Jul 25, 2019

How to Find Freedom Through Leverage & Boundary Setting w/Mikki Ramey

For real estate team leaders, juggling work-life balance can be a real challenge. How does schedule setting, waking up early, and hiring the right people give us more freedom in our business? How does leverage increase our production? How can we avoid burnout? On this episode, broker and owner of Healthy Realty, Mikki Ramey, shares insights and tips on how we can crush it at home and at work.

 

 

There’s a direct correlation between getting really specific with your schedule and increasing your production. -Mikki Ramey

 

Three Things We Learned From This Episode

  • Hire for attitude, train for skill
    Sometimes the best real estate talent comes from outside our industry. We need to pay attention to people in our sphere who are already good at what they do. They could possibly be good matches for real estate. 

  • How to avoid overworking yourself 
    As team leaders, we often have guilt when we spend any time our way from our business, but we can’t have a great family life if we’re answering every question. Our clients will be happy getting help and questions answered by other agents on the team. 

  • If you want to leverage people you have to trust them
    Don’t micromanage people, empower them. Give them the room to learn and to fail in their role. 
    We won’t allow them to grow, and we’ll never be able to find out their superpower. Trust is important in being able to gain more freedom. 

No amount of success at work can make up for failure at home. When we don’t work to have work-life balance, our families and our own health suffer. Leverage is one way we can start getting back our freedom. The benefits of getting a team aren’t just for the team leader, they are for everyone on the team because it means no one will be spread too thin. The more deliberate and structured we are in what we’re doing, the more success you’ll have.

 

Guest Bio

Mikki is the broker/owner of Healthy Realty. The Mikki Ramey team is in the top 1% for sales in Charleston (14 out of 4100 agents). Mikki has appeared on HGTV National Open House, and also has been featured in HGTV Magazine. She has been recognized by Charleston Moms as the “best real estate agent in Charleston” by Lowcountry Parent’s Magazine. In addition, Trulia picked her as one of the 1% of agents in the country with the 2014 Best of Trulia Top Agent Award.Mikki has been recognized for her excellence in real estate as an East Cooper Top Producer and a Realtor of Distinction. Mikki is also certified as a Short Sale and Foreclosure specialist. She is a licensed real estate broker in South Carolina and is a member of the National Association of Realtors. As a realtor, she gives real estate lectures to students, residents, dentists, and doctors at the Medical University of South Carolina.

To get in touch email mikki@healthy-realty.com or mikramey@gmail.com


To get access to our Perfect Daily Schedule go to http://clubwealth.com/pds/.

Jul 20, 2019

How to Boost Your Online Lead Sources w/Marine Yoo

Online referral and lead sources are becoming a more common fixture of the real estate industry. How can we build long-term relationships through these platforms? Why is follow up such a key part of success with any long-term lead source? How can you get more online leads right now? On this episode, we talk to Club Wealth coach, Marine Yoo, who shares on how we can get more opportunities through online lead platforms.

 

 

Everything you do right will pay dividends, but don’t look for immediate gratification. -Marine Yoo

 

Three Things We Learned From This Episode

  • How to maximize our online referral sources 
    All lead sources that are paid a referral fee want to work with people giving them the highest ROI, ultimately they are also running a business.  You have to get dialed in on your follow up and conversion, and actually give good service. 

  • The correct mindset to have about online referrals 
    When it comes to dealing with online referral sources, change your mindset and think of them like institutional sellers such as banks. This allows you to take the emotion out of the equation and competition out of it and build a predictable and duplicatable system around it. 

  • How to generate lifetime referrals from entry level buyers
    In entry level price points, people aren’t treated with as much respect as million dollar customers are treated. If we treat entry level customers as well as we would high end ones, they become a raving lifetime fans that will refer us over and over again. 

 

Online lead and referral sources are anything but free lead sources, we have to work hard. In order for us to make them lucrative and repeatable, it’s important for us to follow the best practices of running a business. Follow up and conversion are key to achieving this, because these lead platforms also want to maximize their ROI. It’s a mental game, and in order to play it well, we have to sharpen our swords, and focus on providing value and service at all times to all clients. 

Guest Bio

Marine is a former police officer, Realtor and Club Wealth coach. Go to https://www.teamyoo.com/ for more information. 

 

To buy our book, World Class Buyer Agent go to www.clubwealthbook.com

Jul 10, 2019

How to Stay in Contact with Your Database w/Josh Anderson

After a transaction is complete, it’s often difficult to stay in touch with past clients. How can you keep fostering the relationships you’ve built? What platforms should you be using to make sure your referrals count? On this episode, US Veteran and Nashville’s most trusted Realtor, Josh Anderson shares his advice on staying in contact with your database. 

 

 

Three Things We Learned From This Episode

Host regular client events

Once a transaction is complete, it can feel awkward for an agent to stay in contact with past clients, especially over the phone. The best way to stop this interaction from being uncomfortable, is by offering your database value. By contacting past clients to invite them to client appreciation events a few times throughout the year, you have something of value to offer.

 

Time block

You can have the best database in the world, but if you’re not time blocking, you won’t be able to take advantage of it. Set up specific times to do each activity during the day. It doesn’t help to be out of the office with clients all morning if it means it will hinder your routine.

 

Ask for reviews

A lot of referral sites require users to set up profiles to see client testimonials. This stops many prospective clients from seeing your reviews. Rather than relying on these sites, ask your database to leave you a Google review. Everyone has access to Google, and it’s an easy tool to use. Aim to get these reviews from around 60% of your interactions, and don’t be afraid to ask for them throughout the process. 

 

Staying in contact with past clients is one of the best ways to build a strong database. Make sure that while you’re in contact with your database, you’re offering as much value as you can. Host client appreciation days and offer assistance when needed. Just remember to run your operations like a business, and be sure to set aside the time needed. 

 

Guest Bio

Originally from Nashville, Josh graduated from Louisiana State University in International Trade and Finance. Josh served 8 years in the U.S. Army, including a 10-month stint in Bagram, Afghanistan, during Operation Enduring Freedom. These experiences, coupled with the education he received from Louisiana State, have molded him into a focused, disciplined, and strong willed individual. Josh Anderson can best be described as a man of high energy with a passion for Nashville real estate. He is a business savvy professional with a strong desire to cater to his clients' particular needs. Client satisfaction is paramount! Josh's market expertise coupled with his superior negotiating skills set him apart from the rest.

 

To find out more about Josh, head to: http://www.joshandersonrealestate.com/ 

And https://www.linkedin.com/in/nashvillesrealtor/

Jun 27, 2019

How to Create a Great Team Culture w/Sandy Stites

Team culture dictates your success, so it’s crucial to build a great environment where your team members feel supported. How can you foster a great company culture? What influences should you be aware of within your team? On this episode, Sandy Stites joins us to discuss building great culture in your business.

 

 

When we create great culture on our teams, the magic happens. -Michael Hellickson

 

Three Things We Learned From This Episode

  • Have genuine interest
    It’s vital that you take a genuine interest in the individuals on your team. Pay attention to what’s going on in your team members’ lives and let them know you care. It’s important to approach this seriously and from a place of authenticity.

  • Encourage vulnerability
    The great thing about family is that it allows you to be completely vulnerable. Aim to create a family environment on your team where vulnerability is the norm. This can be fostered through zoom calls that force everyone to be on camera. The important thing is to create an inclusive space that allows everyone to be comfortable.

  • Cut out the cancer
    If there are people on your team not contributing to a great company culture, remove them from the team. This is often difficult because that same individual may be the top producer on your team, but the reality is that negative influences have to be removed to create a positive environment.

Never underestimate the power of positivity on your team. We’ve all heard the cliche that business and pleasure should be separate, but productivity relies heavily on happiness. Create a team culture where people are excited to come to work. Foster an environment that makes people happy. Team culture dictates your level of success

 

Guest Bio

Sandy Stites is the marketing expert at Team Stites, a Realtor based in Southern California. In addition to her vast knowledge on advertising and social media marketing, Sandy has even developed an algorithm to link seller’s home features to target buyers. As a native Taiwanese and Chinese speaker, Sandy is capable of offering great help to buyers, sellers and investors in the international market. Sandy places a lot of emphasis on being ‘team mom’, and takes a genuine interest in the lives of everyone at Team Stites.

 

To find out more about Sandy, head to: https://www.teamstites.com/team/david-stites-licensed-real-estate-agent

Jun 6, 2019

How Grant Wise Closes a Transaction for Every $72 Spent on Facebook

Facebook remains one of the most powerful ways to grow our businesses, but we need to have a strategy for it. Why is it so important to know more about the people you’re targeting on Facebook, what kind of information do you need to know? How can you follow up with people in alignment to the stage your business is in?

On this episode, Real Estate Marketing University founder, Grant Wise shares how to leverage Facebook and how to uncover your best leads with simple strategies.

 

 

We celebritize what we see on our screens. -Grant Wise

 

Three Things We Learned From This Episode

  • Building an ideal client profile doesn’t limit you, it brings in more opportunities
    Your ideal customer isn’t just one person, there is a large group of people that exists but one person is what we use to create the foundation of who you want to go after.

  • Emotion is what takes us further in the marketing process
    What we leverage in real estate is the desire someone has because that drives them from being unaware of us, to in the know and wanting to work with us. If we give the client what they want, not what they need, we will get further along in the marketing process.

  • If you want your content to connect with people it has to hit emotional or logical triggers.
    3 triggers you hit on in your content, gain (what will I get from this), logic (things that make sense) and fear (FOMO) embed those things into your content.  

 

In our business, the first person to consistently build a relationship wins. In order to build relationships, the most important rule of is understanding who you’re trying to do business with. Without this, whatever approach you take won’t be effective. You have to really know what the situation your ideal customer is in, so that you can be relevant. What’s powerful about Facebook is that we can directly and strategically market to who we want to do business with. When you add to that a message that triggers people emotionally, we will stand out and our marketing efforts will have much better results.

 

Guest Bio

Grant Wise is a serial entrepreneur and Founder of Real Estate Marketing University, an online media training company. Grant is known to be a maverick leader and an innovative marketing strategist unafraid to lead companies in new directions. To get access to Grant’s 3 Key Secrets to Success, go to http://clubwealth.com/grantwise/.

May 30, 2019

Why You Need to Stop Chasing Riches and Focus on Building Wealth w/Doug Holladay

Far too often, we use the words ‘wealth’ and ‘riches’ interchangeably. If they’re not the same thing, which one should we be aspiring to? How can we start taking steps towards choosing the right one and realizing what it can do for us and our families? On this episode, Club Wealth coach Doug Holladay is sharing why you need to be striving to be wealthy.

 

 

You need to build wealth- forget about riches. -Michael Hellickson

 

Three Things We Learned From This Episode

  1. Prioritize saving
    Saving money is more important than accumulating it in the first place. By setting money aside proactively, you save yourself the trouble of needing to look for it when times are tough.

  2. Aim to generate wealth, not riches
    While the two are often used interchangeably, wealth and riches are two different things. Wealth allows you to take care of others, whereas riches are essentially self-serving. Riches are also elusive— difficult to attain and never enough once you start to accumulate them. Aim to generate wealth that will build your legacy, instead of purchasing fleeting and superficial items.

  3. Choose cash over credit
    We live in a society of instant gratification, and the constant supply of credit enables us to buy items out of our price range. On top of this leading to debt, buying things you can’t afford with credit is a bad idea in general. By using credit, you’ll ultimately pay more for something than it’s worth.

 

In a world that values instant results, we’ve started to feel that wealth can be quickly acquired. Where it can’t be acquired quickly enough, things like credit have allowed us to pretend that it can. The problem is, we’re not only spending more money than necessary, we’re striving towards riches rather than wealth. Get out of that mindset today, and start planning your finances with the end goal in mind.

 

Guest Bio

Doug Holladay is a wealth coach at Club Wealth. He’s passionate about helping people to improve the financial area of their lives, and strongly believes that we should be striving towards creating wealth, rather than riches. Doug is the owner and broker at Team One Real Estate in the Treasure Valley.

 To find out more about Doug, head to: https://www.myteamone.com/agents/30253-Douglas-Holladay/

 

To join us at the Listing Agent Bootcamp 2019, head to: http://clubwealth.com/labc/


For all your hiring needs, head to www.clubwealth.com/wizehire

May 23, 2019

How to Acquire Business from Retiring Agents the Right Way w/Nick Krautter

 

All agents are replaceable, but the great thing is: you have the power to choose who replaces you. Likewise, agents have the opportunity to offer to buy a retiring agent’s business in exchange for a referral fee. How can you get involved in this process? What are the risks? On this episode, author of The Golden Handoff, Nick Krautter is here to explain how to get involved in buying business from retiring agents.

 

 

We are all replaceable, but you can choose the person who replaces you. -Nick Krautter

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference™, November 18th – 21st in Anaheim, CA

 

Three Things We Learned From This Episode

Host client appreciation parties

Building personal relationships with your database is essential. Host parties that provide your clients with a great experience, but don’t forget to offer them value. Encourage them to ask about the market while at the events.

 

Understand what it means to buy an agent’s business

The way to approach buying a retiring agent’s business is by reminding yourself you’re buying the years it took to accumulate that list. If you find a retiring agent willing to sell their business, you’re benefiting from the work they put in without spending any money until you actually close a deal.

 

Take immediate action. Don’t think you need to wait.

Don’t fall into the trap of believing you need to wait to buy a retiring agent’s business. The best time to take action is right now. You don’t need to spend years preparing for something when the resource is right at your fingertips today.

 

As an industry, we often tend to think gaining a client list is a near-impossible task. However, buying from retiring agents is one way to make this happen. You can boost your own database in a massive way as long as you’re going about the process in the correctly.

 

Guest Bio

Nick Krautter is the author of The Golden Handoff: How to Buy and Sell a Real Estate Agent’s Business, which debuted number one on Amazon for mergers and acquisitions. His goal is to teach real estate agents how to grow their business and to help them later retire and benefit from their years of hard work.

 

To find out more about Nick, check out:

http://www.sellpdx.com

https://goldenhandoff.com/

https://www.linkedin.com/in/nickkrautter/

May 9, 2019

Why Knowing Your Numbers and Staying Consistent is Key w/Ryan Skrzypkowski

 

No one goes into real estate with the intention to be mediocre, but the path to success is not always clear. What can you do to ensure you get to the top of your market, and stay there? Should you limit your attention to specific markets? How important is it to “know your numbers”? On this episode, Ryan Skrzypkowski shares on the importance of consistency and his secrets to success.

 

 

Quit trying to find the magic. The magic is in the boring, day-to-day grind. -Michael Hellickson

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference™, November 18th – 21st in Anaheim, CA

 

 

Three Things We Learned From This Episode

Don’t be afraid to start at the top

So often when we’re starting out, we shy away from approaching clients in the luxury market. However, luxury clients need agents just as much as everyone else. If anything, the luxury market clients are often appreciative of you going above and beyond.

 

Know your numbers

Knowing your numbers is absolutely crucial. By doing this, you’ll know where to put your energy. You’ll also be in a position where you can compete with anyone, as you’ll know how much you must do to be on their level.

 

Don’t waste a moment

We have so little time to make an impact, so seize moments as they come. It’s easy to waste a minute, or even a day. These all add up, and cause you to procrastinate to a later date. Don’t allow yourself to fall into this trap: be as productive as you can, every single day.

 

Success is inherently boring, so it’s a good idea to have the most effective systems possible in your business. Take advantage of the time you have, and stay on top of your numbers. These crucial steps play a massive role in your company’s success, so be sure to never skip them. Success lies in predictability.

 

Guest Bio

Ryan Skrzypkowski is a young entrepreneur with a true passion for life, his energy is contagious. He is able to create a motivating environment and will always help those around him. He naturally carries a positive aura, and is able to approach situations in a manner that produces good outcomes. He has a passion for building business, and he believes that the only boundaries to any individual are those of which we set ourselves.

Ryan is a Top 1% producer within the Sarasota/Manatee County board of Realtors, and was voted #1 Realtor by SRQ magazine's 'Best of SRQ' in 2018. He’s also sold $60M + in Real Estate.

 

Find Ryan on Facebook: https://www.facebook.com/ryan.skrzypkowski

Or on Instagram: @ryan_rstsgroup


For all your hiring needs, head to www.clubwealth.com/wizehire

Apr 26, 2019

Why You Need a Great Strategy w/Brian Beatty

The most successful people in the real estate industry got where they are today by using great strategies and processes. Which systems have they been using? How can you start implementing the same strategies in a way that works for your business?

On this episode, we’re talking with Brian Beatty of The Brian Beatty Team to share what’s been working in his business.

 

If you don’t implement pricing strategies at a high level your clients will end up asking why you didn’t see market changes coming. -Michael Hellickson

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

 

Three Things We Learned From This Episode

How to create an efficient pricing strategy

When you’re listing a new home, pay attention to the reception you get from the market. If no one attends showings, your price is 10% too high. If people are coming to the showings, but the number of people is lower than expected, you’re 5% overpriced. In the event that you have interested parties, but no offers, lower the price by 2%. Make sure you’re paying attention to the numbers if you’re considering adjusting the price.

 

Why open houses offer such great opportunities

Never undermine the effectiveness of open houses. Of the people attending, 80% do not have an agent yet. 40% of the attendees will also have a house to sell. Consider open houses an interview for the business you could do with the people coming to them. Rather than spending hours mindlessly as people walk around, ensure they have great experiences.

 

Why you need to stick to a checklist

You need to have set processes for every client you deal with. In fact, if you don’t create processes and stick to a checklist, your business will never be scalable. Make sure you replicate every step with every client, and don’t leave anything to chance. That may sound boring- but the reality is, success should be.

 

When you’re running a business, nothing should ever be left to chance. Plan every detail you possibly can and stick to the systems that work. Even if you’ve been successful until now without a plan, keep in mind that to scale your business, someone will need to replicate your steps. Strategies are crucial in business- make sure you’re creating ones that work for you.

 

Guest Bio

Having grown up in a real estate family, it’s no surprise that Brian Beatty first started working summers in the industry at the age of 13. At 21, he started his first ‘real’ job in real estate, and he hasn’t looked back since. Today, Brian has represented almost half a billion dollars in real estate, and has been ranked in the top 1% of Real Estate Agents in Charleston for 10 years. He’s also the president and Lead Agent at The Brian Beatty Team.

To find out more about Brian, head to www.listingsincharleston.com

And check out www.clubwealth.com/brianbeatty

 

To see the Club Wealth open house checklist, head to www.clubwealth.com/openhouse

Apr 12, 2019

How to Kill It with New Construction Listings w/Kellie Revoir and Dawn Schultz

In most markets, people are looking to get the most listing inventory they can get, and new constructions present the perfect opportunity. How do you get your foot in the door with builders? What can you do to bring value to them? How do you leverage and manage them so that they create more opportunities? On this episode, new construction experts Kellie Revoir and Dawn Schultz share on why we should be paying attention to this niche of business right now, and give insights as to how they are doing it.

 

When you build relationships with builders, you’re not just there to stick a sign in the yard and bring the buyer. You’re there to help them grow their business. -Dawn Schultz  

Resources:

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Listing Agent Boot Camp, April 24th - 27th in San Antonio, TX 

 

Three Things We Learned From This Episode

Why new constructions are such a great opportunity

With new construction listings, you don’t just get one check. You can get a lot of listings at a time. Working with builders is great because there’s no emotional attachment, and that makes things a lot easier.

 

How to build relationships with builders

Newer builders are very often on site, whether they are overseeing the build or working themselves. If you want to build a relationship with them, bring coffee and doughnuts to them every once in a while.

 

How to connect with people in the know about new developments

Attend planning and zoning meetings and city networking meetings. That’s where the people who know about new developments hang out.

 

New constructions in your local area are a niche you can dominate if you go into it with the right mindset. It’s not about you just getting the listing. It’s actually about building relationships with them, working with them, coaching them so that they can actually grow their businesses. If you position yourself as someone with valuable information, and someone they can work with; you won’t just get your foot in the door, you’ll become the person known for that.

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