It cannot be denied that having a team of dedicated, knowledgeable, trustworthy members is a bonus for any real estate agent. Today’s guests, Rachael and Dave Veldkamp are the owners of RE/MAX Grand Rapid, and they are here to tell us how they have managed to groom successful, thriving teams over their many years in business. We learn why the pair decided to build teams in the first place and how they are able, through all the daily trials, to keep their service levels high. Rachael and David break down their team structure and give us an idea of other models that exist in their team’s breakout groups, while letting it be known that the success of a team starts with its leader. Having permanent team members may not be the correct approach for every business, and you’ll learn about the important factors to consider before building a team. At the end of the day, relationships are more important than transactions, and our guests explain the qualities that every successful broker needs to have. To learn about net profit goals, accountability, and many other helpful tips on building and sustaining a thriving team, tune in now! 

Key Points From This Episode:

• Introducing today’s guests, RE/MAX Grand Rapids Owners, Rachael and Dave Veldkamp. 
• Why Rachael and Dave started their real estate agents team. 
• How they manage to keep their service levels high. 
• What their team structure looks like. 
• Other models that exist in their team’s breakout groups.
• Whether team structures can be uniquely successful or whether it’s team-leader dependent.
• The importance of team leaders. 
• What to consider before starting or joining a team. 
• When having permanent team members may not be the right approach. 
• Team member turnover as a possible mark of good leadership. 
• How not focusing on money can lead to making more money. 
• Addressing the team’s concern of clients only wanting to work with a certain agent. 
• Why relationships are more important than transactions. 
• The qualities that a successful broker needs to have. 
• Final tips on building a successful team: net profit goals, accountability, and more. 
• The best books our guests have read and the best pieces of advice they’ve been given. 

Tweetables:

“When there are buyers that need homes, and I can’t be in two places at one time, it really is nice to have other people that are just as qualified or experienced as me in order to service the client. That was one of the reasons that I decided to start a team.” —@RachaelVeldkamp [0:03:09]

“One thing Rachael does really well is always providing an opportunity for growth for team members.” — Dave Veldkamp [0:07:34]

“There is a standard turnover, and people tend to grow out of teams. We have had some long-term team members; I would say that that’s not the average. So you do need to plan for that; new talent’s going to be important for you.” — Dave Veldkamp [0:11:12]

“My motto as a leader is, ‘If I’m not pouring into somebody enough so that they can move onto something greater, then I’m probably not being a good leader.’” —@RachaelVeldkamp [0:11:29]

“Anything that we give to others, and in life, is eventually something that will reward us. [Money] is not the reason we do it.” —@RachaelVeldkamp [0:12:48]

“There is always something new, things are always changing, the market is always changing, you’ve gotta stay in there and continue to grow and educate yourselves so that you can best serve your clients and grow your business too.” — Dave Veldkamp [0:18:16]

Links Mentioned in Today’s Episode:

Rachael Veldkamp on Twitter

Rachael Veldkamp on LinkedIn

Rachael Veldkamp Email

Rachael Veldkamp Phone Number: (616) 648-0295

Dave Veldkamp on LinkedIn

RE/MAX Grand Rapids on Instagram

RE/MAX Grand Rapids

RE/MAX – Emily French

Downtown Grand Rapids

Workman Success Systems – Verl Workman

The Go-Giver

Atomic Habits

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

An intimate understanding and familiarity with any given real estate market are some of the most important factors in determining your success there. Here to illustrate this point and share her experience moving into the Phoenix market recently is returning guest, DeDe Heggem! DeDe is a platinum-level agent for RE/MAX and is licensed in both Washington and Arizona, and we get to pick her brain about making big decisions for your portfolio! Our guest talks about the adjustments that enabled her to move into a new area smoothly, and some of the lessons she learned through the process too. One of the main takeaways from our chat is the fact that in order to truly flourish in a new market, a realtor has to take steps to become fully acquainted with the geography and infrastructure. Towards the end of our chat DeDe also touches on her approach to her property database and online presence, so make sure to join us to catch it all, on the Turn the Dial!

Key Points From This Episode:

• The factors that contributed to DeDe making moves into the Phoenix market. 
• DeDe's choice around moving between multiple markets instead of a straight switch.  
• Travel plans and business adjustments; how DeDe managed the changes in her business. 
• Learning the ins and outs of the Phoenix market and DeDe's tips for quick immersion. 
• Surprising elements of moving into a new territory.  
• DeDe's reflections on the impact that expanding has had on her Washington business.  
• Our guest underlines the commitment, passion, and vision that are necessary for success in any market!  
• How to approach social media and databases for different markets. 
• Where to connect and find out more about DeDe and her work online. 
• Summarizing the biggest lessons and strategies from today's conversation!

Tweetables:

“There seems to be these patterns, which so far, it's not I'm controlling those, it's just how it's playing out, but it does make it a little bit easier that I can be in one place for an amount of time and come back and service clients somewhere else, as well.” — DeDe Heggem [0:08:06]

“When you're dealing with people moving, selling a home, buying a home, they're going to want to know places of worship, they're going to want to know, where can their kid’s play soccer, or their dance studios.” — DeDe Heggem [0:12:17]

“I already knew so many individuals in Washington, that when I started to do real estate, they already knew how I do business, how I function, my work ethic, and all of that. I didn't really need to prove that in a sense.” — DeDe Heggem [0:17:56]

Links Mentioned in Today’s Episode:

DeDe Heggem on LinkedIn 

RE/MAX

DeDe Heggem on Facebook

Episode 85: 4 Tips to Having an Effective Social Media Presence

Zillow

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

Episode 137: Show Notes.

“Live events change lives.” We’re on the other side of the COVID-19 pandemic and after more than two years of Zoom meetings, people are starting to crave in-person events again. Today’s guest, Tony Rubleksi, is an expert on what it takes to make a live event stand out, and with the increase in competition that is already beginning to take place in certain markets, you’ll want to listen to this episode with a pen and paper at the ready! Tony is president of the Mind Capture Group and the creator of the Mind Capture Bootcamp which is hosting its 11th event this year. He is also an in-demand speaker and the author of Positive Disruption, a journaling book that has taken off beyond his wildest dreams. Tune in today to hear his top tips on how to increase attendance at your events, how to thrive in a shifting real estate market, the power of mindset, and more! 

Key Points From This Episode:

• Tony shares his thoughts on the value of live events.
• Predictions on the future of live events.
• An overview of the Mind Capture event (which is in its 11th year!)
• How Tony chooses the speakers for the Mind Capture event.
• Tony’s advice for hosting smaller events.
• Examples of how to increase attendance at an event.
• Tony’s book that is going to be released imminently.
• The success of Tony’s first Positive Disruption journaling book.
• Tony’s top tips for thriving in a shifting real estate market.

Tweetables:

“A well-run event builds a human element. We’re so inundated with tools that aren’t going away; we have emails, text, videos, but there’s nothing that beats that eyeball-to-eyeball interacting with people.” — @MindCapture [0:04:31]

“Events are back. I believe there’s going to be fewer events in some industries but they’re going to be better events. People are going to want the bar raised and just having a meeting to have a meeting is not going to cut it because now you’re going to have even more competition for superior events.” — @MindCapture [0:05:52]

“Many fortunes and many new discoveries in growth opportunities occur during changes in the marketer or disruption.” — @MindCapture [0:12:50]

Links Mentioned in Today’s Episode:

Tony Rubleski on Instagram

Tony Rubleski on TikTok

Mind Capture

Mind Capture on Facebook

Mind Capture on YouTube

Five Key Questions To Ask When Hiring A Speaker For Your Next Meeting

Positive Disruption

Yellowstone

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

Has your listing lost its luster? Are you struggling to revitalize your portfolio? Does it seem like there is no interest at all? This is the episode for you! Today, we unpack marketing strategies that will make your listings stand out from the rest and place you back on the path to success. Listen in as we cover three strategies to help you sell properties while meeting the goals and needs of the client. Learn the importance of a Comparative Market Analysis and how to leverage the approach to find the best market for you. Hear some simple tips and tricks that will enhance the buyer's overall impression, such as decluttering and neutralizing the property, and how to relaunch an old property listing. We also discuss additional strategies to help you identify the most likely buyer, useful resources to help you reach your goals, and other factors to consider when listing a property. Don't get complacent! Tune in to learn how you can get the most out of your property listings before someone else does with Scott and Renee Comey!

Key Points From This Episode:

• The importance of monitoring your competition’s price points.
• How to use a Comparative Market Analysis (CMA) to improve listings.
• Some of the benefits of using a CMA.
• Why getting showings is not enough to guarantee a sale.
• An important conversation to have with a client at the start of the working relationship.
• What you need to consider regarding search criteria.
• Useful software and resources to monitor your listings.
• An under-appreciated resource for advice: your fellow real estate agents!
• Why it is essential to declutter and neutralize the seller’s home.
• The difference that deep cleaning can make to a potential buyer’s impression.
• Small alterations and additions to help a listing stand out from the rest.
• An agent’s obligation to help their client understand the property’s potential.
• How to relaunch a listing and the difference it makes.
• Examples of what to highlight in a listing to improve the marketability.
• A simple insider trick regarding photo arrangement to revamp the listing.
• The benefits of uniquely marketing the property according to the specific buyer.
• Why it is vital to understand the property’s likely buyer. 

Tweetables:

“Talk openly [with your client]. It’s not always the easiest conversation to have, but it only gets worse if you avoid it. If you have it upfront, proactively, it will become comfortable.” — @ReneeMComey [0:08:40]

“People are looking for that home to be ready to go, especially when they’re comparing it to other options. When they have choices, they don’t want to choose one where they have additional tasks to do right when they move in.” — @ReneeMComey [0:15:20]

“Think about the emotions; the emotions of seeing pretty flowers feels very different than the emotions of seeing cobwebs.” — @ReneeMComey [0:20:41]

Links Mentioned in Today’s Episode:

Scott Comey on LinkedIn

Scott Comey on Twitter

Renee Comey on LinkedIn

Renee Comey on Twitter

Curbio

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

Episode 135: Show Notes.

For many Americans, becoming a homeowner can seem like an impossible dream that is not worth pursuing. But with the right knowledge and tools, you may find that dream well within your grasp! Today on the show we welcome Kathleen Facey and Amy Trim, an unstoppable duo who host their own Homebuyer Education Workshops in Washington. Their classes are driven by a deep-seated passion for educating the public on the optimal path to becoming a homebuyer and profound care for their students. In our conversation, we discuss how Kathleen’s proficiency as a real estate agent, partnered with Amy’s expertise as a personal loan officer, makes them uniquely qualified to provide students with all the knowledge and confidence they need to become homebuyers. Learn why preparation and passion are crucial for anyone looking to host successful home buyer seminars, how to find your ideal partner, and why your classes should be driven by a desire to educate, not self-promote. If you are looking to undertake and host your very own buyer seminars, then make sure you tune in today for a wealth of insights, ideas, and top-notch recommendations!

Key Points From This Episode:

• Introducing today’s guests, Kathleen Facey and Amy Trim.
• Learn about the homebuyer seminars that Kathleen and Amy host and why they love it.
• Insight into Kathleen and Amy’s partnership and why they work so well as a team.
• The typical size of their seminars and why they prefer the more intimate classes.
• The importance of building relationships with prospective buyers.
• An overview of Washington State’s five-hour program for down payment assistance.
• Why Amy and Kathleen host their seminars in a neutral location.
• Why it’s so beneficial for participants to be exposed to the perspective of both a loan officer and real estate agent.
• The importance of hosting seminars with the aim to educate, not self-promote.
• How to choose the right partner for a seminar: someone you respect and who can connect with attendees.
• Learn about the high-level points of their classes.
• How Kathleen and Amy drive attendance for their classes.
• How they plan their classes around their dates.
• Kathleen and Amy’s advice for anyone looking to host their first homebuyer seminar.
• The importance of finding a partner who shares your philosophy on teaching.
• Where you can find Amy and Kathleen online.

Tweetables:

“There's nothing better than seeing the in light somebody's eyes during class when they go, ‘Holy smokes, I get it, I can actually buy a house’. And we both feel that way. We're in sync.” — Amy Trim [0:02:34]

“We come from a place of really wanting to educate and care. And it just seems to work out.” — @KathleenFacey [0:10:19]

“We have done studies on this. If you have a homebuyer type seminar, or any class of any sort, and if you're partnering with a real estate agent lender, try not to have it at one of their offices. Pick a neutral location and you will have better attendance.” — Scott Comey [0:10:54]

“There are some that already have a real estate agent. And there are some that already have a loan officer, we find that rarely do they both have both. We're coming from a place where we can help with both sides. We're able to relay every step of the whole home buying journey.” — @KathleenFacey [0:12:28]

“Just make sure that you are picking someone that feels the same way on how they want to build their business.” — @KathleenFacey [0:30:20]

“The participants won't get what they need out of the class if you're not clicking as a partnership.” — Amy Trim [0:31:38]

Links Mentioned in Today’s Episode:

Homebuyer Education Workshops on Facebook

Kathleen Facey with Remax Elite

Kathleen Facey on LinkedIn

Kathleen Facey on Twitter

Amy Trim

Amy Trim on LinkedIn

Amy Trim with Evergreen Home Loans

Team Facey Realty

Team Facey on Facebook

Cheers To Homeownership Podcast

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

Are You Committed to Real Estate as a Career?

Episode 134: Show Notes.

An estimated nine out of ten real estate agents don’t make it beyond their first two years in the business. Of that remaining ten percent, only half of them make it beyond a five year career. During today’s conversation, we encourage you to take a long look at why you started out in the business, and whether it’s truly something you want to continue doing. It’s not for everyone! For those of you who are committed to building a career in real estate, we equip you with the tools you need to draw on that original motivation as you continue to up your game and build your skills in a changing environment. You are the number one asset within your business, and client relationships are your currency. Tune in to hear a common complaint that clients have about their agent, and how to avoid perpetuating the problem. You’ll hear about seller fatigue, proactive communication, and how a coach can help you to navigate each new chapter of your real estate career. Join us to hear more today! 

Key Points From This Episode:

• Real estate statistics illustrating the short-lived nature of many agents’ experience in the business.
• Examining your initial reasons for getting involved in the real estate business.
• Why Scott needed the opportunity to have untapped earning potential.
• Why real estate is an incredible industry to be involved in if you are all in.
• Establishing whether or not this is the industry for you.
• The importance of pairing clients with financial planners.
• Commitment to growth and improvement as you navigate change.
• Tapping into education to build your skills in a changing environment.
• Remembering that you are the number one asset within your business.
• A common complaint that clients have about their agent and how to prioritize getting it right.
• Seller fatigue and helping your client to set realistic expectations.
• Communicating proactively with clients in order to build a relationship with them.
• Why it is so important to remember your motivation when you are trying to stay committed.
• The role of hiring a coach who has likely been through the same things as you. 

Tweetables:

“Why did you originally get into the business? I had dreams and desires that financially were going to take me beyond the amount my employer could give me. I needed a career choice that would afford me the opportunity to have untapped potential.” — Scott Comey [0:02:20]

“Do what’s easy and life will be hard. Do what’s hard and life will be easy!” — Scott Comey [0:06:18]

“Change is always happening, so what are you doing to build your skills and reinvent yourself to these changing market circumstances?” — Renee Comey [0:08:50]

Links Mentioned in Today’s Episode:

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok 

Turn the Dial Coaching 

Getting Back into Your Routines

Episode 133: Show Notes.

As the summer draws to a close, today we’ll be talking about getting back into our routines. As we get our kids ready for the school year, we believe that this is the perfect time to prepare ourselves for the rest of the year so we can finish strong. Whether you’re not on track to meet your real estate goals or you’ve had an amazing year, there is still plenty of time to get back into your routine and set yourself up for a great end of the year and a great next year. Tuning in you’ll hear about the importance of a morning routine that sets you up to generate leads, the holidays coming up in the last quarter that we need to plan for now, why you should be consistent with your lead generation activities, and how you can invest in your own personal development before the year is up. To hear the five action steps that you can take to get back into your routine and have a strong finish to the year, don’t miss this episode!

Key Points From This Episode:

• Today’s topic: getting back into our routines as the summer comes to a close. 
• The importance of a morning routine that sets you up to generate leads. 
• Seeing the opportunities after the summer slowdown. 
• How you can apply getting prepared for the school year to getting prepared for your business. 
• The holidays coming up in the last quarter that we need to plan for now.  
• Encouragement that the year isn’t over yet and we still have time to get some deals in the pipeline and closed. 
• Why you should continue to be consistent with proactive generation activities like seminars and informational content. 
• How you can invest in your own personal development before the year is up, such as the National Association of Realtors conference.  
• A reminder that you’ll see the impact of these routines in your results.   
• Some action steps that you can take to have a strong finish to the year, starting with choosing a start and end time for your day.  
• Number two: define what work looks like for you.
• Number three: seek accountability.
• Number four: plan your marketing events for the remainder of the year.
• Number five: make a plan to grow or improve a skill. 

Tweetables:

“If you have been thinking, ‘Maybe I am not on track for my goals’ or ‘I got a little sidetracked,’ or maybe you’ve been doing amazing all year but you still want to finish strong, there is plenty of time for that, but you’ve got to get your routines back to set yourself up for a great end of year and a great next year.” — Renee Comey [0:01:52]

“Think about what else you can start plugging into that your office does on a weekly basis that maybe you should get back into. Or a podcast that’s released every week, like this one.” — Scott Comey [0:12:21]

“You can enjoy it, you can gamify it, you can have a good time with these routines but, definitely, in getting back into routines, you’ll see the impact in your results.” — Renee Comey [0:13:06]

Links Mentioned in Today’s Episode:

Soul II Soul: 'Back to Life'

Episode 111: Is your Scoreboard setup for success? Do you understand how to use your Scoreboard?

National Association of Realtors: NXT — The Realtor Experience

Turn The Dial Coaching on Facebook 

Turn the Dial Coaching on TikTok

Turn the Dial Coaching 

The 12 Week Year: Get More Done In 12 Weeks Than Others Do In 12 Months

Episode 132: Show Notes.

When it comes to following through on our goals, there is a natural progression from uninformed optimism to informed pessimism, to the valley of despair. How then, do we reach a place of informed optimism where we actually reach our goals before throwing in the towel? According to the book, The 12 Week Year, annual goals are far less likely to be achieved, as their realization is so far out of reach. It argues that setting aggressive 12-week goals is the answer to actually achieving your vision and breaks down how to set up your 12-week year. The 12 Week Year has personally changed our lives and we even offer a 12 Week Year group coaching program! In this episode of Turn the Dial, we walk you through the process of setting up your 12-week year, giving examples of the types of goals you might aim to accomplish. Tune in to find out how best to reach your vision by shrinking the timespan, maintaining your focus, and holding yourself “capable”!

Key Points From This Episode:

• The profound impact The 12 Week Year has had on our lives.
• How to sign up for The 12 Week Year group coaching program offered by Turn the Dial.
• What periodization is, what it was designed for, and how you can incorporate it into your life. 
• Examples of our clients’ 12-week goals.
• The success rate of 12-week goals versus 12-month goals. 
• How to set up your 12-week year.
• How to phrase your written short, mid, and long-term vision.
• The importance of having an emotional connection to your vision.
• How to establish your goals over 12 weeks.
• Why it’s recommended to set fewer goals over the 12-week period.
• Creating tactics to accomplish each goal. 
• What mind mapping is and how to do it!
• Holding yourself “capable”.
• Tracking your progress.
• The direct relationship between discipline and greatness.
• Why it’s so common for people to quit before they’ve reached their goals.
• The benefits of coaching and accountability groups.

Tweetables:

“The 12-week year has been so successful because a lot of times when you have a 12-month goal, you tend to give up.” — Scott Comey [0:05:01]

“It can be really hard to keep yourself motivated when progress seems so far away.” — Renee Comey [0:05:27]

“In your 12-week year, you're getting rid of thinking in an annualized year. 12 weeks has now become your new year. Every week is a month, every day is a week, so you make every day count.” — Renee Comey [0:10:06]

“Being great is the discipline of those mundane activities when nobody's looking.” — Scott Comey [0:20:10]

Links Mentioned in Today’s Episode:

The 12 Week Year

Turn The Dial Coaching

Turn The Dial Coaching on Facebook

Turn the Dial Coaching on TikTok

Knowing Your Numbers and Tracking for Your Business

Episode 131: Show Notes.

As an agent, when you know your value and you know your numbers, that is one surefire way to stand out against your competition and gain the upper hand. That's why today we're going to be talking about knowing your numbers and tracking your business. In this episode, we break down a list of some of the most important numbers that every agent should know, from how many homes you sold last year to your list-price-to-sold-price ratio, your days-on-market number, what your average sale price is, and more. If math is not really your thing, don’t be intimidated; you’ll also discover tips on how to calculate these numbers, where you can get help with them, and how to get started with figuring out what your numbers are. You’ll also hear advice about the value of dissecting client reviews and doubling down on what's working rather than starting something new. As Peter Drucker says, "What gets measured gets improved,” so tune in today for some advice that will help you take your business to the next level!

Key Points From This Episode:

•    Why it’s so important to know your numbers and how this helps you to stand out from your competition.

•    Quotes from Bill Gates and Marcus Lemonis on knowing your numbers. 

•    Some basic numbers that every agent should know, starting with how many homes you sold last year.  

•    The second number you should know: your list-price-to-sold-price ratio. 

•    How to calculate your list-price-to-sold-price ratio.

•    Where you can get help if you struggle with numbers.  

•    Why you need to know what your days-on-market number is when representing a seller on a listing. 

•    Why you should also know what the average closing time is in your market. 

•    The next number you should know: what your average sale price is. 

•    Why you need to track where your transactions come from. 

•    Why it’s better to double down on something that's working than start something new. 

•    The value of dissecting client reviews. 

•    Why you should know your profit amount per listing or your profit percentage on listings. 

•    The importance of knowing how much time you are investing when working with a buyer or seller.

•    Some tips on where to get started when figuring out what your numbers are.

Tweetables:

“Whenever there is a change in the market, there is an opportunity for you to stand out amongst your competition. So when you know your value, and you know your numbers, that is one surefire way to stand out.” — Renee Comey [0:00:36]

“Once we figured out how much funds are needed to run your business and also to fund your life aspirations, in order to figure how many homes you now have to sell, we need to know what your average sale price is.” — Scott Comey [0:07:58]

“Being able to track improvement gets really exciting. So if you find something, just something easy to measure, it gets really thrilling to see that your activities, your things that you take your precious time every day to work on, make a difference in your business.” — Renee Comey [0:10:18]

“It's easy to get overwhelmed by what other people are doing but focus on what you're doing. Focus on your numbers, don’t worry about what someone else is doing. If you're improving yourself, you're winning.” — Scott Comey [0:10:48]

Links Mentioned in Today’s Episode:

The Profit 

Turn The Dial Coaching on Facebook

In this episode Scott & Renee discuss the 3 elements of your value, and how to answer the question:  "Why should I hire YOU over another qualified agent?"   They also discuss creating your USP (Unique Selling Proposition).

1. Your overall Brand - Your company and brand has value.  Do you know what it is and how it can benefit a client?
2. Your local franchise or local office brand - Your local office likely has some great things that adds to your value.  Do you know what they are and how those things might get a client to select you over another agent.
3. YOU - Do you know how YOU differ from the competition?  Are you active in the community?  Do you have a NICHE in the marketplace?  Are your personal stats better than your competitor's or the local MLS averages?

By the end of this episode, if you take good notes and apply what you learn, you will find yourself winning more on appointments and earning more business.