Club Wealth TV

How an Agent with a DISC Profile of an Admin led to $1.2 Million in GCI w/Matt Hermes

When we go through a hard time in our lives and businesses, we can let those things define us, or we can choose to let them inspire us to improve. What does it take for us to keep going when it feels like the odds are against us? Why is giving such a powerful part of coming out of a bad place? How did an agent with a High S-C DISC profile build a highly successful team? On this episode, broker/owner Matt Hermes shares on why our DISC profile doesn’t define us, his inspiring perseverance, and how he came out of being $250k in debt, in a bad place mentally and in a bad economy.  
Don’t do stuff that you hate because you will hate the business you’re in. -Matt Hermes 
 
Three Things We Learned From This Episode
Matt’s incredible story of survival, perseverance and change Matt has built himself up after going through a difficult time. Two of his kids faced health challenges during the market crash. He ended up deep in debt, battling alcoholism and on the verge of suicide. The loss of material things forced him to look inside himself and build himself back up the right way. 
Introversion doesn’t have to hold us back in businessYou don’t have to be a complete extrovert to effectively interact with people. All we need to do is step outside of our shells for a short amount of time, and then step back in when we aren’t in networking or speaking mode. 
Coaching is one of the best investments we can make in ourselvesIf we’re not getting desired results, we have to do something different. Coaching is a great place to start to change the results we’re getting. We’re limited in what we know, and we don’t know what we don’t know, so it’s better to invest in the knowledge of people who have been to where we are.
 
Guest Bio
Matt is the founder and team leader of Atlanta Homes Guru. His team has been named one of the "Best Teams in America" by Real Trends, one of the Top 3 Realtors in Atlanta (NAMAR) from 2012 - 2016, and is in the top 1% of all Keller Williams Agents in the world. For more information, visit http://www.atlantahomesguru.com/.

How Listings-to-Leads Can Help Agents Generate High Quality Affordable Leads w/Scott Pierce

Getting leads is more expensive than ever! However, there are still some fantastic and affordable lead sources in the market, such as Listings-to-Leads. How does this platform work, and how can it supply us with quality leads? Why is a pipeline of leads key to our success? On this episode, Listings-to-Leads founder, Scott Pierce, talks about how his platform works and the results agents are getting from it. 
Super affordable leads are the best way to stock up our pipeline. -Michael Hellickson 
 
Three Things We Learned From This Episode
Quality beats quantity in good lead generationLead generation is not just about focusing on putting out Facebook ads and caring more about quantity over quality. That approach generates the lowest quality of leads; Listings-to-Leads is a tool that focuses on getting higher quality leads. 
Lead-cash conversion is a metric we should track It’s important to consider the lead-cash conversion cycle when purchasing leads. Some lead sources take a lot of time between when we pay for the lead and when we make money.
Building a pipeline is keyIf we want to grow our businesses, it’s impossible to do it without a consistent stream of leads. If we can invest money in something like Listings to Leads, we can affordably keep our businesses flush with potential clients.
 
Guest Bio
Scott is the Founder & Chief Evangelist of Listings-to-Leads. Previously he was the Director of Online Marketing for 4 Sotheby's International Realty offices in Danville, Lafayette, Leimert and Montclair, CA with over 225 agents. For more information visit https://www.listingstoleads.com/

White Label CRM for Brokers, Teams and Agents! w/Brandon Wise

When it comes to CRMs, there are a lot of factors that go into deciding which one works for our businesses. Are there affordable options available that can provide us with the technology we need without breaking the bank? Do affordable options offer enough additional services to help us stand out in the industry? On this episode, CEO of Wise Agent, Brandon Wise, shares how to use this affordable CRM to our benefits.
 
If you want to be able to provide great technology for your brokerage agents at an affordable price and have it white labeled, Wise Agent is for you. -Michael Hellickson
 
Three Things We Learned From This Episode
Affordable options existA CRM like Wise Agent is a great option for solo agents and new broker owners thanks to its affordability. The great thing is, despite the low price, Wise Agent offers great capabilities and functionality. 
Stand out with White LabelingWise Agent offers its clients the ability to ‘White Label,’ the technology. This gives users an edge, as our brands look instantly sophisticated. Make use of the platforms’ personalizable landing pages to help boost our businesses’ profiles. 
Take advantage of social media enhancementWise Agent offers users the opportunity to find ample information on new leads. By simply putting their email address on the landing page, the CRM can pull information on a leads’ profession and social media handles. Having this information gives us an opportunity to engage with leads more effectively than our competitors can.
 
Guest Bio
Brandon Wise is the CEO of Wise Agent. After becoming disenchanted with the CRMs available to him as a Realtor, Brandon pitched his idea for a better option to his programmer best friend, Mike Becker, in 2002. Initially intended to help him with Mike’s own business, Brandon and Mike soon realized that the technology they were working on was what every agent was looking for. 15 years later, Wise Agent is now the most recommended CRM in the real estate industry.
 
To find out more, go to https://wiseagent.com/about-us.asp
And for ClubWealth’s special offer, go to clubwealth.com/wiseagent

How to Double Your Money With Home Partners of America w/Neal Lawson

In today’s highly competitive real estate market, it’s so important for agents to stand out and bring something new to the table. With this in mind, having something unique to add to the listing presentation, like Home Partners of America, can be a gamechanger. How do we pitch this program to sellers, and how do we use it to help people get into the home of their dreams? In this episode, Club Wealth coach and agent, Neal Lawson shares on how to double-end deals with Home Partners of America and help our clients find a new path to homeownership. 
 
 Over 50% more people in a market who are looking for housing are looking for rentals. Home Partners of America allows sellers to double their odds of finding someone to purchase their property. -Neal Lawson  
 
Three Things We Learned From This Episode
Anything below $2,000 in rental would probably not make it into the Home Partners ProgramIf someone is willing to pay more than $2,000 a month in rent, they are more likely to qualify for the program. 
Home Partners rentals would pay a little more What determines the amount of money we pay in rentals are details like list price, taxes, and the accessories of the home (ex: a finished basement, a pool, etc.). A person in the Home Partners program can expect to be paying about 10% more than you would if they bought the house outright. 
Home Partners gives sellers an opportunity for both rental and For-Sale marketingWhen we market a program like Home Partners of America to FSBOs and expireds, the value that we are offering to them is the chance to market their homes to more people in the market. That visibility will increase their chances of finding a buyer.
 
Guest Bio
Neal is a club wealth coach and associate broker with National Realty Guild’s DreamTeam, which is one of the leading real estate teams in the Twin Cities, with over 100 million in sales. Visit http://clubwealth.com/neallawson/ to access Neal’s free resources to help you pitch Home Partners of America. Find Neal on Facebook.
Visit https://www.homepartners.com/ for more info on the program.

How to Profit with REO w/Long Doan, Tim Ray, Jesse Zagorsky and Garrett Pancheri

REO offers us amazing opportunities to boost our businesses. What are the benefits of getting involved in REO, and how can we market ourselves in the space? On this episode, experts in short sales and REO, Long Doan, Tim Ray, Jesse Zagorsky and Garrett Pancheri, share why REO is a great option for agents today. 
 
REO gives us an opportunity to put more signs in the ground. The more signs in the ground, the more you’ll be able to scale your business and do it very profitably. -Michael Hellickson
 
Three Things We Learned From This Episode
REO is making a comebackREO today is different from REO in 2008, but it’s still here and still a great place for us to make money. In fact, we’re more likely to get business with REO than with any other type of listing in real estate. 
More signs in the ground mean more leads One of the massive benefits of REO is that it allows us to get more signs in the ground. REO is a lead magnet, and the more we can get our names out there on signs, the more business we’ll get. 
Market REOs differentlyWhen it comes to REO, detail is everything. We need to go out of our way to market ourselves differently. We need to listen to what people in our markets are saying, and deliver a tailored solution to their problems. Connections are vital in REO, so be sure to connect with as many people as possible, and as deeply as possible. 
 
REO saw a boom in 2008, and it’s unlikely that today’s market will be too similar to what we saw in the wake of the financial crisis. However, REO remains a great place for agents to make a profit, and even if the space is different in today’s market, the opportunities are still endless. REO allows us to get signs in the ground and make more profit than any other space in real estate, so it’s a great idea for agents to get involved. Build connections with other agents in the space, and think outside the box when it comes to marketing. REO offers so many benefits; we need to take advantage of them today. 
 
Guest Bio
Long Doan is the Founder of Realty Group, Inc. in Minnesota. With over 25 years of experience in the business, Long recently got involved in REO and in just 4 years, has done 1000 REOs. Long is an expert in real estate, and is a top 1% agent in both Minnesota and the country.
 
To find out more about Long, visit 
https://www.linkedin.com/in/long-doan-broker-4baa3725
https://realtygroupmn.com/coon-rapids-team/long-doan-licensed-real-estate-agent
 
Tim Ray is the company owner at HomeSmart Legacy and the Tim Ray Real Estate Team in Kansas City. He is also a business coach at ClubWealth. With experience in the Kansas City market dating back to 1997, Tim is an expert in his field.
 
To find out more about Tim, visit
https://www.facebook.com/timrayteam/
https://www.linkedin.com/in/tim-ray-7b9a4529
https://timrayteam.com/
 
Jesse Zagorsky is a Broker Associate at Live.Love San Diego Homes Brokered eXp. He has over 10 years of experience in the San Diego market, and is passionate about real estate. Jesse has a background in marketing, and strives to find creative solutions in every step of the business.
 
To find out more about Jesse, visit
https://www.livelovesandiegohomes.com/team/jesse-zagorsky-licensed-real-estate-agent
https://www.facebook.com/jesse.zagorsky
https://www.linkedin.com/in/jesse-zagorsky-5b13967
 
Garrett Pancheri is the co-owner of Dustin Garrett and Associates at Team One Group Real Estate. He is also a Club Wealth Coach, and has a passion for the real estate industry, with a particular interest in short sales. Garrett is a skilled negotiator and loves taking every opportunity to learn more about industry trends.
 
To find out more about Garrett, visit
https://www.myteamone.com/agents/30091-Garrett-Pancheri/
https://www.linkedin.com/in/garrett-pancheri
https://www.facebook.com/GarrettPancheriRealtor/
 
Be sure to look out for updates on ClubWealth’s upcoming book on REO.

How to Flip Time & Double Your Production w/Karen Briscoe

 
For most people, self-actualization is something we only focus on when we have achieved security and our basic survival needs. But without self-development, it’s hard to achieve at a higher level. How does adjusting the way we invest our time propel us forward? Why is it more powerful to instill new habits in small steps rather than all at once? On this episode, real estate top producer, coach, and author of the 5 Minutes to Success books, Karen Briscoe, shares the power of dedicating ourselves to self-actualization. She also discusses how to create a thriving environment for our teams. 
 
Energy is the fundamental currency of high performance. -Karen Briscoe
Three Things We Learned From This Episode
Even a small amount of self-actualization will have a noticeable effect When we work on our self-actualization, even a little bit at a time, a ripple effect occurs. The impact is felt by the people around us and they start to self-actualize too. It can also be a snowball effect, where momentum builds up to bigger achievements; or a domino effect where it starts to change different parts of our lives, and create bigger milestones of self-actualization. 
Time isn’t the biggest determinant of self-actualizationActivity, not time, is what determines success. When we are considering doing something, it’s not really the time that holds us back from doing it. Whats hold us back is the energy we’re willing to spend and the impact that activity will have on us. 
Self-actualization should be the first need we meetMost people spend a lot of time at the bottom of Maslow’s hierarchy of needs, trying to first get their physiological and safety needs met first before going towards self-actualization. What actually has the most impact is flipping the pyramid, and starting with self-actualization. It makes getting everything on the pyramid easier, and we speed up the process of becoming successful. 
 
Self-actualization allows us to become better versions of ourselves, build habits of productivity, become more in tune with our identity, and do meaningful work. If we focus on these things first, and flip Maslow’s pyramid on its head, everything else will become easier because we’re happier, more fulfilled, and know what we want. That will naturally lead us to the safety, security and basic physiological needs so many of us crave. If we set self-actualization as our priority, we won’t struggle to take control of our actions; we will align with what produces the best results for us. 
Guest Bio
Karen Briscoe is the genius behind the 5 Minutes to Success books. With a successful background in real estate, Karen has crafted an approach to business that has won industry-wide acclaim. This approach is based on her own journey. Karen places emphasis on the importance of combining actions, visualization and subtle habit creation to achieve enduring success. Having generated $1.5 billion in real estate sales, her advice is not only helpful, but indeed vital to all those seeking to thrive. Visit https://www.5minutesuccess.com/ for more information. 

How to Go from Rookie to ROCKSTAR w/ Angela Lutzi

Most people in real estate make the mistake of thinking there’s a magic bullet to success in the business, but it’s actually pretty simple. What activities do we need to build into our businesses to earn more? How do we build solid relationships with our database? What is the best way to find new clients today? On this episode, Broker Associate and Co-Owner of The Dellatorè Group, and Bonita's Best Realtor 3 years in a row, Angela Lutzi shared how she went from balancing real estate and another career, to running a highly successful brokerage.
 
Real estate is not a sales job, it’s a relationship building job. -Angela Lutzi
 
Three Things We Learned From This Episode
The formula to Angela’s successAngela’s success boils down to this acronym: PROZ. Postcards, Relationships/Referrals, Open Houses, and Zillow zip codes. 
Put serving people first Real estate is all about building strong relationships with people, and we do that by caring about bringing value to people and thinking about what’s beneficial to them. 
Be willing to put in the work in the long runPostcards pay off but you have to be willing to put the time and work in. The reason people don’t have success with postcards is that they don’t do it long enough. 
There is no secret recipe to success in real estate. We have to be consistent, have a system in place, nurture relationships and prioritize follow up. We have to do consistent activities, be willing to do the work in the long run and double down on what’s working. The truth is, the most successful people are willing to do what other people aren’t. 
 
Guest Bio
Angela is the Broker Associate/Co-Owner at The Dellatorè Group. As a consistent performer in the Top 1% of all realtors in her market, she understands the art of negotiation and can represent you as a buyer’s or seller’s agent. She has been connected to the real estate industry throughout her life in multiple ways and brings that experience to buyers and sellers in Southwest Florida! As a real estate professional, you will find no one who is more concerned about the quality of the relationship between adviser and client. Angela has a great passion for building relationships. She genuinely cares about her clients and their experience while working with her; this is why the majority of her business comes directly from referrals of past clients, friends and acquaintances.
Angela’s greatest strength lies in her ability to market and to sell luxury properties. She offers highly developed communication skills, individualized marketing plans, sophisticated negotiation skills, and an innate ability to form strong relationships. For more information, go to https://www.bonitaforsale.com/. 
To get access to a free download, go to http://clubwealth.com/angelalutzi/.

How to Use the Enneagram Assessment to Communicate & Sell More Effectively w/Matt Cavanaugh

 
Success in sales leans heavily on our ability to understand people and how they tick. The Enneagream is a method we can use to resonate with people and speak their language. What is an Enneagram and how will it help us foster better relationships with our buyers and sellers? How do we tailor our presentations and pitches according to the personalities? How do we find what our client’s Enneagram number is and what drives them? On this episode, sales expert Matt Cavanaugh shares on how to use this personality assessment in order to get better at communicating in and out of our businesses.
 
The two principles that will work for anyone in sales are confidence and authenticity. -Matt Cavanaugh
 
Three Things We Learned From This Episode
The 9 Enneagram Personalities 

The Perfectionist
The Helper 
The Achiever
The Emotional Creative
The Investigator 
The Fear-based Personality 
The Enthusiast
The Challenger
The Peacemaker

There is a way to quickly qualify someone’s personalityYou can quickly read what number someone is on the Enneagram, based on how they answer questions, and the kind of information they ask us for. If someone is detail-oriented they are a 1,5 or 6. If they are results-oriented, they are a 3,7 or 8. If they are more people-oriented, they are a 2,4 or 9.
The Enneagram accounts for both our weaknesses and strengths The Enneagram accounts for how we grow as human beings. When we are healthy and at our best, we will take on the positive attributes of another number. When we’re stressed, we take on the negative aspects of another number.
Whatever personality assessment we swear by, it all comes down to an overall awareness of people and how they tick. It’s about taking the time to understand someone instead of bulldozing over them to get our way. If we want to use the Enneagram, it’s important that we do it on ourselves first, then on our close friends and family members. Ultimately, this will be an effective tool to have in our pockets. It will deliver value for the rest of our careers, so we should take small steps towards learning and utilizing it.
Guest Bio
Matt Cavanaugh is a professionally trained salesman and negotiator armed with a bachelor’s degree in Mathematics. Prior to real estate, he spent over 3 years selling and negotiating over 100 industrial service contacts a year with some of the largest companies in the country. After having great success in industrial sales, he began his journey in real estate. 
To get access to Matt’s free download "The Power of Personality In Sales Landscape" go to http://clubwealth.com/mattcavanaugh/. 
 

How to Build an Army of ISAs w/ Brendan Bartic

The ISA model is gaining traction in our industry because it’s a powerful way to bring leverage onto our teams and improve our lead conversion/follow up. What are the benefits of bringing on more ISAs? How do we recruit, train and hold them accountable? If we’re transitioning to an ISA model, how do we get the agents on our team to buy into it? On this episode, team leader and CEO, Brendan Bartic shares on migrating to an ISA driven model and how that increased production by 100 transactions.  
If we can master objections and be quick on how we respond to people, the quality of our conversations can continue to improve. - Brendan Bartic
 
Three Things We Learned From This Episode
A strong sales system needs a strong servicing team supporting itIf we’re going out and generating leads from many sources,  we also need to have a dedicated department that’s reliable to effectively and quickly address the leads. It makes us more efficient and frees up agents to do what they are good at. 
ISAs can be as strong a point of connection as agentsJust because the lead talks to the ISA first doesn’t mean they won’t be able to build a rapport. We’re not selling an individual agent, we are selling a system. With that system, everyone is trained at such a high level that it doesn’t matter who the lead talks to first; they’re going to get the same level of service regardless. 
Hire the right people to overcome turnoverOne of the biggest concerns with ISAs is that the role has high turnover, and all the training will feel like a waste if the person leaves quickly. We can change this by finding people with big long-term goals in real estate - someone who sees the ISA role as a stepping stone to the next step. 
ISAs allow us to run teams that are more efficient and capable of converting leads at a high level. Running the model successfully is about following a very specific system to make sure leads are taken care of and that agents have enough support so that those leads become appointments. ISAs give us immense value, leverage, and synergy in our businesses, and as in Brendan’s case, the benefit is reflected in more closed transactions. 
Guest Bio
Brendan is the CEO of The Bartic Group. He has been a leading top producer for over 18 years and his sales consistently rank is in the top 1% of all Keller Williams Teams Internationally. 
To get access to Brendan’s free PDF "Lead Flow Chart" go to http://clubwealth.com/brendanbartic/. 

Ready, Set, Onboard!: How To Effectively Onboard Agents w/Donnie Morrow

Onboarding is a hot topic and one many team leaders struggle with. However, the real issue is that we overcomplicate the process. What are some of the biggest onboarding mistakes we are making on our teams? How do we train for both sales and admin, and how can we make the transition into our teams as smooth as possible? What values and mindsets should we be instilling in the first few weeks? On this episode, Club Wealth Tier 3 coach and Tier 4 coaching client Donnie Morrow, shares how we can implement a world class onboarding process for our teams. 
When it comes to onboarding, people get too wrapped up in the training aspect, but the biggest thing is implementation. Take action and you can fix some of the stuff along the way. -Donnie Morrow
 
Three Things We Learned From This Episode
We can balance both new and seasoned agents in our team for the benefit of the businessWhen thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for experienced agents. There is a space for both in our businesses. With experienced agents, we’ll have to train out the bad habits and egos. With new agents, we have to train them in how to start making money. 
Leverage your in-person trainingOur training doesn’t have to be one-on-one, it can be one-to-many. There’s a synergy that happens when we hire one-to-many that we don’t get one-to-one.  
The onboarding process shouldn’t be a balance between fun and educationEven though onboarding is an important and critical process in our business, it should also be fun. We want our agents to feel excited about joining our team. We want to make them feel like rockstars! The entire onboarding process becomes much more engaging for our agents when they are enjoying themselves.
 
The goal with onboarding our agents is to bring them into our world. We should do this in a fun and simple way that makes them feel like a part of something great. We need to have a simple system in place that we can follow consistently every single time because ultimately, we want people to engage with the training. That’s what will give them success on our teams and in the industry.
 
Guest Bio
Donnie is the team leader at the Morrow Group and a Club Wealth coach and client. To get Donnie’s training checklist, go to http://clubwealth.com/donniemorrow/.