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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 force

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 generation Lead 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

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 exist A 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 Labeling Wise Agent offers its clients the ability to ‘White Label,’ the technology. This gives users an edge, as our brands

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 Program If someone is willing to pay more than $2,000 a month in rent, they are more likely to qualify for the program.  Ho

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 comeback REO 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

  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 build

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 success Angela’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 ben

  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 personality You c

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 it If 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 a

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 business When thinking long-term, we’re more productive with new agents. However, if we want short-term productivity, we should go for expe

  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 money A 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 iBuyers iBuyers offer conve

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 staging Stagers 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 potentia

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 motivation We’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, sche

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 t

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 leaders Leading a team is all about people, and there are many things we have

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 n

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 skill Sometimes 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.

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 institut

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

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 interest It’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 vulnerability The 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 inclus