In this episode of Ambitious Broker, Holly Hatch and Chris Johnson share their comprehensive journey in the industry, covering their strategic use of social media and video to capture and cultivate clientele in the San Fernando Valley. The couple discusses pivotal topics such as building a robust brand, integrating operational systems, and the critical role of customer service. They delve into industry challenges, including adapting to commission changes while offering advice for maintaining strong client relationships. Beyond professional strategies, Holly and Chris emphasize the importance of a competitive work ethic, continuous learning, and community involvement, alongside their aspirations for philanthropy despite current business demands. Their experiences provide a roadmap for new agents looking to learn, plan, and grow in the real estate arena.

KEY TAKEAWAYS

• Harness Consistency: Regular and consistent video content and social media engagement are crucial for branding and building credibility.
• Focus on Personal Service: Close communication, constant evaluation, and personalized attention are essential elements of providing excellent customer service.
• Embrace Hyperlocal Marketing: Immersing in and deeply understanding local communities can significantly enhance business credibility and connections.
• Evolve with Creativity: Continuously innovating and creating engaging, unique content can distinguish your brand and capture the audience's attention.
• Utilize Systems and Technology: Implement CRMs and other technology tools to maintain organization, streamline processes, and avoid task slippage.
• Invest in Professional Production: Hiring professional videographers and utilizing advanced tools like drones can dramatically improve the quality and effectiveness of your video content.
• Encourage Self-Branding and Training: Teach new agents to develop their brand, lead generate independently, and provide them with structured guidance and systems for growth.
• Balance Compassion and Competition: Compassion for clients and a competitive drive are both necessary for long-term success and personal fulfillment in the business.

QUOTES

• "I treated real estate the same way I got there in the morning. I took all the calls that I could, I took people's business. I went and I followed everybody around. I did what everyone else was doing. I studied the market."
• "It's not easy. So what's the first thing you want me to do? First thing is, you sit down and start learning."
• "Maybe it's from that place of being here in LA and going, I know stuff, but nobody knows me. And now I need to prove myself."

Check out Holly Hatch & Chris Johnson and their work through the link below:
https://hollyandchrisluxuryhomes.com/

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:
Linkedin: https://www.linkedin.com/in/roger-hance/
Call: (818) 718 - 3020
Email: [email protected]
Website: https://escrowtech.net/

Please like, comment, and subscribe!

Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Jim Rimley, an experienced real estate professional who started his career at 19 and quickly grew his business to one of the largest in Oregon. With over 35 years of experience, Jim has been deeply involved in coaching, training, and speaking on various aspects of real estate. The discussion covers topics including the importance of building and leveraging a sphere of influence, establishing daily non-negotiables for success, the role of accountability and measurement, and the effective use of video and social media for marketing. Jim also delves into the dynamics of real estate teams, partnerships, and the evolving landscape of buyer representation and commissions. This episode is packed with actionable insights for both new and seasoned real estate agents looking to elevate their careers.

HIGHLIGHTS

• Importance of Sphere of Influence: Focus on building and maintaining a robust network, referred to as your "sphere of influence."
• Incremental Wins: Establish daily wins to build momentum in your business.
• Clarity and Goals: Importance of having clear, specific goals and understanding the "why" behind them.
• Consistency: Consistency in efforts, like daily calls or texts, is key to success.
• Video Use: Incorporate various types of video content for marketing, including behind-the-scenes footage.
• Farming Techniques: Use cluster farming and AI to target the most likely sellers in a geographical area.
• Business Partnerships: Enter into partnerships with clear, written agreements and an exit strategy. Be cautious as they often end.
• Team Management: Understand the financial and managerial implications of leading a real estate team.
• NAR Settlement and New Commissions: Transparency with buyers regarding commissions, using net sheets for buyer costs.
• Promoting Seller Offers: Use Google Forms and QR codes to keep listing agents updated on seller commissions.

QUOTES

• It’s incredibly dangerous for agents to have freedom without self-direction. – Jim Rimley
• “Your income is directly proportional to how many people know you, like you, trust you, and know what you stand for.”
• “Consider having a video strategy for your listings, like raw, no-edit videos, to engage your audience.”
• “Behind-the-scenes videos create an anticipation that can be very powerful in engaging with potential buyers.”
• “We want to build raving fans—a thousand true fans can significantly elevate your business.”
• “Partnerships will always end. The first thing you need to do is figure out your exit strategy.”
• “The most profitable person in real estate is a solo agent with one assistant that's crushing it”.
• “Be transparent with your clients about anything they might end up paying for out-of-pocket. Transparency builds trust.”

You can reach Jim Ramley through the link below:
LinkedIn: https://www.linkedin.com/in/paige-schulte-465776228/

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:
Linkedin: https://www.linkedin.com/in/roger-hance/
Call: (818) 718 - 3020
Email: [email protected]
Website: https://escrowtech.net/

Please like, comment, and subscribe!

Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, we dive into the inspiring story of Paige Schulte, a real estate broker from Washington who has established herself as a leading agent. With over 100 transactions annually and countless awards under her belt, Paige shares the strategies that have propelled her success, including building community connections, leveraging unconventional marketing techniques like a community-focused coffee table book, and prioritizing authenticity and trust in her client interactions. She also discusses the importance of focusing on listings, investing in long-term branding, and using video content to create an evergreen online presence. Get insights into how Paige maintains exceptional service standards and manages a growing business even during challenging times.

HIGHLIGHTS

• Entrepreneurial Mindset: Paige emphasizes the importance of approaching real estate as a business, focusing on building a sustainable brand rather than just making quick sales.
• Trust Building: Establishing trust through consistency, transparency, and deep local knowledge is crucial to long-term success in real estate.
• Niche Marketing: Paige highlights the power of targeting a specific market and becoming the go-to expert in that area rather than trying to serve everyone.
• Leveraging Digital Presence: Building an online presence and mastering digital marketing are key strategies Paige used to grow her business rapidly.
• Resilience and Adaptability: Paige shares how she navigated challenges, from moving to a new state to surviving the uncertainties of the COVID-19 pandemic, by sticking to her plan and continuously adapting.

QUOTES

• “If you want to make doctor money, you have to think like an entrepreneur and be willing to invest in yourself.”
• “I’m not trying to be everything to everyone. I’m focused on serving my ideal client, and that’s what has made all the difference.”
• “You have to build trust fast, and the best way to do that is to know your market inside and out.”

You can reach Paige Schulte through the link below:
LinkedIn: https://www.linkedin.com/in/paige-schulte-465776228/

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:
Linkedin: https://www.linkedin.com/in/roger-hance/
Call: (818) 718 - 3020
Email: [email protected]
Website: https://escrowtech.net/

Please like, comment, and subscribe!

Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

Jimmy Burgess is a seasoned real estate professional with over 30 years of experience in the industry. He is the CEO of Berkshire Hathaway Home Services Beach Properties in Florida and has been recognized as one of the 200 most influential people in the real estate business by Swainpool. With a background in sales, team management, and executive leadership, Jimmy brings a wealth of knowledge and expertise to the real estate market.

In this episode of Ambitious Broker, Jimmy shares valuable insights and advice from his extensive experience in the real estate industry. He emphasizes the importance of being proactive, resilient, and focused on building relationships with clients. Jimmy discusses the significance of consistent effort, effective communication, and the impact of video marketing in today's market. Listeners gain practical strategies for success in real estate and valuable lessons on professionalism and personal development.

HIGHLIGHTS

• Building strong relationships with clients is essential for long-term success in the real estate industry.
• Consistency and perseverance are key factors in achieving desired results in business.
• Leveraging video marketing can significantly enhance your reach and attract the right audience.
• Patience and strategic planning are crucial in navigating the ups and downs of the real estate market.
• Continuous learning, adaptability, and surrounding yourself with the right team are vital for growth and success.

QUOTES

• "Acting like an outdoor cat means taking initiative, being proactive, and making things happen rather than waiting for opportunities."
• "Communication is the key to success in real estate – whether through phone calls, door knocking, or video marketing."
• "Insecurity is the cancer of real estate people; cultivate patience and trust the process for long-term success."
• "Competence breeds confidence – track your efforts, stay consistent, and believe in the results you're working towards."
• "Success in real estate is a combination of planting seeds, nurturing relationships, and reaping the harvest of your hard work over time."

You can reach Jimmy Burgess through the link below:
LinkedIn: https://www.linkedin.com/in/jimmy-burgess-6a930312b/

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:
Linkedin: https://www.linkedin.com/in/roger-hance/
Call: (818) 718 - 3020
Email: [email protected]
Website: https://escrowtech.net/

Please like, comment, and subscribe!  

Don't miss out on the valuable insights and expertise shared by our guest/s in this episode of Ambitious Broker! Tune in to the full episode to learn more about succeeding in the real estate industry and stay informed for future episodes.

In this episode of Ambitious Broker, Roger Hance interviews Rebecca Locke, a top 1.5% realtor in the United States and a top 1% producer for Coldwell Banker worldwide. Rebecca shares her career journey from a MAC Cosmetics makeup artist and manager at Nordstrom to a successful real estate career starting in 2006, motivated by a need for career flexibility to focus on her family. The episode delves into the importance of service, authentic client relationships, continuous personal and professional growth, and leveraging technology. Through her stories, including unique client experiences like befriending a ghost and working with a top songwriter, Rebecca emphasizes the value of integrating personal passions into business and community involvement. She provides insights for new real estate agents and stresses the balance between a demanding career and family life.

HIGHLIGHTS

From Makeup Brushes to Million-Dollar Listings: In this episode of Ambitious Broker, Roger Hans interviews Rebecca Locke, whose career trajectory from MAC Cosmetics to top-tier real estate reflects her journey from makeup brushes to million-dollar listings. Starting in 2006, Rebecca transitioned into real estate to achieve career flexibility without compromising her family commitments.

Emphasis on Authentic Client Relationships: Rebecca emphasizes the foundation of her success—the importance of authentic client relationships and dedicated service. Her approach underscores how nurturing genuine connections can elevate one's career in the competitive real estate market.

Continuous Growth and Technological Integration: Throughout the episode, Rebecca discusses the pivotal role of continuous personal and professional growth, as well as leveraging technology in modern real estate practices. Her insights highlight how embracing innovation can transform client experiences and operational efficiency.

Personal Passion and Professional Excellence: By intertwining personal passions with business acumen, Rebecca shares compelling stories—from unique client encounters to community engagement—that illustrate the value of authenticity and passion in achieving professional excellence.

QUOTES

It's so rare for people to care. Rebecca "I truly care about my clients, I want them to pick the right home, sell at the highest price, and feel confident. I ensure my clients have the best experience through a stressful situation."

It’s very stressful and a very demanding job Rebecca: “I think anybody who's coming into real estate needs to know that it's a very stressful and a very demanding job. And that once you get to a certain level, there really are no days off. It really is 24 seven”

Find something you love and use it to help in your business Rebecca: “Because then you're blending this perfect world for yourself. You know? And for me, it's fashion, interior design, artistry, and the pure blessing I get from giving back to people. So for me, real estate is a perfect world because I'm able to exercise all of that in my career. And that's why it's easy for me to work 16-hour days."

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

• Linkedin: https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website: https://escrowtech.net/

Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of Ambitious Broker, the host introduces the first guest of the new season, Anthony Lamacchia. Anthony is a highly productive real estate investor and owner of Lamakia Companies, which operates in Massachusetts and four other states with hundreds of agents generating over a billion dollars annually. The conversation explores Anthony's journey from working in the landscaping business with his father to becoming a leading figure in real estate. Key topics include the transition from a team model to a brokerage model, the importance of database marketing, the challenges and opportunities brought by industry changes, notably the impact of the commission lawsuit and steering issues. 

Anthony also discusses the significance of continuously adapting and educating oneself in this evolving market. The episode delves into strategic insights on running a real estate business, the role of MLSs, and the broader implications of recent legal developments in the industry.

HIGHLIGHTS

• From Landscaping to Real Estate Empire: Anthony's journey began in landscaping with his father, evolving into a real estate mogul with Lamakia Companies spanning multiple states and a billion-dollar transaction volume.
• Commitment to Continuous Learning: Anthony underscores the importance of ongoing education and market adaptation, vital for sustained success amidst a dynamic real estate landscape.
• Insights on MLS Utilization and Market Dynamics: Strategic insights into optimizing MLS(Multiple Listing Service) platforms and understanding legal ramifications provide Anthony a competitive edge in running a thriving real estate enterprise.

QUOTES

You need to be around people Anthony: "You need offices. You need to be around people. You gotta get your people together. Yeah, If your people aren't together, they'll infight."

Our job as realtors is to do what's best for buyers and sellers Anthony: "They're trying to stretch it, saying things like 'That's steering' or 'You're trying to...' You know, it's almost like a political race with these gotcha questions and comments. You can't make this stuff up. Our job as realtors is to do what's best for buyers and sellers, and as long as we stick to that, we'll be fine."

Navigating Legal Challenges In The Industry Anthony: "And the reason is the way he came out about it. You know, if he had said, 'Anthony, the way you're explaining that could be construed as I would be careful there.' No. Instead, he accused me of [for] a criminal activity for five months on Twitter, in several write-ups, and he did it to the wrong guy. You know, you mess with a bull enough, eventually, you're gonna get the horns." 

You can reach Anthony through the link below:

• LinkedIn: https://www.linkedin.com/in/anthony-lamacchia-520140a/

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

• Linkedin: https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website: https://escrowtech.net/

Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance welcomes Harma Hartouni, CEO of Equity Union. He shares his unique background, from being an American but growing up in Iran and the tenacious way he approaches business. He recalls how he entered sales to survive in the US and being surrounded by people who inspired him.

He achieved success in real estate and built a team of 500 people. He discusses how he could have sold his company and left his agents to fend for themselves, but instead chose to give them something more. His company's focus today is solely on the agent as their belief is that good sellers will provide customers with the best possible service.

HIGHLIGHTS

• Growing up in Iran and appreciating American freedom
• Top performers are: All about winning, specialized for local & coaching with someone
• Entering management and leading culture and recruitment
• Dropping franchise affiliations to go independent

QUOTES

The first characteristic of top performers: Harma: "They had 3 things all in common. One, they never work for money, they're all about winning. None of them said, I'm going to work and make $140,000 in commission. No one had a goal like that. Everybody pretty much wanted to go to listing appointment and I'm going to get this listing appointment. So if it's at $400,000 and all the other listings are 2 million, if the 400,000 seller said I'm interviewing 4 agents, that agent said hell no, I'm going to get this list."

The second characteristic is localized specialization Harma: "Number 2, they were specializing in something which is local. They were somehow, they had a fame in that zip code, in the city for the product they sell."

The last characteristic is coaching as a learning base Harma: "And the third, they were in some kind of coaching association with someone. They were like learning base. Whether they learn or no, but they were in learning base."

Attracting agents to work for an unknown brand Harma: "The whole company's philosophy right now at Equity Union is focus on the agent. We don't focus on the buyers and sellers. If my agents do a good job, the buyers and sellers will get the best service. So we're focused exactly on the agent."

You can reach Harma through the link below:

• LinkedIn: https://www.linkedin.com/in/harmahartouni/

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

• Linkedin: https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website: https://escrowtech.net/

Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by Dalip Jaggi, Co-Founder of Revive. He shares Revive's business model, how it works, and how it has been designed to give both homeowners and agents the best deals for the property. He walks through the process for agents to get represented, as well as for homeowners to get listed. Dalip explains the obvious benefits of renovation but also the less apparent but impactful role of perceived value in getting the most profits for the sale.

HIGHLIGHTS

• Revive is a concierge and more for renovation
• Helping agents close more with more commissions
• Work with Revive: Benefits for homeowners and agents
• Renovations help bump up perceived value

QUOTES

Focusing on one aspect: renovations: Dalip: "We're really focused on just the presale, renovation aspect. And we have no interest, we don't want to be a mortgage broker, we're not a real estate agent. We want to stay in our lane and be brokerage and agent agnostic to this problem that lives today."

Revive's business model: Dalip: "(We offer) pocketbook in terms of financials and in terms of contact. We have the contractors. We front the money with no interest or any fees. Average agent receives 22% more in their commissions because that's how much the average we're bumping up the home. Homeowners, they're the ones taking the money to the bank with another 50, 100, 200, 300 hundred thousand dollars in new profit."

How Revive works contractually: Dalip: "We do one of two things. One, we file a deed of trust on the property and then escrow gives us a call to get that cleared, in which we then render out an escrow pay-off demand. Then, the second thing we'll do if it's under 30,000, I think you would appreciate this, Roger, we do then a UCC-1 filing."

You can reach Dalip through the links below:

• LinkedIn: https://www.linkedin.com/in/dalipj/
• Website: https://www.revive.realestate/
• Email: [email protected]

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

• Linkedin: https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website: https://escrowtech.net/

Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by David Hunt, Owner of Hunt Cellars and Destiny Vineyards. David starts by sharing how he helped develop products that would assist him as he got progressively blind, such as voicemail and the smart home.

He talks about having a purpose and how this helps overcome life’s greatest obstacles, which in his case was inevitable blindness. And as music has always been part of David’s life, he shares how music and winemaking both inspire each other as art forms. 

HIGHLIGHTS

• Going blind and pioneering voicemail and the smart home
• Destiny Vineyards: Making wine according to a personal palate
• Purpose is David's motivation through blindness
• Seek mentorship from the top moneymaker in your industry

QUOTES

David: "I realized I would eventually be going blind and had to make a living and I didn't want to live in the back of a Volkswagen bus but I wanted something I could control which would be in business. If you're honest and you treat people right and you have a good product, you can dictate your destiny."

David: "I helped pioneer the smart home back in the early 80s which would turn lights on as I had a little bit of sight down the hallway and created these macros of which you knew at that too, and these things that helped me work around being blind."

David: "Just do it. Learn on the job. That's my philosophy. Jump in headfirst and get some consultants. Don't listen to your accountants and lawyers. They'll talk you out of it. If you feel in your heart, you follow your heart, you never get lost. That's for sure."

David: "Wine inspires music and music inspires wine."

David: "The process is marketing to get them into your tasting room and then word of mouth. Once they've experienced it, it's good thoughts and good spread of the word."

You can reach David and Hunt Cellars through the link below:

• Website: https://huntcellars.com/

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the links below:

• Linkedin:https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website:https://escrowtech.net/

Please check out the full episode on YouTube or wherever you get your podcasts!

In this episode of The Ambitious Broker podcast, Roger Hance is joined by Chris Decker as they discuss the changes happening in real estate today. Roger sheds awareness on VC money flooding the industry as they aim to take a piece of the very lucrative real estate pie. 

He also talks about Zillow, the one-sidedness of their listings, and how their model takes away business from agents who know their properties best. And not only that, the eventual termination of the iBuyer program proves its unreliability. Roger advises agents: stop using Zillow!

HIGHLIGHTS

• VC is disrupting real estate to get their piece of the pie
• "Real estate agents are zombies" - A challenge to step up quality
• Zillow reneges on its promise and becomes the largest MLS
• To real estate agents: Pay attention and spread value

QUOTES

Roger: "Since 2015, there has been $45 billion invested into new brands of new business models of companies in real estate. And that covers a broad spectrum, it's not just real estate brokerage, it's also the lending business, and insurance and so forth."

Roger: "Suddenly you had Zillow, who said they would never be an MLS, became the nation's largest MLS because they were getting everybody's listings. Here was the bad news, when they did and the clients saw their listings on there, all of a sudden you had a lot of problems."

Roger: "The real goal of these companies is to disrupt how you do business, to eventually take your business away from you. And yet, we're giving them our sign calls. We're giving them our listings to advertise so they can turn around and sell my information to some other competitor of mine."

Roger: "The real estate industry thinks you're a zombie. All it means is you're not paying attention. So please, be alert. Demand professionalism from everybody around you and then look to yourself and those around you as a source of building value."

Please like, comment, and subscribe! 

Get to know more about Ambitious Broker at https://RogerHance.com.

You can also connect with our host and mentor, Roger, with the link below:

• LinkedIn: https://www.linkedin.com/in/roger-hance/
• Call: (818) 718 - 3020
• Email: [email protected]
• Website: https://escrowtech.net/