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Agents are notoriously bad at generating leads, but we’re even worse at following up with them. If we want to boost our chances of success, we have to change that.   We have to stop giving up so easily. A lead not answering our calls isn’t a sign they aren’t interested, it’s a sign we need to follow up tenaciously until we get a response!   How can we follow up when a lead doesn’t respond right away, and where can we contact them outside of the traditional phone call? How can we make sure we stay in front of our leads no matter what platform of communication they prefer?   In this episode, CEO of Sisu, Brian Charlesworth and I discuss how to improve our follow up game and how that will impact the business.      Want to make money? Learn how to generate leads and follow up at a high level. -Michael Hellickson   Three Things You’ll Learn In This Episode    How to expand our net of communication Stop relying on phone calls and emails alone to communicate with leads. Phone, email, text, video text

A turbulent market brings forth opportunities for real estate agents who have the right systems set up in advance. The 2008 crash created the REO and short sale opportunity, and we’re anticipating the same trend with the coronavirus crash.    The people who will capture this opportunity are already focusing on the right activities. If we don’t have our businesses set up correctly, we’ll miss it.    At a time like this, agents who run teams are better suited to provide the kind of client service required. Running a team doesn’t have to mean a lot more work. In fact, it can make things run more smoothly and provide a better experience for clients.    Why are we better positioned to serve the client within a team structure? How do we find the opportunity in short sales?    In this episode, I’m speaking with the host of the Think Bigger Real Estate Show, Justin Stoddart. We discuss how to do high volume on a small team, segmented workflows, and what we can expect with short sales.      It doesn’t tak

We’re in the midst of an economic shift, but that doesn’t necessarily spell disaster. If we can follow in the footsteps of top producers, we’ll see great results regardless of the state of the market.    Top agents understand that their habits during economic declines shouldn’t be too different from what they do in economic upswings. It all comes down to cultivating effective habits.   Which habits do we need to bring into our business routines, and how can we adapt them for maximum results?    In this episode I’m joining Jeff Pfitzer, General Manager at USA Mortgage and host of the Lab Coat Agents Podcast, to discuss the habits that keep top producers successful in any market.  Whether we’re successful or not all comes down to one thing, habits. -Michael Hellickson     Three Things You’ll Learn In This Episode    Why top producers don’t rely on one lead generation source Over the past few years, referrals have not been contributing as much towards the average agent’s business. This trend w

When we’re experiencing an interruption of our daily practices as we are right now, even the top producers can get challenged. What separates them from other agents is how they set up their businesses in advance so that the pandemic doesn’t stop their growth.     There are certain activities that are not only critical, but non-negotiable. These pillars of business will never change, even in a pandemic.    Instead of making major changes in response to this crisis, we need to keep doing the activities we’ve always done. We just have to change the way we’re doing them.   What are the core pillars that will pandemic-proof our real estate businesses? How do we make sure our businesses deliver on emerging consumer demands?  What do we need to change in our business models?   In this episode, I’m joining Century21 The Harrelson Group’s Greg Harrelson and Brendon Payne to discuss how to respond to this market.      Keep doing all the activities you used to do, but do them differently. -Michael Hellickson

With the right amount of people in our database, it’s possible to build a business operation that can take us from active income to passive income. That means no longer chasing commission checks and transactions, but actually building lasting wealth.  What’s the secret? It comes down to building relationships.  Instead of building a database to generate leads, we can build relationships that keep on generating actual business for years to come. That’s the path to becoming a passive-income earner in real estate.  How do we start cultivating database growth for the purpose of passive income? Why does recruiting become more important as we scale our database? In this episode, CEO and co-founder of YLOPO, Howard Tager discusses how our real estate businesses can become the ticket to true wealth.      The goal is building something that earns money beyond your own working hours. -Howard Tager     Three Things You’ll Learn In This Episode  Tech can help us capture interest and channel it into relations

With so many agents using Facebook to build connections and find leads, the platform has become saturated. Now is the time to move to another, under-utilized space: Linkedin. Linkedin offers agents an opportunity to grow our professional networks and SOIs, but it also gives us the opportunity to find interested buyers and sellers.  How can we use Linkedin as real estate agents? What should we be including in our profiles to make sure we build great connections with the right people? In this episode, Coach Lindsay NcCorchuk and Casey O’Toole of My Linked Solution share how to get 50 leads in just 2 days, using Linkedin.     It’s not easy getting 2500 views on Facebook- but it is on Linkedin. -Michael Hellickson   Three Things You’ll Learn In This Episode  Linkedin is relatively under-utilized by businesses at the moment. Seize the opportunity and act now Write a great Linkedin bio and be sure to only share content relevant to real estate Don’t be afraid to include an existing SOI on Linkedin; make

To run successful businesses, we have to automate, delegate and eliminate tasks that aren’t our best and highest use of our time. We shouldn’t be using our precious time to update listings on our social media, we need a system that does it for us. Does a system like this even exist? And if it does, is it available at a realistic price point? Listings to Leads offers arguably the best ROI on leads. It’s for this reason that the coaches at Club Wealth use and endorse it. The real question we should be asking is, why aren’t we all?  In this episode, Coach Angie Cody and CEO of Listings to Leads, Scott Pierce share how the upcoming Listings to Leads workshop can help agents get 100 leads in just 2 days - guaranteed!    Listings to Leads is the best technology out there- it’s arguably the best ROI on leads. -Michael Hellickson   Three Things You’ll Learn In This Episode  Set up a Listings to Leads profile and syndicate listings. This allows the system to auto post our listings to social media so we don’

The further up we go in the tiers of business, the more important the recruiting piece becomes. If we want to keep growing, recruiting has to be a priority. As we grow and scale, recruiting needs to become part of our lead generation system.  A successful recruiting system doesn’t happen overnight, it’s a process that we need to be consistent and focused on so we can weave it into every aspect of our business.  Why is recruiting a paramount skill we need to have over the next few years? What retention mistakes are we making and how can we solve them? In this episode, coaches and business owners Grant Wortman and Long Doan talk about recruiting and how to make it a priority in our businesses.  You have to be unbelievably crystal clear about what you have to offer, where you’re going and where an agent can fit in. -Grant Wortman  Three Things You’ll Learn In This Episode  The Power of a Unique Recruiting Proposition (URP) People need to be aware of where they fit into what we’re doing and what we’

To increase our chances of success, we need to get more listings. To do that, we have to ensure we show up to appointments prepared. We want to go in knowing what to say to clients, without running the risk of information fatigue. Setting up checklists which we regularly add relevant pointers to is a great place to begin, but that’s just the start.  How can we prepare efficiently and effectively for a listing appointment?  On this episode, Coach David Stites shares how to increase our success ratios by being more prepared for appointments.  Be prepared to feel confident from the first appointment. If you seem unsure, the client will question you every step of the way. -David Stites   Three Things You’ll Learn In This Episode    The importance of looking the part One of the best ways to show potential clients we’re prepared for an appointment and take their time seriously is by looking the part. Dress professionally for every appointment.  How to ask the right questions Stop asking ‘yes or no

To differentiate ourselves from every other agent in the market, we have to change up our marketing and stop relying on just one method of communication. If we want to make a big impact on our leads, we need to have a multi-channel marketing strategy. How can we approach calls in a way that sets ourselves apart from the competition?  One of the key things we have to remember before even dialing a lead’s number is preparation: we have to do our research before attempting a conversation. On this episode, Club Wealth Coaches Brian Curtis and Mark Benefiel, along with sales and marketing coach Isaiah Colton, share how to have more effective phone conversations.    You have to engage with your database through multiple platforms. -Isaiah Colton   Three Things You’ll Learn In This Episode  Do something different to get through the door. Instead of simply making calls, we need to contact our leads through multiple channels. Be strategic: we can’t just sit down and start calling our leads, we have to be

There has never been a better time to use social media marketing than 2020, but we have to be sure we’re using social media to have genuine, one-on-one conversations with our audiences. Platforms like Facebook Messenger give us the opportunity to do just that.   How can we run ads in Facebook Messenger? Is there a way to create a lead funnel on the platform and what does that funnel look like?   To get the best results with our Facebook Messenger ads, we have to make sure we nurture our audiences through every step of the funnel.   On this episode, Coach Christy Lundy introduces us to Freddie Sahhar, a Realtor at Pinamonti Lundy Group at Windermere Homes & Estates. Freddie shares how to create a Facebook Messenger lead funnel.    Only run your Facebook Messenger ads when you feel you can respond to them- the worst thing you can do for your business is not respond to messages quickly enough. -Freddie Sahhar Three Things You’ll Learn In This Episode  The first stage of the Facebook Messenge

Agents need to learn how to generate sellers now, because in a couple years, the saying, ‘you have to list to last,’ won’t be a saying anymore - it’ll be a reality! How can we generate listings in a market with low inventory? Can we use technology to find motivated sellers and how much money should we be spending in the process? On this episode, President of Witly and Founder of Grant Wise Enterprises, Grant Wise, shares how to generate sellers in a low-inventory market.    Start learning to generate sellers now: In the future, being able to generate leads won’t just be a skillset- it’ll be a requirement. -Grant Wise Three Things We Learned From This Episode   Set up a ‘fish in a barrel’ campaign Get buyers to record a short, 60 second clip sharing their story - why they want to buy, where they’re hoping to buy and what they’re looking for, and post it on the internet. Reaching out to potential sellers is an age-old strategy that has brought agents results for decades:  the only difference is now we c

No matter how well we’re doing, there’s always room for improvement, so agents should constantly be looking for ways to better their businesses. Why do we need to change our approach to lead sources and how can we earn people’s trust during the nurturing process? Why is it so important to make the mental shift towards being the people we want to be before trying to achieve the goals we’ve set? On this episode, Club Wealth coaches Angie Cody and Jeff Moore share the top takeaways they got from Listing Agent Bootcamp.    Make sure you go as deep as you can with every lead source in your tunnel. -Michael Hellickson   Three Things We Learned From This Episode   Go deep, not wide Success doesn’t come from buying all the leads we can get our hands on: it comes from choosing a few, and sticking to them. Instead of spreading ourselves too thin, we should be going deep on a select portion of leads and nurturing them over the long-term.  Prioritize relatability A lot of agents shy away from creating video c

In order to create predictable business in the long-term, we need systems that keep us top-of-mind and help us attract business, while retargeting them online consistently. This is where the Witly client generation system comes in. What is the difference between a lead generation and client generation system? How can we leverage video content to start attracting more business instead of chasing it? What are parasocial relationships and why do we need to build them right now?  On this episode, real estate entrepreneur and president of Witly, Grant Wise, shares the client generation system they’ve developed. We’re also joined by Club Wealth coaching client, Cyrene Dellinger, who shares the results she got from this system.   You have to implement systems to generate leads, and implement systems to build relationships with your audience. You want your videos to do all the selling for you, and all you’ll have to do is show up and close. -Grant Wise    Three Things We Learned From This Episode Attract bus

Building good relationships and getting leads through preferred lenders is one of the best ways to create more leverage and value in our businesses. How do we execute the right approach that doesn’t put lenders off? How do we make sure we’re building relationships legally? What questions do we need to ask in order to identify the right partners? On this episode, Jeff Pfitzer shares how we can get lenders to start participating in our lead acquisition with us.  Technology is going to impact real estate commissions and revenue, so creating other streams of revenue is going to be important going into the future. -Jeff Pfitzer     Three Things We Learned From This Episode Don’t make the ask too quickly One of the biggest mistakes agents make is that they ask for help with lead acquisition up front. This won’t work, and will more likely put them off. The approach we should always take is to give value first, then ask and then receive.   Make sure your network isn’t relying on just one lender If you’r

In order to grow a solid and successful team in real estate, we need an effective recruiting strategy. Our guest today has developed such a good recruiting system that he brought in 100 agents in 2019. How do we develop a worthy value proposition that makes people actually want to work with us? What are the biggest mistakes people are making? How do we develop a repeatable and scalable recruiting system? On this episode, broker/owner Grant Wortman shares his winning recruitment formula.  The onboarding process is huge for bringing people in because if they don’t feel safe, and that the process of moving over is bumpy, it’s a waste of time. -Grant Wortman     Three Things We Learned From This Episode   Persistence isn’t an effective recruiting strategy If we try to convince agents to join our teams by being persistent, we’ll just put them off. Instead, we need to listen, ask questions and ask about their goals and find a way to encourage them and add value.  Recruiting is no different to sales Recr

As business owners, tracking our money is one of the most critical exercises we need to do. Tracking finances with our bank accounts isn’t enough for us to get the information that helps us make better decisions, so we need a P&L. How does knowing and understanding our numbers increase our profitability? How do we use our P&L to profit expenses and to plan for things like taxes? On this episode, Coach Christy Horne shares the importance of keeping track of your profit and loss on a monthly basis.   A lot of us only look at our P&L when we’re giving it to the CPA to do our taxes, but we need to look at it daily, weekly, monthly so we can make business decisions with it. -Christy Horne    Three Things We Learned From This Episode Good P&L data comes from having the right categories  When it comes to creating categories in our P&L, it’s important not to make them too broad. Instead of having generic buckets, have specific, granular categories showing every expense and every income ty

When it comes to lead generation, LinkedIn is an underestimated and overlooked platform. What makes LinkedIn a great lead generation tool? How do we develop a good value proposition that engages with people? How can a charitable component in our real estate businesses help us build relationships? On this episode, Club Wealth coach and agent, Lindsay NcCorchuk, shares how she’s made $70k in 6 months on LinkedIn alone. You will find out her SECRET SAUCE to gaining new clients using LinkedIn.   LinkedIn isn’t just a source of leads for buyers and sellers, it also helps you grow your network or SOI. -Lindsay NcCorchuk  Three Things We Learned From This Episode   Have the right value proposition  Value proposition matters on LinkedIn. A free home warrantee or money back at closing won’t engage with people or make them want to connect. In Lindsay’s case, her value proposition is the charity component she has in her business, which many people on LinkedIn value. If we’re using a charity component, it’s import

Many people in business focus all their energy on financial success, and as a result, the other parts of their lives start to suffer. How do we make sure every aspect of our lives is dialed in? How can we work on improving the weaker areas, and how do we use our strong points to help others? On this new episode, Club Wealth’s Coach Ron Anderson explains the five stages we’ll experience while building a successful real estate empire, and how to determine where to focus your time, effort and energy. You’re going to be more efficient in all areas of your life if you’re balanced in family, business, finances, health and spirituality. -Ron Anderson     Three Things We Learned From This Episode Focus energy and effort on the weaker life areas We need to measure where we are in all 5 stages. If we’re successful in all but one, our effort should go to the one area where we are the weakest and work on improving that. As we bring the weakest parts up, the other areas where we’re already strong will get even stro

In a new year, it’s important for us to really examine the goals we set to make sure they are S.M.A.R.T. (Specific, Measurable, Attainable, Relevant and Time Frame). How do we set goals that are actually attainable instead of focusing on numbers that make us sound cool? How do we make sure the goals we set are in integrity for us? What resources can we use to set goals and achieve them? On this episode, the 100th episode of Club Wealth TV, coaches Misti Bruton, Leisel Taylor, and Donnie Morrow talk about lessons they’ve learned about setting goals.    Time is the biggest motivator in your business and your life. Without a deadline, you won’t have the willpower or sense of direction. -Leisel Taylor    Three Things We Learned From This Episode Look back to learn how to move ahead Reflect backwards with honesty. Before setting goals for the year ahead, we first need to evaluate the results we got up to this point. We don’t do this negativity but for learning. This information helps us know where we’re st