Daniel Beer is 34 years old and is the President and CEO of the Dan Beer Home Team. His team will close just under 200 units this year in 2016.

Top Lessons From His Episode:

1. Build a Business– 200k-300k in gross commission is the hardest spot for most agents, and where they usually cap out. You usually are a solo operation and beginning to hire takes a bite out of your bottom line which is scary. However, in order to get to the next level building out your team is crucial.

2. No one gets lucky – Dan had many people ask how he got so lucky. What they should be asking how much focus and dedication did it take to reach his level of success. Dan attended every seminar and read every book on real estate. Was first in and out of the office for years and at his lowest point was paying his rent on a credit card. Luck doesn’t exist – don’t buy into it or use it to give yourself an excuse for not having the same results.

3. Get Serious – Words from Greg Newman “If you are not selling at least 24 homes a year why are you even showing up.” Plain, simple but blunt truth from a mentor who told Dan you only need to be successful two times a month.

4. Build Leaders – Hire and groom your staff to continue to grow with you. As you grow so should your team.

5. Fire Yourself As Much As Possible – Your job is most likely not answering emails and doing administrative work. When you catch doing something that could he outsourced for a rate lower than you own you should do it.

6. Dans First Three Hires- Transaction Coordinator, Executive Assistant, Showing Agent. The showing agent usually transitions into a buyer’s agent as you grow.

7. Consistency is Key – Dans whole team does a morning huddle at 8:00 am every morning followed an hour of prospecting. Most agent are not in the office until 10:00 am.

8. You are Not Nike or Apple – You are not Nike and should not be spending money on branding. All your marketing dollars should be spent on “direct response” or trackable marketing channels. I.E. you spend 5k on Zillow – you can easily track how many leads you get that month.

Books:

“The Millionaire Real Estate Investor” by Gary Keller (almost every guest recommends this book)

“The E Myth” by Michael Gerber

“The Richest Man In Babylon” by George Samuel Clason

“Time Management For Entrepreneurs” by Dan Kennedy

Alan Shafran-Listen Up or Be Left Behind. The Future of Real Estate Technology and Marketing.

1. Grow with technology – Create a streamlined infrastructure. Technology is ever so changing; designate a leader to research and test out the systems that would best benefit your team.
2. Use time wisely – You must always have your foot out there and constantly be in communication with your sphere but focus on putting in the most energy with the clients that are ready to move forward in the next 30-60. Or spend your time looking for those clients.
3. You can’t do it all on your own – We are human, we cannot possibly have enough time to do everything needed to be successful on our own. With technology constantly changing, investing in a strong team will help you to keep up with the volume. Having the right team will prevent burn outs which damage your business.
4. Think ahead of the game– Always ask questions and be in the know, consistently communicate with mentors and coaches. Always be thinking about the future and what will be happening in the market. Be prepared.
5. Make smart long term decisions– Spend less, save more. Find a way to create systems to build your business as fast as possible and to find consistency and balance in your life.
6. ABR: Always Be Recruiting – The strength is in numbers, always be looking to add to your team, As Andrew Carnegie said, “teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishments toward organizational objectives. It is the fuel that allows common people to attain uncommon results.”
7. Prepare to spend $10,000-$15,000 a month – Just like investing in a start up business like a restaurant, you have to be prepared to spend money to market your business. These costs should be associated with team members, such as an assistant, your skill set, digital ad spend; Zillow, Paperclick, Homes.com, and Realtor.com. Finding leads immediately is the key and being consistent.  If you are not prepared to invest $10,000-$15,000 a month for a year in your Real Estate business, then don’t do it. That is the reason business is not working for you.
8. Don’t Quit- Look into the future; be prepared for what’s next. Where do you want to be? Who is your client? Find your niche, be consistent, perfect your systems, and surround yourself with positive influences.
9. Back to Basics- If all else fails, go back to the basics. How many leads do you have? How many people am I talking to? Get re-focused stay close to motivational mentors, coaches and other like-minded people.

Recommended Books:

“Predictable Revenue,” by Aaron Ross

“If it ain’t broke, Break it!” by Robert J. Kriegel

“Think and Grow Rich,” by Napoleon Hill

“Power of One” by Bryce Courtenay

Contact Alan:

alan@alanshafran.com

760.929.9212

Patty Villanueva – “Playing to Win” How Dedication, Confidence and Intense Focus Changed My Business Forever

1. Failure Is Never An Option – Like Tony Robbins says “You have burn the bridges.” There is no option other than success. When the market turned in 2007 Patty didn’t even think about losing her business. She adapted quickly by cutting expenses and had a family which was more than enough motivation to keep her spirits high.
2. The Big Picture – “An investment in education pays the best dividends” – Warren Buffet. Top producers understand the importance of investing in yourself. Patty was almost broke when she decided to put it all on the line and spend her last $10,000 to attend Tony Robbins business mastery event. Her life was never the same.
3. Have Thick Skin – Life is 80% psychology 20% action. The best of the best do not even acknowledge rejection and even use it as a motivator to close more prospects. The truth is you will not sell everyone but you can always control your reaction.
4. You Have To Love It Enough You Would Do It For Free– Having the true passion for helping your clients is the key to being successful. You will never be able to battle through the hard times if money is your only motivator.
5. Having The Right Team– Double down on the right talent and always hire the best team. Focus on lead generation and conversion while your team of rock stars run everything else.
6. Be Present – How are you spending your time? Are you really focused? The most productive people in the world don’t work 20 hours a day. They create systems and are always streamlining their days so they have time to balance life with family friends and personal development. Always take time to step back and audit your life. Are you really doing what matters?
7. Don’t Let Fear Control You – In Patty’s example, before she opened her own business doing Real Estate and Loans she was talking with a counselor who asked her why she hadn’t started her own business and she said that she was afraid of failing. The counselors’ response was, “If that’s your passion, then being where you are right now isn’t that failure in itself already.”
8. Follow Through – Most agents don’t follow up with their leads because the fear of rejection. You should live and die by your follow up systems.
9. Create a Real Connection With Your Prospects – Everyone likes people who are like them. Many agents come into listing appointments with a fancy aggressive sales pitch when often times they want to work with someone who they can relate to on personal level. Take notice of they have in their home and find a way to draw a connection. 
10. Know Your Numbers – Patty tracks her conversations with leads daily and reports it to her coach! And if she falls short she makes it up the next day. Do you know how many leads you need to talk you in order to get a deal? If not you should.

Contact Patty: 

Patty@urm1.com

760-521-8398

 

 

Ruth Pugh- Building a business with Purpose, Passion and Persistence

1. “When does no really mean no” – The answer is never. You can always overcome rejection literally and mentally.

2. Never Have an Ego. Many agents get a taste of success and develop an ego which ultimately kills their ability to work well and attract good people. Real Estate is a people business. Loose the EGO no matter how successful you are. Truly the most successful people are the most down to earth.

3. Never Rest on Your laurels. Ruth gives an example of throwing away all of her trophy’s recently to demonstrate to her team that the past doesn’t matter and all that matters is what you are doing today to be great. Gloating over the past makes you weak.

4. Have a Killer Morning Routine. Wake up early. Exercise. Shout affirmations. Write down 10 things you are grateful for and 10 things you want to attract into your life. Many of Ruth’s big accomplishments started on a piece of paper in her morning routine.

5. Build A Brand. There is no doubt a strong brand is one of the most powerful differentiators a business can have over its competitors. It takes time, consistency and exceptional customer service. What comes to mind when you think Apple and Nordstrom’s ? What do you want your clients to think?

6. Build Your Day Around Prospecting – Ruth has built a team and schedule that allows for her spend most of the day on the phone talking to clients. This is by far one of the most recurring strategies we have heard from top producers. Prospecting is number #1!

7. Practice Your Scripts and Dialogues. Ruth and her team script practice every day which why she is so good at talking to people and closing deals. You have to be on the cutting edge of sales and handling objections.

8. Make an Impact. Ruth’s business is driven on impact not money. The more homes she sells the more she can help people

Contact Ruth:

Ruth@tellesproperties.com

619-977-7884

Recommended Books:

“Lead for GodSakes,” by Todd G. Gongwer

“The Raving Fans,” by Ken Blanchard

 

Recommended Authors:

Og Mandino

Wayne Dyer

Tony Robbins

Mike Ferry

 

Big block press release

Glen Henderson is the Broker/Owner of Alliance Group Real Estate. He has been in real estate since 2003, and is now in the top 1% of real estate agents in the San Diego area.

Key Points:

1. Real Estate is All About People and Consistency
Success in real estate is incredibly simple, it is not easy, but it is simple. You have to focus on the relationships you are building and you have to be consistent in the small things. That’s it.

If you can build strong relationships with the right people and leverage those relationships, and if you can consistently put your company in plain view of the market by doing the small things with excellence, you will succeed at real estate.

2.Pick once channel of communication
Pick once channel of communication and become a master at it before moving on the to next one. (Direct mail, bench ads, Internet ect.) You have to remember that you are running a business and all great business are great at marketing. But more often then not they are great at one marketing channel which comes from years of experimentation and perfection. Ever notice how some agents only do bench ads while some only advertise on Zillow? It takes time to perfect a marking channel but can be very powerful when you master it.

3. Always be Prepared for Market Fluctuations
All markets are inherently tumultuous, and all markets move in cycles. If you are in real estate, then you need to be prepared to face market fluctuations and have a diversified skill set and portfolio that will allow you to succeed even when the market takes a down turn. By keeping a close eye on trends in both the present and the past you can position yourself to be ahead of the curve. Lots of success is based on timing. It can be your best friend or worst enemy.

4. Family is First
No matter what stage of life you are in, your family always comes first, even if it means that you would end up losing 6 figures of profit so you can be there for your spouse and children when they need you. You will never sit on your death bed wishing you had spent more time working, but you will wish that you had spent more time with the people that you love.

5. Build a Team Around Character
When you are looking to build a team, never focus only on skill set, but always focus on character. You can teach someone a skill, and take anyone from disaster to master with enough repetition and coaching, but you cannot teach people to be the kind of person with the kind of traits and characteristics that you want to work with each day.

Focus on character first, and your team will grow and succeed as a result.