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  Real estate agents are commonly taught to be “self-self-employed” which means they never become business owners. What are things we can do to transition from trading time for dollars to trading ideas for dollars? How should we approach prospecting? What does it take to get to 6-figures of net income? On this episode, we talk to James Shelby about leveraging, diversifying lead streams, and becoming a true business owner.   You need to find multiple streams of leads to bring in the business. -Michael Hellickson   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Expireds vs. circle prospecting Circle prospecting calls are easier to make than expireds. An expired is not going to be as happy to talk to you because they are constantly getting calls. A person on a cold call will be more friendly and comfortable.   Prospecting al

All agents dream of scaling up their business, but what’s different about the mindset of someone who is already closing 100 deals per month? How can we break into new niches such as REO? What’s the best way to motivate our team? And how do we prevent our business from leaking money after a lead source disappears? In this episode, we talk about tips and tactics that will get you closer to your goal.     Sales is learning to communicate in a way that we can both win. -Brian Curtis   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode How to get rid of our limiting beliefs If we want to prepare ourselves mentally for the kind of work that requires selling 100 homes per month, we need to study the people who already did it. We can’t learn by spending our time with people who don’t believe in success at this scale. Often, the people

Most teams don’t take the time to set up career paths for their agents, and this leaves them with very little value to offer. How can we develop a path that teaches agents the high value work they need to do, and give them space to grow as leaders too? When it comes to getting more results, why is leverage the answer? Why is specialization the only way to earn more, grow successful businesses and still have the ability to be devoted to our families? On this episode, Nick Waldner shares the lightbulb moments that helped him go from sales professional to business owner of a thriving team.   When you highly specialize, you make more money and you get time back in your life. - Michael Hellickson   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode The problem with “keeping it small and keeping it all” When we’re given talent, it’s imp

  Standing out in your market has a huge impact on your business, and being a trusted resource for others can help you do that. How can we be more useful and less salesy? How does providing an excellent customer experience result in recurring business? How can an assistant help us focus on high-value tasks? In this episode, Brian and Cindi Richardson share how they made it big in a small market.     You have to deliver excellent customer service—not just to clients, but also to the agents in your market. -Michael Hellickson   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA     Three Things We Learned From This Episode Outsource time-consuming, low-value tasks Our lives would be less cluttered if we outsourced the time-consuming tasks that must be done but don’t bring much value. When we gain more hours in our business by eliminating the mundane work, we are free to f

Building a real estate business in the luxury market comes with its own unique challenges, but are clients from this segment really that different? How can we walk the extra mile for a luxury client without sacrificing our free time? Why are photographs important for both the advertising process and in convincing a seller to list with us? In this episode, Josh Zollinger talks about how he broke into the luxury market and shares what he’s learned since.     Whoever you are without money, you are just more of the same with money. It’s a multiplier. -Brian Curtis   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Be helpful, not just friendly People don’t meet with us because they need a friend, but because they want to buy a house. This is why so important to make the process professional, effective, and stress free for them. N

A lot of agents underestimate the value of building relationships with the agent community, and they miss out on great opportunities. How can we add value for our fellow agents? Why are relationships the lifeblood of our industry? How do we build relationships with people on the institutional side? On this episode, Ken Pozek shares how he grew his volume to $40 million in just two years in a new market, and why relationships were so instrumental in his success.     If we’re not building relationships with our clients and our other Realtors, our function becomes moot. -Brian Curtis   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Be intentional with your actions at events. Build relationships while you’re there. When we leave our business and family behind for days to go to an event, we can’t just go there to stay in our cli

When we’re doing a lot of deals and everything is running well in our business, it’s easy to miss the early tremors of a shifting market. What are the details we need to pay attention to in order to know that something is coming? Which market should we pay close attention to? How do we make sure our businesses are well-balanced? On this episode, Mike Bjorkman shares how he managed to thrive through two market shifts, and the early warning signs we should be paying attention to.   We want to make sure we’re positioned well for anything the market does. -Mike Bjorkman   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Even when things get tighter financially, never scale back on your coaching During a shift, a lot of teams leaders are going to freak out and start tightening up the purse strings. They usually start to cut back on coa

A lot of us are seeing low conversion rates because we lack tenacity on our leads.How can we empower ourselves with information about the buyer so we can better serve them? What should our attitude be toward incoming calls? What’s the most effective way to assign leads to agents on the team? On this episode, we talk with Mike Bernier about maximizing his realtor.com leads and converting them at a higher level.     Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Assign leads to agents based on the right fit The ISA is part of the team, and he or she knows the agents well. When the ISA is on the phone with the lead, they’ll know which agent will work best with the person. You need a good fit for the lead so the buyer moves forward.   Use the conversation to learn about the other person It’s really important to ask good q

Most team leaders would never entertain the idea of hiring agents who are new to the industry, but it is something we should all consider. What are the benefits of hiring “green” talent, and how do you interview to find the right fit? When it comes to listing presentations, how can you hold them in your office successfully? How do you make sure you go above and beyond your competition in these in-office presentations? On this episode, Kevin Yoder shares how he’s making two over-looked strategies work for his team.     When we invest the right amount of time and resources into the right thing, we get return on investment. -Michael Hellickson Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Show clients the value of coming to your office as early as possible Great leaders aren’t afraid to train people to become better than

 We often underestimate the impact our children can have on our business, or the long-term benefits of learning what hard work looks like from an early age. How can working with us impact our children? How will this affect their future careers? And why is it important for them to learn strong work ethic early on? In this episode, we will share 4 amazing stories of teens who work side by side with their parents to grow their family business.   Ultimately, we all have the same goal. We want to build our company and leave a legacy. -Amber Santa Ana   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode The hours invested today will pay off tomorrow Whether our children decide to continue working on our business or find a new path for themselves, the discipline and the work ethic learned now will help them in any career they pursue.

A lot of us easily forget the value that comes with going the extra mile with our listings. How does committing to adding more value actually give our clients more returns? Where are we missing the mark and could be doing better? How can we create scarcity around even the most common properties? On this episode, Todd Tramonte joins us to share the 7-step action plan that allows his team to not only increase their commission but help clients earn more.   It’s not about what we do or the cost of the things we spend money on-- it’s the return to the client. -Todd Tramonte   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Don’t fear pre-inspection. Turn it into a marketing lever A lot of people are afraid of pre-inspections because they think there’s a liability issue with disclosure. Actually, a pre-inspection solves a lot of pot

A lot of us aren’t hungry enough for our goals and it shows in our results. How can we overcome this so we can start winning? Why are relationships so important? What does it take for us to stop making excuses and step into our purpose? On this episode, we discuss some of the key learnings and insights from our Listing Agent Bootcamp.     Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Excellent client service is always rewarded Don’t rest on having a big database. It doesn’t mean you don’t have to put in effort. Great customer service during the transaction is a given. What makes the difference is how we take care of our clients after the transaction. That level of customer service is what gets us the referrals.   Think financial freedom, not debt freedom The goal should be to achieve to be financially free, not to be

One of the biggest misunderstandings in real estate is what a team leader actually does. It’s not about sitting back and collecting a paycheck. What is the truth about what it takes to succeed? How do we know if the time is right to grow a team? How do we learn to push things forward in our team? On this episode, we talk to Michael Baird who shares on transitioning from solo agent to team leader.   You want to be the one to call them when they’re ready. You’ll never know when they’re ready, so you gotta keep calling. -Michael Baird   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Success has a lot to do with repetition A large part of success is doing what you’re good at over and over again. It’s all about getting into the habit of doing what you have to do, even when it gets tedious.   Team leaders have to bring value

The idea of an objection can be intimidating to a lot of real estate agents, but it doesn’t have to be. What are ways we can resolve concerns, and actually turn them into opportunities to provide value? How can we tell the difference between an objection and a simple question? How can we reframe an objection? On this episode, Jesse Zagorsky shares how to handle objections like a pro. If there’s an awkward pause in the conversation after you’ve handled the objection it’s probably because you should be closing. -Jesse Zagorsky   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Know the difference between an objection and a question There’s a huge difference between an objection and a question, and we have to know this. Sometimes a question comes up at the right time, and the person has every right to ask. All we need to do is ans

Technology and other disruptions are affecting the amount of referral business we’re getting these days. As leaders, how can we adapt to this going forward? What does it take to still be top of mind? On this episode, Brandon Nelson shares how his team has prioritized speed to response, and how they continue to foster referral business in today’s changing real estate landscape.   We’re striving to be in front of the people who are most likely to send us business. -Brandon Nelson   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Referral business is shrinking for agents 5 years ago, 61% of the average agent’s business came from repeat and referral business and sphere of influence clients. That number has dropped to below 44% and a lot of that has to do with more consumers. 98% of all buyers start their search online, and 72% of

As a rockstar, you have to wear many hats to make it work. How is a team leader different from being a solo agent? What are the advantages of having a team? Why do so many agents lose the listing? In this episode, Ken Crotts shares how he went from being a solo agent to leading a team that closes an average of 4 listing per week, and how he has created more time for himself and his family.   I quickly found out that being a team leader is very different from being a good agent. -Ken Crotts   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Make sure you provide enough information about how you can help Usually, when sellers aren’t decided on who to work with, they simply haven’t received enough information about us and what we can do for them. When they bring out the objection of seeing other agents as well, ask them what el

When it comes to building an audience online, video is a powerful tool. It encompasses all of the other content types in one place and stimulates both the auditory and visual senses. How can video can help us sell more real estate? What makes some videos get so many views while others are ignored? What type of video creation should we focus on? In this episode, the founder of the #1 team in San Diego, Kyle Whissel, shares how he uses video content to build trust and get referrals.   When I do an open house now, people come in and we instantly have a rapport because they’ve seen my show. -Kyle Whissel   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode What differentiates good videos from bad ones All viral videos have one thing in common: the content is high quality and on the right platform. Boring videos get no engagement, and

  Many agents never get more deals because they aren’t having more conversations and engaging with people. How might we be getting in the way of our own earnings? What are some of the best free lead sources we can use? What is the fastest way to get “now” business from a free lead source? On this episode, we talk to Garrett Pancheri and Dustin Cagle about how they have found success with leads without spending money.   When you get comfortable talking to people, you’ll sell houses and get repeat business and referrals. -Garrett Pancheri   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Use Facebook to connect with people If you had a conversation and it ended well, it’s easy to go on Facebook and send them a friend request because you're fresh in their mind. These people will start seeing all you’re doing. This will expand you

  Building a team takes more than just solid real estate experience. What IS the pattern for success? Why do some teams with great agents end up failing? What role does team culture play? In this episode, Brandon Landro shares his experience on how to build a real estate business that passes the test of time.   Culture matters. If they don’t fit with the group, it doesn’t work. You’ll find that you’re “forcing it” all the time. -Brandon Landro   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Don’t be in the middle If we want to build a team, we need to make sure we understand the numbers involved. Don’t stop at a medium-sized team because you will have high expenses, yet not enough people to help you cover them. A small team has the advantage of fewer expenses, and a big team has the advantage of making more sales. At the e

Getting the right people on your team is hard, and keeping them is even harder. Retaining team members for as long as 20 years is nearly unheard of, yet our guest has done just that. What are keys to hiring well, keeping people on your team for a long time, and creating a family feel? How does a dynamic of responsibility and humility impact culture from the top down? On this episode, we talk to Heidi Hines about creating a culture of people who want to win, who love their team, and want to stay. Make sure people feel good. You want people to want to come to work. -Heidi Hines   Resources:  - Join the Club Wealth Real Estate Agent Mastermind Facebook Group - Get info on the Business Strategy Mastermind Conference November 13th-15th 2018 in Anaheim, CA   Three Things We Learned From This Episode Try to maintain good relationships with all agents. We never know where our next great recruit will come from. RecruIting people on the other side of the transaction is a great idea. When we work with someon