This month’s TalkJet interview is with;
Floyd Wickman (Industry Legend)
Floyd Wickman Programs
www.FloydWickman.com
5 Bristol Drive
Easton, MA 02375
800-910-5351
“The formula in the real estate business has never changed… but the ratios do.” “There might have been a
time when a person had 5 listings and could make a lot of money – right now it might be 15 listings to make
the same amount, but it’s still an INVENTORY business.”
1) Each week, work on bringing in a sale or a listing.
2) Separate lookers from buyers.
3) Focus on in-house inventory.
“The trick with social media is that your aim needs to be to get voice-to-voice.”
“Great rule of thumb to never speak to somebody… Keep sending them stuff!”
(DownLoad Mp3)
5-90-10:
Great prospecting/accountability formula – twice per week, two or more agents spend 5 minutes on the
phone discussing who they are going to call and then spend 90 minutes making those calls.
(FSBO’s/Expired’s/database – depending on the market). Following the calls, the agents re-connect for 10
minutes, reporting on their numbers. Numbers remove the emotion from the accounting; leads/appointments etc.
Market Statistics to create connection:
Floyd recomends creating a “Real Estate Trends Analysis” (name copywrited) by compiling as many
numerical factors that affect real estate as possible; interest rates / average days on market / list to selling
price etc. Chart the data from 1 year ago, 6 months ago and today.
3 “Must Do’s” in a slow Economy from Floyd’s mentor, Zig Ziglar:
1) Maintain a Positive Attitude.
2) You Can Sell Your Way IN or OUT of anything.
3) Don’t Worry, That’s God’s Job!
Track your activities BEFORE tracking your results.
(DownLoad MP3)
November 7th, 2011 by Joe New
Posted in Top Producer
Denny Seybert & Jaime Velez
The Seybert Velez 702 Real Estate Team at
Keller Williams Realty Southern Nevada
www.702REO.com
info@702REO.com
(702) 777-9704
PRODUCTION:
2009 546 units
2010 505 units
2011 *projecting over 700 units
(Download mp3)
Las Vegas – Clark County has a population of approximately 2 million people. The average sales price is currently $120,000, down from $320,000 in 2006. Values have dropped approximately 60% over that period.
Denny graduated from UNLV in 2001 and Jaime was his baseball coach at the time. Jaime suggested that Denny get his real estate license, while Jaime was traveling the world building power plants.
Denny began by focusing on helping buyers get into the first phases of new construction and ride the appreciation up.
Jaime joined him in real estate with a vision on opening their own real estate franchise.
The division of labor is based on Denny being the “Face of the Business” while Jaime keeps the machine running.
Running into problems with other agents selling Bank-Owned properties while simultaneously approaching asset managers and moving into the world of providing BPO’s, the team began to make significant progress in this emerging market.
Denny & Jaime focus on striving for their client’s happiness at the end of the process.
The Seybert Valez Team’s mission is to provide a smooth path from initial contact to closing. Every segment of the business is compartmentalized and departmentalized and all team members are cross-trained.
(Download mp3)
October 17th, 2011 by Joe New
Posted in Top Producer
This month’s TalkJet interview is with;
Terry Moerler
The Moerler Team Keller Williams Westlake Village
340 N. Westlake Blvd., Suite 100
Westlake Village, CA 91362
www.themoerlerteam.com
terry@themoerlerteam.com
805-376-2999
Terry is a 32 year real estate veteran who was a mortgage lender prior to become a REALTOR.
Terry’s market is Thousand Oaks, CA, located between Los Angeles and Santa Barbara with a population of 125,000 and an average sales price of $550,000.
PRODUCTION:
2008 $50M 80 units
2009 $44M 74 units
2010 $35M 69 units
TERRY’S 3 “UNIQUE ABILITIES”:
1) Ability to counsel. The art of going deep with the client to figure out “what’s really important to them.”
2) Negotiation skills: Terry loves the “art of the deal.”
3) Ability to ensure a very smooth transaction. (That truly is the key to getting things closed in today’s market).
MARKETING STRATEGY:
Terry doesn’t spend a lot on direct marketing; instead she spends money on her past clients.
Taking them to events that benefit a charity; wine tastings, boat rides on the lake, her annual
client party (where the past two years she set up her green screen and did client testimonials).
VIDEO:
Terry records “evergreen” videos (that have an indefinite shelf life). Specifically, she posts
“Happy Birthday” videos for her 2,000 Facebook friends, and can directly attribute three sales to them!
(DownLoad mp3)
September 23rd, 2011 by Joe New
Posted in Top Producer
This month’s TalkJet interview is with;
Chad Goldwasser
Goldwasser Real Estate
5929 Balcones Dr., Ste. 300 • Austin, TX 78731
www.goldwasserrealestate.com
512-420-0300
Chad has been in the business for 14 years, and had the former #1 Team in the Keller Williams organization 2 years running.
New in the market, Chad began farming, making calls into the neighborhood (prior to DNC) and ultimately knocked doors to build his awareness and marketshare. Six weeks into this campaign, he got his first listing.
As business began to develop, they connected to a program that allowed them to donate a portion of each commission to the local school – and it grew from there.
PRODUCTION:
2008 543 sales $123 Million volume
2009 492 sales $104 Million volume
2010 520 sales $110 Million volume
KEY STRATEGY – Attitude: Chad begins each day with affirmations, visualization and goal setting.
He has trained himself to start each day with a “Wake Up Thought” and it is “It’s an awesome day and I will positively impact the lives of everyone I touch today.”
“The .01% Philosophy” is where Chad says if 99.9% of a transaction is bad, he focuses on the .01% that is good.
MARKETING STRATEGY: The Goldwasser Team utilizes Boomtown (www.boomtownroi.com) as their online lead generation and incubation solution. Social media is a significant focus for the team as well,and they have added all past clients and Sphere of Influence as well. (OK people, we’ve heard this two month’s running – have you done this?).
RESOURCES:
www.goldwasserinstitute.com
“Have positive energy, build great systems and train other agents to do the same thing(s) in their lives.”
(Down Load MP3)
August 8th, 2011 by Joe New
Posted in Top Producer
This month’s TalkJet interview is with;
Robert Stover
Strategy Matters
7912 E. Sprucewood Ave.
Orange, Ca. 92869 (802) 488-3488
www.strategymatters.com
stover@strategymatters.com
714-357-9267
Roberts Stover is the President of Strategy Matters, Inc. and the author of “Strategy Matters – A Simple 7-
Step Process to go From Struggle to Success”.
Robert points out that while interviewing Fast Growth companies for his latest book project, something came
to the surface; most of their growth followed a moment of crisis. Robert’s observation is that new
opportunities and new ways of doing real estate will emerge as a result.
The other thing that he heard from these fast growth companies was the importance of RELATIONSHIPS.
The deeper you can move the through the funnel to deepen the relationship, the more powerful. Robert refers
to this as your “Ground Zero”. (Download Mp3)
ACTION PLAN: Add all of your friends, past clients and everyone you’ve met to Facebook. Roberts advises us to then go to Facebook ads and by only targeting your friends (or subscribers), it costs you pennies. You’re now not in the constantly changing stream of Facebook posts, you’re off to the right side of the page and highly visible. Social Media posts; Robert suggests that you find the areas where you have something in common with your friends and post about those things, but not just your latest listings. Especially about those things that make you look like an authority. (Feel free to re-post other authorities posts with your own comments.)
MARKETING STRATEGY: “Hub & Spokes”. Your blog is the hub, and the individual spokes are Facebook, Twitter, Foursquare etc. In this way, your blog becomes your “center” for your prime content and everything else revolves around, and serves that home base as well as driving traffic there. Make sure that people have the opportunity to opt-in (preferably in the upper right section of your page). Robert recommends a strategy like www.tweetmatix.com that allows you to be on real time watch with key
word phrases for people with real estate needs; “I want to sell my house” etc.
A Twitter strategy that Robert utilizes is to make personal comments to individuals that you want to go deeper with.
(Download Mp3)
July 6th, 2011 by Joe New
Posted in Top Producer
Brent Gove
Keller Williams Roseville
Roseville, CA
916-223-7776
Brent@BrentGove.com
Brent is in the Sacramento area with a population of 1 million people and serves the many suburbs
surrounding the city.
In June of 2005, Brent sold 55 properties and collected $250,000 in commissions, an all-time high. In 2005,
Brent sold 429 homes “The Old Fashioned Way” (no REO business).
Brent was the #2 RE/MAX agent in California, #11 worldwide. Moving to Keller Williams in 2008, Brent
was asked to be the Team Leader of his office. He took the office from 260 to 350 agents and the office
became the #1 office in terms of profitability in the Keller Williams system. At this point, Brent stepped
away from his personal production for two years, devoting only about 1 hour a week to his personal business.
Toward the end of 2010, Brent decided to ramp his business back up, do more speaking and has written a
book that will be released in July, 2011 called “Momentum”.
2009 $ 29M 120 units
2010 $ 19M 80 units
Open House System:
Brent saw another agent that was creating significant traffic at open houses in his area with a larger than
normal number of signs and he emulated the idea and added “Free List of Area Homes” and “Bank Repo”
and these are the only homes that he holds open. (Brent observes at this point that he has had as many as 20-
30 people in the kitchen at once). Brent says “Have you heard about our First Time Home Buyer Program?”
He describes a grant program that enables the buyer to get in for a great deal less than 3.5%, combined with
seller-paid closing costs. (This appeas to the buyers’ desire to save dramatically).
Record Results: In 3 ½ hours on a rainy day, he got 37 strangers to give him their social security numbers.
Brent utilizes a 5’x7” “application” and asks them to “take one minute and fill it out, I will call you Monday
with your approval”.
Capitalizing on the Open House momentum, Brent tells prospects “I publish the bank repo list every Friday –
all I need is your email and I’ll put you on the Watch List”.
Big Idea:
Brent attended a Craig Proctor Conference that exposed him to the disciplines and systems of top producers
nationally.
(DownLoad mp3)
June 13th, 2011 by Joe New
Posted in Top Producer
This month’s TalkJet interview is with;
Marta DuPree
The Dupree Team
Keyes Company Realtors
3300 University Drive
Coral Springs, FL 33065
(954) 752-1986
www.dupreeteam.com
info@dupreeteam.com
Over the past 2 years, 85% of the sales in Broward County have been REO’s or short sales.
PRODUCTION
2008 $57M 102 units
2009 $34M 68 units
2010 $43M 147 units
Marta observes that, in the case of REO’s, they are starting to see the banks do much of the work to
recondition the property before putting it on the market. (They don’t want to see more properties negatively affected).
LEADS
50% of the team’s business is currently REO, but a still-strong 35-40% still comes from repeat and referral business.
WEBSITE
The website was designed around what the consumer wanted. www.dupreeteam.com or
www.floridahomecenter.com. The site is designed by neighborhood, with info on schools and county, and
features photos of all the different communities. Ultimately, this proved valuable to not just buyers, but
sellers as well.
ADVERTISING.MARKETING
Print advertising is still done in two local publications (8,000 and 15,000 circulation) twice per month.
Marta focuses on premium locations for her ads as well. Every issue results in business, and they track their
lead sources by always asking.
TEAM
Marta and her husband are the rainmakers and focus on high-end listings. They have 2 REO specialists, 2
cross-trained receptionists, 2 closing coordinators, 6 buyer specialists and a full-time marketing person.
(Down Load MP3)
May 9th, 2011 by Joe New
Posted in Top Producer
This month’s Top Producer Interview is with;
Chris Meyers
Orlando Property Group at Keller Williams
Keller Williams At The Parks
444 N. Mills Ave.
Orlando, FL 32803
321-323-9081
Chris@OrlandoPropertyGroup.com
Chris has only been in the business for 5 years, and prior to real estate, sold yellow pages advertising. The
population of the Greater Orlando Area is approximately 2 million. Chris’ average sales price is $108,000
and the market average is $134,000. (Down from $250,000-$275,000 just a few years ago).
2008 $7.2 M 38 units
2009 $10.4 M 80 units
2010 $12.2 M 114 units
April 8th, 2011 by Joe New
Posted in Top Producer
This month’s Top Producer Interview is with;
Brian Frere
Keller Williams
Tulsa has a population of 400,000 in the city, with a total of 900,000 including the surrounding areas. The
average sales price is approximately $160,000 and has actually increased over the past few years. Brian was a
CPA prior to entering real estate just 6 years ago.
Brian entered real estate with the thought that with systems and checklists, this business could be done more
effectively and efficiently.
2008 $10.8M 66 units
2009 $14.9M 92 units
2010 $15.5M 99 units
When asked what makes him so succesful, Brian responded; “Applying myself. There’s a foot of snow on the
ground right now and I’m the only one in the office.”
March 3rd, 2011 by Joe New
Posted in Top Producer
This Month’s Top Producer Interview:
Jay Kinderr
Jay observes from the time he got into real estate at 19 years of age, until 2006 (531 transactions) they had done more transactions each year and every year.
2008 360 units
2009 367 units
2010 404 units
February 15th, 2011 by Joe New
Posted in Top Producer
