Ladies and Gentlemen, are you in for a treat today! 

On today’s show we dive deep with Brady Sandahl, CEO and Founder of the Sandahl Group from Palm Springs, California and also the International Director of Growth of Keller Williams Luxury, the global boutique arm of the largest real estate firm in the world. 

David and Joe probe Brady on what it means to do real estate the “Ritz Way,” meaning how do professionals like you and I deliver exceptional client experience and service to our “ladies and gentlemen.”

In this show you’ll learn:

• How Brady transformed companies like Sotheby’s International Realty

We know that this episode will help you take your real estate to the next level and so grab a pen and paper and get listening. 

And if you like what you hear, consider joining us in Scottsdale, Arizona in March when we host “Real Estate the Ritz Way Live” with Brady Sandahl. More details to follow. 

Jennifer Wehner is one of the top agents in all of Arizona and in her brokerage throughout the nation. 

She was born and raised in Riverside, California, and became pregnant with her daughter during her freshman year in college. This spurred her to want to do the right things in life, get back to her roots, and chose Arizona because the cost of living was much more reasonable. 

Jennifer started in real estate in 2003. She was a top agent for several years, then lost everything in 2008. She did REO's and short sales while she was pregnant to make ends meet, but then turned things around with an investor in 2011. Jennifer created her team in 2014, and the team sold $200 million in volume in 2021.

Back in 2008, when the market was changing, she started working within the changing market, learning how to work with clients whose needs had changed dramatically.. In 2009, she learned collaboration and working with masterminds. She kept her cool with healthy activities like hiking, hot yoga, and playing with her kids. She got rid of her limiting beliefs, and that led her to her greatest successes!

She loves technology and like to research information. Although she is an introvert, she found ways to use videos to reach clients. She also loves history and art history. Jennifer believes we are in the middle of a renaissance, a change in a four hundred year cycle. It is the curiosity that drives her to action, and the action helps expand her business.

Jennifer’s new book is going on presale in September: The Renaissance Real Estate Agent: how to unlock the art of assistance in your real estate business.

Contact Jennifer by email at [email protected]. Visit Jennifer’s real estate website, The Wehner Group. Stop by her Facebook page or her Instagram page to see what’s new with her real estate business. Check out Jennifer’s YouTube channel. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

When Richard graduated from school, he and his brother started a construction business focusing on painting. But their skills focused on administering remodeling projects, from small to very big projects. They hired architectural and administrative staff in Milwaukee and Chicago, and built all over the country. In 2003, they sold that business and went into development, initially focusing on offices but then condo conversions took off. 

By 2008, they were buying troubled projects and turning them around. His organization saw what was happening, and knew there were opportunities to work with projects. They leveraged new programs for sales to mitigate downside risk, upgraded common areas, and rented a number of the units. Richard knows the real estate market gyrates, but generally always goes up over time. Richard notes that if you’re not failing you’re not trying! You can’t innovate without experimentation.

Richard and his team came up with unique ways to get people to be comfortable with buying at the bottom of the market. They went deep with questions to understand the motivations and fears, and how to bridge both!

Richard believes the real estate market gyrates, but generally always goes up over time. As a result, he operates with ideas that help him figure out how to meet the market’s needs:

• If you’re not failing, you’re not trying!

In 2015, Richard bought a team that was doing $30-$40 million in sales. He grew this four-person team up to 18 people (9 agents, remainder are administrative) doing $180 million in sales–almost all of it by repeat business and word of mouth. 90% of their appointments start with a hug, because they know the people! At that time, he wanted to build a business around his life, since he was well capitalized.

Richard does a lot of mentoring with individuals, teams, and groups. He treats everyone as if they have a compelling story, regardless of how much they have sold. And he focuses on what is a win for the seller and the buyer, not just traditional solutions like CMAs. The administrative staff provides a lot of support for the agents, and all work together to sell homes. The goal is for all of the team members to make more and work less.

Contact Richard by email at [email protected]. Visit Richard’s real estate website, The Falk Ruvin Gallagher Real Estate Team. Stop by his Facebook page or his Instagram page to see what’s new with his real estate business. Check out Richard’s LinkedIn page. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

We hope you had a wonderful 4th of July weekend.   This is the last of our 3 episode "Best of" run.  David & Joe Will be back next week with a brand new episode.

Pete Ruiz left his first career as a major league baseball pitcher with the Red Sox and pursued real estate with Keller Williams. 

On today’s show, hear how a man who appeared homeless and literally fell asleep at an open house that Pete was holding turned out to be an inflection point in Pete’s career.

When you’re finished today’s show you’ll learn:

• Why you never should take any prospect for granted

Today Pete’s business in California does around $150 million in volume and he breaks down how we was able to scale using disciplines you too can wrap your arms around.

You can find all the show notes at aipodcast.co/show/58.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Interested in joining the brokerage that’s redefining agent opportunity in Scottsdale? Reach out by DM, email at [email protected] or directly at 480-767-3000.

A Team Leader/CEO of Keller Williams  Las Vegas, Buck also has a wildly successful Commercial Real Estate Sales business. Buck’s Passion for Real estate and life really shines through in his success. Along with that passion his resourcefulness has allowed him to make positive strides in his business. 

In his time as a Team Leader, Buck has helped 12 agents take their businesses to the  Millionaire Real Estate Agent status. Learn how Buck coaches using proven systems and models, and how he has helped agents find the gaps in their business to get back on track when they have strayed from those proven systems.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Check out this “Best Of” episode from Dec 15th 2020.  This is a replay of Episode 34 featuring Guest Johnny Wolfe.

Joe is back for Today's show! You can hear the excitement from both our hosts when they learn about a different way to invest in Real Estate. Find out what that is when hosts David & Joe talk to Johnny Wolff CEO and Founder of HomeRoom.

HomeRoom takes the idea of home sharing to another level.

 Find all the show notes at https://aipodcast.co/show/34.

Getting into real estate or looking for a new brokerage? Email [email protected] to learn about partnership.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Follow Joe on social @joe.quattrucci | Joe Quatrucci is the Director of Growth for the Kristan Cole Network, a national leader in residential real estate. He is founder of Atlas Holdings, PCX Real Estate Expansion, and the Market Center Strategist at Keller Williams Arizona Realty in Scottsdale, Arizona.

Before real estate, I was a recording artist for RCA records with my twin brother. We had a few deals, but then 9/11 happened and the recording division was dismantled. Then, I managed my mother’s salon business during a transitional period. In a year’s time we nearly doubled the weekly gross. I thought what business could I do where if I put in the effort, I could get the same or better results? Because I love people and design, I chose real estate. 

To transition from the salon business to real estate in the early 2000s, I had to reinvent myself. I also had to convince people of my experience on the professional side of the salon business. Today it is so much easier to connect with people. Anyone can shape their image on social media and tell their story. Back then, I just had to be out and meet people all the time. Most of my business now is referrals. It did take time, but I found ways to become their resource for real estate and they soon connected me with that concept. 

Going into the industry even as the market was changing, I stopped doing music, went all in to real estate, and doubled my business. I got to $10 million and stayed there over four years, but thought what do I need to do to get to the next level. Once I did that, I grew all the way up to $50 million. Understanding the costs involved with activities is important so I could focus on the tasks that made me money, and leverage that to get more business. I also added commercial real estate to help counterbalance the roller coaster of the residential market. And at the end of the day, it’s all about meeting people, just like in the residential real estate market!

Jon Pauls’ words of advice as we head into a Shift:

• Keep your eyes open–we know what’s happening

Contact Jon Paul by email at [email protected]. Visit Jon Paul’s real estate website, The Molfetta Team. Stop by his Facebook page or his Instagram page to see what’s new with his real estate business. Check out Jon Paul’s LinkedIn page. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Jeff never wanted to be tied into working for a big company, even with his Master’s Degree in Computer Science and Technology. Instead, he has a strong entrepreneurial drive, and wanted to get into real estate to fix and flip homes. He could not find a good agent so he got his license and started working. He found many people wanted to work with a good realtor, so over time he figured why not do that instead of the fix and flip, and then have no overhead and less risk. 

Jeff built up his business to 80-85 homes by himself, with no help, even taking his own photography. This helped him learn how to be efficient. Eventually he hired his wife, formed a team, and has continued to grow each time he leverages an addition to his team. He and his team focuses on super-efficient activities to help them achieve more, especially with time-blocking. Everything must be intentional, and if it’s not on his calendar, it doesn’t exist.

Jeff focuses on what he has to do to meet his goals!

A key aspect of Jeff’s success is having the inside sales team to get the process started with marketing, farming, and their online presence. It was this support that helped increase the focus on listings and enhance their value proposition. With virtual assistants, they are at about 25 team members, with the majority focused on support. Jeff teaches his team how to utilize the leverage they have, and earn the right to more leverage when they are successful. There are also several people who train each other and know the business, so if someone leaves it is easy to fill the position–the team has depth and good training processes. Jeff understands the individual, and through influence he leads them to the goals they want, and what the team wants.

Contact Jeff by email at [email protected]. Visit Jeff's real estate website, Tricoli Team. Stop by his Facebook page or the Team’s Instagram page to see what’s new with his real estate business. Check out Jeff’s LinkedIn page. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Justin started his career working in schools at after school programs, including sports and as a math tutor. Working in a Title 1 school, he taught other teachers how to work with the kids. He then worked for Pepsi for 10 years, and he fell off the cliff–the long hours and stress hurt two marriages. However, he always loved real estate but wasn’t sure how to get into the industry. He didn’t have the look, and had some tattoos on his face and head. He saw people dressed nice, starting their day at 8AM, and he had already been to work for 5 hours. He eventually hit a wall–felt stuck in his job, wanted his kids back, wondered who would hire him. He was stuck. 

This gave Justin motivation to do something different with his life. He has already done a lot of research on the industry, and then he signed up for real estate school that night. He finished his coursework in two weeks. While still working 60 hours a week, he started selling homes right after he got his license. Two years have passed and Justin has seen great success. It has not been without challenges–some people have thoughts that people with tattoos can’t be in real estate, but that is not true at all. So many people have been supportive, and it has fired him up. His “why” is to shut down unprovoked negativity. It’s hard to argue with success, and that’s what he was aiming for!

Justin finally left his day job and went full into real estate–and then Covid hit. But he put all his ideas and plans he had been working on into play, and used his experiences and comedy to really stand out in the market. He created funny videos, got attention, and then leaned into perception of work and success to believe in his success. Justin’s marketing approach led to even greater success, and he is now one of the most well-known agents in the valley and even has billboards around the city. Notably, he also gives tattoos as a closing gift. Talk about a way to stand out from the crowd!

Contact Justin by email at [email protected]. Visit Justin’s real estate website, Call Tattoo Real Estate Group. Stop by his Facebook page or his Instagram page to see what’s new with his real estate business. 

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.

Prior to entering the real estate industry, Elizabeth owned and operated a Bed & Breakfast in rural northern California, outside of Sacramento on a 142-acre ranch. She and her husband raised their three kids there, had a rescue zoo, and met many wonderful people from around the world over that thirteen year time-span. Some famous people stayed with them, like David Hasselhoff–he was very funny and has a great sense of humor! 

As the market declined, Elizabeth and her husband worked to keep things going, but eventually decided to sell the property. The agents they were working with asked Elizabeth and her husband to get into real estate with them. She discovered the best training on the internet for real estate was from…Keller Williams agents!

Being remote and rural, Elizabeth wanted to go farther faster, and she chose Idaho as her brother was moving there. In June 2016 they moved to Idaho, and she started interviewing and joined Keller Williams. She also joined the coaching program and took all the training she could, then joined a team as a Listing Agent. Elizabeth pushed to do door knocking, and went with a partner. As a result, she met many very nice people. It was this experience that helped her realize that Idaho was the place for her to be. 

At one point she went to a different brokerage, but the database was not current, and she helped the agent know that they needed an inside salesperson, not her as a Listing Agent. At the same time, she was getting callbacks from the previous work she did, and the KW brokerage asked her to come back as a Buyer Agent. Elizabeth created her own process for data collection from open houses and follow up. Following the MREA model, she eventually hired an Executive Assistant, and her business doubled. 

By following more pointers from a book called Perk Your Sphere, Elizabeth has implemented many programs and continues to build her business. She has become the Vice President of Training and Growth to help other agents learn important points through a well-organized program. They are focused on a three level training program called Mission-Vision-Mastery, with all the training available on an app that is also available on desktop through a platform called The Mighty Networks.

Contact Elizabeth by email at [email protected]. Visit Elizabeth’s real estate website, Lysi Bishop Real Estate. Stop by her Facebook page or her Instagram page to see what’s new with her real estate business. Check out Elizabeth’s LinkedIn page. Visit the Invested in Idaho YouTube channel. Visit Amazon to find Perk Your Sphere, the book Elizabeth mentioned that helped her reach over one million GCI.

Follow David at @daviddmorse on Instagram and Joe at @joe.quattrucci. Join David & Joe at Keller Williams Arizona Realty, where productive agents redefine their business. Reach out by DM, email at [email protected] or directly at 480-767-3000.