Club Wealth TV

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/.

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
Prioritize savingSaving 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.
Aim to generate wealth, not richesWhile 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.
Choose cash over creditWe 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

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/

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

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

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.

How Jay Glazer Did $2.2 Million in GCI

With over 29,000 agents in New York City, it is probably one of the toughest markets to set yourself apart and get noticed. What is our guest doing to unlock the opportunities and build a name for himself? What is the advantage of working with buyers? How can you ask for referrals without being too salesy? On this episode, we are joined by one of NYC’s top agents, Jay Glazer who shares on investing in content development and the winning strategies he implements in his business.  
 
 
Instead of being door-openers and contract writers, the more value that we bring, the more likely we are to stick around. -Brian Curtis
 
Resources: 
- Join the Club Wealth Real Estate Agent Mastermind Facebook Group
 
Three Things We Learned From This Episode
 
The truth about building a brand
Most agents think that they can just build a brand and business will start coming to them, but that’s not true. In order for a brand to work for you, it has to go beyond your identity in the market. It’s about how you, your agents and your business appear to consumers. They must believe that you provide an unparalleled service.
 
How working with buyers can prime you for referrals
When you work with buyers, you spend a lot of time with them. By being face-to-face with them for hours on end and helping them through the biggest transaction of their lives, there’s a connection you build that you won’t get with a seller who you deal with intermittently.
How to survive the iBuyer wave
The only way we can outlast the iBuyers that are popping up in our industry is to create value. We can complain about how we’re being disrupted, but the only factor that will ensure our survival is working hard and thinking of how we can win in a changing market.
 
In our industry, there’s so much panic about what’s going to become of us with Zillow and all the iBuyer models sweeping the market. The problem with this way of thinking is it takes our eyes off the ball. People get too caught up and concerned about all the changes in the industry instead of focusing on how they can be better. You have to just accept the rules of the game and the changes, and just play. Think about what is the best and highest use of your skills in that new setting and go after that.  
Guest Bio
Jay is a Realtor at Corcoran Real Estate. He was ranked number 36 of brokers in NYC and a member of  the International Luxury Alliance Network. Jay specializes in representing buyers and sellers of condos and co-ops throughout Manhattan with a particular focus on Greenwich Village. Jay is fueled by his entrepreneurial nature and ability to seamlessly combine an organized, energetic, and ambitious work ethic with a creative Downtown background. His expertise in deal-making and out-of-the-box thinking ensures the best results for his clients. As a full-service real estate specialist, he understands the science behind the ever-shifting market, as well as the emotional aspect of buying and selling property. His clients include leaders in the technology and financial sectors, and some of the city’s most successful entrepreneurs.
 
Go to https://www.glazerteam.com/ for more information.

How to Use Video For Your Business w/Jeff Pfitzer

Video is widely understood to be the most popular and impactful content on the internet. How can we use the effectiveness of video to our advantage? Do we need to be creating videos related strictly to business? On this episode, we speak to Jeff Pfitzer of The Pfitzer Team at USA Mortgage. Jeff has become something of an internet sensation, and he’s here to tell us how you can become one, too!
 
 
Repurpose the content people are already putting out there; just put your own spin on it. -Jeff Pfitzer
 
Three Things We Learned From This Episode
Create content that interests people Pay attention to YouTube and social media trends. Leverage anything you have that aligns with those trends, and keep it interesting for your audience. There are tons of videos on the internet- make sure you’re delivering what the people want if you want to stay visible.
Look for the four “f’s” When you’re setting up a passion page on social media, you need to have it fit within the four major categories of content: fashion, food, fitness and family. This ‘passion’ page serves to boost your visibility. While it may not be related to your business, your followers will know who you are and when they need your services, you’ll be the first person they think of.
Stop worrying about everything (33:05- 34:11)The reason most people don’t get started on creating video content is that they’re self-conscious. Anxiety goes beyond what they look like on camera and extends to not knowing enough or being articulate. Stop worrying about all of that. If anything, authenticity is more appreciated by online audiences.
 
Social media has come to be associated with superficiality, with many internet stars striving for ‘likes’ at the expense of their authenticity. As a result, audiences have begun gravitating towards more genuine content. You don’t need expensive equipment to get started- all you need is you. The internet has given us all a powerful tool, so why not take advantage of it?
 
Guest Bio
Jeff Pfitzer is the regional manager for St Louis at USA Mortgage. After spending nearly 20 years in the mortgage industry, Jeff has built a team of more than 30 employees. He is also an avid runner, and uses social media to document him setting- and achieving- goals. Jeff is incredibly eager to share the power of social media in your business- he saw phenomenal results, and so can you. 
You can find Jeff on Facebook on his pages: https://www.facebook.com/jeff.pfitzer https://www.facebook.com/USAMortgagePfitzerRegion/ 
Or send him an email at: pfitzer@usa-mortgage.com

Top 5 Tax & Legal Strategies Every Real Estate Professional Needs to Know w/Mark Kohler

As real estate agents and business owners, we work hard for our money. If we’re not organized or smart about our taxes, we’ll miss out on a lot of what we’ve earned. How do we dial-in our taxes and legal entities so that we can take advantage of some tax strategies that will put more money in our pockets? How do we choose between an S Corp or an LLC, and what are the benefits? How can we save ourselves up to $9k on taxes?
On this episode, we are joined by expert tax-attorney, best-selling author, and national speaker, Mark Kohler, who shares on 199A Pass-thru Limitations, revocable family trusts, opportunity shifting and more!
 
 
The tax planning, asset protection, and estate planning all need to be coordinated. -Mark Kohler  
 
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 you need to be involved in your legal and tax planning process
Even if you think your accountant is doing a good job on your taxes, there are strategies they need to implement with you. There needs to be a conversation about certain things. Be involved enough to call the shots as the captain of the ship.
How to save on over $9k in taxes by making a simple switch
The reality is some people are netting $100k and paying up to $40k in tax. You can make a change that means you end up only paying $6k in tax. You can take an LLC and turn it into an S Corp, and then take a payroll of $40k and make the $60k a draw. You still made $100k but you changed the character of it. You’ll pay $6k in taxes but on the other 60% you avoid the entire 15% of taxes. The beauty of that switch is the more money you make, the more money you save.
The best way to pay family members
If you have kids under 18, you shouldn’t pay them directly out of the S-Corp. You can set up a family management sole proprietorship, and determine good pay levels for your kids helping in your business.
 
If we’re not intentional about how we’ve set up our business and legal entities, we could be losing up to 50% of our earnings to tax. The reason wealthy people have the money they have is that they take advantage of tax laws that benefit them, and with the new tax code, this is something business owners like us can do. By working with the right tax attorney, participating in the process, and coordinating our operations, holdings and family estate, you can save thousands of dollars. It’s about keeping the maximum amount of money that you can, and keeping the IRS informed to keep them happy.
Guest Bio
Mark J. Kohler, M.Pr.A., C.P.A., J.D., is a best-selling author, national speaker, radio show host, writer and video personality for Entrepreneur.com. He's a real estate investor, senior partner in the law firm, Kyler, Kohler, Ostermiller & Sorensen, and the accounting firm of Kohler & Eyre, CPAs. Mark is a personal and small business tax and legal expert, who helps clients build and protect wealth through wealth management strategies, and business and tax remedies often overlooked in this challenging, ever-changing economic climate. His seminars have helped tens of thousands of individuals and small business owners navigate the maze of legal, regulatory and financial laws to greater success and wealth. Go to https://markjkohler.com/ to get his books and listen to his podcast, Refresh Your Wealth. Sign up for his email list and get his book 10 Best Tax Saving Secrets.
To get a free copy another of Mark’s book “Top 10 Legal and Tax Mistakes Made by Entrepreneurs”, go to http://clubwealth.com/cpa/.
Watch Mark’s video “Does the SEP or 401k Strategy Make More Sense?”

How to Build a Successful Expansion Team w/Brandon Landro

The expansion model in real estate is one that many teams fail at, even when they are really strong in their original market. What are some of the reasons expansions don’t work out, and how can we prevent those issues? How do we choose the right area to expand in? How do we staff our expansion teams, especially when it comes to the leadership? On this episode, Brandon Landro shares how his team is crushing their expansion, and the pieces they’ve put in place to make it work.
 
 
It’s our job to build the systems to allow them to be successful. If you don’t have the resources or the time, you are not doing your part. -Brandon Landro
 
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
How to choose the right expansion market
If you’re looking to expand, consider a market you can drive to, not somewhere that requires a flight. You’ll understand how things work and can quickly get there in the event of a crisis. The branding can step in and answer every single question in a market that’s still local, whereas in a market that’s far away, you just won’t know the contractual information, and no amount of branding will be able to make up for that.
Why you need to expand from a position of strength
When you’re expanding into another market, remember to continue to do business in the market you’re in because that market is feeding the expansion one. You’re not going to make money in your new market immediately, so your original business has to be strong enough to support the expansion.
The wrong point to step out of production
Many people say they want to step out of production way too early, when their transactions are still the bulk of the team’s production. If you step out too early, we’ll end up weakening or even destroying the team.
 
Expansion isn’t something to do on a whim— certain conditions have to be present in order for it to succeed. There has to be an opportunity for it, and you have to have a running well-oiled machine running already. If you’re making mistakes in your current market, they will be carried over into the next one, and if you’re doing well that will carry over too. It’s a lot easier to build from a center of strength. The fruits of a good expansion is market dominance, and the perception that you’re everywhere which will attract both clients and agents to our teams.