Club Wealth TV

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

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. 

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 

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

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. 

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

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 Bio

To download Anthony’s New agent questionnaire go to http://clubwealth.com/anthonymanzon/. 

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

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 [email protected]. 

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

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. 

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 Bio

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

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 [email protected] or [email protected]. 

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

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. 

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/

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

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