Club Wealth TV

Is REO Coming Back?

From Lone Ranger to #2 Coldwell Banker Agent Worldwide with 29 Buyers Agents

Turning Your Phone Into a Cash Machine

Building a World Class Team

No Lead Left Behind

Pro-Active vs. Re-Active Lead Gen w/Chris Watters

People fail in real estate because they don’t put the effort towards prospecting and lead generation. How do you create an environment where people are excited to come in and put in the work? How do you create a career trajectory that will actually lead to success? How do you set better standards? On this episode, we talk to authors of the book, The Million Dollar Real Estate Team, Chris Watters and Bradley Pounds about the lessons they learned in building their mega-team.
 
It is your job as a team leader to build a high energy environment where people want to be in the office calling and prospecting. -Chris Watters
 
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
Recruiting first
If you want to build a mega-team that’s going to do big production, you need a full-time recruiter especially when you’re in that beginning stage of building up. Once you switch from agent to team leader, you’re in the recruiting business and you’ll spend a long time doing that.
 
Build an effective career trajectory
Build a graduating ladder for your agents so that they know that they have earn the leads that have the highest conversion rates. If agents don’t learn this, they’ll never appreciate the work it takes to prospect.
 
“Appointments set” should be the first thing you measure
It’s so easy to get focused on deals closed but what you should be measuring first is appointments set because that drives everything else. That will also tell you if they are putting forth the activities and applying effort needed to succeed.
 
When you’re trying to build your mega-team, it’s so easy to put recruiting on the back burner, but it should be a focus if you really want to get the results you want. Finding the “who” is the most important ingredient to your success so you have to have a good system for it. Remember, what you are looking for are individuals who are highly coachable, and if you have a natural tendency to hold onto recruits for too long that’s something you should work on. You have to set objective standards because they are a good predictor of how someone will perform over time. Proactive lead generation comes down to having the right people in place, and the right environment to get people into prospecting.
 
Guest Bio
Chris is the founder of Watters International. In 2016, his team successfully closed over $100+ Million in sales and helped hundreds of families in the purchase or sale of a home. In 2015, Chris began opening branches across Texas and partnering with other successful agents and team leaders, assisting them in duplicating their success. To find out more about Chris and his team, visit http://www.christopherwatters.com or find out more about his book on getting started on building a team at wirbook.com.

How to Use Home Buyer Seminars to Generate Leads & Position Yourself As an Expert w/Rachel Kennedy

Today, buyers have agents coming at them from many directions. Until we have a buyer agency agreement with that person, we don’t have that client. How can we get creative about getting in front of more buyers, while positioning ourselves as the experts? How can we leverage our expertise with banks and lenders? On this episode, Rachel Kennedy talks about how she has gone from one-to-one to one-to-many with Home Buyer Seminars.
 
When you have the inventory, the buyer leads are free and they are a heck of a lot better than any buyer lead you’re going to buy, get off of Facebook, PPC or anything else. -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
Positioning ourselves as experts sets us apart
A one-on-one, face-to-face appointment is good but you won’t be positioned as the expert. In a seminar, you get to sit with a person for 3 hours, you’re teaching them, and you’re the expert so you don’t have competition.
 
Retarget your seminar attendees
When we have people who attend our buyer’s seminars, we should retarget them so we can keep engaging with them. We have to make sure we retarget them on more relevant content and not sales stuff.
 
People want what they can’t have, and we can leverage that  
With so many agents trying to get a buyer, we have to offer something different that will make them want to sign and stay with us. A VIP buyer’s program is a great way to do this, and it’s an easy thing to add to prospecting scripts. When they say “I’m already working with an agent”, say “So they must have a really great VIP buyer’s program...”  
 
When we put the work into home buyer seminars, VIP buyer’s programs, and investing in the marketing, all we’re doing is setting ourselves further apart as experts in our markets. When we get a group of people in one room and show off our expertise, we get to hit many targets at once. We are going to have higher quality leads of people who have already been primed for what we do, and we can also easily become an expert in the eyes of lenders and the banks. This eliminates any competition, removes doubt for the buyer, and allows us to incubate our own future clients.
 
Guest Bio
Rachel Kennedy is the principal and founding broker of The Kennedy Home Group in Denver, Colorado. For more information or to contact Rachel's team, visit https://www.seedenvercohomesnow.com/team/

How to Use Buyer Intake Forms as a Bonding Opportunity w/ Jesse Zagorsky

Few agents use buyer’s intake to bond with their potential buyers, even though it’s the perfect opportunity to find out more about motivations and needs. The market has changed tremendously in the past years. How do we stand out as an agent when our buyers can find homes by themselves online? What should our end goals be for buyer consultations? How do we build trust? In this episode, Jesse Zagorsky shares how he uses buyer intake forms to bond with new buyer clients.
 
People lose sight over their emotional reasons for buying once they get into the logic down the road. You gotta bring them back to emotion. -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
How many things can you do differently from most agents?
We must have an unique sales proposition in place. People no longer need us to see listings because they can go online and see homes by themselves. Be creative while explaining what we can do beyond that. Consider giving them a giftcard, or put an unexpected clause in the buyer’s form that involves a free bbq meal after they buy the house.
 
Every buyer form has two goals
When using a buyer form, our most important goals are to understand what they want and convince them that we can help them get the home of their dreams. During the consultation, 70% of the time we should be listening and taking notes on what is important to them. Bring that information later to show them that we actually care about their needs.
 
Allow them to cancel at any time
You build trust when you let them know they can get out at any time and they have no obligations towards you in case you do a bad job. This demonstrates how sure we are of our skills and confident that the whole process will go well.
 
In the past, real estate agents had all the leverage. We had access to the lists of homes on the market. Today, anyone can find what’s listed in a few clicks. Our unique proposition can no longer be that we find a house, simply because our potential buyers can do this by themselves. We have to bring other benefits to the table to persuade them to work with us.
Guest Bio
Jesse Zagorsky is the owner of Live. Love. San Diego homes and a Realtor with over 10 years of experience. He is a system lover and a master when it comes to buyer intake presentations. Jesse has sold over 500 homes so far in one of the most competitive markets in the country. Visit http://livelovesdhomes.com/ for more information.

How to Build a Team Culture and Get More Buyers by Building Rapport w/Linda and Kellie Revoir

We all know that building relationships and going that extra mile is what makes us memorable, both with clients and with our teams. How can we go about building strong relationships with our team members? How do we humanize our interactions with buyers and show emotion via text messages? How can we leverage relationships in the digital world? In this episode, Linda and Kellie Revoir share how they leveraged relationships to grow their business.
 
People look at houses online long before they step foot into the house. -Kellie Revoir
 
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
 
Daily meetings keeps the team glued together
Agents don’t come to a team because of the culture, but they stay and leave because of it. Daily meetings keep the team motivated and accountable. You get to talk with each agent about what they are doing and how it’s working for them. This will open the opportunity not only to coach them but also find out more about who they are as people and build a relationship with them.
Social media is the new word of mouth
Most houses are seen online and your social media profile is the place where prospects get to know you better by scrolling through your posts. Your social media presence is a representation of you, so make sure you have professional photos and content that will make you look professional and trustworthy.
Humanize your text messages
Text messages are the most effective way of reaching out to potential buyers. The problem is that they lack emotion. But when you add a video of yourself to your text message, it’s easier to reach out to buyers and get more responses. People like when they are given a little bit more attention and when they know they are speaking with a real person, not with an automated message.
 
Video messages convert more. Not only do they have an open rate of 95%, but when you make it interesting and unexpected, you also appear more friendly and likable. However, the mistake many agents make is to try to convince someone over text to sign papers before seeing the house. Let your buyers see the house first and don’t push the sale. You can’t convince someone who is likely to make the biggest purchase of their life to work with you after you’ve sent them a few messages.
 
Guest Bio
Linda Revoir is a tier 1 coach at Wealth Club with over 12 years of experience in the real estate industry. She made the jump to building a business in 2006, a decision that completely changed her life. A few years later she was awarded a number of prizes, including: #1 Top Producer (2016), Bronze Award (2008-2016), Silver Award (2012-2016), and Quality Service Certified GOLD. Today, she is one of the most respected realtors in Springfield and surrounding areas.
Kellie Revoir teamed up with her mother Linda Revoir and continued the family tradition in real estate. She is a tier 2 coach at Wealth Club and she works with her mom in the Springfield area, where she is in charge of the recruitment process at the Revoir team.

From One-to-One to One-to-Many: How to Build Long-term Wealth With a Database w/Frank Klesitz

There are so many forces competing for the real estate agent’s commission, and the challenge is how to stay ahead. Why is your database the key to hedging yourself against the competition? How can we use technology to our advantage and develop a relationship with our sphere of influence? What metric has the highest probability to bring you real business? On this episode, Vyral Marketing co-founder and CEO, Frank Klesitz gives insights on outpacing the competition by building a database and attracting business instead of chasing it.
 
A database is a list of people you know-- but with technology, it’s a list of people who know you. -Frank Klesitz
 
Three Things We Learned From This Episode
 
As you level up, you need to have a communication strategy that is scalable
As you transition from chasing to attracting business, you have to make sure you’re using your time wisely. As you start moving from tier 1 in real estate (0-25 transactions) into tier 2 or higher, you’re not going to have much time for things like pop-bys. That’s why you need a strategy that allows you to communicate from one-to-one to one-to-many.  
 
Minutes consumed = a higher chance for closings and commissions
If there was a key performance indicator or a certain metric that actually leads to people calling you, hiring you and giving you referrals, it’s not clicks, likes, open rates or views.  The number 1 most important metric is minutes consumed and how long someone spends with you online.
 
Your content needs to educate and connect
You want to create content that educates people about real estate and connects the community. Help people make smart real estate decisions. You have to start thinking of yourself at a higher level as the journalist of the community.  
 
A person who works on building a database over time is going to outpace a person chasing shiny objects because they don’t get distracted. If you want to beat out your competition in the long-term, the answer is a relationship with a list of homeowners that know you, like you and trust you. This is a relationship you can manufacture through content online. When you start publishing content, you can build an audience of a lot of people who know who you are, and maximize on the amount of time they spend with you online. This is what leads to a higher level of success in your business. If you want your business to stand the test of time and hedge yourself against the competitive pressures of being in real estate, a database is what’s going to do it.
Guest BioFrank Klesitz is an entrepreneur and CEO of Vyral marketing who isn’t afraid to admit he learned “the hard way.” After years of struggle and marketing experiments he finally learned what it takes to build a successful service company. You can find out more about how he uses video marketing to help businesses grow at http://www.getvyral.com/