came from repeat and referral business and sphere of influence clients. That number has dropped to below 44% and a lot of that has to do with more consumers. 98% of all buyers start their search online, and 72% of those people work with the first agent their encounter. That’s having a huge impact on repeat and referral business.
 


Leverage Hollywood marketing
For your client and sphere events, piggyback on Hollywood’s marketing machine by doing blockbuster nights. Movies are announced almost a year in advance so you know what’s going to be coming out and you can use this to build anticipation in your market.
 


5 minutes early is on time. On-time is late.
Speed to response should start from the very first contact. Even if you don’t have an answer for them right away, just let them know you got their message. If you leave a lead hanging, you’re basically giving it over to another agent.

 
With so many agents flocking to the internet for leads, any hesitation or procrastination in contact is going to cost us dearly. Speed to lead isn’t good enough anymore-- it’s all about speed to response. Ultimately, it’s all about being the person they most recently spoke to on a meaningful level, and being the one keeping them informed so that they feel confident you know what you’re doing.
 
Guest BioBrandon has followed a path to a dream career as a Realtor. For 8 years he learned carpentry then became a builder of custom homes. Following that, he was a licensed home inspector in Whatcom County for 3 years and over 700 inspections. Without realizing it throughout that time, he’d "reverse engineered" the perfect experience base to become a Realtor. Today, Brandon owns a thriving, independent real estate firm with over $70 million in sales in the past 24 months, and over 180 five-star reviews from our clients.

How Ken Crotts Went from Being a Solo Agent to Listing 4 Houses Per Week With His Team

As a rockstar, you have to wear many hats to make it work. How is a team leader different from being a solo agent? What are the advantages of having a team? Why do so many agents lose the listing? In this episode, Ken Crotts shares how he went from being a solo agent to leading a team that closes an average of 4 listing per week, and how he has created more time for himself and his family.
 
I quickly found out that being a team leader is very different from being a good agent. -Ken Crotts
 
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
Make sure you provide enough information about how you can help Usually, when sellers aren’t decided on who to work with, they simply haven’t received enough information about us and what we can do for them. When they bring out the objection of seeing other agents as well, ask them what else you could do for them to convince them to list with you.
The team leader is the emotional support of the teamAs a team leader, you have to be positive when you are receiving calls from agents who don’t how to get deals. You have to be able to speak with your agents every day about their problems and encourage them.
A team has more resources than a solo agentMany solo agents try to convince sellers that if they work with them, everything will be handled personally-- but this isn’t an advantage. Within a team, there are several people who have different specialities, and with that comes more time and resources to find buyers and sell the home faster.
 
The best way to get the listing is to give our clients a risk-free option, making for an easy "yes". For example, we could put in place a contract that gives the seller 24 hours to change their mind, in case they will speak with other agents. In the meantime, we will promise them that we will already get started on finding buyers for their home. This will make the seller less likely to break the contract and work with someone else instead.
 
Guest Bio
Ken Crotts has over 20 years of experience in real estate and over 2000 transactions under his belt. In the present he is the team leader of Ken Crotts & Company, where he averages 4 listings per week. You can find out more about Ken at https://kencrotts.johnlscott.com/about-me

How Video Content Can Help You Build a Network of Constant Referrals w/ Kyle Whissel

When it comes to building an audience online, video is a powerful tool. It encompasses all of the other content types in one place and stimulates both the auditory and visual senses. How can video can help us sell more real estate? What makes some videos get so many views while others are ignored? What type of video creation should we focus on? In this episode, the founder of the #1 team in San Diego, Kyle Whissel, shares how he uses video content to build trust and get referrals.
 
When I do an open house now, people come in and we instantly have a rapport because they’ve seen my show. -Kyle Whissel
 
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
What differentiates good videos from bad ones
All viral videos have one thing in common: the content is high quality and on the right platform. Boring videos get no engagement, and good videos on dead platforms get no views. Also, if we want to build a following, we need to be consistent as well. The composition or the quality of the camera comes last. These days, iPhones can do the job without you having to invest in expensive equipment.
Don’t try to be someone else on video
We might think we aren’t charismatic or entertaining enough, but in the end there is always an audience for our content, and it consists of people like us. We might not be goofy on camera, but there are plenty of people who would find goofiness annoying. Plus, when we meet the people in real life, they will figure out if we are different from the one they saw on camera. Why would we want to surround yourself with clients who wouldn’t like the real us? The truth is, we don’t have to.
Create content that leads to referrals
Focus on the community first. Build relationships with local business owners and create content that benefits them. For example, we can shoot a video about the best places for a romantic dinner in town. The restaurants featured in the video will receive free exposure, but we can build relationships with people who have the financial power to make real estate investments or refer us to people who need an agent. By doing things for others and expecting nothing in return, we tap into the law of reciprocity.
 
The best part of video content is that you can multiply yourself. Your message reaches several people at once, and with time we build trust and rapport with people we’ve never even met. And when they do meet us in real life, we’ve already attracted the people who admire our work and trust our expertise. As a result, we no longer have to work so hard to make our leads trust us.

Free Lead Sources & How to Grow Your Business Without Writing a Check w/Garrett Pancheri & Dustin Cagle

 
Many agents never get more deals because they aren’t having more conversations and engaging with people. How might we be getting in the way of our own earnings? What are some of the best free lead sources we can use? What is the fastest way to get “now” business from a free lead source? On this episode, we talk to Garrett Pancheri and Dustin Cagle about how they have found success with leads without spending money.
 
When you get comfortable talking to people, you’ll sell houses and get repeat business and referrals. -Garrett Pancheri
 
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
Use Facebook to connect with people
If you had a conversation and it ended well, it’s easy to go on Facebook and send them a friend request because you're fresh in their mind. These people will start seeing all you’re doing. This will expand your audience and give you exposure to more potential clients.
 
Make yourself and your brand more public
Get creative about getting your name out there. We can even wear t-shirts that say “I sell real estate” or something else that shows what we do. Stop being a “secret” agent, stop wearing other people’s brands, and start showing your own.
 
Follow up is critical
The key to success is following up with people over and over. You have to become part of the community, and become familiar to people.
  
You can’t just sit around and wait for business to happen. You have to actually go out and take action to make business happen. There are so many low-cost and no-cost tools at your disposal. If you started doing something to engage with people, you will see results. Treat Facebook like another CRM, and it will yield results for you.  

How Brandon Landro Runs His Team and Brokerage while Keeping Turnover Low

 
Building a team takes more than just solid real estate experience. What IS the pattern for success? Why do some teams with great agents end up failing? What role does team culture play? In this episode, Brandon Landro shares his experience on how to build a real estate business that passes the test of time.
 
Culture matters. If they don’t fit with the group, it doesn’t work. You’ll find that you’re “forcing it” all the time. -Brandon Landro
 
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
Don’t be in the middle
If we want to build a team, we need to make sure we understand the numbers involved. Don’t stop at a medium-sized team because you will have high expenses, yet not enough people to help you cover them. A small team has the advantage of fewer expenses, and a big team has the advantage of making more sales. At the end of the day, we will have to pick one of these two models.
 
Don’t go to networking events just to make connections
We can’t grow without investing in our education, yet many agents end up going to events only to socialize. If we are going to take time away from our family and business, we need to be sure to write notes and leave the event with some takeaways.
 
How to find buyer agents that stay on your team
Don’t chase agents from other agencies. Put an ad up, and if they aren’t interested in what you offer during the interview phase, they might not be a good fit for your culture anyway.
 
Another key aspect of keeping low turnover rates and a motivated team is to reward them when they deserve it. Set a target for the whole team and, if they reach it, give them a vacation. Hold weekly meetings, training courses, lunches, or anything else needed to help team members get to know each other and integrate the newest agents into our company’s culture.
 
Guest Bio
Brandon Landro is a real estate broker and the founder of Landro Fox Cities Realty in 2006. With his wife, he also started a real estate team, The Jennifer Landro Real Estate Team, and his goal for 2018 is 500 sales. If you want to find out more about Brandon, you can contact him by email at brandon@landrorealty.com. He is also a real estate coach who works with top agents looking to grow their business to a whole new level.

Team Retention & Creating a Culture of Winners w/Heidi Hines

Getting the right people on your team is hard, and keeping them is even harder. Retaining team members for as long as 20 years is nearly unheard of, yet our guest has done just that. What are keys to hiring well, keeping people on your team for a long time, and creating a family feel? How does a dynamic of responsibility and humility impact culture from the top down? On this episode, we talk to Heidi Hines about creating a culture of people who want to win, who love their team, and want to stay.
Make sure people feel good. You want people to want to come to work. -Heidi Hines
 
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
Try to maintain good relationships with all agents. We never know where our next great recruit will come from.
RecruIting people on the other side of the transaction is a great idea. When we work with someone on a transaction, we get a feel for what it would be like to work with them. You get to see how they handle themselves under pressure, and that’s important.
 
Culture is key to a successful and happy team.
A good real estate agent who doesn’t fit into your culture is a bad hire. The right person is good, and they also fit into the culture. If you can get that right, you’ll find that people will stay longer and love working with you.
 
Be humble & take responsibility.
The single most important word in creating the culture that is going to see you through the tough times is “humility”. As a leader, remember this isn’t all about you. There is a group of people working together for a common goal. When something goes wrong, it’s ultimately your responsibility. The key is taking ownership, but not letting it drag you down.  
 
People don’t stay on our teams because of the money or the leads. They stay because of our culture. Culture is the sum of all the people on our team, and you have to be really careful about who those people and personalities are. The goal is to get the team to the level of being a family. Foster an environment of humility, teamwork, positive conflict, and value. If we want to create a life worth living, we have to co-create it with other people. Don’t focus on the result of selling houses. Focus on having a great culture of great people who serve our clients. If we do that, the rest takes care of itself.
 
Guest Bio
Heidi is a full service Realtor and has been a top producing team leader in and around Charlotte, NC, for over a decade. Heidi is a dynamic marketer that gets quick and profitable results for her sellers, as well as aggressively working for each buyer to help them find their next dream house. Heidi and her team, TeamHeidi, are continually recognized through local and national awards.