Club Wealth TV

How to Use iBuyers to Your Advantage w/Nick Shivers and David Stites

 
The rise of iBuyers in the marketplace is alarming for a lot of agents, but their popularity doesn’t need to spell disaster. What is it about iBuyers that attracts clients, and is it possible for us to work in harmony with the new platforms? How can we stay afloat in the age of technology and internet-based competitors? On this episode, co-owner of Team Stites, David Stites, and CEO of My Rocket Listing, Nick Shivers, share how we can work alongside iBuyers, and even use them to our advantage.
 
Change is inevitable- accept that iBuyers are here to stay and start looking for the opportunities they present. -Nick Shivers
 
Three Things We Learned From This Episode
Stop thinking it’s all about moneyA lot of agents assume our clients are focused on getting the most money possible. However, that’s not always the case. Other factors, like convenience, are huge factors that our clients take into account. Listen to clients and tailor deals to their needs. 
Take advantage of iBuyersiBuyers offer convenience to their customers, but they also offer opportunities to their competitors. Take advantage of the information available on the platforms and educate yourself on what they offer. By knowing more about our competitors, were better able to show our clients why we’re the better option.
Don’t fight changeWhile iBuyers are a scary concept, they’re definitely not the first threat to the real estate industry. To stay afloat in the market, we need to be open to adaptation and focus on what we do best. The changes in the industry are chaotic, but there will always be opportunities for us to thrive if we adapt along the way. 
 
iBuyers definitely pose a threat to the real estate industry, but they also present us with opportunities. We need to use the information they share freely to educate ourselves on what they do, and begin strategizing how we can do better. Most importantly, remember that change is inevitable, and i-buyers need not be the enemy. 
 
Guest Bio
David Stites is the co-owner of Team Stites. As a third-generation Realtor, David has real estate in his blood- so it’s no surprise that today he’s a listing specialist. David is passionate about helping families sell their homes, and makes it his mission to get his clients the top dollar in exchange for their properties. 
To find out more about David, visit https://www.teamstites.com/team/david-stites-licensed-real-estate-agent 
Nick Shivers is the President and CEO of Nick Shivers Team, Host of the Shivers Report on iHeart Radio, Founder of Sell a Home Save a Child, and the CEO of My Rocket Listing. He is in the top 1% of Realtors nationwide, and is passionate about serving people and helping children through real estate. 
To find out more about Nick, head to www.nickshivers.com
For information on My Rocket Listing, head to www.myrocketlisting.com
And to find out about Sell a Home Save a Child, visit https://www.sellahomesaveachild.com 
To get tickets to our upcoming Business Mastermind Strategy, visit https://clubwealth.com/bsm/ 
 

How to Break Into the Luxury Real Estate Market w/Jack Cotton

For many real estate agents, the idea of selling luxury homes is intimidating. What are the critical skills required to work in this niche? What’s the difference between staging and market preparation? How do we build up our reputation to attract more luxury clients? On this episode, real estate veteran, author and luxury expert, Jack Cotton shares how to find success in the highly sought-after luxury real estate niche.
 
We don’t show property. We demonstrate the property and immerse them in the lifestyle that comes with the property. -Jack Cotton
 
Three Things We Learned From This Episode
Difference between market preparation and home stagingStagers usually don’t really think about what the buyer might want. Market preparation is setting up the home for the profile of the kind of buyer you want to attract. Very often, stagers try too hard and this can actually distract buyers or make them think something is off about the property. 
How to leverage the “gatekeepers of luxury” to meet potential clientsThe way into the world of luxury buyers and sellers starts with the gatekeepers to those people. We can start by asking who the key service providers are to the wealthy in our market, from CPAs to attorneys. Build relationships with them so we can get an introduction to potential clients.
How to be a master at negotiation Build standing and preeminence in your market because it gives you authority. Never assume, find out what buyers and sellers actually want. Detach from the outcome and be willing to walk away from the deal. 
As real estate becomes more and more generic, and the tech world tries to creep into the industry, we have to position ourselves differently. In the high end market, being seen as generic as self-defeating. We must be seen as unique, different and constantly bringing value. We must build a reputation as a real estate advisor, not merely an agent. That means becoming an expert in markets and value, pricing, market preparation, marketing and negotiation.
 
Guest Bio
Jack Cotton is a veteran Realtor, author and founder of Cotton Real Estate, now Sotheby’s International Realty.  Since 1974 and has overseen thousands of purchases and sales of Cape Cod properties. Jack’s mastery of Cape Cod Real Estate is clear, yet he never stops striving for new knowledge. In fact, he believes so strongly in the importance of continued training and education that he funded the creation of the Cotton Center for Real Estate Studies at Cape Cod Community College in 2006. Visit http://www.jackcotton.com/ for more information. 
Get Jack’s latest book, Selling Luxury Homes here. 

The Art of Failing Forward w/Anthony Manzon

The truth about business, and life in general is that tough times and failures are unavoidable, but at the same time, we can grow from them. What measures can we put in place to keep working hard when the going gets tough? How do we turn our failures into our greatest moments of growth? What are some of the challenges that come with running a real estate team, and how can we overcome them? On this episode, I talk to Manzon Team co-owner Anthony Manzon, and Brian Curtis and Misti Bruton about staying committed in business when things are not easy, and how failure helps us achieve success.
 
Every decision we make either takes us closer to our goals or further away from them. -Anthony Manzon
 
Three Things We Learned From This Episode
How routines and rituals counter a lack of motivationWe’re going to encounter the urge to quit many times in our lives, but we have to build in the habits that keep us from throwing in the towel. If we put rituals and routines in place; whether it’s going to the gym, scheduling time for lead generation or appointments with clients, those rituals will help us overcome our drop in motivation. 
The two things we should never give up on when things get hardWhen things get tough in business, the first things we usually quit are coaching and lead generation because they cost money, but during a hard time, those are the most important things. Without coaching, we become isolated and which wipes away all our motivation. If we stop lead generating, we stop attracting business and we’ll have to start dealing with the challenge of chasing it. 
How to build a system with less failure pointsWhen we build a system, we also need to have accountability measures around it to make sure everyone is doing it the same way.  If there’s a deviation from the system, the process of building it would have been a waste of time. 
 
Success is a math equation, and everyday we take action that either gets us closer to or takes us away from our goals. Even though failure is hard, it can actually propel us in the right direction if we apply the right mindset towards it. The formula for failing forward starts with us being willing to fail in the first place, and take our egos out of it. We need to be willing and able to take extreme ownership, so that we can drive ourselves towards the actions that will help us beat the slump. Ultimately, there’s no failure, there’s only learning and growing if you’re taking the right approach.
 
Guest BioAnthony is the co-founder of Team Manzon. Team Manzon was founded in 2013. By the end of their first year in business, they received The Rookie of the Year Award, were #1 in their Market Center and top 1% of their region. Since then, Team Manzon has now grown into a Group of Agents and has held #1 Team/Group in their Market Center for 2015, 2016, and 2017.
 
To download Anthony’s New agent questionnaire go to http://clubwealth.com/anthonymanzon/. 

5 Signs You Should Leave a Buyer At the Altar w/Aaron Drussel

Many real estate agents waste a lot of time and resources on prospects who are still too far away from actually starting the buying process. How can we tell the difference between the tire kickers, the pre-clients and the true clients? How do we make sure we get the true clients to commit to actually working with us? How do we create the abundance that allows us to let bad-fit clients go? On this episode, we’re joined by coach Aaron Drussel who shares the process he’s developed to make sure we know where potential clients are in the process, and how to work with the right people at the right time.
 
We treat clients who are still far upstream as now buyers too early in the process. -Aaron Drussel
 
Three Things We Learned From This Episode
How the buying process has changed In today’s world of buyer and lead conversion, we’re catching people a lot earlier and further upstream in the process of buying. The problem is, many real estate agents are moving the relationship forward too fast, and trying to close instead of going according to where the person is in the process. 
Why we shouldn’t be reluctant to ask for a commitment agreement with a clientThere’s a fear of missing out on a buyer even if they aren’t the right fit. We need to measure the opportunity cost of working with someone who isn’t fully committed vs. actually working with buyers who are committed.  
How the fear of letting go is a sign of scarcityBeing afraid to let go of the wrong clients is only a problem when we don’t have enough of a pipeline on the front end. If we have an abundance of clients and leads, it’s easy to let a bad prospect go because you know there are many other options.
 
There’s a world of difference between a pre-client and a NOW client, and we should be treating them differently in terms of the resources we put towards them. We need to sit down with people for an initial meeting and ask the right questions. We need to be clear on whether they have a need that can be met by the market right now, if their financing is in place, if they have a timeline of 60 to 90 days, want to work with us exclusively and if they are tethered to us with a commitment. Our success in leading them through the process comes down to how relevant our service is to where they are. 
Guest Bio
Aaron Drussel is a real estate team leader and coach. For more information, call 801-234-0505 or email aaron@betterutahliving.com. 

Why Running a Real Estate Team Sucks! w/Misti Bruton

We hear a lot about the greatness of running a real estate team, but it’s not always sunshine and rainbows. What are some of the challenges that come with running a team? How can we be good leaders in the face of adversity? How do we figure out what our roles on the team are? On this episode, agent and team leader Misti Bruton shares some of the challenges that come with the transition from solo agent to first-time team leader.
 
 
At each level of growth in leadership, there is a skill set that we have to learn. -Cherie Benjamin
 
Three Things We Learned From This Episode
The real reason why running a team is challenging What makes a running a team difficult is that we have to learn a new skill set that’s very different from being a solo agent. We have to learn about leadership, leverage and actually owning and being accountable for a business, and that is a skill we have to develop. 
The key skills we need to have as leadersLeading a team is all about people, and there are many things we have to be able to do. We have to be willing to grow, we have to be willing to listen to people, and be willing to protect the team over the individual.
How to handle setbacks and adversityOne of the skill sets we need to master as leaders is our ability to bounce back from challenges and adversity. We can do this by feeding ourselves with positive content and material, or we can learn to reset when something goes wrong, or reframe the negatives into positives. 
Running a team comes with great risk and responsibility, and with all the ups and downs it comes with, we have to be up to the task as leaders. Even if the required skills don’t come naturally to us, we need to work on getting coaching and developing them to the highest level. It’s not just about wanting a team because everyone in real estate has one, it’s about having a purpose and vision to build something and keep growing it. 
Guest Bio
Misty is a Realtor, broker and team leader at the AVO Realty Team. Go to https://www.greatertexashomes.com/ for more information. 

BIG Profits in BIG Brokerage: Growing and Scaling Your Business with Ancillary Service Providers w/Keith Myers

One of the major ways real estate teams have been able to make more money is by building relationships with industry-related businesses and institutions. How do we approach potential partners and make them want to work with us? What can we do to get the most value out of the relationship on both sides? On this episode, Club Wealth Tier 4 Member and Broker/Owner, Keith Myers shares on how his team has remained successful and profitable, doing $1.5 BILLION in volume, and bringing in an additional $1.5 MILLION in additional revenue from ancillary services and his real estate team!
 
 
It’s getting harder to make a profit selling real estate, so we’ve got to get more creative about how we do that. Relationships with ancillary service providers are one of the ways to do that. -Michael Hellickson
 
Three Things We Learned From This Episode
Why success with ancillary services starts with our primary business
The success of our primary business is what leads to the success of our ancillary services. So we need to drive traffic to our main business, because it makes everything else more profitable and valuable. 
 
How to make ancillary service providers want to work with us 
In order to partner up with ancillary services successfully, we have to give them value. We cannot expect them to want to do business with us, and help pay some of our costs if we don’t give something first. 
 
The value of including ancillary partners in our daily business activities 
It’s important that we get our ancillary partners involved in our business, because it strengthens our relationship with them. We also have to want them to win and succeed in every aspect of the business, and if we care about their success they’ll want to be a stronger part of our business. 
 
With more disruption to our industry comes the shrinking of our profit margins, and in order to remain successful we have to come up with new strategies. Ancillary services are extremely effective in growing our profits and keeping our teams running at the highest level. In order to successfully implement a plan that includes these services, we have to give to get, create a symbiotic relationship, and make the partners feel like a key part of the team.
 
Guest BioKeith is the Broker/Owner at RE/MAX Olson Companies, and a Tier 4 Club Wealth Member. Connect with him on LinkedIn https://www.linkedin.com/in/keith-myers-68807b12/ or email Kmyers@olsonmax.com. 
Sign Up for the Business Strategy Mastermind Conference here http://clubwealth.com/bsm/.

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 skillSometimes 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 themDon’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/.

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 buyersIn 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. 

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/

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 interestIt’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 vulnerabilityThe 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 cancerIf 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