Club Wealth TV

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How to Increase Your Conversion Rates with Internet Leads w/David Tal

Internet leads can be difficult to follow-up with and convert. Most of them never pick up the phone, and those who do aren’t interested in buying right away. How can we increase our chances of getting our phone calls answered? What’s the incubation period for internet leads, and how can we gain trust in the meantime? What can encourage sellers and buyers to let their guard down? In this episode, David Tal talks about lead follow-up and how we can build trust with internet leads using ISA’s.

 

People tend to lower their guard when they don’t speak to the agent immediately because there is a sense people have that they are going to be sold right away.
-David Tal

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Don’t try to sell right away
    Most people have their guard up when they interact with agents because they expect to be sold to right away. With ISA’s, their guards are lower because they aren’t expecting the same. The ISA’s initiate the conversation, welcome leads, and give value instead of trying to go for the listing from the first conversation.

  • Internet leads are "potential leads"—not leads
    We can’t approach internet leads the same way we approach people who walk into our office, because internet leads aren’t as motivated to buy right now. As a result, we have to interact more with internet leads to close a sale. When scaling a business, we have to remember that unless we outsource some of our sales calls, we might end up working all the time— especially since most leads come in during the weekends.

  • Provide continuous value
    Agents need to provide value to potential clients in order to foster trust. Most people aren’t ready to buy right away, so instead of trying to convince them to buy now, give them a list of open houses they can look at on their own. This sort of value builds a connection that lasts longer.


Most people dislike receiving phone calls from numbers that they don’t recognize. To ensure our calls are picked up, we should initiate the conversation with our internet leads via text. This way, we let them know who we are and see whether they want to continue the conversation via text or phone call. If leads fail to respond, using the double dial method usually stirs their curiosity enough to make them pick up the phone.

 

Guest Bio

David Tal is the CEO and co-founder of Agentology.com where he helps agents and real estate teams put their lead generation on autopilot. His team of ISA’s follow up with real estate leads 24/7.

You can find out more about how Agentology works and what results you can expect here.

Chris Heller on Steps for Success and How He Built His Own Business from Scratch

Success is not about unique talent and luck, but about consistent hard work and planning. What’s the first step we should take towards focusing on higher-value activities? Why is emotional resilience so important in real estate? And what’s the one competitive edge we have over companies with large funds? In this episode, one of the most successful real estate executives, Chris Heller, shares his real estate journey and advice for aspiring agents.

 

The reasons people buy or sell homes are often grounded in emotions. -Chris Heller

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  • Don’t be a jack-of-all-trades
    Negotiations, listing presentations, and even lead generation can be outsourced. We can’t wear all of the hats in our business without ending up exhausted. Plus, there may be others who are better than us at certain aspects of the business. Why not outsource the low-value tasks or tasks we don’t enjoy doing?

  • Learn how to deal with failure
    Emotional resilience is crucial in real estate. No matter what level we’re at or how skilled we are, there will always be days when we’ll encounter someone rude or discouraging. Because it’s a people-based business, dealing with an uncomfortable situation is a common occurrence. If we want to succeed and stay in the game, we have to learn to become emotionally resilient.

  • Our bank account is our financial compass
    Our biggest term of comparison should be where we used to be and where we are today. Our bank account shouldn’t be a way for us to measure our worth, but rather an indicator of where we are and how much we have to work to get where we want to be.

Our clients expect more from us today than they did two decades ago. Because of how technology has made everything faster and easier, the same experience is expected from real estate.This is the only competitive advantage we can work on when competing against companies who can afford to buy a listing when it doesn’t get sold. “Customer experience” is the card we should all play if we want to stay in business in this market. In any big transaction, having a human to talk to is more important than any other elements of a customer service experience.

 

Guest Bio

Chris Heller is a nationally-recognized real estate executive, boasting one of the most successful production track records spanning three decades. As the former CEO of Keller Williams Realty, Heller expanded the business into more than 20 international markets and helped build the world’s largest team of real estate agents.

As the chief executive officer of Mello Home, Heller leads the team tasked with creating smarter and simpler home buying, financing and improvement experiences for today’s increasingly tech-savvy customer.

How to Generate Referrals From Networking Events w/Aimee Freeman

Networking events are a great opportunity for us to learn from others and make connections, but they’re often perceived as a waste of time. How can we get the most out of a networking event without wasting our time with people who aren’t interested in what we offer? Why should we be careful with who we send referrals to? How can an introvert thrive at networking events? In this episode, Aimee Freeman talks about how she generated referrals by going to networking events.

 

Life begins at the end of your comfort zone. - Brian Curtis

 

Resources: 

- Join the Club Wealth Real Estate Agent Mastermind Facebook Group

- Get info on the Business Strategy Mastermind Conference November 12th-15th 2018 in Anaheim, CA

 

Three Things We Learned From This Episode

  1. We need to surround ourselves with people we admire

If we want to grow, we need to surround ourselves with people who already achieved a high level of success. And most high-level players do go to networking events. If we’re too shy to introduce ourselves, asking a mutual acquaintance can help.

 

  1. Be aware of paid endorsements

Paid endorsements are very popular online. There are even groups where agents can find people willing to endorse in exchange for a small fee. Because of these practices, we have to pay even more attention to whom we send referrals, as well as their background in real estate.

 

  1. How to encourage others to recommend us

One of the best ways to ethically encourage others to tag you on social media is to use contests. Use a system that automatically puts each person who tags you into a drawing, and send them a message about it as well. This way, you get to show the people who tag you that you’re thankful for their help.

 

Even introverted agents can do well at networking events as long as they’re intentional with their interactions. We don’t need to have a specific personality type to strike a conversation with a stranger. Plus, stepping outside of our comfort zone helps our personal development. We must also keep in mind that everyone at networking events has roughly the same goals: to meet others and make connections.

 

Guest Bio

Aimee Freeman is a broker and owner of Aimee & Co., and she specializes in first time & luxury home buyers, relocation, investors, sellers, and marketing.

She has over 19 years of experience in real estate, but she doesn't shy away from using modern marketing strategies. Aimee completed several courses for Facebook, Pinterest, & LinkedIn and has experience promoting her listing in the digital environment.

You can find out more about Aimee here.

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

  1. 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.

  2. 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.

  3. 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 tactics
    There 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 marketing
    Superb 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 friendly
    People 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 else
    Many 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 coaching
    During 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 expectations
    Sellers 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/