"Billion Dollar Agent - Lessons Learned" Blog

2007-01-31T18:47:00.000-08:00

Sande Ellis
The Ellis Team
RE/MAX Realty Group
Ft. Myers, FL
http://www.topagent.com/

Sande Ellis credits her success in real estate to hard work and good advice. She was impressed with a speaker who once said, "People don’t care how much you know until they know how much you care." Her strong interpersonal skills and diligent efforts made her the top residential sales agent in the Fort Myers/Lee County area.

Among Sande’s many achievements and awards are being named one of the top 100 agents in the world by the National Association of Realtors, Top 100 Agents by RE/MAX International, Top 10 Agents RE/MAX of Florida, the RE/MAX Lifetime Achievement Award and the RE/MAX Hall of Fame Award. She has held many offices in the local Realtor Associations.

What is your personal background and how did you get into real estate?
"I had taught school and had worked as a field coordinator for the Arthritis Foundation. Then Mike, my husband, was transferred to Florida. I had always wanted to go into the real estate business. I did not know anybody or anything about Fort Myers, FL. The fact that I knew what I didn’t know turned out to be a tremendous advantage. I did not expect anyone to list or sell their home with me because they knew me. Everyday was an adventure."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I always knew that I could do anything that I wanted."

"RE/MAX has been a keeper of the flame. Dave and Gail Liniger, Margaret Kelly, Vinnie Tracey, and others recognize and promote the entrepreneurial spirit. These are people who can move you off your seat and challenge you to do the same for others."

What do you enjoy most about the business?
"I don’t need drugs to feel high … high on the business and high on people."
" I enjoy the diversity."

Do you believe goals are important to your success?
"I love Brian Tracy and The Psychology of Achievement. I believe in setting goals. However, you must give the goal life."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
"Get the name and the face out there. Figure out something unique about your marketplace or yourself. Why would someone call you?"

Are you a Billion Dollar Agent or do you believe you will hit that level during your career?
"If you had not asked I would not have known. We will be a billion dollar agents in 2007."

Sande’s Team has a one-hour radio show that has been phenomenal to their success. This is only one of her great marketing and advertising strengths. In her interview with Steve Kantor Sande divulges a simple, inexpensive method of advertising. " I recommend sending out 100 XXXX XXXX - people love them." What’s her secret? You’ll have to buy the book "Billion Dollar Agent – Lessons Learned" to find out this great tidbit of advise along with much more she has to share.

2007-01-29T11:02:00.000-08:00

Mariana Cowen
The Mariana Cowen Homeselling Team
Coldwell Banker Supercity Realty
Halifax, Nova Scotia, Canada
www.marianacowan.com

Born in Vancouver, B.C., Mariana moved to Halifax, Nova Scotia in 1985. There she started her real estate career in the fall of 1986. Mariana has been described as one of the most recognizable faces in the real estate industry. She has devoted herself to being one of the top Realtors. Mariana built her reputation on continuing education, along with introducing groundbreaking methods for marketing, and selling properties using her Homeselling Team Concept.

What is your personal background and how did you get into real estate?
"While in University, I majored in psychology and business. At age 23, I was looking toward a career that would include helping people, plus provide my family with a high-quality standard of living. After selling my own home privately, I realized that real estate was my niche."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"The greatest lesson was the gift of learning, from my grandfather who is a wise man. At a very young age, my grandfather who, at that time was the Dean of Graduates of UBC and later Chancellor of the University of Victoria, taught me appreciation and values. He also taught me about the love people possess, and how to learn from them, which is still with me today."

What do you enjoy most about the business?
"The biggest satisfaction for me, in this business, is helping clients build their dreams into reality, whether it is to maximize their investment, or put them into a new home."

Do you believe goals are important to your success?
"Yes, goals are very important to my success. I set realistic goals annually, as well as make five and ten year plans."

What single quality has made you more successful than others?
"I think that being able to delegate, and leverage myself with people, has made me more successful."

What does the average real estate agent fail to do which are among the reasons why they are average?
"They fail to follow-up, they fail to listen to what customer wants, and they fail to invest in marketing."

Are you a Billion Dollar Agent or do you believe you will hit that level during your career?
My office has sold over a billion dollars in gross sales.

Over the past 20 years Mariana has said to be very "fortunate", selling, on average, 250-300 homes per year. How does she accomplish such a feat? In her interview with Steve Kantor she shares her top methods for new client lead generation. In the newly released book "Billion Dollar Agent- Lessons Learned", Mariana also reveals how she focuses on obtaining her goals. Don’t be left behind as all the other agents read the book that unveils the secrets of the great realtors of today. Order your copy today by clicking on the order form link below.

CLICK HERE for order form

2007-01-23T10:31:00.000-08:00

Mike Costigan
The Mike Costigan Group
RE/MAX Communities
Marietta, GA
http://www.guaranteedhomesales.com

At the age of 22, Mike Costigan was attending college and working part-time selling newspapers door-to-door. Without any certainty in his future career path Mike’s mother one day "challenged" him to get his real estate license, hoping that he could make something of himself. A few years later Mike’s career as an agent took off. Currently, at the age of 37, he is the #1 agent at the one of the world’s largest RE/MAX offices-RE/MAX Communities in Marietta, GA. He is ranked #2 in the state of Georgia and amongst the top 20 RE/MAX agents in North America. Mike has been awarded the RE/MAX Hall of Fame Award.

What is your personal background and how did you get into real estate?
"My background is in sales. My father has also been in sales all his life; I have sales in my blood. I’ve done plenty of nose-to-nose, toes-to-toes selling very hardcore stuff and I’ve always been the top guy-it was always in me."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I have developed copywriting as a skill, which has become a hobby of mine. All great businesses start with one thing — marketing."

What do you enjoy most about the business?
"I enjoy the marketing, writing the ad copy, and doing the TV and radio spots. I still do a small percentage of the listings."

Do you believe goals are important to your success?
"That has changed quite a bit in my business lately. I’ve always been very "seat of my pants" so to speak. I think this is probably a very common thing among people who are truly salespeople at heart. But as my business has grown, I have learned that it is critically important to have goals. I write out my goals every year."

What single quality has made you more successful than others?
"Confidence and obsessiveness have made me more successful."
" I also have perseverance. I view failures and challenges as opportunities and learning experiences."
"I’ve got to mention a second big reason for my success… being surrounded by great people."

Are you over a billion for career sales or what do you estimate?
"I am 37 years old, so I have another 10-15 years. I have sold about $300 million, or so. I will easily hit a billion by the end of my career."

"It’s good to know that I can always create an overabundance when I need to." Does this sound too good to be true? This is a quote from Mike in his interview with Steve Kantor in "Billion Dollar Agents – Lessons Learned". Here’s a man who has really developed a skill for this, and it has allowed him to have an unlimited potential. In fact, he says he routinely generates too many leads for the stage he’s at in his business! Pick up the book today and you won’t want to put it down until you’ve read every word of Mike’s interview. Learn from Mike and the others by emailing editor@billiondollaragent.com to get your copy of the book today.

2007-01-23T09:32:00.000-08:00

Jeannie Cook
C21 Leading Edge
Marham, Ontario, Canada
www.jeanniecook.com

Jennie has 20 years of extraordinary success in her real estate career. She currently holds an Associate Broker designation. With her in-depth knowledge and skills in these areas, Jennie continues to earn the trust and smiles of her clients, sometimes several times, as they and their families grow. As well as being the #1 CENTURY 21 Sales Representative in Canada for six consecutive years, Jennie is also a member of the elite CENTURY 21 International and Canadian Hall of Fame. She has sold over $375 million in real estate and over 2100 homes.

What is your personal background and how did you get into real estate?
"I was a real estate receptionist in the evening. I did that for seven years because I had small children at home. I received my license in 1981 and fell in love with the business and never looked back."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"One of the main things was caring. I have a very caring philosophy and have a theme ‘work with someone who cares.’ I always put myself in the position of the client. Building trust is important. I surround myself with successful people. I learned very quickly that having a mentor was very important."

What do you enjoy most about the business?
"People. I love building relationships with people. I like helping first time homebuyers. I love the interaction with people; it is so rewarding to see them so happy. I always put my clients first, and foremost."

Do you believe goals are important to your success?
"Absolutely! I believe you need to set short-term and long-term goals. They must be in writing. You must review them. I pay particular attention to monthly and yearly goals."

What single quality has made you more successful than others?
"I am a people person. I am a good listener. I ask my clients to talk to me about their needs and wants."

Did you make any big mistakes that you want to warn others about?
"Getting involved with negative people is a big mistake."

Want to learn about a Marketing Promotion that Jennie claims "was the best thing she ever did’ and led to 12-15 transactions a year from that specific area? In the book "Billion Dollar Agent – Lessons Learned" she shares her best promotion tips with Steve Kantor. In the book she also lists 6 things she believes the average real estate agent fail to do, leaving them "just average". You will want to read the book so you won’t be making these mistakes. You can get your copy of the newly published paperback by emailing your request to: editor@billiondollaragent.com .

2007-01-15T07:59:00.000-08:00

Kristan Cole
The Kristan Cole Team
RE/MAX of Wasilla
Wasilla, AK
www.KristanCole.com

Kristan is originally from Nebraska. She moved to Alaska in 1969 when her dad went to work for the Alaska Railroad. After graduating high school, she went to college in Arizona, but returned to Alaska to begin her career in real estate. Whether she’s devoting time to her career or her hobbies, Kristan always holds herself to the highest standards. Determined, dedicated, and focused, she always strives to be her best in every situation. That’s why, as a real estate professional, she’s committed to providing the best service for her clients and for her team. Besides closing 365 sides in 2005 with the help of her team of 14, she’s a pilot; an avid outdoors person; a former Miss and Mrs. Alaska; and she and her husband, Brad, are raising five children.

What is your personal background and how did you get into realestate?
"My mother was a real estate agent. My parents pushed me to get my business degree in college, but initially I rebelled and studied engineering until I was totally miserable. I then switched majors and double majored in real estate and finance at the University of Arizona. I now have my MBA as well. I started in real estate right after college. I went to work for RE/MAX where my mother was a RE/MAX broker owner. Two years later l I got my broker license and decided to buy the company. I bought my Mom out and owned the company for three years, then sold the company and just became an agent."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"The most important thing I learned from family growing up was from my dad. My Dad taught us to work hard, and to have a good work ethic."

What do you enjoy most about the business?
"After 23 years in the business, I can say I enjoy seeing the growth in my team and I enjoy the long-term relationships I have developed."

As you grew your business, what were your biggest challenges and what were the solutions that worked the best?
"I self discovered that if I wanted the business to grow, the single most important thing I could do was work on myself."

Do you believe goals are important to your success?
"I think goals are incredibly important. Goals are written dreams with a deadline. My husband and I go to Maui in October every year for 10 days. There we strategically think. We look at the big picture — big rocks, for our business and for our personal lives. 20% of what I do creates 80% of our business."

What single quality has made you more successful than others?
"Hard work and leadership."

"Get up early, work as if it depends on you. Pray as if it depends on God, be outward focused not inward focused. Make sure that others get what they want first and you will get what you want.
Be a great leader. Leadership is the difference between success and failure."

Are you a Billion Dollar Agent or do you believe you will hit that level during your career?
"I estimate we have closed over $375 million so far, and I plan to reach one billion before I retire."

With a circulation of 8.600, Kristan's Team's 8-page full color newpaper reaches her area's customers. Sharing information on real estate, premier community citizenship and information on their giving back program, they have created a well known presence in the market. Steve Kantor interviews Kristan in "Billion Dollar Agent - Lessons Learned". You will want to read the book today as Kristan reveals how she has turned her team into one of the most successful teams in the country.

2007-01-15T06:54:00.000-08:00

Delena Ciamacco
RE/MAX Connection
Gahanna, OH
http://www.delena.com/

DeLena began to sell Real Estate with a local conventional real estate brokerage. Quickly, she realized to grow, she would need to affiliate herself with a much larger, International Company. She chose RE/MAX and that is when her career as a Realtor began to soar. In 1993, just after her second year with RE/MAX, DeLena ranked #5 among RE/MAX Realtors in all of Ohio. In 1994 she became one of the Top 100 Re/Max Realtors in the World (and has been ranked in "The Top 100" ever since). In 1998 she took over the number #1 Re/Max Realtor position in Ohio.

What is your personal background and how did you get into real estate?
"Personally, I always thought I would be a Lawyer, or possibly join the C.I.A."

"I took a little detour from my intended path because one of my girlfriends said: "let’s get our real estate license". It was a three week course. I had nothing to lose, but a few weeks, so I agreed. The first few months were challenging, but I LOVE a good challenge. My friend dropped out of Real Estate after just a few months, but I have been selling ever since! I would not trade this profession and everything I have learned for anything."

What do you enjoy most about the business?
" work 12-14 hours a day, 7 days a week and love every minute of it. It does not feel like a job to
me. I have always told myself, "If I stop liking what I do, I will get out of it!" I love that you can make as much money (or as little, for that matter) as you want and get rewarded for your actions in this business."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"My family has had a big influence on me. My parents are both Italian immigrants. They came here with nothing."

"My entire family has always been committed to working long, hard hours at anything we do, because that is how we were raised and what we saw our father do. I become bored quickly if I am not always moving at 150 miles an hour!"

Do you believe goals are important to your success?
"Absolutely! I set goals every year. At the start of the year I write down what I want to accomplish for the upcoming year and attach it above my computer so that I see it every day."

What single quality has made you more successful than others?
"I think my drive, self-motivation, and positive attitude towards everything, has made me successful."

How did you first start to delegate and outsource and build a team?
"Delegating is extremely hard for most people. We always think we can do it better or faster than anyone else. You must remember, however, there is only one of you and your time is not best spent doing tasks an hourly employee can do for you. I hired my first assistant when assistants were not even being used in our local industry."

"She freed up my time by handling all the day to day activity so I could get out there to do what I knew I did best, SELL!"

"For each assistant I hired after her, my business grew and grew and grew."

How do the customers find DeLana and her team? DeLana shares with Steve Kantor, her top methods for new client generation. Learn how she reaches the masses while holding down the costs. You can read her full interview with Steve Kantor, in "Billion Dollar Agent - Lessons Learned", now out in paperback.

2007-01-04T09:43:00.000-08:00

Bill Cain
RE/MAX Universal Realty Inc
Plymouth, WI
http://www.billcain.com/

What is your personal background and how did you get into real estate?
"I grew up in a small town -- Plymouth, Wisconsin. I got interested in construction and doing housing projects. I worked in steel construction and different things. We built one house in the winter, when it was slow, and we sold it in the spring. Then, we got paid in the spring when it sold."

"I worked in the trades. I wrote a business plan in my sophomore year of high school for a real estate company. It was a dream. I guess it was about 9 years later and I got into real estate. I saw that everyone in construction did not make it past age 40. I started an auction business out of high school. I went to auction school and was a good ring man and did the cattle and all sorts of auctions. People asked us if we could sell their farms. Auctions worked well to list the houses also."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I learned about hard work and honesty. I learned to do it right the first time."

What do you enjoy most about the business?
"I like the variety, the different people, how I can help people. I like to help them accomplish their goals and life changes."

Do you believe goals are important to your success?
"It is very important."

"I was a tape-aholic; I bought every set. I self-taught with the tapes and listened to them between appointments. I built a library. Tapes have been wonderful for me. I have done that for 20 years."

"Positive attitude is important and also never stop learning. Attitude is 100% of the game."

What single quality has made you more successful than others?
"I guess hard work. It is not we can’t do, it is how we can get it done. Positive attitude is the one thing."

Did you make any big mistakes that you want to warn others about?
"I guess other people saying ‘you can’t do it.’"

"Shoot the gun instead of aim, aim, aim. You have to dream. Try some things within reason."

Bill has worked with a coach for many years. Learn how he takes what he has learned and applies it to his business. In his interview with Steve Kantor in "Billion Dollar Agent – Lessons Learned", he reveils his methods of building business such as the use of auctions. Using his unique talents in his marketing, he has raised hundreds of thousands of dollars doing benefit auctions. Read the book to discover these and Bill’s other marketing methods that have taken him to the top.

2007-01-04T09:03:00.000-08:00

Jim Byrnes
Alain Pinel Realtors
Menlo Park, CA
http://www.jimbyrneshomes.com/

Jim Byrnes has achieved a long list of achievements during his Real Estate career. Just in the past couple of years these include:
* One of the top 200 Realtors of 1.35 Million Realtors in the U.S.A. as sourced in the Wall Street Journal 2006
* Top 5 Realtor, 2005 & Member of Presidential Roundtable Club, 2005
* Alain Pinel Realtors #3 Ranking Agent, 2004

Jim believes his success is not measured only by sales volume, but more importantly by having successfully helped his clients navigate one of the biggest decisions of their lives. Jim understands that his success is based on hard work, trust, and communication plus a personal commitment that keeps his clients’ best interests in mind.

For how many years in the real estate business?
"I have been in the real estate business for 9 years. It is my 2nd career. "

What is your personal background and how did you get into real estate?
"Wow! It was a long, circuitous, sometimes arduous, sometimes effortless, journey to my real estate career. After almost flunking out of high school, I then worked as a draftsman for $350 per month. Going into and out of the Army, I decided that I could "do" more, I could "have" more, and most importantly I could "be" more! Fear is a great motivator!"

"I made a commitment that the second half of my life has to be lived with magical people, places and things. I did not want a job that was OK or good. I wanted a profession that I could be passionate about and would align with my core values and beliefs."

"So as a result of some positive experiences, some negative experiences, some defining moments and a lot of everyday experiences that I should have paid more attention to, I began my real estate career with passion, purpose but not much of a plan."

What lessons did you learn from your family, friends, previous jobs, and
life experiences that helped you most to succeed in your career?
"Define who you are and who you want to be and how do you want to be remembered. Then select your everyday activities and behavior with this end in mind. Be passionate and proud of who you are, what you do and most importantly how you do it. In other words, love what you do and do what you love."

"Life is not a linear journey up or down.Life is full of cycles and wondrous opportunities if we just take the time and perspective to recognize them....take action....and share these opportunities and successes with others."

"I’m not perfect, but I’m better than I used to be."

What do you enjoy most about the business?
"I enjoy helping people make their best real estate decisions and helping them create and enhance their lifestyle within affordability boundaries."

Do you believe goals are important to your success?
"Goals are your dreams combined with your passion, purpose, a defined plan, some playfulness, and a timeline.Goals are a progressive journey of constant and never ending improvement and abundance."

"Goals are an extension of your core values and beliefs.Your professional and personal goals are most successful and significant to yourself and others when they are in alignment with your higher self and when they benefit others."

"Consequently, my approach to goal setting, in business and life, is to set goals that will greatly enhance my life and the life of those around me."

"Your professional goals are the "legs" of your business."

Are you a Billion Dollar Agent or do you believe you will hit that
level during your career?
"I have sold almost $400 million in my 9 years in the real estate business. I
will reach the Billion Dollar mark within the next 9 years."

How did Jim go from being diagnosed with cancer, getting divorced and having no job to becoming a billion-dollar agent? Read his inspirational story on how he reinvented himself, took control of his life and destiny. In "Billion Dollar Agent - Lessons Learned", he reveals to Steve Kantor his Secret Weapon for new client lead generation. Believe it or not, this historical method still It still represents 50% of his business development! The book is now available in paperback, get your copy today.

2007-01-02T19:10:00.000-08:00

Robert Browne
The Corcoran Group
New York, NY

Introduction
Widely recognized as one of New York’s most successful real estate experts, Senior Vice President, Robert M. Browne, cuts a distinctive figure in the Manhattan broker community. Whether tending his rooftop garden over Central Park, commuting to showings on his bicycle, or closing the largest residential real estate deal in New York City history, Robby approaches work and life with his own unique combination of intelligence, passion, and humor.

What is your personal background and how did you get into real estate?
"My mother started working as a residential real estate broker, while my father was in a lengthy job transition. That was in Louisville, KY where I grew up. I was 10 years old and my three older brothers were in college. My mom became a top salesperson in Louisville within a few years. I remember giving her referrals from the kids I knew at school; and, I remember
when she sold her first $100,000 house. I enjoyed doing Sunday open houses with her, but also saw how hard she worked."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I think all of the experiences I have had, mostly following my heart, have contributed to making real estate so rewarding for me. It is surely not as easy as some may believe. I would think it is next to impossible to do part time."

What do you enjoy most about the business?
"At this point, I know so much about real estate that it is truly fun to come across inevitable new situations that require the skills and knowledge I’ve acquired to creatively solve problems."

Do you believe goals are important to your success?
"Absolutely! I can remember taking a goal-setting class in my salad days. I set a goal and then made it. I set another higher goal and made it again. I thought all I had to do is set the goal and I would achieve it. As I’ve made bigger goals, I have now realized that there is more to achieving goals than that. I can only set goals for things I have control over."

What single quality has made you more successful than others?
"We care, we have fun, but we are very competent and we wear that on our sleeves. None of our promotion is heavy self-promotion. All of our marketing is done with the purpose of connecting with the public. We do very little ‘sell, sell, sell’. When we ask people why they choose us, they generally say they saw our signs and ads everywhere. We try to be different than our competitors’ self-promotional approach."

What does the average real estate agent fail to do which are among the reasons why they are average?
"Realtors tend to be reactive."

Enjoy more of Robert's fun and uplifting attitude in his full interview with Steve Kantor in "Billion Dollar Agent - Lessons Learned". You will find his passion shining through as he utilizes the Internet and it's tools and yet still takes the time to send out heartwarming postcards.

2007-01-02T18:24:00.000-08:00

Martin Bouma
The Bouma Group- Keller William Realty
Ann Arbor, MI
http://www.martinbouma.com/

Introduction
Graduating with a degree in Biochemistry Martin worked for a while at St. Joseph’s Hospital as a Respiratory Therapist. Little did he know that a successful career in real estate was awaiting him in Ann Arbor. Now his team provides service that is second to none and, most important of all; he manages expectations by telling the truth and backing that up with facts. Thorough market knowledge, exceptional follow-through, and good old common sense are the hallmarks of Martin’s continued success. Martin Bouma has been the #1 Realtor in Ann Arbor and Washtenaw County for several years.

What is your personal background and how did you get into real estate?
"I obtained a biochemistry degree from the University of Michigan and wanted to attend medical school. I didn’t get into medical school and started to work as a respiratory therapist at a hospital. My father owned real estate and I wanted to learn more about it, so I got my real estate license. The broker that sponsored me in the business encouraged me to try selling, and the rest is history."

Do you believe goals are important to your success?
"Completely I follow the Keller Williams model. I know what I want to make and I work backwards and I know my conversion ratios. You start with what you want to make and I am driven by that. Every week we review our goals."

"I know that if I do a certain number of things everyday, I will get there. I have a goal of 28 listing appointments per month. If I go on 28 appointments per month, everything else will fall in place."

What single quality has made you more successful than others?
"This last year we hired a systems coach who spent 2 hours a week with my staff. He analyzed the workflow of the office and helped us systematize the whole office. Every staff person has a task matrix. We have a primary and secondary backup person. We have work procedures for each task. It has massively decreased my management time. This has totally streamlined the workflow and allowed me to stop micro managing."

Did you make any big mistakes that you want to warn others about?
"The biggest mistake we make is hiring the wrong people. Making the transition from salespeople to business people is very hard. Someone with three great employees will far exceed someone with three good employees. Too often we hire the wrong people, and take too long to fire them. They do not learn how to manage people. The other big mistake we make is that we don’t track where our business comes from."

If you had to do it again, today, from a starting point of making $100,000 per year, what would you suggest for delegating, outsourcing and staffing?
"Start with a business plan or model, and develop systems to implement your plan. Then hire the right people to implement your systems. This will result in the fulfillment of your business plan. Tweak as necessary."

Martin was able to massively decrease his management time and streamline his work flow. In the book "Billion Dollar Agent - Lessons Learned", Martin goes on to describe to Steve Kantor how he finally was able to stop micro managing. Pick up the book, now available in paperback, to read about this and learn more about Martin's systems.

2006-12-09T04:55:00.000-08:00

Richard and Kimberlee Machado
Fidelis, The Buyer's Agent
The Smart Home Buying Team
New Bedford, MA
http://www.mybuyeragent.com/

Rich and Kim began their real estate careers as investors. Rich originally started out as a commercial investment specialist, and Kimberlee first built her career in marketing and sales in the semiconductor industry before they became business partners, and later married in 2001. Initially specializing in 1031 tax-free exchanges and large commercial/investment properties, they now own Fidelis, The Buyer’s Agent, a residential single agency real estate practice that represents buyers only. Rich helped pioneer the practice of Exclusive Buyer Agency, and throughout his career has received numerous awards and has held several leadership positions on the local, state and national levels, including president of the National Association of Exclusive Buyer Agents and Realtor® of the year. He was appointed by Governor William Weld to the Massachusetts Real Estate Review Board in 1991, the youngest person ever to hold that position. The RERB is an independent civilian oversight committee supervising eminent domain takings for Boston’s Big Dig project the largest construction project in history.

How many years have you been in the real estate business?
"I have been the real estate business for nineteen years and Kimberlee received her Broker’s license in 1988. While I originally started out as a commercial/investment specialist, Kimberlee first built a career in marketing and sales in the semiconductor industry before becoming my business partner and wife in 2001 ."

What are your personal backgrounds and how did you get into real estate?
"I became involved in the investment end of the business initially by doing a few foreclosure purchases, and some subdivision developments. Kimberlee also started out as real estate investor, while building her career in high tech before switching over to real estate full time."

What lessons did you learn from your family and friends, previous jobs and life experiences that helped you most to succeed in your careers?
"When I was growing up, one of my best friends’ Father was a very successful real estate investor. I guess you could call him my “Rich Dad” as Robert Kiosk describes in his book “Rich Dad/Poor Dad”. He was a creative, entrepreneurial deal maker and what I learned from him had a big influence on my decision to go into real estate."

"Kimberlee’s corporate background is a perfect complement to my entrepreneurial skills, and her marketing strategies have been the key to dominating our market niche. In this way, we’re able to focus on our strengths in our respective areas of expertise."

What do you enjoy most about the business?
"We really like helping people to reach their goals, and we focus on training our agents to succeed. We like setting challenging goals and motivating our team to achieve them."

Do you believe goals are important to your success?
"We know that success can be reduced to a formula and goal setting is the most important part of it. Our system for goal setting is pretty basic, but very effective: Goals are written, deadlines are set for reaching them, we set high goals, and we review them regularly. It’s all about setting targets and to keeping on trying until you hit them."

Richard and Kimberlee are doing a lot of innovative things on the web including video and audio. Learn more about it by reading their entire interview with Steve Kantor. Do you know how they are able to consistantly attract between 35-65 prospects, all pre-disposed to doing business with them? This any many more of their secrets are revealed in the upcoming book "Billion Dollar Agent – Lessons Learned".

2006-12-08T08:55:00.000-08:00

Scott Wollmering
Wollmering & Elliott
Apple Valley, MN
http://www.weteam-tn.com/

Pearl S. Buck once said, "The young do not know enough to be prudent, and therefore they attempt the impossible, and achieve it, generation after generation." This statement could not be any more true than it is for a wonderful group of 'thirty-something' REALTORS® who make up the Wollmering & Elliott Real Estate Team.

We call our clients back within one hour. If we go over even one minute, we'll pay them $25 per occurrence... although we have never had to pay yet!" Honesty by all Wollmering & Elliott team members is another key virtue.

We have sold 99 percent of our listings within 1 percent of our estimated sales price.

What is your personal background and how did you get into real estate?
"I owned 3 daycare centers and bought and sold property. People said I should get into the real estate business. My wife was in new construction sales at that time."

What do you enjoy most about the business?
"I love when people go out with me and the clients enjoy how excited I am about my houses. I love houses and helping people. I get a real high when I find someone that perfect house."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
"Do not believe the issue is a marketing thing. There are two characteristics I believe stand out: Having a likable personality and having great presentation skills."

What do you do, if anything, that you feel is fairly unique and successful?
"Our radio show and Google link has worked. We have also done seminars before."

Scott’s team has about a 94% closing rate, yes that’s right 94%! In his interview with Steve Kantor, Scott shares his top tips for turning qualified leads into closed sales. Read about these and other great tips of Scott’s team in the upcoming book "Billion Dollar Agent – Lessons Learned". Interested in Google Pay Per Click? Then get your book soon as this is also covered in Scott’s interview.

2006-12-08T08:25:00.000-08:00

Sherry Wilson
Sherry Wilson & Co.RE/MAX Leaders
www.sherrywilson.com

Sherry Wilson has been ranked Loudoun County's top real estate agent virtually every year since 1984, which marked the beginning of her real estate career. What's more, during her first two years, she was still teaching middle school full time! Her secret to success has been staying in close contact with her clients throughout their transaction and paying attention to detail every step of the way.

What is your personal background and how did you get into real estate?
"When I started selling real estate in 1984, I was a full time middle school teacher. "

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"One of the biggest lessons I’ve learned is to stay consistent through my career. I’ve learned that in order to be successful, you must surround yourself by people who are successful themselves. Always look ahead and never look back. You’ve got to constantly focus on the positive in order to succeed."

What do you enjoy most about the business?
"I enjoy the art of the deal. I enjoy putting it all together and then seeing the outcome – making someone happy. It makes me feel good to be able to do something that not all other’s can. I make the American dream happen, and through that I make relationships with people that last a lifetime."

Do you believe goals are important to your success?
"I have always had goals, but in the past, In order to achieve your goals, you must write them down and review them every day. You can’t go anywhere unless you know where you are going and how to get there. If you write down your goals and affirmations, and review them each day, you would be amazed at what you can accomplish in just one year."

What single quality has made you more successful than others?
"The key to my success has been persistence. I do not accept the word "no." It doesn’t exist in my vocabulary. "

Did you make any big mistakes that you want to warn others about?
"In the beginning the biggest challenge for me was delegating tasks. I did not want to do this in fear of losing control and I was worried things wouldn’t get completed the right way. Then I realized that delegating to others would give me more leverage and more time to focus on the income producing activities."

Are you A Billion-Dollar Agent?
"I estimate at least $1,200,000,000 (one billion two hundred million) in sales so far in my career."

From teacher to Billion Dollar Agent in just over 20 years! Sherry opens up in an interview with Steve Kantor in "Billion Dollar Agent – Lessons Learned" due out soon in paperback. Read as she shares her best ideas that have impacted her business and shot her sales to the top.

2006-12-08T08:01:00.000-08:00

Jeff and Marsee Wilhems
RE/MAX Majestic
The Marsee Wilhems Group
www.wiselisting.com

Jeff & Marsee are the fastest growing NEW Team in America. Marsee has sold over 450 homes in her first 2 full years in real estate. Marsee has earned over 2.5 Million Dollars in commissions. Marsee and Jeff have been featured on The RE/MAX Satellite Network for their outstanding Branding & Marketing ideas. They have also been interviewed by Gene Rivers from Millionaire Monday’s. Marsee earned the Highest Award in RE/MAX her very first year-Chairman’s Club. Marsee is ranked in the RE/MAX Top 100 Teams in the US.

How many years have you been in the real estate business?
"I have been in mortgage lending for 14 years. Marsee has had her license for 2 1/2 years."

What is your personal background and how did you get into real estate?
"I convinced her to get a license and I was the lender. I do not know how to do anything half speed. We were both in the mortgage lending business. We were fairly successful; we had about 35 employees."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I have learned to never give up and to never quit. If you can visualize a goal that you make, you can obtain anything. Our platinum rule is "Treat others the way they want to be treated"."

What do you enjoy most about the business?
"I enjoy the constant change to stay ahead of the competition and to make sure we are on the cutting edge of technology and techniques. Even our television commercials are always outside the box."

Do you believe goals are important to your success?
"Absolutely. Marsee and I sit down once a month and review our goals."

What is the one most effective form of marketing that you have constantly done?
"The best advertising approach in the world is your yard sign."

What single quality has made you more successful than others?
"I am very driven."

What big mistake do Jeff and Marsee really want to warn you about? Read "Billion Dollar Agent – Lessons Learned" where in talking with Steve Kantor they share their successes and advice. They also share 7 great points that they feel are the reasons why many real estate agents are just average – Use they pointers to help yourself grow and break out of the "average" mold.

2006-12-03T16:02:00.000-08:00

Judy Sheller and Rae Wayne
Keller Williams RealtyLos Angeles, CA
http://www.bizzyblondes.com/

Judy Sheller and Rae Wayne have over 30 years combined real estate experience. Averaging over 150 sales a year, almost all of their business comes from their network of past clientele. Judy Sheller has a financial background and Rae Wayne worked in the legal field. The biggest advantage of working with "The Bizzy Blondes™" is their team concept.

What is your personal background and how did you get into real estate?
Judy: "I was dating a guy in real estate and I knew I was smarter than him so I decided to get my license too. Prior to Real Estate, I was a buyer for a major retail store where I used my financial background."
Rae: "In my childhood & teen years I pursued show business, and then I became a paralegal. Judy was my real estate agent and I’d been doing the legal thing for a decade. I was looking for more income & opportunity without going to law school. I used to call Judy all the time and talk about homes for sale around town, prices, financing, etc. She suggested I go into real estate."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
Judy: "My financial background was very useful."
Rae: "My father had a very strong work ethic. My legal background was extremely helpful in drafting certain clauses for the paperwork side of the real estate business."

What do you enjoy most about the business?
Judy: "I like putting the pieces together to make the deal."
Rae: "In the early years, I really enjoyed the challenge of it all. In later years, I liked the rewards of running a business instead of just being a salesperson."

Do you believe goals are important to your success?
Judy: "Absolutely."
Rae: "Successful people always set goals. Written goals in particular."

What single quality has made you more successful than others?
"We "branded" the Bizzy Blondes name early on -- long before others in our industry -- and we learned to leverage ourselves. We were one of the first people to take our personal names off of the signs."

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career? Are you over a billion for career sales or what do you estimate?

"Judy Sheller trademarked "The Bizzy Blondes" name in the mid-80’s, however the two of us joined forces in 1990. This year-to-date within Keller Williams Realty, we rank #3 nationwide among team production. We estimate to hit the Billion Dollar milestone within the next few years."

In their interview with Steve Kantor, Judy and Rae reveal one of their biggest business philosophies and share which marketing efforts have worked for them. Read their full interview in "Billion Dollar Agent – Lessons Learned".

2006-12-02T09:47:00.000-08:00

Larry Thompson
Venture Realty
Family First Mortgage
Charlotte, North Carolina

Larry is 33 years old and runs four different businesses. They include a mortgage company, a real estate office, an investment business, and one for marketing of the mortgages.

What is your personal background and how did you get into real estate?
"I joined the Army National Guard during college to help with expenses and eventually became an Engineer Officer. The training in the Army was invaluable. I learned leadership and people skills that are not taught in school."

"I obtained by Real Estate license around 1999 and immediately started my own company. From there, I went to work with a Mortgage Broker and learned both sides of the business."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"Communication and having rapport with people and giving them whatever they want is key. Always display confidence in what you say and people will follow you. You must however do what you say you can do or you will lose everything."

What do you enjoy most about the business?
"Making the deal itself. I love figuring it out."

Do you believe goals are important to your success?
"Absolutely. I started a few years ago after reading a book about setting goals and keeping them in front of you. "

What single quality has made you more successful than others?
"Personally, I have a way of talking with people and putting them at ease and making any deal possible."

Did you make any big mistakes that you want to warn others about?
"I feel my biggest mistake is that I did not give up control quickly enough. I need to delegate more instead of continuing to put myself in the business to win a deal."

Do you have more buyers than sellers when dealing with foreclosures? Then you will want to read how Larry has fueled his foreclosure mix. In his interview, Broker, Larry Thompson also tells Steve Kantor about his top methods for marketing and why he uses these methods. Don’t miss out, read Larry’s full interview in the upcoming book, "Billion Dollar Agent – Lessons Learned."

2006-11-30T09:01:00.000-08:00

Jeff Thompson
Real Estate Help Team - Century 21
Santa Rosa, CA
http://realestatehelpteam.com/

"In 2005, I ranked #5 in Northern California for Century 21 in Adjusted Gross Commission. My wife Nancy works with me in the business. I have 3 kids, Brian 18, Kate 16, and Katy 8. I play competitive Tennis and my hobby is technology."

How many years have you been in the real estate business?
"I have been a real estate agent for 4.5 years now. Before real estate, I was co-founder & CEO of a software company that employed over 125 people. We sold the company to what is now WebMD in 2000. "

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I learned from my parents to be a self-starter and entrepreneur. My parents were self-employed for as long as I can remember. When I was six or seven years old, my parents used to put Zig Ziglar’s motivational tapes in the hallway outside my brother’s and my rooms as we slept. I guess you could say I have been programmed to succeed."

What do you enjoy most about the business?
"I enjoy the back-end of the business, the marketing side, and lead generation. I also enjoy the overall management of the business."

What single quality has made you more successful than others?
" Two things, One is my entrepreneurial spirit. The other is a passion for technology. I quickly embrace and seek to use technology to its fullest extent."

Are you a Billion Dollar Agent?
"I aspire to be A Billion Dollar Agent. "

Jeff remains competitive in the real estate business by adopting technologies that improve effciencies and reduce costs. He uses new technology everyday and has become a master of google pay-per-click in his marketing campains. To read his full interview with Steve Kantor and find out more about the software product he created and sells, read "Billion Dollar Agent – Lessons Learned" which is due out soon in paperback.

2006-11-30T08:08:00.000-08:00

Russell Shaw
The Russell Shaw Group
John Hall & Associates
Phoenix, AZ
http://www.russellshawrealtor.com/

Russell Shaw (CRS and GRI designations) has listed and sold residential real estate since 1978, making him a 28-year veteran with John Hall & Associates. He has consistently ranked among the top 1% of all agents since 1991. In 2002 he and his team took 504 listings and ranked 28th among all agents in the United States for total number of transactions closed.

Russell is a high profile, well-known agent in his area thanks to the celebrity status afforded him by his weekly radio and TV ad campaigns. Together, he and his wife, Wendy, sell more homes than any other agent in Arizona. Russell has been a featured speaker during the past three years at CRS’ Sell-a-Bration and has also spoken at NAR conventions, as well as routinely speaking at various real estate offices and meetings across the nation.

What is your personal background and how did you get into real estate?
"I used to sell life insurance and hated it. I did tons of radio production and broadcasting from a comedy standpoint. I did not know what else to do. I needed to get some money and I knew that I did not want to sell cars so I wound up in real estate."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"What was successful for me was when I took my background in broadcasting and radio and I would write comedy in exchange for 10 free commercials a week. It took me a year until the phone began to ring."

What do you enjoy most about the business?
"I like strategic planning of how to move to the next level."

Do you believe goals are important to your success?
"Goals are vital to my success. What I used to do was an involved and complicated effort. I used to spend a lot of time on affirmations and working out the correct affirmation."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
"I would tell them to read The 22 Immutable Rules of Marketing, by Ries & Trout. The principles will work. Whatever they are doing to get to $100,000, just double it, do not go looking for something new."

What single quality has made you more successful than others?
"My willingness to see when someone else is smarter than me and to just step back and let them do it. My ability to delegate to others is a good quality too."

Interested in using TV and radio to build your business? Russell attributes his profitability to being leads driven and has usen TV and radio as his vehicles of choice. Even through a period where he fought and then over came cancer, his business has moved forward. A truely remarkable man, his full interview in "Billion Dollar Agent – Lessons Learned" is one not to be missed.

2006-11-29T16:12:00.000-08:00

Jeff Scislow
RE/MAX Results - The Scislow Group
Apple Valley, MN
http://www.scislow.com/

Jeff Scislow, CRS is a seven-time top RE/MAX Associate for Minnesota and a RE/MAX Hall of Fame and Lifetime Achievement award-recipient. In 2004 he became one of the first 35 RE/MAX associates in the world to receive the elite Circle of Legends award; one of the requirements being $10 million in earned commissions. Jeff has sold over 2300 homes during his 20-year career and has ranked in the RE/MAX Top 100 worldwide in 17 different years. As an individual agent (without a "team" of sales agents) Jeff has closed over 200 transactions with a volume of nearly $50 million this year (through August 2006).

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"In addition to learning lessons from some of the success stories noted above, I also learned lessons from my failures. I learned that when I try to take the easy road or fail my responsibilities there will be consequences. When I hear those two profound words spoken so often (on television) by Donald Trump, "You’re Fired!", I recall the two times in my own life when I was fired. "

"In my life I have developed the confidence that "I can do anything I put my mind to. " I believe that was instilled in me by my parents at a young age. I was very inquisitive too always wanting to understand the "cause and effect" relationship. I learned that hard work and a well thought out plan would bring results – every time. "

What do you enjoy most about the business?
"I enjoy helping others reach their goals. This is one facet of the business that has always kept me going and has motivated me over the years. "

"There is something else I really enjoy about the business. I appreciate the fact that this business allows for creativity. I love the challenge of coming up with new ways of doing things."

Do you believe goals are important to your success?
"Yes, I think goals are very important. No goals, no (significant) results. Set goals and you can move mountains! "

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"I am already well on my way to one billion based on "one-sale-at-a-time-type-selling". With my new way of selling volume to investors nationally, I believe I will hit the billion-dollar mark in just a few short years!"

Jeff opens up to Steve Kantor in "Billion Dollar Agent – Lessons Learned" where he has so much to share that you will want to read it again and again. Jeff gos in-depth sharing his views on fundamental truths as it relates to business and life. He shares his secrets of the "Three E’s" and lays out his "Foundation for Success". Jeff's Lessons are of value to anyone interested in adding value to their lives and careers.

2006-11-28T07:15:00.000-08:00

Ron Rush
Long and Foster – The Ron Rush Team
Chantilly, VA 20152
http://www.ronrushteam.com/

Ron, the #1 agent in Virginia, provides clients with an unparalleled Real Estate sales experience. Ron’s knowledge of the Real Estate market and expertise in finance and contract negotiations enable him to close more transactions than any other agent. Ron’s commitment to excellence and tireless effort on the client’s behalf makes him a driving force in today’s face-paced Real Estate industry.

Called the "Hot-Handed Realtor" by the Washington Post, Ron oversees each transaction from beginning to end with a unique style and flare that makes him #1.
* Ranked #5 Nationally (Realtor Magazine 2003)
* Licensed Realtor – 39 years
* Over $1.5Billion in lifetime sales with over 6000 closed transactions.
* Long & Foster’s #1 VA Agent and Top Producer for 13 years.
* $296 Million sold in 2005 with 526 closed transactions

What is your personal background and how did you get into real estate?
"I entered the U.S. Air Force in 1962. While stationed in Dayton, Ohio, a local broker asked me to get a Real Estate license. As a result, I sold Real Estate part-time. "

"I came to the Washington D.C. area in 1971 and continued to sell Real Estate part-time in Virginia. In 1981 I retired from the Air Force and became full-time in Real Estate."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"The Air Force gave me my biggest strength which is organization. I was a branch chief in the Air Force, with that I learned delegation and organizational skills which allowed me to insure each staff member was capable of doing several jobs."

What do you enjoy most about the business?
"My desire to win is what I enjoy most about this business."

What single quality has made you more successful than others?
" I posses an innate desire to succeed. When I was a child my Mother said I was always interested in making money. When I was 5-6 years old I rode my bike to the store for my Mom. I would ask friends and neighbors if they wanted something from the store and would charge 5 cents to pick up groceries for them."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
Get an assistant immediately. Don’t put this off because you don’t have the budget. If necessary, borrow the money to afford an assistant who will support and emulate your values and work ethic. Your business will expand rapidly.

Ron is a great motivator and has lots of great advise which he shares in his full interview with Steve Kantor in "Billion Dollar Agent – Lessons Learned". Ron shares his top marketing methods which have helped bring his team to the top. He also reveals what he considers to be the top mistakes which he warns other agents about making in their quest to the top.

2006-11-28T06:45:00.000-08:00

Gregg Neuman
Neuman & Neuman Real Estate Inc.
San Diego, CA
http://www.sellsandiego.com/home.asp

In real estate since 1981, Gregg and Debbie both have developed strong skills, which complement each other. While Debbie oversees the office staff, listings, and advertising, Gregg handles the finances and sets goals.

Gregg and Debbie are 20-time Pinnacle Award winners, two for each year they have been with the company. The award is given to Prudential's top ten agents in the United States. The Neumans have been #1 in the USA 4 out of the last 5 years and #1 in San Diego County 5 out of the last 6 years.

What is your background and how did you get into real estate?
"I started when I was 35 years old. I was a bartender for about 15 years. Being a bartender helped me to learn to talk to all types of people at all stages of life - attorneys and truck drivers. I wanted to get into something that paid more money. I wanted to increase my income."

What about your background, lessons from your family, friends, and previous jobs helped you succeed in your career?
"I was raised with a Midwest work ethic. I am not afraid to put in hours and time. "

What do you enjoy most about the business?
"Doing the deal. The deal itself is the best part of business. I like to get a seller and buyer to compromise. In the middle of a deal, I say to myself that we do not have problems; we have challenges. Less than 1% of agents perceive problems as a challenge; they focus on the problem. "

Do you set written goals for your business and life?
"Yes, I am a great believer in goal setting. Without goals you just have dreams. If you set it down, it is a map to your dream. They become manageable bites. I look at my goals once a week."

What single quality has made you more successful than others?
"Tenacity"

What one thing would you tell a beginning agent to pursue to achieve success?
"Agents should expose themselves to people who are more successful. It was useful to meet people who did far more volume."

If you could go back and do things differently, what would you have done at $100,000 that would have speeded the growth of your business?
"I would have hired an assistant sooner. I waited too long to get an assistant. I was bogged down in doing paperwork and doing things that were not dollar productive. "

"Billion Dollar Agent – Lessons Learned" reveals more insight into how Gregg has grown his business to become a phenomenal success. Gregg's full interview gives agents real ideas on marketing and nitche markets. This interview is a "Must Read" for those interested in building their Real Estate business. Buy your e-book copy today to read Gregg's full interview.

2006-11-28T06:20:00.000-08:00

Blake Mayes
RE/MAX Capital CityBoise, ID
http://www.blakemayes.com/

What is your personal background and how did you get into real estate?
"I had an agent who sold me a house, about 11-12 years ago. It was a difficult transaction and they thought I would be good. I was a barber. I was only 23 years old. The house I lived in had a fire and I ended up losing a lot of the house and decided I wanted to move. The agent listed my house and sold me her own home."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"Growing up, my family did not have much money. I was used to working pretty hard from my parents. I was tired of being poor. I was willing to work as hard as possible to make money. I was able to watch a successful agent as a mentor."

What do you enjoy most about the business?
"I like the freedom and diversity. It is not mundane."

Do you believe goals are important to your success?
"I think goals are extremely important and I set goals a lot. I read my goals daily. One of my goals is to be a coach or motivational speaker."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
"I do not think there are magic words. I think new agents are looking for magic words. For me, it is direct correlation in work effort and what comes from it. There is not an easy way to do this business."

What single quality has made you more successful than others?
"I was more willing to go meet clients in-person, especially the banks. I was able to develop face-to-face relationships."

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"I am over $500 million so far and it is very early in my career."

This excerpt was taken from the new book "Billion Dollar Agent – Lessons Learned" due out in paperback December 2006. Want to find out how Blake stays on top of New Customer Marketing – Lead Generation – Prospecting? To read Blake's full interview and see how he does it, read the full book, "Lessons Learned - Billion Dollar Agent".

2006-11-20T11:51:00.000-08:00

Ronnie Matthews
RE/MAX Legends
Spring, TX
http://www.ronnieandcathy.com/

Mr. Matthews has over 20+ years experience in the Houston real estate market. His goal is to provide his clients, with the utmost in professional Realtor services. His unique turn-key services include marketing properties with sound planning, expert marketing advice, loan processing assistance, creative decorating tips, persuasive skills and a strong company support system. He has received the #1 RE/MAX team award in Texas for eight years out of the past 14 years; # 3 RE/MAX Team in the world in 2005, has ranked in the Top 10 RE/MAX Teams in the world for 8 straight years. Other awards include: Circle of Legends Award, RE/MAX Lifetime Achievement Award, and winner of the Chairman’s Club Award.

What is your personal background and how did you get into real estate?
"We got in by default. I owned a plumbing utility business, employing about 65 people. Then the Houston economy started to collapse. From 1985 to 1987 several big developers went out of business. We lost everything. One day we looked at each other and said, "What do we do next?" There were not a lot of job opportunities for high school dropouts or ex plumbers. We had always been interested in real estate, so here we are. "

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I think the basics are he who works hardest is usually the most successful. You have to always be looking for ways to grow and improve your business. "

What do you enjoy most about the business?
"I am the Leader, money manager, and big picture person. "....."I enjoy the freedom, flexibility, and new challenges these other ventures bring. "

Do you believe goals are important to your success?
"On a personal level, if we are always doing the best we can and working hard, then the growth will come automatically. "

Are you a Billion-Dollar Agent or do you believe you will hit that level during your career?
"Our career totals are over $1 billion. "

Get the New Book "Billion Dollar Agent – Lessons Learned" where you can read Ronnie's entire interview with Steve Kantor of Lifebushido.com. In his interview, Ronnie shares his two "big, new" pushes for new client lead generation along with other great pointers on building business and generating sales.

2006-11-20T11:21:00.000-08:00

Casey Margenau
Casey Margenau & Associates
Re/Max Distinctive Real Estate, Inc.
Mclean, VA
www.Margenau.com

With more than 25 years in sales, over a decade as a Top Producer in Northern Virginia, and RE/MAX’s #1 Agent Worldwide for 5 years in a row, Casey Margenau uses his wealth of experience to ensure the financial success of his clients. Casey’s in-depth market knowledge allows him to custom tailor a marketing strategy for each property that provides the greatest exposure to achieve the goal of higher offers in a short period of time.
His professionalism and attention to detail have led him to the very top of his field. This is why people say "when you really want it sold, call Casey."

What is your personal background and how did you get into real estate?
"I was in sales. I had a marketing degree and started off selling door-to-door. Then I began selling bicycle parts to bike shops. One of the bicycle manufacturers hired me and I sold bikes and mopeds to the bike shops. Then I moved to selling automobiles. I move up to managing and trained salespeople in the auto industry and managed an automobile dealership."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"A strong work ethic comes from family. My family is made up of many successful businesspeople that work hard to achieve and always strive to be the very best at whatever they do. The drive and family competitive nature was bred into everything I do."

What do you enjoy most about the business?
"This is a multi-faceted business that allows you to wear many different hats."

What is the one most effective form of marketing that you have constantly done?
"High exposure print marketing. I buy the back cover of the magazines and local newspapers."

What client marketing activities do you do with past clients?
"We have a holiday party each year with our past clients. We send small gifts to clients that refer people to us and we have sports tickets for clients that make repeated referrals. But the most effective way to guarantee your past clients will come back to you is to help them create wealth through the real estate they buy."

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"Yes, in fact, by the close of this year we will have topped 2 billion."

Learn more about Casey and his extraordinary rise to the top in real estate by reading "Billion Dollar Agent – Lessons Learned" where you can read his interview in it's entirety. Casey shares some great tips and advise that you won't want to miss!

2006-11-11T14:57:00.000-08:00

Patrick Lilly
Coldwell Banker Hunt Kennedy
New York, NY
http://www.thetownhousespecialist.com/

Growing up in a small Maryland town, Patrick loved scouting out new homes with his father, collecting floor plans in three-ring binders for his imaginary Real Estate Company, "The Chesapeake & Patrick." Little did he know that a successful career in real estate was awaiting him in New York.

Providing superior service has always been Patrick’s primary objective in his real estate career. Market knowledge, exceptional follow-through, and good old common sense are the hallmarks of Patrick's continued success. Patrick is a frequent speaker at real estate conferences and seminars, and he is both a business and life coach.

What is your personal background and how did you get into real estate?
"I was getting my MBA at NYU and did my internship in advertising. I had no idea how little advertising paid. Upon graduation in 1984, the highest job offer I received was $23,000. At the time, I was bartending making $75,000 in cash. There was no way I was going to take that job. A few months later I had lunch with my friend Steve Straub who managed a real estate office in the city. He offered me a job, at which time I turned up my nose thinking, "I have a MBA, I am not going to sell apartments!" Steve then informed me he made $60,000 his first year in the business. My nose went back into place and I started working with Steve three days later."

What do you enjoy most about the business?
"I enjoy the money. It gives me the lifestyle that I want. I enjoy the freedom of not being 9am-5pm. I enjoy learning something new around every corner; there is nothing routine about this job. I can set my heights as high as I want. I can make my life what I want it to be."

Do you believe goals are important to your success?
"I believe goals are paramount to your success. I believe strongly that people who have a random pattern of business achieve random results."

What marketing advice would you give to someone at $100,000 who wants to get to $200,000 and more?
"It is important to understand what successful real estate brokers do and then mimic it in your own market in order to be successful. The way you get there is education/coaching."

What single quality has made you more successful than others?
"Coaching has been helpful."

What does the average real estate agent fail to do which are among the reasons why they are average?
"They are not looking at what makes a successful broker. They are not comparing themselves to others and learning. They just go ahead and do what they know. They won’t spend the money to learn. Successful teams, systems, and efficiency can be easily taught."

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"I am over $750 million so far."

Enjoy Patrick's interview in it's entirety in "Billion Dollar Agent – Lessons Learned." Patrick shares his wit and real estate tips as he answers Steve Kantor's questions on his success in the Real Estate business.

2006-11-11T13:43:00.000-08:00

Wade Klick
RE/MAX Results
Plymouth, MN
http://www.theklickgroup.com/

"I grew up the son of a carpenter. I helped him work on houses as a teenager as a way to earn money. After college I learned how to sell by working for a national health club chain. I knew that commission sales was how I wanted to make a living and the commissions on homes were a lot larger than health club memberships."

What about your background, lessons from your family, friends, and previous jobs helped you succeed in your career?
"When I was in health club sales for Bally, I learned about prospecting. I used to put out boxes to sign up for a two-week free membership and convert them to a membership. Selling real estate is similar; how many people you get in contact with and what your conversion ratio is. That is what sales is all about. How many people you are in contact with, how many you can convert into an appointment and how many convert into a sale; each one is a different skill set."

What do you enjoy most about the business?
"The most passionate thing that I have is projects. I am not emotional about it. I like finding market niches and creating systems to exploit them."

Do you set written goals for your business and life?
"Yes, I have had written goals before I started in real estate. I started in 1987 with my first plan. I read a book called, More Wealth Without Risk by Charles Given. Then I went into the goal setting and brainstorming section. I asked myself the question "If you could have anything, what would it be?"

What single quality has made you more successful than others?
"I have always figured out what is profitable and increased my marketing and lead generation to take advantage of opportunity before others. When markets change we have changed our business with the market."

"Are you over a billion for career sales?"
"The highest year was $85 million from 1999-2005 for a total of around $500 million. Now I am building a shopping mall worth $5 million."

Want to learn more about Wade's secrets? Read "Billion Dollar Agent – Lessons Learned" for his entire interview with Steve Kantor. Wade shares his top marketing, lead generation, and prospecting tips - You won't want to miss this!

2006-11-11T08:15:00.000-08:00

Jay Kinder
Coldwell Banker Crossroads
Lawton, Oklahoma
www.jaykinder.com

"I was literally born into real estate. My father, John Kinder, got into real estate in 1977, the same year I was born, and I have been surrounded by it and loving it every second since. I grew up in Lawton and quickly became passionate about helping the community develop and grow.Real estate is what I do. I am hooked on constantly gaining more knowledge about the industry so that I can best help my clients. "

What is your personal background and how did you get into real estate?
"My Dad was in the business and I was mowing yards. Rather than going to college he sent me to places to go to learn for real estate. My Dad supported me and threw me a few bones for business to keep me alive. After one year in the business I was on my own."

What do you enjoy most about the business?
"People. I love people. I love the people on the team and people we help. It is awesome to be around an energetic passionate group of people every day. It makes you look forward to coming to work."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"Early on, the harder you work the more money you make. My Dad was always working, he made it to baseball games but he put in the hours. We had nice things growing up and I naturally associated hard work with success."

Do you believe goals are important to your success?
"Absolutely, every year I wrote down my goals and plan my goals. The one-year I did not do it, my business was soft that year."

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"My career total is about $200 million and I am 28 years old. My company vision is 10,500 raving clients and 1 billion in real estate sold by January 1st, 2014. We are on track to accomplish that goal."

To read Jay's full interview and his advice to other agents including his unique marketing tips, read "Billion Dollar Agent – Lessons Learned" You can follow the links to Steve Kantor's Bookstore to find the book.

2006-11-05T17:36:00.000-08:00

Phil Herman
RE/MAX Real Estate Specialists
Dayton, OH
http://www.philherman.com

The road to becoming Dayton’s top home seller was not an easy one for Phil, either. From day one, Phil immersed himself with his typical zeal, taking every real estate class he could find, reading every book on the subject he could get his hands on, and spending hours studying with some of the top agents in the country. But true to form, Phil’s hard work eventually paid off. He started doing innovative personal marketing and set up systems to ensure outstanding service. Soon Phil was breaking records with his phenomenal performance. Phil is flattered by the requests he receives from companies and agents to share some of the secrets to his success.

What is your personal background and how did you get into real estate?
"At age 25, I was renting a house from a well-known MAI appraiser, builder and developer named Pat McAllister, who was a jack-of-all-trades in the real estate business. I looked up to him and saw him as being successful. Pat said he thought I’d be great at selling real estate and suggested I give it a try. I valued his opinion and followed his advice. "

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I am from a family of six children. My father was a mailman, and it was challenging to raise a family on his salary. I learned a work ethic early on. Life experiences have taught me much about perseverance, always being a student of the game, being humble and always being open to change and improvement. "

What do you enjoy most about the business?
"The business is about making money and having fun! One without the other does not work. I notice when people are making money they have smiles on their faces! Any successful business is about balancing work and fun to create profit."

Do you believe goals are important to your success? If yes, describe your approach to goal setting for your business and life?
"For me, it is as simple as this: you cannot hit a bulls-eye if you do not have a target to shoot at. It gives you a sense of purpose and focus. It ignites the passion and drive from within; it’s the juice."

Are you a Billion-Dollar Agent or do you believe you will hit that level during your career?
"To the best of my knowledge, I am approaching $750 million."

If you enjoyed reading this excerpt from Phil, you will want to read "Billion Dollar Agent – Lessons Learned" where you can read Phil's entire interview.

2006-11-05T16:56:00.000-08:00

Corey Geib
RE/MAX Home StoreLas Vegas, Nevada
http://remaxhomestorelvnv.com/

"I am currently the number one team leader worldwide, commissions paid, for RE/MAX and have been for five years in a row since 2001. I am a single father of three boys. Roby 19, Mitchel 13, and Jacob 8. We all love football and golf."

What lessons did you learn from your family, friends, previous jobs, and life experiences that helped you most to succeed in your career?
"I treat every day the same, whether it is a 9-5 paid job or a commission paid job. If you treat sales like a real job you will succeed. "

"There is a problem with the freedom associated with sales that can get you into trouble. You need to treat it like a real job. I think that Structure is very important. "

Do you believe goals are important to your success?
"We do goals at the beginning of the year. We do personal and team goals. We go over those at the start of the year and look again at the end of the year. I think it is extremely important for goals to be written down and visualized. I am a strong believer in almost daily review of goals. "

What single quality has made you more successful than others?
"Hard work and focus. I lost a lot of top producing agents who were affected by the amount of money they were making. They decided to not work as hard. I have not let commissions affect my drive. I still enjoy coming to work. "

Are you A Billion-Dollar Agent or do you believe you will hit that level during your career?
"I estimate my career team number is maybe 1.3 or 1.4 billion dollars. "

Read Corey's entire interview in "Billion Dollar Agent – Lessons Learned" the book.

2006-10-31T17:19:00.000-08:00

Lester F Cox
Lester F. Cox Realty Executives-The Cox Team
Number 1 Realty Executives Agent,
Phoenix Arizona
http://www.coxteamaz.com

Lester Cox has been the Number 1 producing Realty Executives Agent in Arizona for the last 3 years; he is currently ranked #3 worldwide and is the recipient of the R. Dale Rector Award, given to just one agent and the highest award given by Realty Executives in Arizona.

TRANSITION INTO REAL ESTATE
"I was in the Air Force from 1966 to 1970. I really did not have many choices. As I was getting out of Air Force, they had a program where you could reintroduce yourself into civilian life by working part time at a civilian job. I knew I liked real estate so I worked in a real estate office with Kowalski Real Estate. It was a fairly laid back environment, kind of like you would imagine a real estate office in Mayberry on the Andy Griffiths TV show. But I was able to learn enough to know I liked the business and the people were wonderful."

WHAT DO YOU ENJOY MOST ABOUT THE BUSINESS?
"When you can empathize with the customer, you can really figure out how to best help them achieve their dreams and open new chapters in their lives. I have a passion for the business, always have had and if that ever fades, I’ll get out. And, I always remember that commissions are simply a by-product of doing a great job for people. "

SINGLE SUCCESS QUALITY
"I am extremely competitive. I also know how to work hard and play hard. As well, my Dad taught me when I was 10 or 11 years old, that if you are going to do something, then do it right the first time. Don't take shortcuts. It takes the same amount of time to do the job right. So, if I am going to be in real estate why not do it with all my energy and passion. "

DO YOU BELIEVE IN GOALS?
"Goals are absolutely important and they have to be written so you can visit them frequently. I do a goal setting session at the end of every year. I do a goal setting session at the end of every year for the next year. I also keep a dream book where I have my goals, wants, wishes and dreams for the next year, 5 years, and 10 years written. "

BASIC NUMBERS
"In 2005, my team worked together to close 479 transactions with over $88 million in gross sales. "

"I have never calculated totals, but having been in the real estate business for over 35 years and with various homebuilders that I have represented as sales manger and other executives’ offices, I’m sure it must be over a billion dollars by this point. If not, a billion yet, I must be darn close and barring some fatality, I surely will surpass this mark."

Read Lester's Full Interview in "Billion Dollar Agent – Lessons Learned" the book

2006-10-24T19:15:00.000-07:00

Ron Campbell
The Campbell Team
Campbell and Campbell Real Estate
Albuquerque, NM
www.sherlockhomesnm.com

Ron Campbell has an extensive background in sales and marketing that spans over 30 years and includes management, ownership, franchising, and mortgage banking. He is a national speaker and a member of several elite groups of real estate brokers/owners who are ranked nationally as the best in the business. He has set real estate records locally, statewide, and nationally that still stand after almost a decade. He is a licensed real estate broker in New Mexico and the only one to rank in REALTOR® Magazine's Top 100 for three consecutive years - 2001, 2002 & 2003! The Campbell Team has closed over 2700 transactions worth in excess of $360 million of residential real estate since 1990.

TRANSITION INTO REAL ESTATE
"At one-time, I was one of the largest mobile home dealers. When the interest rates rose to eighteen percent and the oil field markets shut down, dealers were on recourse financing. Homes were being repossessed. In ninety days I had a $2.3 million loss. I went bankrupt in 1986 and lost everything. I started over at the age of 40. "

"The first three companies I went to work for shut their doors. The third company was an ERA franchise. He shut his door sixty days later. I was an entrepreneur and picked up the franchise for $2,500. I joined with a partner who was another top agent. I put my destiny back into my hands not someone else’s. "

SINGLE SUCCESS QUALITY
"Consistency. I know how to do the same thing. Every morning I do the same thing, day after day; I tried to find an excuse not to do it. "

LESSONS LEARNED
"After I filed bankruptcy, I was down mentally. I had always had perfect credit. I read one book called Why Smart People Fail. When you lose everything you find out who your true friends are. We had a non-dischargeable debt of over $175,000. I was motivated to make money to pay off the debt. I have always been one to plow ahead, take risk, and damn the torpedoes. I have a high confidence level. "

BASIC NUMBERS
"In 2005 I reached $448,363,301 in sales with 2005 being a little over 80 million. That represented 3035 homes sold overall. I have now surpassed 500 million in my career."

Read Ron's Full interview in "Billion Dollar Agent – Lessons Learned" the book

2006-10-04T17:43:00.000-07:00

Matt Battiata
Battiata Real Estate Group
http://www.noriskorobligation.com/
Carlsbad, CA

Originally from Washington, DC, Matt is a graduate of Tulane University (BA). Before starting his real estate career, Matt was a former Tall Ship Captain (100 ton USCG license) and more recently the CEO and Creative Director of the Pacific Northwest advertising firm NBP Inc. A licensed real estate broker, he was named the #1 agent in California / #5 worldwide in 2001 (RE Int.) and has been the #1 agent in North San Diego County for the past three years in a row.

TRANSITION INTO REAL ESTATE
“In 1999 I moved to San Diego and branched into real estate when I found out that my wife’s friend in Seattle was becoming very successful at real estate, making more money than I was.”

LIFE LESSONS
“My parents are first generation immigrants from Sicily. They had a real immigrant mentality of hard work. This was instilled in my siblings and me while growing up.”

STAFFING DYNAMIC
“I have a different model than most real estate businesses. I have six employees who are all licensed but only two of these employees are listing agents. Most are utilized as showing agents.”
MARKETING
“We spend 25% of our revenue on marketing. 70% of that budget is television-based advertising for sellers. When I started doing TV a year ago, I stopped direct mailing. I wanted to increase my business and felt that TV was the right avenue. As a result, I found that direct mailing was much more important than I had estimated.”

REFERRAL BUSINESS
“We think that the amount of business we receive from client repeats/referrals is relatively low, maybe 10%.”

2006-09-26T16:05:00.000-07:00

Phyllis Harb
Dickson Podley Realtors
La Canada Real Estate
http://www.realtorharb.com/
La Canada, CA

Phyllis has achieved Platinum Designation, the highest ranking RE/MAX offers its agents and reserved for a select group based on their closed sales. She is a Department of Real Estate Course Instructor which means she is certified to teach mandatory continuing education courses to Real Estate professionals.

ENTERING REAL ESTATE
“I was in mortgage banking for 10-15 years. In the late 1980’s, the banks were being merged out of existence and jobs were disappearing. My Mom was a Realtor and introduced me to the business. It seemed like a good fit and a way to use the skills I had learned while in mortgage banking.”

LESSONS LEARNED
“The Golden Rule is very important in real estate… to both clients and other agents.”

ENJOYMENT
“I enjoy problem solving. You have a sense of accomplishment to solve a problem. It is great to see the look on a buyer’s face when they find the perfect home and even better to be invited to their home year after year.”

GOALS
“I want to be successful, make enough money and enjoy my life and career.”

INNOVATIVE ACTIVITIES
“I just started to take clients out for lunch or dinner. There is a cluster of them that make up 40% of my referred business. When someone sends a referral, I send a thank you with a gift certificate (movies/Sees Candy) and Thank You note. After closing, I follow up with a bottle of Dom Perignon.”

WHY AGENTS FAIL
“They fail to be there. If someone emails you, respond quickly. If someone asks a question and you do not know the answer, find the answer. It is important to wake up in the morning and go to work. Do not start your day at 10am or 11am. The most successful get to work early and start either planning or returning calls.”

2006-09-22T14:47:00.000-07:00

Jane Fairweather
The Fairweather Collection
http://www.janefairweather.com/
Bethesda, MD

A 22-year veteran of the business, Jane Fairweather is a staple in the Maryland Real Estate business. Together with her team of highly specialized assistants and buyer agents, Jane sells an average of 160-190 homes per year. She has been named the # 1 Coldwell Banker agent in the Washington Metropolitan Area for the last 6 years.

LIFE LESSONS
“Marketing is the key. Instinctively, if they don’t know who you are why would they call you?”

BUSINESS PLAN
“I write a huge business plan every year. It’s probably six chapters and 90 pages. A lot of people set goals on production. I believe we also need to set goals on customer service, community outreach and community service, public relations, marketing, future business development, wealth development, and planning for retirement, etc.”

TELEMARKETING
“I have two telemarketing companies that do cold calling for me and give me warm leads. I then prospect those leads.”

MARKETPLACE DISTINCTION
“My sign is the least expensive, singularly the most distinctive in the marketplace. The best thing I have done is to create a distinctive and memorable sign. My sign is recognizable from a mile away. It’s easy to remember and gives my brand a powerful advantage in the market place.”

SUCCESSES
“We do an annual report that is a detailed market analysis of all the sales of the previous 12 months. This report goes to every neighborhood in our zip codes. I want my image to be that I am knowledgeable and that I am the go-to person for good information.”

RESOURCES
The e-Myth by Michael E. Gerber
Raving Fans by Ken Blanchard
Selling the Invisible by Harry Beckwith
Visionary Business by Marc Allen
Man’s Search for Meaning by Viktor E. Frankl
Customers For Life by Carl Sewell
Bringing Out the Best in Others by Thomas K. Connellan
The Guerrilla Marketing Handbook by Jay Levinson & Seth Godin
The 22 Immaculate Laws of B

2006-09-19T14:58:00.000-07:00

Tupper Briggs
Tupper's Team
http://www.tuppersteam.com/
Evergreen, CO

Over the years Tupper Briggs has constantly asked what clients really want and has diligently directed his business accordingly. He is pleased with the resulting growth his business has experienced due to this philosophy. He is forever searching for new technology, better ways to stay in touch and improved marketing tools to serve clients beyond their wildest dreams. He delights in having clients say “WOW”.

REAL ESTATE DISCOVERY
“I discovered that there are a lot of heavy handed sales tactics but I also learned that sales is putting yourself in your client’s shoes and giving them what they want. Fats Waller wrote a song called “Find out what they want and how they want it and give it to them just that way.””

SURVIVAL
“I grew up with three sisters so I learned that negotiation was part of survival. It pays to give the world the benefit of the doubt and leave your mind open to the wonderful possibilities that meeting each new person offers.”

GOALS
“Absolutely! I can remember taking a goal-setting class when I was a salesman. I set a goal and then realized I had made it. I thought all you have to do is set the goal and you would achieve it. As we make bigger goals we realize there is more to it than that. We can only set goals for things we have control over.”

MAILINGS
“I have a four-color, sixteen-page newspaper which goes out once a quarter to every mailbox and residence in our entire marketing area - 26,000 people. I grab articles from the public domain. The newspaper is zero-based because we have people advertise in the newspaper.”

SUCCESSFUL QUALITY
“We care, we have fun, but we are very competent and we wear that on our sleeves.”

WORKLOAD
“We make it appear that we work 24/7 and we have workflow so we can cover everything.”

2006-09-15T14:43:00.000-07:00

Gladys Blum
Gladys Blum Group Real Estate Services
http://www.gladysblumgroup.com
Salem, OR

Gladys’ success doesn’t come by luck or accident. She earned it one person at a time and her passion to help people is a trademark known and respected throughout the Salem community.

Gladys has a compassion for the needy in the Salem area and is extensively involved in charitable and business organizations that strive to meet that need and make the community a better place to live.

FOR SALE BY OWNER
“We created a website that they could advertise on. It was called sellingbyowner. We meet with them, take pictures and put it on the site. They are also placed on an e-mail follow-up campaign.”

COMMUNITY INVOLVEMENT
“I also believe that my involvement in the community has been a huge payback.”

MARKETING
“We have a marketing plan and a service plan. It is something that both parties sign so there are no surprises. We’ve learned to under promise and over- deliver.”

LESSONS LEARNED
“I learned early on that it is crucial to rub shoulders with people who produce at your level or higher. I was in a Mastermind group from all over the US and we met quarterly. We were accountable to each other and shared problems and solutions. That same group is meeting today.”

ATTRIBUTES OF SUCCESS
“Telling the truth…no matter what! I am a great listener. I treat every client equally. I believe that being low-key instead of high pressure has worked really well for me. I strive on learning new ideas and methods. I want to always be on the cutting edge.”

RESOURCES
Richest Man in Babylon
Wealthy Barber
The Purpose Driven Life
Jesus Christ CEO

2006-09-12T16:47:00.000-07:00

Paul Biciocchi
Forum Properties, Inc.
Potomac, MD

LIFE LESSON
“Plan your work and work your plan. It is important to have a strategy of
where to go and how to get there.”

ENJOY YOUR JOB
“I enjoy the aspect of helping people make decisions that affect their family and their future. It is not just a sales transaction. “

OPEN HOUSES
“When I meet and greet someone, I ask whether they came from my sign or the ad in the paper. If they read the ad in the paper, it tells me they took the time to sit down and circle what they want to see. That is whom I want to stick with.”

CUSTOMER CONTACT
“I send desk calendars out annually. I do a quarterly newsletter to my client base.”

IMPORTANT QUALITIES
“Honesty and Service”

BEING A SALESPERSON
“I think to be a good salesperson you should listen twice as much as they talk.”

2006-09-05T16:26:00.000-07:00

Karen Bernardi
The Bernardi Group
http://www.bernardigroup.com/
Coldewell Banker Residential Brokerage
http://cbmove.com/
Boulder, CO

Hippie Waitress to Multi, Multi Millionaire

Twenty-three years ago, Karen drifted to Boulder, Co. Without a college degree, she had trouble finding work besides bar tending and waitressing. She was in debt. Today, Bernardi is among the nation's top-producing residential salespeople.

Her outgoing personality helped but it was determination and willingness to work hard and do things differently regardless of the opinions of others.

Real estate trainer Mike Ferry taught her to organize herself better and to focus on listing and prospecting. Her sales volume shot through the ceiling.

STAFFING
"I have a driver. This helps so I can work and make phone calls while in the car."

GOALS
"I have a full written plan. I have written goals for everything. It keeps me in motion and keeps me happy."

MARKETING
"I have a good reputation. People have heard of me through the years. I take it very seriously if there is a customer complaint – and I fix it!"

BURNOUT
"Agents need a real schedule so that real estate does not become your life. I travel a lot and take a lot of vacations. Make sure you decide what works to sell a home - not the client. Tell the client what works. You have to take control of the situation and act like the expert."

CHALLENGES
"It was important to keep my emotions in control. I always try to keep my customers’ interests ahead of my own."

2006-09-05T15:15:00.000-07:00

Welcome to Lessons Learned: Billion Dollar Agent!

The book Lessons Learned: Billion Dollar Agent is currently being worked on. We have collected 34 interviews up to this point and hope to expand this collection in the near future. We are going to post excerpts from these interviews here on this blog on a regular basis. Our hope is that others can learn from the experiences of their peers.

Take Advantage of Every Opportunity!

Knowledge - Truly Powerful!

2006-05-11T07:12:00.000-07:00

Welcome to Lessons Learned: Billion Dollar Agent!

This blog will share some of the top lessons learned from the 1 in 10,000 real estate agents in the United States who have sold over $1 billion of real estate in their career (or are on track to do so).

These top Realtors were interviewed during 2006 and the book, Lessons Learned: Billion Dollar Agent, will be published in Fall 2006.

See www.billiondollaragent.com for more information.