GRIT: The Real Estate Growth Mindset
Episode 068 with Brian Icenhower, CEO & Founder of Icenhower Coaching & Consulting

Episode 068 with Brian Icenhower, CEO & Founder of Icenhower Coaching & Consulting

May 12, 2021

Brian Icenhower has been in the real estate industry for nearly 3 decades. His father was a real estate broker which got him exposed to this business at a young age. He went into law school and practiced for a couple of years until he realized it wasn’t for him.  That’s when he decided to start a high producing real estate team in California and run a small boutique brokerage that later grew to a big brokerage. From then on, he opened a few more large brokerages in California and in the midwest, which he still owns today.

Along the way, Brian realized that his true passion is helping people succeed. So he decided to become a real estate coach and trainer where he focuses more of his time nowadays.

Today, Brian is the CEO and Founder of Icenhower Coaching & Consulting (ICC), which provides customized and structured coaching & training programs for real estate agents & team leaders, representing many of the top producing agents in North America. Aside from being an internationally recognized real estate trainer, speaker and coach, Brian is also a best-selling author.  His most recent book, The High Performing Real Estate Team is due to be out in September, later this year.

In this episode, we talked about:

02:02 How Brian got into the real estate industry 
04:12 The value of having a passion for something (other than money) that fuels you
06:20 What made Brian decide to write a book about real estate teams
09:05 Who has a better chance of survival? Solo agents or Teams?
14:44 How crucial is having a team dashboard to monitor activities that generate business
16:01True or False: Today’s market is the easiest market for buyer’s agents to operate in
19:56 The key you should be focusing on as an agent in this market
24:16 Why every agent should have their own dashboard
24:30 Why you need to focus on activities, not just results
26:32 How SISU helps in cultivating responsibility through public accountability
28:52 What Brian thinks of agents being replaced by iBuyers
35:13 The biggest missing piece for most agents

To get a FREE 30-minute consultation with top coaches from Icenhower Coaching and Consultation, go to www.icenhowercoaching.com

To pre-order Brian’s book: The High Performing Real Estate Team, go to:
https://www.amazon.com/High-Performing-Real-Estate-Team/dp/1119801850

Get 1 FREE course of your choice from their site if you forward your order confirmation to [email protected] 

Episode 067 with Jeff Quintin, CEO and Team Owner of The Quintin Group of Keller Williams Realty

Episode 067 with Jeff Quintin, CEO and Team Owner of The Quintin Group of Keller Williams Realty

May 4, 2021

Jeff Quintin started his career in real estate in 1992. He established the Quintin Group in Southern New Jersey and since then it has expanded into Cherry Hill, NJ, and Philadelphia, PA, Jupiter, FL, and Outer Banks, NC. Jeff is considered one of the most successful real estate agents in the country and was recognized by The Wall Street Journal as #44 out of 1.2 million real estate agents for selling over $139 million in volume in a single year.

Today, Jeff is the CEO and Team Owner of The Quintin Group of Keller Williams Realty.  The Quintin Group continues to sell over 250 homes per year amounting to over $120 million in sales. As a leader, Jeff is a firm believer of committing to your goals through discipline, hard work and passion.


In this episode, we talked about:

01:50 What is a “super team”
02:54 How do you motivate your team into having the discipline it takes to be a successful real estate agent
04:33 The 4 qualities Jeff looks for in an agent
07:22 How to turn your work into your passion
08:49 How to enforce positive accountability
15:21 What you need to become to win in today’s market
18:23 What Jeff thinks an agent should be doing in the next 12 to 24 month
21:12 How having the right skills can affect your income
22:20 How to identify weaknesses in the team and how to deal with it
40:12 The one book everyone in real estate should read/listen to

 

 

Episode 066 with Todd Crockett, Partner for The Crockett Team at Howard Hannah

Episode 066 with Todd Crockett, Partner for The Crockett Team at Howard Hannah

April 27, 2021

Todd Crockett has been in the real estate business since 1995. He is an instructor who trains fellow realtors across the United States. He's also a much sought after speaker for conventions and business seminars. Todd uses his education and experience to incorporate innovative concepts that give sellers a major marketing advantage in selling their home. 

Today, Todd is a partner for The Crockett Team at Howard Hannah.  He is also the Chief Encouragement Officer for TrainLaunch, a video presentation training technology. Currently, he’s into using video to revolutionize marketing.

In this episode, we talked about:

01:52 Why the leads you got during the pandemic, are the leads you’re going to keep
04:30 How Todd got into video advertising online 
06:01 How Facebook allowed Todd to connect with talented videographers
10:42 Why sharing solutions for prepping a property enhances your client’s experience. 
12:54 Why Todd does property prep at his own expense
16:03 What does “entertrainment” mean?
18:02 The importance of creating a memorable experience for the client and capture it in video
19:06 How making things fun and convenient can drive a referral business
20:05 How to create videos that make a difference
21:11 What are the key things that are going to take your business to the next level in 2021
24:04 The value of providing a fluid performance
24 42 Why it’s not always about transferring the title

Episode 065 with David Anderson, CEO of LionDesk

Episode 065 with David Anderson, CEO of LionDesk

April 13, 2021

David Anderson was born into a family of entrepreneurs. He first worked for their family-owned online travel business but after 13 years, he felt that he needed to do something different. That’s when he decided to start his own company.  He went to an INMAN event which sparked his interest in the real estate industry.  Then he went to different brokerages to see how they managed the business and found that the CRM they used at that time could use a lot of improvement. And being the entrepreneur that he is, he knew he could make it better.  

Today, David is the Founder and CEO of LionDesk, a CRM designed for ease of use and systems integration that allows just one log-in for all business tools. It has been the CRM platform of choice for over 165,000 real estate and mortgage professionals.

Recently, David was also included in the 2021 Swanepoel Power 200 (SP200) report for the third consecutive year and continues to be part of an elite group of industry professionals who are recognized for their influence and leadership.   
  
In this episode, we talked about:

06:44  The difference of LionDesk from the other CRM platforms in the industry
10:43  The importance of video texting
12:40  Who will benefit the most from LionDesk’s products
14:14  What a Good CRM should do
14:55  Which tech companies are integrated into LionDesk’s platform
17:02  What drove David to leave a place of security and venture into building his own business
20:20  What failure truly means
21:40 The challenges that Liondesk faces today
22:40 Why you need to hire the best person possible who could fire you from your own job
25:30 What excites David the most about real estate
28:41 What David sees as the biggest change in the industry for the next couple of years
34:26 Things you can do to keep waking up happy/motivated
39:05  David’s advice to those who are planning to build a business

Episode 064 with Terrence Murphy, CEO of TM5 Properties

Episode 064 with Terrence Murphy, CEO of TM5 Properties

April 6, 2021

Terrence Murphy started from very humble beginnings and worked his way up to where he is now.  He first became an entrepreneur mowing lawns for residential and commercial places when he was 12. He then tried different jobs to help his family - which also taught him the value of hardwork. Eventually, he had a very successful football career and was even drafted by the Green Bay Packers in the NFL draft. Unfortunately, an injury that left him paralyzed from neck below ended his football career.

In a situation where anyone would normally just give up on their dreams, Terrence's competitive nature and skills pulled him through.  When he recovered, he decided to start his career in real estate and this became his main focus and passion.

Today, Terrence is the CEO, Broker & Founder of TM5 Properties. TM5 has been a part of LeadingRE since 2016 which consists of the world’s market-leading independent residential brokerages in over 70 countries. In 2018 & 2019, TM5 was recognized in INC 5000 as one of the 5000 fastest-growing privately held small companies in the U.S.

Terrence is a visionary and entrepreneur at heart. Other ventures and companies he has started in the community or become a partner in, include: Jones and Associates Insurance, Asset Hero Property Management and many more.

In this episode, we talked about:

04:50 How Terrence managed to negotiate contract at 12 years old
06:58 The importance of grit and having a growth mindset
07:46 How to turn hardships in life into something that makes you stronger
10:17 Why Terrence referred to real estate as his new Super Bowl
14:06 Why you should never let anyone dictate what you can or cannot do
15:00 How he started in Real Estate
18:21 The value of giving back and inspiring other people
19:20 Why Terrence started his own podcast
23:14 Why you should never stop learning
25:13 How Terrence ends up with mostly high-end/luxury listings
27:13 Why you always need to be willing to fail
32:45 What is an entrepreneur’s best asset

 

Episode 063 with Eric Forney, Broker/Owner at The Forney Group

Episode 063 with Eric Forney, Broker/Owner at The Forney Group

March 30, 2021

Eric used to be a full-time paint salesman where he also created customized paint colors for homes.  This inspired him to venture into selling homes until he decided to upgrade his career into real estate in 2015.  A year later, he was named as the #1 Selling Agent in the Ohio Valley Region.  His team was also recognized as the #1 Selling KW Team in Indiana from 2017 to 2020.

Since his career trajectory was pretty fast as an individual and as a team, Eric saw the need for an efficient program to train new agents to backfill his business.  One of the things he found most success in was taking in new agents without experience and teaching them how to be successful in real estate and to be effective in the first 12 months.

In this episode, we talked about:

(02:56)  Why there is a need to train agents to become leaders
(05:04)  How does the FIRE immersion program work
(05:20)  The value of providing your agents a clear blueprint for success 
(08:31) How to keep your agents motivated
(11:06) Why Eric prefers to train agents through problem solving activities  
(13:32) How SISU helped make meetings more meaningful and productive
(15:32) Why you need to be clear on who you want to be in business with
(16:52) The difference between value and price
(17:23) The type of agent who are best suited for the immersion program
(20:05) How third party recruiting companies work in the real estate industry
(22:56) Best source of recruiting leads 
(24:57) How SISU helps simplify the real estate business

 

Episode 062 with Ricky Cain, Founder/CEO of Cain Realty Group

Episode 062 with Ricky Cain, Founder/CEO of Cain Realty Group

March 23, 2021

In 2006, Ricky and his wife got into the real estate business with just $2,000 between them. The first 2 years were treacherous and they needed to figure things out on their own. It’s a fact that very few agents survive the first 2 years and even fewer go beyond year 5.  Despite this discouraging statistic, Ricky's biggest motivation was: to never say no to himself or his family, when they deserve a yes.  This is what made him pull through and eventually find success.

As his business grew, he decided to create a team. He determined that it is his duty and obligation to provide opportunities for other people to be blessed by real estate the way he has.  Today, he is the president of the Cain Realty Group - Keller Williams Realty- which has been awarded as America’s Best Real Estate Professionals for six consecutive years.

He is also the president of Cain Cares, a non-profit organization who serves clients of The Cain Team, their families and community in times of severe need.

In this episode, we talked about:

(2:58) The value of having a strong “why”
(7:44) Finding purpose in your life
(10:25) What is an impactful way to identify the core values for your team
(13:55) How core values attract the right people you want to work with
(17:15) What things you need to have in place when building a team
(19:42) Why you need to hire for the position and not for the person
(20:32) Ricky's three (3) favorite questions when hiring
(21:53) Why you need to dig 3-layer deep when interviewing references
(23:07) What are the benefits of shadowing
(24:23) How important is it to get buy-ins from your agent’s significant others 
(26:28) How to determine an agent’s success through their trak records
(27:07) Why leaders should also focus on their personal growth
(27:48) What is the most important thing that Ricky is doing to ensure that 2021 will be a great year for his business

 

 

Episode 061 with Peter Chabris, Team Leader of The Chabris Group

Episode 061 with Peter Chabris, Team Leader of The Chabris Group

March 16, 2021

Peter Chabris has been a licensed real estate agent since 2002. Six year later, he started The Chabris Group and since 2013, it has become Cincinnati's top sales team. The Chabris Group was also hailed as the top KW sales team in the Tri-State since 2015, and one of the top 100 sales teams at Keller Williams worldwide  since 2019. 

Peter is a KW Mastery business coach for Keller Williams Realtors and Master Faculty for Keller Williams University as well. His specialties are systemizing customer experience, scaling business, sales skills mastery, and living an intentional life.

In this episode, we talked about:

(03:03) How did Peter’s team bridge the gap from 350 to 450 transactions last year
(04:35) What was their “big switch”?
(06:03) The importance of communication to the success of the team
(06:52) What are the key items to having the trajectory of growth continue through 2021 
(07:25) Teams vs. Brokerages
(09:29) What convinced them to bring in ISAs to the team
(10:37) The ISA model that works best for Peter’s team 
(15:16) How to get an agent transition into the role of an ISA
(17:07) Who should be the first person you hire
(18:02) The value of knowing your numbers
(20:07) How to Compensate Your Inside Sales Agent
(21:51) How do agent-ISA splits work
(26:12) The key to get to the next level

Episode 060 with Kyle Whissel, CEO/Team Leader of Whissel Realty Group

Episode 060 with Kyle Whissel, CEO/Team Leader of Whissel Realty Group

March 9, 2021

Kyle Whissel has been in the real estate industry for almost 2 decades now. He worked in all aspects of the industry including property management, commercial real estate investing, distressed sales (REO & short sale), flipping and residential real estate.

Today, he is the CEO and team leader of Whissel Realty Group brokered by eXp Realty. They’ve been recognized as the #1 real estate team in San Diego by The Wall Street Journal and the #6 team in the state by Trulia and Zillow. He’s also a National Speaker and the #1 Real Estate Video Influencer by Bombbomb.

In this episode, we talked about:

(01:11) How to go big in 2021
(01:50) Why we need to have a different approach for different kinds of leads?
(05:57) What activities do we want our agents to focus on
(06:09) How does the 3-Part Funnel work?
(13:33) The advantage of setting up a lot of appointments for agents
(15:54) How do you find the right ISA and how to keep them around
(18:09) What are “exempt” or “non-exempt” employees? 
(19:40) Why you should start paying ISAs based on closings and not on appointments set
(23:03) How much does an agent/ISA need to earn before they consider themselves successful? 
(27:11) Kyle’s #1 source of hiring
(27:40) How does the company make money as a whole
(28:38) Why “speed to lead” is just as important as “speed to respond”
(28:50) What’s the only thing better than a new lead?
(30:23) What program does Kyle use to train his team

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

 

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