GRIT: The Real Estate Growth Mindset
Episode 059 with Kevin Kauffman, Realtor/Owner of Group 46:10 Network

Episode 059 with Kevin Kauffman, Realtor/Owner of Group 46:10 Network

March 2, 2021

Kevin Kauffman started his real estate career in 2007 - right when the market was starting to crash.  Despite his family and friend’s objections, he believed that this was an opportunity for him so he chose to follow his instincts.  Though his experience has been rough, he gained the confidence and drive to succeed against the odds.

Today, Kevin is a realtor and the owner of the Group 46:10 Real Estate Network at eXp Realty which has expanded into 5 markets in 2018. Group 46:10 has been consistently named as one of “The Thousand” A-list of the top producing real estate agents and teams in the country.  Kevin is also the host of the Kevin and Fred Show podcast (formerly known as Next Level Agents podcast).
 
In this episode, we talked about:

(06:31) What got Kevin interested in doing podcasts?
(08:36) What is the MOO method?
(09:12) The benefits of podcasting
(11:14) What’s the deal with Clubhouse?
(14:59) How creating your own media and content can be a powerful tool for your business
(16:06) The value of having the right relationships
(18:00) When to NOT take advantage of some social media platforms
(19:02) What Zillow’s buying of Showtime could mean to the real estate industry
(24:58) The importance of adapting to disruptors
(25:32) Kevin’s insight on Gary Keller’s response to competition
(39:40) Where is the industry headed to?
(41:21) Why there will be fewer real estate agents in the future
(42:36) Kevin’s advice to new agents

 

Episode 058 with Eric Lowry, CEO/Team Leader of The Lowry Team at eXp Realty

Episode 058 with Eric Lowry, CEO/Team Leader of The Lowry Team at eXp Realty

February 23, 2021

Eric Lowry started his real estate career in 1998 as a solo agent. As years passed, he has become “blissfully dissatisfied” in the path he has chosen and often found himself wanting to do more.  He wanted to not just have a job, he wanted to build a business for himself. So in 2005, he decided to build his own real estate team.

Today, Eric is the Team Leader and CEO of The Lowry Team at eXp Realty in Cincinnati. His team has built a reputation based on honest and professional real estate service. He is now considered as an industry veteran who has earned multiple awards due to his commitment to providing personal service combined with cutting edge technology to help clients every step of the way.

In this episode, we talked about:

(03:55) The 5 elements that help power an agent’s success
(06:00) How their team’s high-level custom agent training sets them apart from other brokerages.
(09:16) What technology to use to keep track of a trainee’s progress
(10:38) How Eric does his one-on-one coaching and how he makes it scalable 
(11:41) SISU’s role in identifying agents strengths and weaknesses 
(13:00) How the SISU dashboard helps refine an agent’s performance
(16:20) What key things team owners should do to differentiate themselves from the competition
(20:10) Why you should NEVER stop following up
(22:20) The one thing a real estate agent needs to learn to thrive and survive 
(23:03) What’s the precursor to success in business and in life
(27:33) The importance of using the best technology to help agents and clients 
(35:22 Why the language of business is in numbers and not opinions
(36:02) What Eric wishes he had known as he was building a team
(37:47) How does Eric gain his knowledge

 

Episode 057 with Mahala Landin, Managing Director, Broker at Rachel Kendall Team

Episode 057 with Mahala Landin, Managing Director, Broker at Rachel Kendall Team

February 16, 2021

After 12 years working in the hospitality industry, Mahala had the opportunity to work for a private equity firm where she was mostly involved with project management. Several years into her role, she discovered that she could make good use of her experience in project management, her interest in real estate development and her background on experiential sales if she jumps into the real estate world.

As they say, when stars align and a door opens, you have to walk through it. Which is why when she was introduced to Rachel Kendall of the Rachel Kendall Real Estate Team in 2014, she grabbed the opportunity and asked if she could be a member of her team.

Today, Mahala is the Managing Partner and Broker in Charge of the Rachel Kendall Real Estate Team. They have closed  450 - 500 transactions a year in the past 2 years and are ranked as 1 of the top 5 highest-grossing residential real estate teams in the country.
 
In this episode, we talked about:

(02:10) What Mahala loves about SISU
(03:35) How Mahala got into real estate
(10:31) The core foundation to what makes their team really work
(12:41) What is a common thing most powerful teams in real estate have in terms of lead generation?
(20:40) What should an agent do if they hit that place of “What’s next”? 
(24:43) Why you need to take 1 step back to take 10 steps forward
(25:42) How can team owners give agents opportunities for professional growth
(33:23) The importance of client relationship
(35:57) How to instill a culture of transparency, integrity and professionalism in team members
(38:17) What to keep in mind when picking an operations system and how to run it efficiently
(41:26) Why every real estate agent needs to know where their business are coming from
(43:02) The 3 platforms that are absolutely essential for an agent to get their job done
(44:37) The 1 piece of advice to someone who wants to take their team to the next level
(47:36) Mahala’s favorite source of learning

Episode 056 with Grier Allen, CEO and Co-Founder of BoomTown

Episode 056 with Grier Allen, CEO and Co-Founder of BoomTown

February 9, 2021

Grier Allen developed his passion for the real estate industry early on in his life.  His father was one of the top producing agents in the Charleston area which is why his upbringing helped shape the way he views this business.

After graduating with a computer science degree, he first worked as a consultant in the brokerage where his father worked. This is where he learned that consumers are migrating to the digital to find their next home but the industry at that time was unable to keep up with the demand.  This made him realize that technology has a positive impact in terms of creating efficiencies in the real estate world.

Today, Grier is the Co-founder and CEO of Boomtown, which provides top real estate marketing software and technology. He is also considered as an industry leader and a contributor to the growth of real estate teams and the way it has taken over the industry today.

In this episode, we talked about:

(03:05) How Grier came up with the vision for Boomtown
(15:46) The value of having the right team around you 
(18:27) Does Boomtown consider Top Producer as their true competitor? 
(20:39) What were the challenges they faced when building a company through turbulent times?
(26:30) The first sign of success for Boomtown
(27:47) How to create a balance between bootstrapping the company and supporting growth through hiring
(29:32) How technology start-ups can cut down on expenses
(30:32) How coaching companies became instrumental in promoting Boomtown
(32:26) The key to elevate your game in this industry
(33:26) The importance of bringing in people who share the same passion and values as you
(35:52) Remain profitable and grow slowly vs. Raise capital to take market share
(40:05) What challenges are they facing today
(45:57) What is Boomtown focusing on now to set them apart from the competition

Episode 055 with Sarita Dua, CEO of Portland Home Resource

Episode 055 with Sarita Dua, CEO of Portland Home Resource

February 2, 2021

After 14 years in the technology sales and marketing industry, Sarita Dua decided to go into real estate. She quickly rose to become one of Portland area’s top producers. With her passion for helping people and by always putting the client’s needs first, she was able to build her real estate empire based on referrals and repeat business.

Sarita is also considered one of the most sought after real estate professionals in the world.  As a speaker and industry trainer, she shares her industry knowledge and valuable tips to real estate agents around the world. One of the topics she is currently focused on is how to sharpen our tool kit so we can win in multiple offer situations.

In this episode, we talked about:

(02:47) How Sarita became the exclusive broker for the Ritz Carlton residences in Portland
(05:12) How to train buyer’s agents to win in multiple offer situations
(06:56) The importance of confidence in competitive buying  
(09:11) Why you need to know the basics of an offer
(10:30) How to craft an appealing offer through great communication
(17:07) The question to ask the listing agent to help you make a competitive offer
(19:43) How adding creativity to the offer could mean victory for the buyer
(26:49) What’s the best way to reach out to Sarita

Episode 054 with Michael Hellickson, CEO of Club Wealth

Episode 054 with Michael Hellickson, CEO of Club Wealth

January 26, 2021

Michael Hellickson has been selling real estate since 1991. At the height of his sales career, he and his team ranked as the #1 team in the country.  Today, Michael is the CEO of Club Wealth®, an executive business consulting firm that offers coaching and training to business owners worldwide - and is the #1 coaching company in the team and brokerage space.

Michael believes that while most people relate success to monetary wealth, there is no success in the world that can compensate for failure in the home. There are options that can provide opportunities to make more money in less time.  In fact, despite spending just 12 days a month working in his business, he and his team still ranked first, nationwide.  Which is why he wants to share the top three things that agents need to focus on not only to double their income but spend less time working in the business as well.

In this episode, we talked about:

(04:59) What’s the #1 habit you need to implement and master at a high level?
(05:24) What’s so great about SISU?
(07:35) Why you need to diversify your lead flow
(08:35) Why do the number of leads from SOI and repeat referral keep dropping in recent years?
(09:41) How many lead sources should you have to make 6 to 7 figures net income?
(13:46) Why having a 100% referral-based business is a terrible idea
(16:03) Where to get cheaper leads that converts quickly
(17:05) What’s the one thing that real estate agents suck at worse than lead generation?
(21:46) When does following the lead of a drug dealer pay off?
(22:26) What script to use to get leads hooked on you
(23:35) How to get a copy of  Michael’s 31 best lead sources
(24:30) The single best thing to do to generate more referral-based business
(25:00) How not to get overwhelmed by multiple lead sources

 

Episode 053 with Shoshana Socher, Owner/Founder of the Socher Team

Episode 053 with Shoshana Socher, Owner/Founder of the Socher Team

January 19, 2021

Shoshana Socher used to be a stay at home mom until her family went through bankruptcy in 2005.  This motivated her to find ways to put money into their lives which is why she decided to get a license and start her career in real estate.  Five years later, her son, Cody became her business partner and grew the Socher Team from there. 

Currently, the Socher Team is made up of 6 real estate agents and last year, they brought in $42.5M in sales with 166 transactions, marking 2020 as their most productive year to date. They attribute their growth and success mostly to having systems in place such as SISU and by doing activities that encourage agents to produce more.

In this episode, Shoshana Socher, the Operations Manager of Socher Team, Alex Ryb, and I talked about:

(05:28) How the team produced at a higher level despite having the same number of agents from the previous year
(09:01) Managing numbers vs. managing emotions
(11:26) How working with spreadsheets compare to having SISU?
(15:02) How morning meetings can shift your business
(17:25) How to motivate agents through 1 on 1 meetings
(19:28) The advantage of having an in-house Marketing person
(22:26) The importance of market updates
(25:50) What is Concierge Level Services?
(27:54) What technology does The Socher Team use in their business?
(31:23) The one thing that sets The Socher Team apart

 

 

Episode 052 with Erica Ramus, Broker/Owner of the Ramus Realty Group

Episode 052 with Erica Ramus, Broker/Owner of the Ramus Realty Group

January 12, 2021

In 1987, Erica started working for a magazine where she worked her way up from opening the mail to being editor-in-chief.  Years later, she bought this magazine from her boss only to be hammered by major players in the industry. Her business went down in flames and she was in $750,000 debt.  But this didn’t stop her and she daringly decided to start a new magazine.  Two years went on and her publication proved to be a great success - this was when she was dubbed as “The Magazine Lady”.

One of her clients was a realtor and an ad she made for his marketing resulted in a $10 million deal. This paved her way into the real estate world.  Her passion for professionalism and education led her to take up a master’s degree in real estate. She was one of the first people to hold this title in the country.

Today, Erica is the broker/owner of the Ramus Realty Group with multiple awards under her name. She is currently the 2021 President Elect of the Reading Berks Association of Realtors. Aside from these, she is also active in the community and her family hosts exchange students to live with them from all over the world. 

In this episode, we talked about:

(05:41) Why Erica refers to her brokerage as “fiercely independent”
(09:51) How a Masters Degree in Real Estate helps you understand the business at a different level
(11:58) Which tech stack her brokerage uses for lead generating, tracking and contract to close
(16:41) How being in production helps Erica inspire her agents
(18:00) The strategy that resulted to having the best August, September and October in 13 years despite COVID
(20:34) How to best motivate agents to keep dialling
(22:29) The story behind “The Magazine Lady”
(25:53) How Erica got started in real estate
(28:12) How to have work-life balance and still have time to give back to those in need
(29:39) What is Erica’s advice for those starting in real estate business
(34:27) The importance of contributing to a higher purpose 

To get in touch with Erica, visit the websites below:

www.Ramusrealty.com
www.ericaramus.com

Episode 051 with Derick Van Ness, Wealth Strategist & Founder of Big Life Financial

Episode 051 with Derick Van Ness, Wealth Strategist & Founder of Big Life Financial

January 5, 2021

Derick Van Ness  was making it big in real estate when the 2008 financial crisis hit. It also happened right when he was recovering from a snowboarding accident. He remembered laying in bed on painkillers while everything was going down the drain.  That’s when he realized that he didn’t have a strong financial foundation which is why when the cash stopped flowing in, it started to quickly empty out his bank account.

From then on, figuring out financial models that work became Derick’s passion.  He was determined to help people who, like him, are very good at making a lot of money but are quite bad at keeping it and making it grow.  Today, Derrick is a wealth strategist and the founder of Big Life Financial which aims to help people reach their full potential through understanding tax strategies and finances.

In this episode, we talked about:

(02:09) How Derick got into managing money
(05:25) The advantage of keeping a separate bank account for paying off taxes
(07:26) What can you do with the money that you pay yourself
(09:24) What you need to understand about life insurance  
(11:38) Why Derick thinks that the stock market setup is broken
(14:29) Why investing in anything you don’t understand is a bad idea 
(16:22) What are the 3 rules in investing
(19:04) Alternative investments with tremendous tax benefits for higher net worth people
(21:58) How to get a massive tax write-off and do good for other people at the same time
(23:05) How to get tax refunds through real estate research and development credits 
(25:07) What are the biggest financial mistakes people make
(31:01) How to eliminate the fear of money
(37:03) What is Derick’s best piece of advice

To know about Big Life Financial and the services they offer, go to https://www.biglifefinancial.com/ 

Episode 050 with Greg Flanagan, Founder of Power Onward Mastermind

Episode 050 with Greg Flanagan, Founder of Power Onward Mastermind

December 29, 2020

Greg Flanagan has been in the real estate business since 2006.  Prior to that, he worked for the New York Department of Corrections for 17 years where he experienced talking to people who really didn’t want to talk to him. This taught him the valuable skill of listening - which he now uses to his advantage as a real estate agent.

Today, Greg is the team leader and CEO of the Flanagan Home Team LLC.  He also founded Power Onward Mastermind and Coaching wherein as a growth partner, he aims to share the information he learned over the years and provide transformational training to help real estate agents grow their business and take it to the next level. 

In this episode, we talked about:

(05:05) Why solo agents/small teams need to “list to last”
(05:51) Which CRM Greg uses to track his leads
(09:19) How Greg got through the impacts of COVID for his business
(10:15) What Greg thinks of SISU’s program
(12:01) The importance of understanding your P&L numbers
(15:16) What Greg’s goal is for Power Onward Mastermind
(19:18) How to eliminate the mindset of fear
(21:25) How working in prison shaped Greg negotiating tactics 
(24:39) The book that turned Greg’s life around
(30:58) The most important piece of advice from Greg

 

Visit www.poweronwardmastermind.com to know more about Greg Flanagan.

 

Play this podcast on Podbean App