Master Mind Agent

November 21, 2018 SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. . . . . To listen on iTunes, click HERE. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 55 minutes Website: PapasanProperties.com Background: Wendy Papasan is with Keller Williams in Austin, Texas. Last year she closed 245 transactions with a total sales volume of 74 million. Her average sales price was 305 thousand of which 60% were buyers and 40% were sellers. Wendy has a 28 member team: 19 agents, 1 showing partner, 2 inside sales agents, 1 listing manager, 1 contract manager, 1 marketing director, 1 director of growth, 1 operations director, and 1 CEO/team leader. Wendy is the team leader of Papasan Property Group. She has been an agent for 9 years and works the Austin, Dallas, Houston, and St Lewis markets. In this call, Wendy talks about: Starting part time as a stay-at-home mom and selling 18 homes her first year Building a 6th Level business by supporting the growth of others Her “Big Why” and 6 core values that are the foundation of her team Why her job switched to lead generation of team talent Building a team around systems, administration, and support instead of centralized lead generation and distribution Why she expanded outside her local market, how she picked the locations, and mistakes made that created a stronger team Her tiny budget annual marketing plan for repeat and referrals from past client and sphere of influence that results in 56% of her business Why you should focus on building a moat around your database How she got 28% of her business last year by referrals from other agents Her NOT to do list Team dynamics, compensation, profit margins, and more 2017 Stats: 245 closings 74 million sales volume 28 member team: 19 agents 1 showing partner 2 inside sales agents 1 listing manager 1 contract manager 1 marketing director 1 director of growth 1 operations director 1 CEO/team leader Niche: agent referrals expansion teams repeat & referrals past clients sphere of influence

August 21, 2018 SUCCESS CALL ***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 55 minutes Website: SearchSarasotaHomes.com Background: Toni Zarghami is with Keller Williams in Sarasota, Florida. Last year she, her husband David, and team closed 108 transactions with a total sales volume of 35 million. Her average sales price was 324 thousand of which 50% were buyers and 50% were sellers. In her best year (2016), she sold 116 homes worth 40 million. Toni has a 19 member team: 6 buyer specialists, 3 junior partners, 1 listing specialist / director of sales, 3 full time operations staff, 2 virtual assistants, 1 courier, 1 sign guy, 1 chief growth officer, and 1 chief executive officer. Toni is the co-founder and listing specialist of the Zarghami Group. She has been an agent for 10 years and works the metro Sarasota market. In this call, Toni talks about: Falling in love with real estate as a 4th grade teacher when she fix-n-flipped a house one summer The benefits of shadowing a mentor early in your career How she fell in with a builder to boost her practice early on Lessons learned from failures and why you want to fail faster How to create accountability for yourself and team members Keys to successfully working with your spouse Why Toni still personally lists and sells 50-60 homes per year What to say to a sell when you are competing against other agents Scripts for getting sellers to price their home correctly How she stopped discounting her commission Getting more repeat and referrals from past clients Team dynamics and more 2017 Stats: 108 closings 35 million sales volume 19 member team: 6 buyer specialists 3 junior partners 1 listing specialist / director of sales 3 full time operations staff 2 virtual assistants 1 courier 1 sign guy 1 chief growth officer 1 chief executive officer Niche: internet leads repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 154 closings per year $43 million sales volume In this call, Noel talks about: Failing her licensing exam the first attempt, yet selling 30 homes her first year Exactly what she did to get such a fast start Working with her spouse for 34 years and why it’s critical to establish clearly defined roles How systems can set you free What is a system, how can you set up a system, and examples of systems Software that digitizes your system and gets all team members on same page How she gets 57% of her business by repeat & referrals from past clients including her annual marketing plan Why she hosts 3 client parties per year instead of one How she gets 31% of her business from internet leads, what is her #1 best internet lead source, and the company she hired to run her internet marketing Who does a better job of converting internet leads: agents, ISA, or outsource? Team dynamics, compensation, profit margins, and more Members click HERE to listen to entire 66 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 66 minutes Website: Bittinger.com Background: Noel Bittinger is with Bittinger Team, Realtors in Canton, Michigan. Last year she, her husband Lee, and team closed 154 transactions with a total sales volume of 43 million and a GCI of 1.2 million. Her average sales price was 282 thousand of which 39% were buyers and 61% were sellers. In her best year (2005), she sold 176 homes worth 42 million. Noel has a 13 member team: 4 Realtors, 1 operations director, 1 listing manager, 1 closing manager, 1 field manager, 3 contractors (a bookkeeper, a photographer, and a digital marketing group), and 2 team leaders. Noel is the team leader of the Bittinger Team. She has been an agent for 34 years and works Detroit – Anne Arbor market. In this call, Noel talks about: Failing her licensing exam the first attempt, yet selling 30 homes her first year Exactly what she did to get such a fast start Working with her spouse for 34 years and why it’s critical to establish clearly defined roles How systems can set you free What is a system, how can you set up a system, and examples of systems Software that digitizes your system and gets all team members on same page How she gets 57% of her business by repeat & referrals from past clients including her annual marketing plan Why she hosts 3 client parties per year instead of one How she gets 31% of her business from internet leads, what is her #1 best internet lead source, and the company she hired to run her internet marketing Who does a better job of converting internet leads: agents, ISA, or outsource? Team dynamics, compensation, profit margins, and more 2017 Stats: 154 closings 43 million sales volume 13 member team: 4 Realtors 1 operations director 1 listing manager 1 closing manager 1 field manager 3 contractors (a bookkeeper, a photographer, and a digital marketing group) 2 team leaders Niche: internet leads repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 185 closings per year $49 million sales volume In this call, Craig talks about: Only selling one house during his first 5 months while he educated himself on the market and built relationships Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members His formula was simple: talk to 17 people per day Why he likes prospecting in shopping malls and office parks How to build rapport quickly with anyone Hear the script he uses to set appointments with people he just met who showed interest in real estate Why he developed a laid back friendly approach to for-sale-by-owners His annual client party and how he zero based the cost Why he is still personally in production and sold 70 homes himself last year Team dynamics, compensation, profit margins, and more Members click HERE to listen to entire 65 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 1 hour and 5 minutes Website: TeamDynamoRealEstate.com Background: Craig Wilburn is with Keller Williams in Gainesville, Florida. Last year he closed 185 transactions with a total sales volume of 49 million and a GCI of 1.3 million. His average sales price was 264 thousand of which 50% were buyers and 50% were sellers. In his best year (2016), Craig sold 255 homes worth 55 million. Craig has a 14 member team: 2 buyer agents, 3 listing agents, 2 inside sales agents, 1 listing coordinator, 1 transaction coordinator, 1 field manager, 2 executive assistants, 1 director of operations, and 1 team leader. Craig is the team leader of Team Dynamo. He has been an agent for 15 years and works the metro Gainesville market. In this call, Craig talks about: Only selling one house during his first 5 months while he educated himself on the market and built relationships Then the floodgates opened and he sold 55 homes in his first full year without any assistants or team members His formula was simple: talk to 17 people per day Why he likes prospecting in shopping malls and office parks How to build rapport quickly with anyone Hear the script he uses to set appointments with people he just met who showed interest in real estate Why he developed a laid back friendly approach to for-sale-by-owners His annual client party and how he zero based the cost Why he is still personally in production and sold 70 homes himself last year Team dynamics, compensation, profit margins, and more 2017 Stats: 185 closings 49 million sales volume 14 member team: 2 buyer agents 3 listing agents 2 inside sales agents 1 listing coordinator 1 transaction coordinator 1 field manager 2 executive assistants 1 director of operations 1 team leader Niche: for sale by owner repeat & referrals past clients sphere of influence

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 58 minutes Website: TheSchraderGroup.com Background: Dayton Schrader is with Re/Max in San Antonio, Texas. Last year he closed 605 transactions with a total sales volume of 155 million and a GCI of 4 million. His average sales price was 256 thousand of which 45% were buyers and 55% were sellers. Dayton has a 27 member team: 1 operations manager, 4 business development, 8 transaction coordinators, 1 property manager, 5 buyer agents, 2 photographers, 1 stager, 1 bookkeeper, 1 marketing, 1 runner, 1 executive assistant, and 1 team leader. Dayton is the team leader of The Schrader Group. He has been an agent for 36 years and works the metro San Antonio market. In this call, Dayton talks about: His slow start in real estate selling 5 homes his first year How he slowly built his practice with by working his sphere of influence Recognizing that referral partners could each send 2-5 referrals per year Building a VIP Referral Partner program with 250 professionals that resulted in 300 closings last year Why he like to host big and small events His belief in the Law of Reciprocity and how it works with referrals Scripts his uses when initiating and following up with his referral partners How he became a problem solver and a fixer for new home builders that results in over 200 closings last year Common problems builders experience and how you can profit by solving Why he personally lists 20 homes each month and tracks his P&L monthly Team dynamics, profit margins, and more 2017 Stats: 605 closings 155 million sales volume 27 member team: 1 operations manager 4 business development 8 transaction coordinators 1 property manager 5 buyer agents 2 photographers 1 stager 1 bookkeeper 1 marketing 1 runner 1 executive assistant 1 team leader Niche: new home builders professional referral partners repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 605 closings per year $155 million sales volume In this call, Dayton talks about: His slow start in real estate selling 5 homes his first year How he slowly built his practice with by working his sphere of influence Recognizing that referral partners could each send 2-5 referrals per year Building a VIP Referral Partner program with 250 professionals that resulted in 300 closings last year Why he like to host big and small events His belief in the Law of Reciprocity and how it works with referrals Scripts his uses when initiating and following up with his referral partners How he became a problem solver and a fixer for new home builders that results in over 200 closings last year Common problems builders experience and how you can profit by solving Why he personally lists 20 homes each month and tracks his P&L monthly Team dynamics, profit margins, and more Members click HERE to listen to entire 58 minute call

SAMPLE this call … listen to first 15 minutes below … Production: 96 closings per year $17 million sales volume In this call, Joy talks about: How she sold 96 homes last year Why she works as a solo agent and does not want any buyer agents How she took 6 months off last year to travel the world (not all at once) Her love of traveling to different countries to see different cultures (she’s already been to 37 countries) When she is at work, she is totally focused on dollar productive activities When she is on vacation, she totally disconnects from the business How she only works 8-5 during the week and rarely works on the weekend Why 99% of her clients wait for her to return from a trip before transacting real estate (hint: they want Joy only) What her daily schedule looks like Why she prospects for 2 hours every day, but never cold calls strangers How she achieves an 85% profit margin and more Members click HERE to listen to entire 49 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 49 minutes Website: JoySellsLouisiana.com Background: Joy Russell is with Keller Williams Realty in Prairieville, Louisiana. Last year she closed 96 transactions with a total sales volume of 17 million. Her average sales price was 171 thousand of which 60% were buyers and 40% were sellers. Joy is a solo agent with 3 assistants: 1 executive assistant, 1 marketing assistant, and 1 part time inside sales agent. Joy has been an agent for 14 years and works the Baton Rouge market. In her best year (2016), joy sold 126 homes worth 20 million. In this call, Joy talks about: How she sold 96 homes last year Why she works as a solo agent and does not want any buyer agents How she took 6 months off last year to travel the world (not all at once) Her love of traveling to different countries to see different cultures (she’s already been to 37 countries) When she is at work, she is totally focused on dollar productive activities When she is on vacation, she totally disconnects from the business How she only works 8-5 during the week and rarely works on the weekend Why 99% of her clients wait for her to return from a trip before transacting real estate (hint: they want Joy only) What her daily schedule looks like Why she prospects for 2 hours every day, but never cold calls strangers How she achieves an 85% profit margin and more 2017 Stats: 96 closings 17 million sales volume 4 member team: 1 executive assistant 1 marketing assistant (pt) 1 inside sales agent (pt) 1 team leader (sole salesperson) Niche: repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 156 closings per year $370 million sales volume In this call, Sally talks about: Majoring in psychology and starting life as a kindergarten teacher Building a nest egg by flipping houses Getting a real estate license and selling average priced homes How she transitioned her practice into selling luxury and super luxury homes Working with billionaire clients Listing, marketing, and selling a 85 million dollar super mansion The differences and similarities between entry level and super luxury home buyers and sellers The steps to take to transition into the luxury market Why she always phone prospects for one hour every day Team dynamics and more Members click HERE to listen to entire 47 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 47 minutes Website: SallyForsterJones.com Background: Sally Forster Jones is with Compass in Beverly Hills, California. Last year she closed 156 transactions with a total sales volume of 370 million. Her average sales price was 2.4 million of which 40% were buyers and 60% were sellers. Sally has a 24 member team: 14 team agents, 1 showing assistant, 1 senior director of operations, 1 director of sales, 1 listing director, 1 director of marketing, 1 marketing coordinator, 1 design and sales associate, 1 listing coordinator, 1 transaction coordinator, and 1 team leader. Sally is the team leader of the SFJ Group. She has been an agent for 40 years and has sold over 5 billion in her career. In this call, Sally talks about: Majoring in psychology and starting life as a kindergarten teacher Building a nest egg by flipping houses Getting a real estate license and selling average priced homes How she transitioned her practice into selling luxury and super luxury homes Working with billionaire clients Listing, marketing, and selling a 85 million dollar super mansion The differences and similarities between entry level and super luxury home buyers and sellers The steps to take to transition into the luxury market Why she always phone prospects for one hour every day Team dynamics and more 2017 Stats: 156 closings 370 million sales volume 24 member team: 14 team agents 1 showing assistant 1 senior director of operations 1 director of sales 1 listing director 1 director of marketing 1 marketing coordinator 1 design and sales associate 1 listing coordinator 1 transaction coordinator 1 team leader Niche: luxury homes repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 380 closings per year $93 million sales volume In this call, Jay talks about: Working in property management and corporate relocation before join forces with his wife to start a real estate team How to work successfully with your spouse by defining roles Retooling the business during market fluctuations 3 major mistakes he made growing the business and the lessons he learned How he gets 70% of his business by repeat & referrals from past clients and sphere of influence Why he throws a mix of small and big client events How one event resulted in 18 referrals and 11 closings Running a staff lean team for efficiency and profit Team dynamics, compensation, profit margins, and more Members click HERE to listen to entire 49 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 49 minutes Website: rebdgroup.com Background: Jay Acker is with Keller Williams Realty in Denton, Texas. Last year, he, his wife Carissa, and team closed 380 transactions with a total sales volume of 93 million and earned 2.5 million in GCI. His average sales price was 244 thousand of which 55% were buyers and 45% were sellers. Jay has a 24 member team: 18 team agents, 1 transaction coordinator, 1 listing manager, 1 marketing manager, 1 runner, 1 COO, and 1 CEO. Jay is the COO of the Real Estate By Design Group. He has been an agent for 12 years and works the metro Dallas Fort Worth market. In this call, Jay talks about: Working in property management and corporate relocation before join forces with his wife to start a real estate team How to work successfully with your spouse by defining roles Retooling the business during market fluctuations 3 major mistakes he made growing the business and the lessons he learned How he gets 70% of his business by repeat & referrals from past clients and sphere of influence Why he throws a mix of small and big client events How one event resulted in 18 referrals and 11 closings Running a staff lean team for efficiency and profit Team dynamics, compensation, profit margins, and more 2017 Stats: 380 closings 93 million sales volume 24 member team: 18 team agents 1 transaction coordinator 1 listing manager 1 marketing manager 1 runner 1 COO 1 CEO Niche: repeat & referrals past clients sphere of influence

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 55 minutes Website: AnneDaily.com Background: Anne Daily is with Re/Max in Fair Oaks, California. Last year, she and her husband Joe Herbert closed 61 transactions with a total sales volume of 18 million and 525 thousand in GCI. Her average sales price was 298 thousand of which 10% were buyers and 90% were sellers. In her best year, she sold 123 homes worth 20 million. Anne has a 5 member team: 2 sales agents/team leaders, 1 office manager, 1 receptionist, and 1 runner. Anne is the co-leader of The Anne Daily & Joe Herbert Team. She has been an agent for 29 years and works the metro Sacramento market. In this call, Anne talks about: Starting as an organizer and property manager for her family real estate investment business Working with her spouse and adult children Why both she and her husband are in production, how to make it work, and why both need their own independent coach How the loss of family member affects a family team How she generated 30% of her business from expired listings last year including her approach of being the “turn around” agent, how she contacts the seller, and the service she uses to research the owners name, address, and phone number Even in a fast market, 10% of her business is from foreclosures and NODs (notices of default) and she describes a quick easy way to find contact info How she gets 50% of her business from repeat and referrals from past clients and sphere of influence from a small database of 800 people including her simple annual marketing plan The psychology of prospecting and how to embrace the opportunity How she splits her time between sale production 3 days per week and being a coach for the Mike Ferry Organization 2 days per week Team dynamics, profit margins, and more 2017 Stats: 61 closings 18 million sales volume 5 member team: 2 sales agents/team leaders 1 office manager 1 receptionist 1 runner Niche: expired listings notice of default repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 61 closings per year $18 million sales volume In this call, Anne talks about: Starting as an organizer and property manager for her family real estate investment business Working with her spouse and adult children Why both she and her husband are in production, how to make it work, and why both need their own independent coach How the loss of family member affects a family team How she generated 30% of her business from expired listings last year including her approach of being the “turn around” agent, how she contacts the seller, and the service she uses to research the owners name, address, and phone number Even in a fast market, 10% of her business is from foreclosures and NODs (notices of default) and she describes a quick easy way to find contact info How she gets 50% of her business from repeat and referrals from past clients and sphere of influence from a small database of 800 people including her simple annual marketing plan The psychology of prospecting and how to embrace the opportunity How she splits her time between sale production 3 days per week and being a coach for the Mike Ferry Organization 2 days per week Team dynamics, profit margins, and more Members click HERE to listen to entire 55 minute call

SAMPLE this call … listen to first 15 minutes below … Production: 387 closings per year $175 million sales volume In this call, Jeff talks about: How he niched into the “mid luxury” market where homes are twice the average price Why he takes days, weeks, even months to properly prepare a home for sale The biggest problems he encounters with bringing older homes into today’s style (you might be surprised) His 57 item checklist for identifying functional obsolescence Why dropping the price might be the wrong way to sell a home How fix-up, repair, and updating the home are now marketing cost Why he will invest his own money to fix up his client’s property Selling the buyer on the home before the first showing How he gets home photos to jump off the screen and get buyers lining up for his new listings Why he hires a professional photographer Hiring a professional stagger that he calls the “seller’s helper” Taking before and after staging photos to promote on his website to get future clients Get SEO leads by promoting neighborhoods over houses Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers Team dynamics, compensation, profit margins, and more Members click HERE to listen to entire 48 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 48 minutes Website: Sibbach.com Background: Jeff Sibbach is with Realty One Group in Scottsdale, Arizona. Last year his team closed 387 transactions with a total sales volume of 175 million while Jeff was personally involved in 176 sales worth 106 million. His average sales price was 452 thousand of which 50% were buyers and 50% were sellers. Jeff has a 68 member team: 25 admin staff, 43 agents, and 1 team leader. Jeff is team leader of The Sibbach Team. He has been an agent for 16 years and works the Metro Phoenix market. In this call, Jeff talks about: How he niched into the “mid luxury” market where homes are twice the average price Why he takes days, weeks, even months to properly prepare a home for sale The biggest problems he encounters with bringing older homes into today’s style (you might be surprised) His 57 item checklist for identifying functional obsolescence Why dropping the price might be the wrong way to sell a home How fix-up, repair, and updating the home are now marketing cost Why he will invest his own money to fix up his client’s property Selling the buyer on the home before the first showing How he gets home photos to jump off the screen and get buyers lining up for his new listings Why he hires a professional photographer Hiring a professional stagger that he calls the “seller’s helper” Taking before and after staging photos to promote on his website to get future clients Get SEO leads by promoting neighborhoods over houses Why open houses are the hot new way to find a buyer for your listing … and how to host an open house to find more sellers Team dynamics, compensation, profit margins, and more 2017 Stats: 387 closings 175 million sales volume 68 member team: 25 admin staff listing manager listing assistant 2 transaction coordinators listing and transaction coordinator front desk/transaction coordinator sales manager marketing manager administrative/marketing support web design 2 home staging/designer vacant home manager accounting operations manager/marketing executive assistant for Jeff human resources non-team member/rental leads runner/client concierge 4 client concierge 43 agents 1 team leader Niche: internet leads repeat & referrals past clients sphere of influence

SAMPLE this call … listen to first 15 minutes below … Production: 191 closings per year $33 million sales volume In this call, Chris talks about: Working as a branch manager for 10 years before going into sales Joining his wife’s team with a single focus on getting listings Taking 43 listings in his first 60 days by focusing on FSBOs and expireds Why door knocking is the best way to list FSBOs and expireds Selling 125 homes in his second year The reason he never turns down a listing Why he takes 12 month listings without easy exit options How to get systematic price reductions including the language and approach 45% of his business was listing for sale by owners (86 listings last year) FSBO scripts for initial contact, follow up, and setting appointments What to say to FSBOs who tell you they are “listed” on Zillow Why language and the words you use are the true tools of the master agent The typical time FSBOs try on their own before they list (you’ll be surprised) The commission option program you can use to get an appointment How to hire an ISA or caller to set appointments for you 25% of his business was relisting expired homes (47 listings last year) Script to use when agents are telling the seller to wait 45 days for MLS to reset Team dynamics, compensation, profit margins, and more Members click HERE to listen to entire 1 hour and 41 minute call

***Note: If you can not see the audio player above, REFRESH your browser and try again. To download, right click the “Download” link below and “save as” to your computer. Download FULL Running Time: 1:41 Download PART 1 of 2 Running Time: 1:00 Download PART 2 of 2 Running Time: 0:41 Website: TheDream-Team.com Background: Chris Higgins is with Keller Williams in Westlake, Ohio. Last year he closed 191 transactions with a total sales volume of 33 million and earned 1.2 million in GCI. His average sales price was 175 thousand of which 32% were buyers and 68% were sellers. Chris has a 12 member team: 1 lead buyer agent, 3 showing assistants, 1 lead seller agent (Chris), 2 seller agents, 1 transaction manager, 1 director of media (sign runner / photography), 1 inside sales associate (unlicensed), 1 lead conversion manager, and 1 partner (wife). Chris is team leader of The Dream Team. He has been an agent for 19 years and works the Metro Cleveland market. In this call, Chris talks about: Working as a branch manager for 10 years before going into sales Joining his wife’s team with a single focus on getting listings Taking 43 listings in his first 60 days by focusing on FSBOs and expireds Why door knocking is the best way to list FSBOs and expireds Selling 125 homes in his second year The reason he never turns down a listing Why he takes 12 month listings without easy exit options How to get systematic price reductions including the language and approach 45% of his business was listing for sale by owners (86 listings last year) FSBO scripts for initial contact, follow up, and setting appointments What to say to FSBOs who tell you they are “listed” on Zillow Why language and the words you use are the true tools of the master agent The typical time FSBOs try on their own before they list (you’ll be surprised) The commission option program you can use to get an appointment How to hire an ISA or caller to set appointments for you 25% of his business was relisting expired homes (47 listings last year) Script to use when agents are telling the seller to wait 45 days for MLS to reset Team dynamics, compensation, profit margins, and more 2017 Stats: 191 closings 33 million sales volume 12 member team: 1 lead buyer agent 3 showing assistants 1 lead seller agent (Chris) 2 seller agents 1 transaction manager 1 director of media (sign runner / photography) 1 inside sales associate (unlicensed) 1 lead conversion manager 1 partner (wife) Niche: for sale by owners expired listings repeat & referrals past clients sphere of influence