Daniel Keltner talks about: The WORST first year of real estate production ever recorded, virtual assistants (VAs) in detail, how he went from breakeven to profitably by outsourcing to VAs, his entire process of finding, hiring, training, and utilizing VAs, where do you find VAs, which countries have the best labor pools, his experience with 3 major outsourcing companies and what to avoid, how to post jobs, screen applicants, and negotiate agreements, how much to pay…you’ll be surprised by the low cost, his quick and easy training system, the cheap internet tools to make it all work, which tasks a VA can do well, and which ones they can’t, how his REO business works, the best approach to getting into the REO business, his team, his profitability, and more.

Toril Schoepfer talks about: Starting her career while in college, rebuilding after the Great Recession, restructuring, reorganizing, and settling over $2 million dollars in debt, growing her brand “Toril Sells Houses”, creating a “mothership” database system for all her leads, past client and sphere of influence marketing plan, client appreciation party including BBQ, custom t-shirts, and vendor participation, top 20 “walking billboard” advocates and ambassadors, clickable CraigsList ads that generate 400% more leads, property flyers that cause the phone to ring like crazy, using your child in your advertising and paying them for modeling, team structure and daily huddles, managing her team with daily accomplishment emails, and more.

Nancy Jenkins talks about: Starting her career when mortgage interest rates were 18%, reaching for the next level in order to fund a current need, thinking in terms of units not volume, how she generates 80% of her business from repeat and referrals from past clients and sphere of influence, her marketing plan designed to touch her sphere 15 times per year, prospecting for business and how she asks for referrals, how her monthly newsletter appeals to the four personality types, deciding to scale back her production to a manageable level, how to give back with college scholarship giveaways, Boys & Girls Club, United Way, and charity work, adding her first assistant, what her team looks like today, working with your spouse and children, how to be a laissez-faire manager, and more.

Les Walden talks about: Relationship lead generation that creates 2/3rds of his business, how he makes friends and money at the same time, the revelation that made his business more successful and more enjoyable, his super profitable business model with a 72% net profit margin, database segmentation into 3 groups: Target 25, Hit List, and Connectors, his marketing schedules for each database group, scripts and dialogs for sphere of influence calls, details about his two annual client appreciation events: Floatapalooza and Santa Claus Party, team structure and compensation including profit sharing, transparency, open book management, and more.

Mitch Ribak talks about: Why he based his practice on buyer sales, how he generates 75% of his business from cheap internet leads, internet metrics like cost-per-click, cost-per-lead, and cost-per-sale, how he can turn $200 into a closed transaction over and over again, how to design a successful google ad, an unknown internet lead source that costs half as much as google adwords and generates 33% more leads, which landing page is better: open search or forced registration, what was his biggest marketing mistake, how to build and manage a huge database of leads, exactly what’s inside his high conversion follow up system, what he did to sell 36 homes his first year, why he built his team based on mediocrity, how to use lead conversion agents to convert more leads and make more sales, team structure and pay, net profit percentage, and more.

Shane White talks about: His parents influence on his career, dominating in a small rural market, business planning and reviewing numbers monthly, cutting expenses to achieve higher profits, past client and sphere-of-influence maintenance program and schedule, client appreciation events including Christmas in November party, Thanksgiving pie giveaway, and football tailgating events, community and school involvement programs, market presence, reputation, and geographic farming, evaluating your marketing effectiveness by tracking and comparing your lead sources, closing sources, and commission income, team structure and buyer specialist compensation, using a virtual assistant and tasks assigned, expense and net profit percentages, and more.

John Jones talks about: How to generate 60-65% of your business by referrals from past clients, sphere of influence, and other agents, getting referrals without begging, bothering, or pestering, how to easily make 24-30 contact per year with your sphere of influence, who to put on your Target 25 list…it’s not who you think, how to scrub your past client & sphere of influence lists using this single question, putting on 3 client appreciation events per year (bowling party, bar-b-cue, and pie giveaway) including how to set it up, how to market it, and how much it costs, surviving the deep, nasty, multi-year recession and the #1 lesson he learned, the pain of shifting into a new business model immediately after investing in the old model, the difference between buyer agents and sales consultants and how to compensate for retention, leads from Dave Ramsey, building personal wealth through real estate partnerships and investment property, what the exact profit margin is for his operation in good times and bad, and more.

Steve Cohen talks about: How to sell your listings in 31 days or less even in a down market, why telling stories will sell more homes, how to earn higher commissions, get fewer objections, and sell homes faster, setting all your listing appointments in your office (including scripts), getting hired before you see the house or set a price, how to price a home to sell and getting the seller to agree using the “grocery line” concept, what is a “worry price” and how to use it to sell more homes, how to calculate the “absorption rate” for the seller’s home (vs the general market), what you need in your pre-listing package, how to bounce back from a major set back (illness, divorce, downturn), reorganizing your team in tough times and rebuilding after shrinking, realtor partners vs buyer agents, how to generate 80% of your business from high-profit sources such as past clients, sphere of influence, and referrals, wowing your past clients with a gift that keeps on giving year after year, and more.

Rhyan Finch talks about: Working as a plumber’s apprentice before his real estate career, his fast start selling 4 homes his first month and 30 homes his first year, his early work in property management, buyer sales, and traditional listing, early frustration taking 100 short sales listing, but only able to close 1 in 10, his big break listing 22 REO homes on the same day and quickly building up to 150 listing in 6 months, the financial stress of feeding a cash hungry business…and how he solved it, transitioning from field work to managing the team, REO software that reduce time and staff needs, doubling his business every year (he sold 735 homes year-to-date), expanding into building homes, flipping homes, and developing his portfolio, ambition to buy and flip 100 homes in the next 12 months, focusing on “savings’ and reinvesting in profit generating enterprises, saving 50% of every commission check, being married to a super successful wife, the mental side of the business with a long discussion about self image, his team structure including the lead agent role, what drives a person to be successful, and more.

Buddy Blake talks about: New construction, developers, and listing homes for builders, helping builders outsource their sales force to you…and how you get paid, assisting developers and builders from land acquisition to finished product, how to drop all print advertising in newspapers & magazines and generate leads online for less, becoming the local real estate expert by writing a book with a ghost writer, how to triple your seller leads with the same marketing budget, a long discussion of the principals behind a guaranteed sales program, radio advertising to generate massive seller leads…that costs less than you think, profiting from celebrity endorsements, using internet marketing (including SEO, craigslist, and free resources) to generate a database of 40,000 leads, how to follow-up with 40,000 leads every week for only $250 per month, hiring a coach for your team members, his profit margin, and more.